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#1 Sales Tactic (to Make a TON of Money!) — Transcript

by Jay Shetty Podcast · 21,624 words · 3,252 segments · language en · Watch on YouTube

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0:02[music]
0:08[music]
0:31>> Whether someone's in sales or not, why
0:33is it important to have sales skills?
0:35>> So, everybody thinks that sales is a job
0:38when it's a skill set. And yeah, you can
0:40monetize that skill set very well, but
0:42sales is a way to have better
0:44relationships, better friendships, the
0:46way that you talk to yourself in your
0:48own mind. Like, you can roll your own
0:49objections that tell you, "I'm not good
0:51enough. I don't deserve this." Uh to
0:53make you really believe that you do
0:55deserve a better life in every single
0:58aspect. So, sales to me is freedom
1:01because I wholeheartedly believe that if
1:03you teach anybody, and specifically a
1:06woman sales, she'll never go broke again
1:09for the rest of her life. There's always
1:10something to sell. Your stuff, other
1:13companies, and not only just the money
1:15side, but also, you know, it changes
1:17your friendships. It changes your
1:19relationships in every facet of your
1:21life. It allows you to gain control
1:24because you have to have If you want to
1:26be good at sales, you have to develop a
1:30figure-it-out mentality. Like, you just
1:32have to figure it out. And your
1:33mentality is like, "If somebody tells me
1:35no, that's fine. Everybody's going to
1:37tell me no. I'm just going to go no, no,
1:39no, no, no until I get my yes." And that
1:42kind of a mentality that sales has to
1:44teach you, it will make you successful
1:47no matter what you do.
1:48>> Yeah, I
1:50don't have a sales job, but the amount
1:52of things I constantly have to pitch,
1:54share, communicate, it's unbelievable
1:58just how every area of our life is a
2:00sales job without even thinking about
2:02it. One thing you just said really
2:03resonated with me. I've never heard it
2:05put like that. You said that we even
2:07have to sell ourselves in our own mind.
2:09>> Exactly.
2:10>> To ourselves.
2:11>> Mhm.
2:11>> Talk to me a bit about that because I've
2:12never heard someone say that before.
2:14>> Right. So, rolling objections in sales
2:15is like the scariest thing that
2:17everybody's like, "Oh my gosh, I have to
2:18turn a no into a yes or a negative into
2:21a positive." But when you roll other
2:23people's objections, and when you really
2:25fight for somebody to transform their
2:27life, whether that's in your own
2:29business that you sell, or whether
2:31you're selling somebody else's offers,
2:33you learn how to fight for other people,
2:35and then you replicate it in your own
2:36mind. So, everybody goes through the
2:38same thoughts of, you know, this is too
2:40risky, or I should stay safe, or I'm not
2:44good enough, or, you know, these
2:45limiting beliefs. But you have to tell
2:48yourself,
2:49"Okay, I'm feeling that fear. I'm
2:52feeling that kind of hesitation. That's
2:54negative energy. I need to turn it into
2:56positive energy in order to move
2:58forward." So, you can roll your own
2:59objections, which is like, "I'm not good
3:01enough." And then it's like, "I totally
3:03hear you." Calming, easing. "Can I
3:07challenge that belief?" That's what I
3:08always say to people. Whenever I roll
3:10objections, it's always, "I hear you,
3:11but can I challenge that belief for a
3:12second?" And then you challenge that own
3:14belief with somebody else, but also with
3:16yourself if you need it, too. Um and
3:19it's how you just reframe your brain
3:21into okay, I'm inputting something
3:23that's negative, but I'm going to feel
3:26that. I'm going to roll that objection,
3:28reframe it, and output something
3:30positive.
3:31>> Yeah. And I love that acknowledgement
3:33that the feeling's real and the fear is
3:35there. But how do we challenge it? And I
3:37think you're so right that most of us,
3:39if our mind says something, we just
3:41believe it to be true. So, if your mind
3:42says you're not good enough, you're
3:43like, "Yeah, I guess I'm not good
3:44enough." Or your mind says, "No, people
3:47like you don't get to places like that."
3:49Your mind says, "Yeah, that's probably
3:51true." And we give up. Talk to me about
3:53what are the three sales skills that we
3:56can use everywhere in our life to get
3:58everything we want.
3:59>> Knowing somebody's leverage.
4:01Okay? You can sell in sales, you can
4:04sell the same thing 10 different ways.
4:06>> Tell me about that.
4:07>> Okay, for example, if I am selling a
4:10fitness program. Okay, I'm going to
4:11close I'm a closer on a fitness offer. I
4:13can sell to somebody who wants to lose
4:15weight. I can sell to somebody who wants
4:17to gain weight. I can sell to somebody
4:18who has some health problems and an
4:20urgent need right now. And I can sell to
4:22somebody for prevention, for just
4:24overall health. So, there's a bunch of
4:25different ways that you can sell things.
4:27So, if you try to sell the same thing
4:29the same way to different types of
4:31people,
4:32you're only going to get those specific
4:35people that the leverage was built. So,
4:37what your job is is to identify the
4:40specific leverage. And by by leverage, I
4:42mean pain points. So, different people
4:44have different pain points and what's
4:46going to motivate them in order to make
4:47a buying decision. So, to kind of like
4:50back up, you need to understand
4:52somebody's leverage points and what they
4:54specifically want and what will change
4:56their day-to-day life by making a
4:58decision. And once you find the leverage
5:00points, that's the problem.
5:02The solution is whatever you're selling
5:04them.
5:04>> Right.
5:05>> Or, you know, whether that be a
5:06promotion, whether that be, you know,
5:08your boyfriend rolling objections with
5:10him, whether that be literally anything.
5:12The world is problem and solution. And
5:14if you can build enough value around
5:17people's pain points,
5:18there you go, you can solve anything.
5:20>> Mhm. So, that's the first skill.
5:21>> Mhm.
5:22>> [clears throat]
5:22>> What are the other two?
5:23>> So, leverage and then um building value.
5:26So, if you can provide value to people,
5:29you will never be broke again, but you
5:31can also just unlock so many different
5:34relationships because you can build
5:36value with people. So, value looks like
5:38you insert their pain points, which is
5:40what they want solved, but then you not
5:43only provide them a solution and just
5:45reading off what's included or, you
5:47know, how you're solving it. I call it
5:49sell the sizzle, not the steak, cuz
5:51nobody cares about what you're selling.
5:53They care about what it does for them on
5:55a day-to-day basis. So, that's the
5:57solution part. Then we get into the
5:58third, which is I call it the kiss
6:01method, but it's keeping it simple,
6:04stupid. Life will get so much better for
6:07you if you understand that people don't
6:10necessarily say no to you because they
6:12don't want it or they don't, you know,
6:14want you around them or whatever.
6:16It's because you're not clear.
6:18You know, so if you make your ask clear
6:22to where somebody knows exactly when I
6:24hand over my credit card or exactly when
6:27I give this person this promotion or
6:28exactly when I give you this job,
6:31I know exactly what's going to happen.
6:32You [clears throat] give them clarity.
6:34And then the fourth thing is just ask.
6:36You never get anything done if you don't
6:39ask for it. Like, I created a career off
6:43of being annoying.
6:44Literally [laughter] like selling
6:46people, you have to be a little
6:47annoying. Growing a business, you have
6:49to be a little annoying. Content, you
6:52have to be a little annoying, but those
6:54people that step out of the box and just
6:58accept that being annoying or maybe a
7:01little pushy or just a little out there
7:03delusional, that is what's going to put
7:06you in the rooms that you didn't really
7:08think you deserved, but the plot twist
7:10is you do deserve it because you asked
7:12for it.
7:13>> Yeah. Tell me about the people who are I
7:15want to speak to the skeptics or the
7:17cynical people who are like, "Oh, well,
7:18if I'm talking to people's pain points,
7:20then I'm manipulating them. I'm taking
7:22advantage of them. What's the difference
7:24between ethical sales and doing it
7:26properly and then taking advantage of
7:29other people or manipulating them?" How
7:30would you talk about the difference?
7:31>> For sure. So, everybody thinks that
7:33sales is manipulation, but it's actually
7:36emotional leadership. So, what I mean by
7:38that is when you are selling somebody
7:40that's a qualified buyer, which means
7:42they're somewhat interested in what you
7:43have to offer. They are here talking to
7:46you because they have a problem that
7:48they need solved. So, it is your duty to
7:51if they don't solve their problem, if
7:53they don't, you didn't do your job. You
7:55didn't help them. So, what helps with
7:56this is actually selling something that
7:58you believe in. And so, if what you're
8:00selling is yourself, like on a job
8:02interview or talking to a friend or your
8:04boyfriend, you have to believe in your
8:07worth. That's a big thing. But again, if
8:09you're selling something, you have to
8:11believe in the worth of what you're
8:12selling because that comes off in the
8:14conviction of your voice. And sales is
8:1780% the conviction of your voice and the
8:20energy that you have when you're talking
8:22about your product. Like I always say,
8:24people buy your eyes and the way that
8:26you have passion coming through when
8:28you're talking about something. So, at
8:30the end of the day, it's only
8:31manipulation if you don't believe that
8:34you can actually help this person. But
8:36when you really step into emotional
8:38leadership, where you're leading people
8:40through kind of a hard decision, you
8:42know, do I buy something? Do I not? Do I
8:43change my life? Do I get a new job? Do I
8:45join this fitness program or whatever?
8:47You are helping people make a better
8:49decision for them in the long run. And
8:51if you do it right, they'll be thanking
8:53you. So, it's it's very fulfilling.
8:55>> Yeah, absolutely. I'm I'm thinking back
8:56to my first work experience when I was
8:59like 16 years old. My mom had asked for
9:03a favor from a family friend of ours to
9:05get me a job at this
9:07company at the Business Design Centre.
9:09This is a event space in England.
9:11>> Okay.
9:12>> And I worked at a company where we'd be
9:13selling event space to people for these
9:16big events. So, there'd be a event about
9:19bikes and then we'd have to call up all
9:20these bike companies and sell them
9:22stands. So, there was a car exhibition
9:24and we'd have to call up all these car
9:26companies. I knew nothing about sales
9:28and I remember being trained to cold
9:30call like 300 people. Yeah.
9:33>> Okay, so what was your pitch? What was
9:34your cold call?
9:35>> I can't remember it fully I can't
9:36remember it fully because I was 16 years
9:38old
9:39>> Yeah. and I'd be on the phone and and
9:41and I remember just the amount of times
9:42I'd be like, "Hey, I'm Jay Shetty
9:44calling from the business design I think
9:45we were called Upper Street Events."
9:47She'd be like, "Hey, I'm Jay Shetty
9:49calling from Upper Street Events." The
9:50amount of people that would just put the
9:51phone down immediately and it's what you
9:53just said a few moments ago where you
9:55just had to get used to the fact. Now,
9:57the Business Design Centre was this
9:58beautiful event space.
10:00I really believe that it was a cool
10:02space to have events. It was one of the
10:03few places that like there were big
10:06fashion shows that took place. There was
10:07a really cool space and it goes back to
10:09what you were saying that it took me
10:11time to A get comfortable with failure
10:13and rejection. B get some conviction in
10:16my voice and then finally get to a point
10:18where it was like, "You're going to be
10:20exhibited at the number one exhibition
10:22center in the UK." blah blah blah Yeah,
10:25etc. And you learn from figuring out
10:28what what's actually going to happen and
10:30you're so right that if you don't
10:31research the product, you can't just
10:33read a script. And I think that's where
10:35the energy goes wrong when you just are
10:37repeating a script but you don't believe
10:39in it.
10:39>> Well, you said something interesting.
10:40It's like people will just immediately
10:42put the phone down. Just no, I'm not
10:43interested. Boom.
10:45A lot of people think that in sales you
10:46have to sell every single person and
10:49when you get a no, that's an indicator
10:50that you're a bad sales rep, right?
10:53But in sales, you're talking to
10:55unqualified and qualified buyers. So, a
10:58lot of the times if you're talking to
10:59someone that's unqualified,
11:01that you shouldn't sweat it. Your job if
11:04you are cold calling or door knocking or
11:05doing any sort of cold approach is just
11:08the way that I like to explain it is
11:09you're almost sifting through the
11:11unqualified buyers and you're more
11:13qualifying if they are worth your time.
11:16You're like, "Okay, you slammed the door
11:17in my face. No problem. I'm one step
11:18closer to getting somebody that will
11:20listen to me." Or you
11:22you know, hung up the phone super quick.
11:23Awesome. Thank you for not wasting my
11:26time cuz it would have drained my energy
11:28on somebody that I actually can't help.
11:30So, in life in general too, you will
11:32learn that not every single person is
11:35worth your time. And there's a
11:37difference between somebody that does
11:39and doesn't. It's unqualified buyers and
11:41qualified buyers. So there comes a point
11:44in life where you just get some sort of
11:45confidence because you know that life is
11:48a numbers game.
11:50>> Yeah, and absolutely. And I think the
11:51point going back to my manipulation
11:53point
11:54is that if someone doesn't want it,
11:56you're not trying to convince the person
11:58who already put the phone down on you
11:59>> For sure.
12:00>> the phone back up to convince them
12:02because you want to get a good target.
12:04You're accepting the fact that this
12:05isn't the right person. They obviously
12:07don't need this or want this and that's
12:09okay. Talk to me about what people
12:11you're in your 20s.
12:12What should people in their 20s be doing
12:15to have a great financial future?
12:16>> Oh my gosh. Okay, couple things. One,
12:19move out. You cannot change yourself if
12:23you are still tied to the perceptions
12:25that everybody else has around you. Like
12:27the people that you grew up with, they
12:29see you as your old version of yourself.
12:32So if you truly want like exponential
12:34quantum leap change of yourself, you
12:37need to almost kind of have a clean
12:38slate and not feel bad about, you know,
12:41presenting yourself a little differently
12:42or trying new things out. So I think,
12:45you know, old friends, old family
12:47members even. Not that they're the
12:49problem, but it just makes it a lot
12:51easier when you do change your physical
12:52surroundings to also change yourself
12:54internally. Um I would also recommend
12:57when you do move, buy the most ex-
13:00pensive gym membership,
13:02sit in the sauna, and talk to everybody.
13:07One connection can literally change your
13:09life. And the amount of people that I've
13:11met just from talking to people in the
13:14elevator, you know, sitting in the sauna
13:17and just being open, not having a frown
13:19on your face all day and being a little
13:21bit approachable.
13:22It will change your life. And again,
13:24it's a numbers game. You might have some
13:25weirdos, you might have some randos, but
13:28that very few people that you do
13:29interact in a conversation with, you
13:32know, keep them in your back pocket
13:33because your network is your net worth,
13:35obviously.
13:36Um, I would say use your credit card
13:38like your debit card. I've been a big,
13:41you know, proponent of that. Invest
13:43every 20 cents to the dollar is a good
13:46one. Um, I wish I knew that a long time
13:49ago um, cuz I was always just spend,
13:50spend, spend, but I would literally
13:51shake myself and be like, "And just
13:53throw it into the market." It doesn't
13:55matter, put it all in Bitcoin, whatever.
13:57Um, and then I would say learn a high
13:59income skill because you need to provide
14:01value in the marketplace if you want to
14:03get paid for it. So, mine was obviously
14:05sales, um, but there's copywriting,
14:08tech, AI, content creation, whatever
14:12your skill is, just hone in on it and be
14:15the best of the best and try to provide
14:17other people value because if you if you
14:20become an irreplaceable asset, you'll
14:23never be replaced.
14:24>> Mhm.
14:24>> You know?
14:25And then the last thing, do the complete
14:29opposite of what everybody else around
14:31you is doing. If you look left and right
14:34and everybody's doing the same thing, do
14:37the opposite. If you want to have a
14:39different result, you need to do
14:41different things in order to have a
14:42different result. And then also, be the
14:45best at whatever you're doing. So,
14:47whether you are working as a barista,
14:49whether you're a server, whether you're
14:51a teacher, be the best. Like take pride
14:54in your job because that's something
14:55that nobody can take away from you.
14:58Uh, and a lot of that effort and skill
14:59set that you're getting right now is
15:01going to translate to what you actually
15:03want to do in the future, you just might
15:04not see it right now.
15:05>> That is a great list.
15:06>> Yeah. I love that list.
15:08>> like I remember like working at a coffee
15:10shop. I was a barista, it was one of my
15:12first jobs, and I was the best barista
15:15ever. Like I was picking up every extra
15:17shift, I was DoorDashing on the side,
15:19like I loved making money.
15:20Um, and I knew it wasn't my forever job
15:22because I would look left and right and
15:25everybody was just showing up doing the
15:26bare minimum.
15:27>> Yeah.
15:27>> But I mean, maybe they were smarter cuz
15:29we were getting paid the same amount,
15:30but I think that sort of mentality where
15:33it's like you know you're a star. You
15:35know the job that you're in right now
15:37might just be a stepping stone.
15:39It's okay though, because
15:41the skill sets and the work ethic that
15:43you [snorts] have right now are going to
15:45pay you dividends throughout your whole
15:47life. So maybe you're getting paid the
15:49same amount as someone that's just
15:51showing up right now, but it's the work
15:52ethic that can never be taken away.
15:54>> Yeah, you're reminding me of I don't
15:56know if you've ever seen this TikToker
15:58called Markel Washington.
15:59>> No.
16:00>> So he used to work in Subway.
16:01>> Mhm.
16:02>> And he would sing to the customers as he
16:04would make their Subway sandwich. And
16:06people loved it. And that's how he got
16:08discovered. Someone filmed him, put it
16:10up on TikTok, got millions of views, and
16:12now he has all these followers. Now he's
16:13left Subway. He's You know what it's I
16:16couldn't agree with you more. I always
16:17think if you
16:18can find a way to even make the job you
16:21hate
16:22>> Mhm.
16:22>> attractive, fun, and be passionate about
16:24it. It's just a great skill in life and
16:27it transforms everything. You talked
16:28about building high-income skills,
16:30high-value skills,
16:32>> which I wish was talked about in
16:34college. I wish it was talked about
16:35earlier in school. I feel like it's
16:37completely missed because you kind of
16:39get taught, or at least I did, to be a
16:40generalist. It was like kind of be good
16:42at this, kind of be good at this, kind
16:43of be good at that. No one ever tells
16:45you like, "Hey, pick something and
16:46become incredible at it and pick
16:48something that the world's actually
16:50going to value."
16:51How do you, now that we've all left
16:53school, we're post-college, how do you
16:56actually build a high-income or
16:58high-value skill? What does the process
17:00look like?
17:00>> Well, there's so much free content on
17:02social media. Like we literally live in
17:04an age where, you know, there's multiple
17:06YouTube videos. I literally just filmed
17:09a 6-hour YouTube video going over every
17:12single part of the sales process. Like
17:14if you want to learn, we now live in an
17:17age where you can learn. You just have
17:19to do the thing that nobody's willing to
17:21do, which is
17:22sit down and learn and take notes and
17:26practice with yourself, reach out to
17:28companies, you know, get some experience
17:30and climb the ladder just like that. But
17:33so I would say learn from social media,
17:35completely free. So many mentors right
17:38now will teach you anything. And then
17:40step number two is practice. And so when
17:43it comes to practicing, obviously we all
17:46have a dream job in our head, you know,
17:49oh I would love to sell for this person.
17:51I would love to be on this person's
17:52sales team.
17:53But in the very beginning, you might
17:55need some data. You might need some
17:57experience. So I would challenge people
17:59to yeah, keep that dream job in your
18:02head, but more so like build your data,
18:05build your experience right now with
18:07amazing lead quality with, you know,
18:09just a good system. That way you can
18:11have something in your back pocket when
18:13you do go to pitch yourself for that
18:14dream job.
18:15>> Yeah, absolutely. I couldn't agree with
18:17you more. I feel like there's so much
18:18free content out there.
18:19>> Mhm.
18:20>> But it's so hard because I think we look
18:22at like 30 seconds of a reel.
18:24>> For sure.
18:24>> And a lot of this is sitting down for a
18:27few hours. Like I remember when I was
18:28first learning social media, I was
18:31spending 3 hours every Saturday and
18:33Sunday morning just studying. Like for
18:36hours and hours and hours for weeks on
18:37end, 3 hours, 6 hours a week on top of
18:40my day job. And I feel like if I hadn't
18:41done that, I wouldn't have understood
18:43social media the way I did. And
18:45eventually it became every day after
18:46work. And I had a full-time job at the
18:48time. It became 5 hours a day after
18:50work, sometimes up until 2, 3 a.m. just
18:53trying to learn and study, only to go
18:55back to work next day. I think there's
18:57so much truth to that and it is all out
18:59there. What do you find is the biggest
19:01difference between people who have sales
19:04skills and people who don't?
19:06>> Mindset. It's your ability to give
19:10context to a negative in order to turn
19:12it into a positive in your own brain.
19:14What do I mean by that? So, in sales,
19:17sales people develop this skill set that
19:18makes them great, which is somebody
19:20slams the door in your face or hangs up
19:22on you. And you kind of tell yourself,
19:24you're like,
19:25"Maybe she just got pulled over this
19:27morning and she's in a bad mood. Maybe
19:29he just got served divorce papers.
19:31Anyways, not my problem. I'm going to
19:33the next person." Even though that stuff
19:35probably isn't true, you're almost I
19:38call it being a psycho cuz you literally
19:40have to be some sort of level of
19:42psychotic in order to feed yourself a
19:45little bit of lies to give context
19:47around rejection. That way you can take
19:49it a little bit easier.
19:51Um cuz it's like they're not rejecting
19:52you, they're rejecting, you know, the
19:54time or what you're actually selling.
19:56But it's your ability to really just
19:58play mind games with yourself of saying,
20:01"Hey, maybe they just had a bad day.
20:04Anyways, I'm moving on to the next
20:05person cuz there is someone who wants to
20:07talk to me."
20:08Even though the last 10 people might
20:10have told you no, you still have to walk
20:12into every conversation expecting that
20:14yes. So, that level of skill set that
20:17you get from sales,
20:20it trickles into everything. Into
20:22dating, into
20:24like friendships, into the way that you
20:26talk to yourself. Being able to handle
20:28rejection will get you anything in life.
20:30>> What's fascinating to me is
20:34how you need it to get promoted.
20:36>> For sure.
20:36>> You need it to convince
20:38like you said, potentially even a
20:40partner to know whether they're
20:41committing or not committing.
20:43You need it of course if you run a sales
20:45job. Let's walk through the sales
20:46process for people who are like,
20:48"Shelby, I need this advice. I need
20:51everything you're selling right now
20:52>> Yeah, for sure.
20:53>> because I need to transform my life."
20:54What's the first step?
20:56>> So, sales as a skill set, if you want to
20:58learn like 60-second sales masterclass
21:01right now, here it is. So, the first
21:03thing that you need to do is to
21:04establish frame and ease tension.
21:06Because anytime you walk up to a person,
21:09their sales resistance is high. They're
21:11like, "Who are you? Why are you here?
21:13Why are you calling me? I feel a little
21:14weird." So, a quick little compliment
21:17goes a long way, but also just getting
21:19straight to the point. People try
21:20building so much fake rapport and trying
21:22to be a friend at first when it just
21:24comes off a little fake because they
21:26know why you're here. You're trying to
21:28sell them. So, quick little compliment,
21:30something super easy, and then just
21:31getting straight to the point. "Hey, I'm
21:34busy. I want to be, you know, very
21:35tentative of your time as well. Is it
21:37cool if we just kind of jump right in?"
21:38Start the sales process, easy. Then we
21:41get into question-based selling. So,
21:43everybody thinks that you just start
21:45selling.
21:45>> Yeah.
21:46>> You don't even know what you're going
21:47into yet. So, question-based selling is,
21:49you know, figuring out what somebody's
21:52leverage is, figuring out those pain
21:54points. So, like, "What made you book a
21:56call? What are you going through? Take
21:58me through your day. What made you want
22:00to figure something out?" Then you will
22:02gather a little bit of data. I call it
22:05gathering ammo that you're going to kind
22:06of put in your back pocket in order to
22:08sell on later. So, once you get these
22:10pain points from this person, that's
22:12your problem, then you go into the
22:14solution, which is obviously what you
22:16are selling. And it's very You have to
22:18be very careful because what you are
22:20selling is different to every sort of
22:22person. So, you take these specific
22:24leverage points and you plug and play
22:27with specific solutions that only solve
22:29these leverage points, nothing else.
22:31Keep it super simple. And then you pitch
22:33the price. Very simple. And when you
22:36pitch price, when you initially close
22:38someone, it's all about your energy. If
22:41you are almost anticipating an objection
22:44or anticipating a no,
22:46it's going to come off in your energy,
22:47someone's going to give you an objection
22:49or tell you no. You know, the metaphor
22:52of the Starbucks cashier. So, when you
22:54go up to Starbucks and you're ordering,
22:56you're like, "Medium vanilla iced
22:58latte." Or I guess grande vanilla iced
23:00latte. You go up to the window.
23:03What does the cashier rep do?
23:05He holds the Apple Pay thing in front of
23:07you and he's like, "Okay, awesome. It's
23:08going to be $7." And he's like turning
23:10around doing something else. No option,
23:12no like weird vibes. He's just like,
23:15"Here, this is how much it is. Okay,
23:16awesome." And you're almost like
23:18scrambling around for your credit card.
23:19You're like, "Oh, sorry. I should have
23:20had that out. Here you go."
23:22That's the energy that you need when you
23:24pitch price and when you close people.
23:26Is hey, you have these problems, here's
23:28a clear game plan, a clear solution,
23:31and here's how much it's going to take
23:32in order to get you there. Like it's
23:33very simple. It's problem solution. And
23:35then I think what a lot of people forget
23:37to do is to solidify the sale. You know,
23:41cuz a lot of people will, you know,
23:42process a credit card and then just go
23:44straight to, you know, filling out
23:46paperwork or just acting like a robot
23:48and they stop actually connecting with
23:50this person. Meanwhile, after you like
23:54run somebody's credit card and after the
23:56initial close and they say yes, now you
23:58need to even further connect with
23:59people. So, a little trick I have is you
24:02can um positively future-pace someone,
24:05which is I'm so excited for you to get
24:07started. Um a lot of people like to text
24:09me when they hit their first 10K months
24:11or when they lose their first 4 lbs or
24:13whatever you're selling.
24:15Would you mind keeping me in the loop
24:16for that transformation? Like I would
24:17love to be a part of your journey. Now
24:19somebody's like envisioning themselves
24:21not only following through with the
24:23process,
24:24achieving the transformation, but also
24:26they see you as more of like an
24:27accountability coach rather than just
24:30the frame of a sales rep.
24:31>> Yeah. And And it actually motivates
24:33them, too.
24:34>> For sure.
24:35>> Because they're like, "Oh, now that I've
24:36committed to this, I could actually make
24:38that change."
24:39>> Mhm.
24:39>> And I've actually committed to the
24:41process that makes that happen. What's
24:42fascinating is that we're constantly
24:44being sold to, but we don't know how to
24:46sell.
24:47>> Oh my gosh.
24:48>> you buy has been sold to you and I feel
24:50like whether it's the clothes that
24:52you're wearing, the coffee you drink,
24:53the coffee shop you go to, the laptop
24:55that you use, the phone that you carry.
24:57Like we're constantly being sold to, but
25:00we find sales so scary. Cuz that right?
25:03Do you do you see that?
25:04>> even the videos that you watch on social
25:06media, somebody's selling you on why
25:09they're worth your time out of every
25:11other content creator that you could
25:12swipe to. Whenever you hit the follow
25:14button, somebody sold you on why they
25:17should be on your for you page every
25:18day. Like I went to the tanning salon
25:21yesterday. The most menial thing ever,
25:24just a simple tanning salon. He sold me
25:26on a $200 tan package, and I don't even
25:28live here. But I just loved his sales
25:30process, and I love supporting other
25:32sales reps. Like when you learn sales,
25:34you just see life in a completely
25:36different way. Where when you get sold
25:38to, you almost appreciate it.
25:41>> I fully agree [laughter] there. You
25:42respect it. I By the way, I love being
25:44sold to. I love being sold to. Like if
25:46someone's because I also know when it's
25:48not working. Like there are shops that
25:50I'll go into where I'm like ready to
25:52buy.
25:52>> Right.
25:53>> But then the experience is not great,
25:54and then I won't buy. And then there are
25:56other shops where I'm like, "Oh, I'm not
25:57sure if I want to spend any money
25:58today." And someone's really trying to
26:00sell to me, and I'm like, "Oh, I love
26:01this." Like they're really great at what
26:03they do. I respect it.
26:04>> Yeah, sales is all about like, you know,
26:06making someone feel important and listen
26:08to. And that's why women are so good at
26:11sales. It's because women all day, what
26:13do we do?
26:14We call our friends, we talk to our
26:16friends, we hype our friends up. That's
26:18literally sales. Sales is hyping people
26:21up into, you know, pushing them into
26:23this higher version of themselves and
26:25making them really believe that they can
26:28achieve a transformation if they're
26:29given the tools to do so.
26:31That's sales. That's what you're doing.
26:34It's a whole new life when you learn how
26:36to sell.
26:36>> Yeah. Yeah. What's the what's the best
26:39thing you've ever been sold?
26:43>> My pink DUKW again.
26:44>> Okay. How [laughter] did who sold it to
26:46you? How did that process work?
26:47>> So, I was kind of a lay down for it. I'm
26:49not going to lie.
26:51Um but I saw videos on it. It was this
26:53girl, car sales rep on social media.
26:56She's making videos of it. I get tagged
26:58in it a ton of times. I click on it. I'm
27:00like, "Oh, that's a cool car, but like,
27:02I don't really need a new car right
27:03now." I'm driving in Arizona, which is
27:05where I'm from. I look to my right and
27:07it's in the freaking window. And I'm
27:10like, "Out of all places, this There's
27:13only one car that existed in the whole
27:15United States." I'm like, "It's in
27:17Arizona? Like, what are the chances?"
27:20So, I go in there and the car sales rep,
27:23she shouts, "Shelby!" She's like,
27:25"Shelby! I've been to so many of your
27:27master classes. I love you. I follow you
27:29on everything." Like, and I think that
27:32initial connection and rapport, and then
27:34when she was showing me the vehicle,
27:35obviously, she let me test drive it.
27:37But, she was also, you know,
27:39telling me like, "You could use this for
27:41content. This car has your name written
27:44all over it." And then she sincere
27:46closed me, which was
27:47turning the no away from
27:50the client to the product, and she made
27:52me have to say no to her, which I
27:54couldn't. So, the sincere close is just
27:56like, "I know you're going to buy a car
27:58at some point. I'm going to sell this to
28:00someone. If it's not you, it's someone
28:01else, but I want you to have it, and I
28:03want to be the one to help you get this
28:05dream car." So.
28:07>> Wow.
28:08>> [laughter and gasps]
28:08>> Are you still friends with her?
28:10>> Oh, yeah. She's awesome. Yeah, she's
28:11great.
28:12>> That's amazing. Yeah, and it's And And
28:15obviously, you are happy with your
28:15purchase, which makes it better. I think
28:17that's I think that's the part is like,
28:19when you're not happy with the value
28:20that you received, you're like, "Oh,
28:22wait a minute. I was" And you know, I've
28:24been I've been to some fancy car spots
28:26trying to sell you some fancy cars, and
28:27they're not Some of them There's the
28:29technique that I read about. Talk to me
28:31about this cuz I saw this on social
28:33media,
28:34>> [snorts]
28:34>> and I've experienced it a few times,
28:35okay, where these fancy places try and
28:38make you feel less than so that you buy.
28:41I don't like that cuz it feels
28:42uncomfortable.
28:43>> Right. So, it is a real phenomenon. So,
28:46I call it the Louis Vuitton sales
28:47technique. It's not specific to Louis
28:49Vuitton, but um it was just a name I
28:51picked on. But yeah, so they one, they
28:55hire attractive sales reps, and two,
28:57they train those attractive sales reps
28:59to be a little bit dismissive to you
29:01when you're in the store. And this is a
29:02true thing because as a client, when you
29:05walk in and somebody's not all over you,
29:07"Hey, what are you in here for? What do
29:09you want? Blah blah. Did you see this
29:10jacket?" you almost feel a little bit
29:12like you're trying to earn a sales rep's
29:14time because you want to prove that you
29:16belong in the store.
29:17>> Mhm.
29:18>> And so, what are they doing? Well, it's
29:19actually pretty smart even though I
29:21would say that's slightly manipulative,
29:23but uh what they're doing it's smart is
29:25they know their brand has weight. And
29:27so, they know
29:29uh kind of the feeling that they have
29:31with the brand and that they are so, you
29:33know, up there and sophisticated. So,
29:35they make you assign yourself
29:38>> Mhm.
29:38>> to feel like you deserve to be with the
29:40brand. How do they do that?
29:42>> By buying a bag.
29:44>> Yeah.
29:44>> So, you almost feel like, you know, when
29:46a sales rep does come up to you, "Oh,
29:48I'm I promise you I have money. Like, I
29:51am a buyer." and then makes you want to
29:53buy more things.
29:54>> Yeah, and it's it's sad that we fall for
29:56that, right? I think a lot of this a lot
29:58Would you say that people will actually
30:00spend more mindfully if they understood
30:02sales?
30:02>> 100%.
30:03>> me about that.
30:04>> So, when you learn sales, you understand
30:07the sales rep's perspective, so you're a
30:09little bit more cognizant of the
30:11techniques that they're using. And so,
30:13if it's something you actually want and
30:15the sales rep's amazing, makes you want
30:17to buy more stuff because you're like,
30:18"Okay, I respect the game. I appreciate
30:20it and I do want this. Let's do it." But
30:22when it's something that you don't
30:24really want or maybe it's something you
30:25do want, but a sales rep is being
30:28rude to you or trying to make you feel
30:30less than, you understand the tactics
30:33and the way that they're approaching the
30:34sale and you're like, "Why would you do
30:36that?"
30:36>> Mhm.
30:36>> You know, I I wanted this. I am a buyer,
30:38but the way that you're being dismissive
30:40or the way that you're just trying too
30:42hard turns me off. And so, sales is all
30:46about like push and pull. And so, a
30:48buyer's brain will literally turn off
30:51when you try to sell too hard or when
30:53you try to use these cringey, pushy,
30:56aggressive tactics because in their
30:58brain it's like, if you have to try so
31:00hard, obviously what I'm getting sold is
31:02not that valuable cuz why would you have
31:03to try so hard? So, in fact, the pull
31:06method actually works a little bit
31:08better, which is when sales reps kind of
31:10take a step back and they're like,
31:11"Well, I mean, I don't know if you need
31:12this right now. Like, tell me about what
31:14you're going through and we can kind of
31:15figure it out together."
31:16>> Yeah. Where do you think confidence
31:18comes from? You're so confident. You You
31:21talk about this idea of being able to
31:22turn it on. Like, you know, just switch
31:24on. How do people access that? Because I
31:26think so many people today feel like a
31:27smaller version of themselves. We
31:29shrink. We get shy. We get scared. Like
31:32you said, just before you're about to
31:33say the amount, you kind of hesitate
31:35because you're scared about it. And it's
31:37not You do believe in the product. You
31:38do care about what you're doing, but you
31:40also kind of care about the other
31:41person. Where Where does that confidence
31:43come from?
31:44>> Everybody thinks that you have
31:45confidence and then you do big things.
31:47When it's flip-flopped. You do big
31:49things. You put yourself out there.
31:51You're scared. And then you build
31:52confidence. Like I know I look like this
31:55girl that's super confident, all these
31:57things, whatever. But when I first
31:58started, that was literally so opposite
32:01from the case. Like I had so much
32:02anxiety. I could not talk to people. Or
32:05someone would ask me, you know, "How's
32:07your day going?" And I would stutter and
32:09think about it for the next like five to
32:10seven business days. Like I literally
32:12hated it. I was just insecure. And I
32:16didn't do enough big things in order to
32:18have something to be confident about.
32:20So, someone told me, you know, "Sales
32:23will make you confident." I got into
32:25sales. I got literally doors slammed in
32:28my face. Uh cops called on me. The
32:31neighborhood watch. Like, name it.
32:34But going through experiences like that
32:36and going through what I call the suck
32:39and coming out on the other side,
32:41you know, with monetary things to show,
32:44but also confidence, that kind of data
32:47points, those kinds of data points that
32:49you have where you can say, "I deserve
32:51to be confident because I did this,
32:52this, and this. I deserve to be
32:54confident because I got told no 10 times
32:56in a row and the 11th said yes. Now I'm
32:58more confident that every other person I
33:01talk to, if they say no, that's fine.
33:03I'm going to go get somebody else to say
33:04yes."
33:05>> Yeah, it's doing hard things.
33:07>> For sure.
33:07>> Yeah, absolutely. It's do I I couldn't
33:09agree more. Everyone always thinks
33:11you somehow feel confident in your mind
33:13and then you take action and it's
33:15completely the opposite way around.
33:16You're spot on. It's take action, do
33:18uncomfortable things, do hard things, do
33:20big things, do scary things, and then
33:22all of a sudden confidence comes to you.
33:24>> Right.
33:25>> And because you have evidence. You have
33:26proof.
33:26>> Exactly. Yeah.
33:27>> Right. You have a list of things that
33:28like, "Hey, I I did all these things."
33:30And it's not the external achievement.
33:33It's the fact that you put yourself in
33:35that position, whether it was getting
33:37rejected 10 times, moving out your
33:39house,
33:39>> Mhm.
33:40>> uh going out there and taking on a job
33:42you never did, being out of your comfort
33:43zone. Like, all of that builds
33:45confidence. And I But, you know when
33:47someone's sitting there and going like,
33:48"Shelby, I want to be better at sales. I
33:50get you, but like I just don't know how
33:52to start." What would you say to that
33:53person who says, "I don't know how to
33:54start?"
33:55>> I would say you don't have to.
33:57You don't have to know how to start. You
33:58just have to do it. And by do it, I mean
34:02you need to learn everything that you
34:04possibly can. And again, good for you.
34:07It's all on social media. It's right on
34:09your phone. Uh but the number two is
34:11start and know that you're going to
34:13suck. Like, half of confidence is
34:15knowing that it's going to suck in the
34:17beginning.
34:18And you need to know that you are going
34:20to get rejected. You're going to mess
34:23up. But plot twist is, if you do that
34:25enough time and if you get enough reps
34:26in, that's how you build true
34:27confidence. So, it's not the whole fake
34:30it till you make it, but I mean, kind
34:32of. It's like you have to believe you
34:35are the best, and then with enough data,
34:37like you kind of just said, you can
34:38truly, truly know that you are the best
34:41when you can look back at your
34:42experience.
34:43>> Yeah. We found some questions on social
34:45media that we think would be good. So, I
34:47want to hear your take on this. What's
34:49something people struggling with money
34:51think is smart, but actually keeps them
34:54broke?
34:55>> Spending money on networking events.
34:57>> Don't tell me about that.
34:58>> I should be pro networking, right? No,
35:00so I have a very kind of controversial
35:03but specific take on networking. So, I
35:06think, you know, majority of people that
35:08show up to random networking events. I'm
35:10talking the ones that are just random
35:11cocktail hours, random people in your
35:13city.
35:14A lot [snorts] of the people that show
35:16up to those networking events are
35:17looking for people external to cling on
35:20to because they don't have anything to
35:22offer. So, I want you, instead of to
35:25focus all of your energy on networking,
35:27cuz I used to be the same. What rooms
35:28can I get into? Who can help me with
35:30this? Like, look into yourself first.
35:33Build up your skill set first. Figure
35:36out a way to provide real value to other
35:38people, and become someone that other
35:40people want to network with. Like, I was
35:43always the girl dying to be in group
35:45chats with people like you, or people
35:47like my business partners, or people
35:48like, you know, that I am in currently
35:51in group chats with right now. I was
35:53dying to be in those.
35:55But,
35:56you need to figure out a way to be
35:58someone that other people are dying to
36:00be in a group chat with. So, instead of
36:01focusing too much on putting your energy
36:03out into how do I figure out these other
36:05people, put that energy into yourself.
36:08And when you truly have, you know,
36:10something going for you, or you truly
36:12solve people's problems, the right
36:14people will reach out to you. Because
36:16people that are worth networking for
36:19don't spend every day at different
36:21cocktail hours just trying to help
36:22people for fun.
36:24It's just not reality. But, that's
36:27different from specified networking,
36:29which is if you have a purpose of going
36:31to it. You know, if you're a real estate
36:33professional and you're going to a real
36:35estate event, amazing. If you are a
36:37closer and you're going to a closer
36:39event, amazing. A life coach going to a
36:41life coach event, amazing. Um but, I
36:43think the general networking cocktail
36:45hours are just a waste of time, money,
36:48and energy that you should be putting
36:49into yourself.
36:50>> Yeah, I love the idea that your
36:52reputation precedes you in this sense of
36:55And I think people often get confused
36:56that you have to have some big brand for
36:58that. My friend started his content
37:00creator journey more recently. He has
37:02like 6,000 followers. But, the video
37:05content he's creating is so high quality
37:07that people are introducing him to
37:09people because his level of research,
37:11his communication skills. It's only a
37:13matter of time before he gets to 100,000
37:15followers and million whatever else it
37:17may be. But, right now it I think people
37:19often think, "Oh, yeah, but Shelby, I've
37:20got to have like a million followers for
37:22someone to notice me." It's like, "No,
37:24you could have
37:255,000 followers, 6,000, maybe 10,000.
37:28But, because of the content you're
37:29creating and the way you're
37:31communicating, people will look at you
37:33and be like, "Oh, you're the stylist
37:34that comes front of mind. You're the
37:36coach that comes front of mind. You're
37:37the
37:39car sales person who comes front of
37:40mind." Like, you don't have to have
37:42millions of followers for someone to
37:44notice you. And I think that's a really
37:46important part as well.
37:47>> And I think a big thing, too, you need
37:49to be what we call the pattern
37:50interrupt. So, in sales, a pattern
37:53interrupt means someone that breaks the
37:54pattern. Because 99% of sales people
37:57sound the same. They sound like robots.
37:59So, if you want a different result than
38:01every other sales person that gets
38:03denied, you need to do something
38:04different. So, aka break the pattern of
38:08the cringey sales rep pitches that
38:10people hear.
38:11But, in life, you need to break the
38:13pattern. You need to be different and do
38:16different things than everybody else in
38:17order to stand out. Like your friend who
38:19made, you know, the most high-quality
38:21videos, he was probably a lot different
38:24than everybody else who's just putting
38:26mass amount of videos out there to where
38:28somebody recognized that.
38:29>> Absolutely. Yeah, he's really thought
38:30about it. It's very specific. And so
38:32people in that specific niche are paying
38:35attention to him even though he's not
38:37got
38:37>> Cuz he's an expert.
38:38>> Exactly. Exactly. He's actually good at
38:40what he's talking about. So absolutely,
38:42yeah. Okay, what's the biggest This is
38:44another one. What's the biggest mindset
38:46difference between someone making
38:48$50,000 and someone making $500,000?
38:51>> A year or a month?
38:53>> [laughter]
38:54>> That's a Shelby question right there.
38:56Let's start with a year.
38:57>> I would say exactly that. I would say
38:59the $50,000 a month person thinks that
39:02they're on top of the world and that you
39:05know, that's all there is to life. And I
39:07think the $500,000 a month person
39:11knows
39:12that
39:13you're uncapped. There is no cap on what
39:17you can do in this world. None. And I
39:20think that's the biggest thing that
39:21sales teaches you is you eat what you
39:23kill. There's no floor, right? But
39:26that's also so freeing because there's
39:28no ceiling. Genuinely, if you want to
39:30make more money, you just talk to more
39:32people and close more deals.
39:34Like that should excite you. That should
39:37be like, "Oh my gosh, there's all of
39:39this money to make in the world." And
39:42there's proof of so many people making
39:44so much money.
39:46Why not me?
39:47That was my biggest thing. I always like
39:49heard of these people on social media
39:50making so much money and I'm like
39:53"You?
39:54You ain't got a lot of money? Like if
39:56you can do it, I can do it." And I think
39:58that blind level of optimism is what
40:00somebody making $500,000 a year or a
40:02month
40:03has because they stepped outside of the
40:06scope and the realm of reality. And they
40:09truly just said, "I'm not playing by
40:11everybody else's rules. I'm doing my own
40:13thing or I'm doing my own thing on the
40:15side or I'm going to pull myself out of
40:17this because I know that I can do it.
40:20So, for example,
40:21if you're talking in years' perspective,
40:23I think the $50,000 a year type of
40:26person
40:28just sees money as a side thing or they
40:31see, you know, they are not the
40:33business. They are working for someone.
40:36versus the $500,000 a year person, they
40:38know that they are the business and they
40:40know that whatever they do in this life,
40:42it will turn to gold because they are
40:44good. So, that's why you need
40:46high-income skills in order to be that
40:48person
40:49that you can step into anything and
40:51produce.
40:52>> Yeah. And I think the truth is that
40:53high-income skill matters even when
40:55you're an employee.
40:56>> Mhm.
40:57>> Because if you have a high-income skill,
40:58that person never wants to lose you.
41:00>> Mhm.
41:00>> And therefore, they're going to keep
41:01investing in you and keep giving you
41:03promotions and raises because they know
41:05they can't live without you.
41:06>> 100%.
41:07>> So, even if you're not an entrepreneur,
41:09if you're part of someone's team and you
41:10have a high-income skill and you add
41:12lots of value to that place,
41:13>> Mhm.
41:14>> people are never ever going to take a
41:15risk. I mean, you're an employer, I'm an
41:17employer. It's like I don't want to lose
41:20my best people. Like I would never take
41:21that risk.
41:22>> Replacing people sucks. It's hard.
41:24>> Yeah, when you find someone who's really
41:26amazing at what they do.
41:26>> to pour into them.
41:27>> Exactly. Yeah, you want to invest in
41:29them, you want them to grow with you.
41:31You're excited about it just as you are
41:32in in love in one sense where it's like,
41:34yeah, I want to see what we could
41:35achieve together.
41:37>> Exactly. But I think that goes back to
41:38like the person who's making $50,000 a
41:41year and is completely fine with that,
41:42they just see it as a job. And they
41:45won't go above and beyond versus the
41:47person that maybe their paycheck doesn't
41:49reflect $500,000 a year, but they
41:51believe that they are in a $500,000 a
41:54year opportunity if they act like it.
41:56>> Yeah.
41:57>> And [snorts] so, when you go above and
41:58beyond, people notice that. So, every
42:01single ounce of hard work that you put
42:03into yourself right now, maybe it might
42:05not benefit you now, but it will benefit
42:07you dividends in the future.
42:09>> Totally.
42:10>> It's just you have to put it in in order
42:11to get it out.
42:12>> Absolutely. Great answers. All right. Uh
42:14Uh
42:15if someone wants to go from making 100k
42:17to 300k in 1 year,
42:20>> Did I specify the year?
42:21>> Yeah. What's the 30-60-90 day plan?
42:24>> From 100k to 300k?
42:26>> Yeah, in 1 year.
42:27>> Are they working for someone or working
42:29for themselves?
42:30>> Let's do both examples. So, let's do
42:31someone who's working for someone and
42:32then let's do someone who's working for
42:34themselves.
42:34>> Someone who's working for someone, so I
42:36would say that you need to job hop.
42:39You're never going to have,
42:41>> a $200,000 raise
42:43in two in 3 years. Like it's just not
42:45going to happen. So, the way that you
42:47would do it is you would go to different
42:48employers and you would kind of like pin
42:50them between each other. So, the company
42:52that you're working for now versus
42:54another one, right? You go out to their
42:56competitor or somebody in a different
42:57niche and you show them the value that
42:59you provided for the other company
43:01because you have data points behind it.
43:03For example, I helped X company grow to
43:06X revenue in X amount of time.
43:08Given these tools, but I feel like I can
43:10go even farther given these right tools.
43:13Let me the ability in order to do it. Um
43:17I would job hop if you are in a company.
43:20>> I think that's very sound advice,
43:21actually.
43:22>> For sure. Yeah. But if you are on your
43:24own, if you want to go from 100 to 300,
43:28the very first thing is mindset because
43:30$300,000 a year, that's a completely
43:32different mindset that than somebody
43:34making just 100. So, you need to I would
43:37say be the best and get paid to be the
43:40best. That's how you're going to do it.
43:41But also look at scaling yourself. If
43:44you have your own business, you know,
43:45create many me's of you or hire
43:47employees, which is hard, you know,
43:49going from 100 to 300, trusting other
43:52people to do the quality work that you
43:54do, but you need to hire superstars, pay
43:57them very well, and the time that you
44:00get back from hiring other people and
44:02duplicating them,
44:03work on growing your business, growing
44:05different avenues of it. Um and then I
44:08would also say content plays into both
44:11of them. I think content can amplify
44:13anything you do. If you work in a job,
44:15you can make content around that to
44:17where other companies want to hire you
44:19because you now have value as
44:20distribution because of your content
44:22because you're selling yourself through
44:23your content. And if you own your own
44:25business, I don't have to explain that.
44:27Content will help no matter what you are
44:29pushing in your content.
44:30>> Yeah, I I think that's really sound
44:31advice for both of them. I think
44:33you're spot-on that you're not going to
44:36suddenly catapult inside of an
44:37organization that much. And if you are
44:40running your own thing, it's what you
44:41said earlier as well. Sometimes you have
44:43to triple your output. Like you will
44:45have to find a ways to If you're trying
44:47to go from 100 to 300k, that means
44:49you've got to look at how many people
44:50you've sold to, how many customers or
44:52clients you have. You're going to have
44:53to find a way of tripling your failure
44:55rate and that could mean more people. It
44:57could mean more hours yourself
45:01as well.
45:02>> Right. So like a good example is like
45:04you don't have to start a business in
45:06order to be on your own and do, you
45:07know, $300,000 a year. There are so many
45:10side hustle type jobs that you can do
45:13without taking a risk, you know, of
45:15starting your own business, pouring a
45:16ton of money into it, and also without
45:19posting content.
45:20>> What are the examples of jobs out there
45:22in sales that you think could giving
45:24people opportunity to really take their
45:26finances into their control?
45:28>> So door-to-door sales is where I started
45:30out and it's amazing. You will have the
45:34You will walk out with the best sales
45:37skill set. Because you're in person.
45:39You're getting rejected to your face.
45:42It is more gritty. It is more
45:44rejection-based because you are the
45:46first person they see and you're also
45:48closing the deal.
45:49You have to be outside and, you know,
45:51100° heat every single day. It's, you
45:53know, not the best for lifestyle-wise,
45:55but if you're young, like a college
45:57person, I would definitely think about
45:59door-to-door sales. There's also
46:00insurance sales. I would say that's good
46:03if you want to recruit. They make a lot
46:04of their money from recruiting other
46:06people to do it. Um there's also med
46:08sales, tech sales, um marketing agencies
46:12have sales teams. Um there's software
46:14sales. There's a bunch of different
46:16sales industries. So, I would just urge
46:18people to think about like what their
46:21lifestyle is and what would be best
46:23according to your lifestyle. So,
46:25there's, you know, the gritty in-person,
46:27you know, grind sales like door-to-door
46:29and insurance. But then there's also the
46:31more corporate, which is like office job
46:33type sales, uh where you work for larger
46:35company. You have quotas, you have
46:37minimums, all these things. But then
46:39there's freelance sales, which is like
46:41setting and closing. And this is where
46:43you are your own closing business. And
46:45you can talk to someone for 30 minutes
46:47and they want to buy, you get a
46:48commission off of it.
46:49>> If people can make this much money in
46:51sales, why isn't everyone doing it?
46:53>> [sighs]
46:54>> One, because it's a limiting belief that
46:56you have to do the right thing in life
46:59in order to have success. Like people
47:01brainwash you from a young age that you
47:03need to go to school for 16 years, you
47:05know, go to college, get, you know, a
47:07general education degree. Then you get
47:10into the workforce, which is a general
47:11job because you have general education,
47:14and then you're working a job because
47:16you have debt to pay off, let alone
47:18being, you know, maybe you don't even
47:20get to get a job or you might be
47:21replaced by AI soon. Um so, a lot of
47:24people think that that's like the normal
47:25path, but I think people are kind of
47:27starting to get more keen to the idea of
47:28doing other things. Um but then I would
47:31also say it's mindset.
47:33Sales has taught me that 80% of people's
47:38mindsets just suck. They're very
47:41self-limiting. Like a lot of people
47:43won't even put themselves in the
47:44position to do something on their own
47:48because they're afraid that they're not
47:49going to be able to do it. And so that
47:51mindset itself
47:53is proof that you won't be able to do
47:55it. So, that's when I say you have to
47:57change the mindset first before you
47:59actually do it. And then also rejection.
48:01People aren't you know, used to getting
48:04told no nowadays. It's very, you know,
48:06instant gratification. If you want to
48:08look something up, you can have it on
48:10your phone right then. If you want to
48:11order something, it's out your door in 2
48:13days. Sales is a game that you play over
48:15a long period of time. Because in the
48:17very beginning, you're putting so much
48:19hard work into it,
48:21but you're still building the skill set.
48:23So, you might not see it reflected in
48:24your paychecks for a couple days, maybe,
48:26you know, a week or two.
48:28But at some point, all of the work that
48:30you did in the beginning will compound
48:32results for you over time, but you have
48:34to go through that period of the suck.
48:36>> Yeah. What are the mindsets you're
48:37seeing that are holding women back,
48:39especially?
48:40>> Mhm.
48:41They don't believe
48:43that they deserve
48:45to do something different.
48:47And that can get deep. And no one will
48:50come out and say, you know, I don't
48:51believe that I'm, you know, can do this.
48:53But it's on a more subconscious level
48:55where people do not believe that they
48:57could achieve something. Maybe it's
49:00because of what their friends tell them
49:01or what their boyfriend tells them. Or,
49:03you know, maybe you got fired from your
49:05last couple jobs. Like, you can focus on
49:07negative data points in order to pull a
49:09negative story. But what you need to do
49:11is you need to pull the positive data
49:13points, even if there's only a few. But
49:15focus on the positive data points of
49:18your life that pushes a positive story
49:20of, "No, no, I do deserve this. And I
49:23deserve this because of all of the data
49:24points that I can look back at." So,
49:27everything that happens to you in your
49:28life, if you're wanting more like
49:29tangible advice from this, everything
49:31that happens in your life,
49:33not just in sales, just life, you can
49:36pull a negative story from it or you can
49:38pull a positive story from it. Focus on
49:40the positive data points in order to
49:42believe a positive story.
49:43>> Yeah. Yeah, I always say I
49:45everyone can tell two stories of their
49:47life. They could be like, I got all
49:48these opportunities, my life changed,
49:50I'm at the love of my life, like, look
49:52at where it is now. Or at the same time,
49:54and it's equally true, you could say,
49:56"This person screwed me over. This
49:57person tried to sue me. This person
49:58Whatever it may be." And both are true.
50:00Both happened.
50:01>> Oh, for sure.
50:02>> But it's like, which one am I going to
50:03focus on?
50:04>> And even some of the most, you know,
50:06horrific things that have happened in my
50:07life or very scary, I always think to
50:09myself right then and there, "This is
50:11going to be a great story to tell my
50:13kids one day." Or this is going to be
50:15something great that I'm going to be
50:16able to talk about on a podcast or on
50:18stage.
50:19>> Yeah.
50:19>> You know, so everything that you go
50:20through, you have to believe that it is
50:23it is not happening to you, it's
50:24happening for you. And maybe it's a
50:26negative in the moment, but it could be
50:27a positive in the future. And this is
50:29not, you know, something big, like
50:31getting sued or getting broken up with.
50:33It could be you're driving on the
50:34freeway and you miss your exit.
50:36>> Yeah.
50:36>> You know, it's "Oh, I missed my exit.
50:38I'm so stupid. I'm going to be late.
50:41People are going to hate me. I always do
50:43this." No, it's "Hey, I missed my exit.
50:46Thank God, because maybe I would have
50:48gotten into a car crash or gotten pulled
50:50over." But because I missed that exit,
50:53now I'm just going to add on 2 more
50:54minutes to my time. I'd rather take 2
50:56minutes of redirection than, you know,
50:58what could have happened. So.
50:59>> Absolutely. Shelby, we wanted to put
51:02your sales skills to the test in the
51:03room.
51:03>> Okay.
51:04>> So, I'm going to ask you to sell a few
51:05things to me. And I'm also doing
51:07research for myself. So, the first thing
51:09I'm going to ask you to sell to me is
51:11mine and my wife's tea. This is ours.
51:13So, you grab it, the drink. And so, I'd
51:15love for you to sell this to me
51:18so that we can learn how to sell it
51:19better.
51:21>> Okay.
51:22Try it for me.
51:23>> Oh, yeah. Okay.
51:28>> What do you think?
51:29>> It's very tasty.
51:30>> Okay.
51:30>> Yeah.
51:31>> Why would you even want
51:32What is this? An energy drink?
51:34>> It's It's
51:36a calming drink. Like, it's a balancing
51:38drink.
51:38>> Okay. And what does it do for you?
51:40>> It helps you de-stress your mind. It
51:42helps you bring back your body into
51:44regulation. It helps calm you.
51:45>> Okay. When do you crack one of these
51:47open? When do you need that?
51:48>> I probably open it midday, like probably
51:51like my midday pick-me-up or like around
51:543:00 4:00 p.m. when you start to hit
51:55that slump. It's got enough caffeine
51:57caffeine in it as the amount of natural
51:59amount in tea.
52:00>> Okay, oh wow.
52:00>> So so it's not energy it's not like 200
52:03mg of caffeine. It's only got like 24
52:0425.
52:05>> I saw somewhere, you know, tea reminds
52:06you of talking with your mom or
52:08something. Tell me more about that.
52:10>> Yeah, so tea was when I used to get back
52:12from school my mom would sit me down and
52:15she'd pour me a cup of tea but it would
52:16be like a hot cup of tea.
52:17>> Okay.
52:17>> And she'd ask me how my day was. And so
52:19like every day that was our ritual. She
52:21was super busy but that was the moment
52:23that we sat down together and
52:25>> Okay.
52:25>> had that moment together.
52:26>> Okay. So tomorrow comes around like 3:00
52:284:00 when you have your little crash. If
52:30you don't have one of these, what are
52:31you doing?
52:32>> I'm
52:33uh
52:33>> What's the substitute?
52:35>> well, it would be something unhealthy.
52:36Like this is only five This is only um
52:38what is it? Zero It's five calories and
52:40zero grams of sugar. I would usually
52:42have reached for something sugary.
52:44>> Mhm.
52:44>> Put sugar into my body which
52:46I try and stay off of refined sugar. So
52:47yeah, caffeine and heavy sugars.
52:49>> And when you do that, what's the result?
52:52>> Less energy, less motivation, like you
52:54know, it's like you feel like you've
52:55been in the gym all week but what's the
52:56point like cuz you're just like putting
52:58rubbish into your body. Maybe more sugar
53:00spikes and then low moods and down
53:03points.
53:03>> So what does that like mean for you
53:05though? If you're not able to show up
53:07with the energy or with, you know,
53:09knowing that what you're putting in your
53:10body isn't necessarily the best. Like
53:11what does the crash actually mean if you
53:13were to go through that tomorrow?
53:15>> I mean in one sense you could argue that
53:17it's like is it is whatever it is.
53:19>> Mhm.
53:20>> But I think I really appreciate being
53:23alert all the time, being focused, and
53:25making sure that my snacks are not
53:26unhealthy.
53:27>> Right. You don't want to live a life
53:28that just is whatever it is. You want to
53:30live a life where you're at your best,
53:31right? Um so that's kind of what I'm
53:33getting at is it's not about, you know,
53:35this isn't energy drink or you know,
53:37adapt an adaptogenic tea. It's about the
53:39result that it can have for you on a
53:41day-to-day basis. When someone like you,
53:43you need to be on, right? So, my
53:46question to you is if you tomorrow could
53:48show up your best self for podcast, for
53:51your work, for your clients, what would
53:52that be worth to you to show up as the
53:54best version of yourself?
53:55>> I like that.
53:55>> Probably everything, right?
53:57Well, I'm not asking for everything, I'm
53:58just asking for five bucks.
54:00>> [laughter]
54:01>> There you go.
54:02>> That was really good. I love it. I love
54:04how personal it was.
54:05>> Yeah. So, it's And I'm glad that we did
54:08that because I want a lot of people to
54:09understand selling something, the wrong
54:12thing to do would have been, "Okay,
54:14awesome Jay, so
54:15this is obviously the can super pretty.
54:19I'm reading that it has 150 mg of this.
54:22It's manufactured here. It is the best
54:24quality drink that you could have right
54:26now. Buy it."
54:26>> Yeah.
54:27>> I didn't know what I was walking into
54:29in this context. I don't know anything
54:31about your day-to-day life. I don't know
54:33anything about what you would substitute
54:34if you didn't do this. And I didn't
54:36know, obviously this is going to give
54:38you energy, but it's what that energy
54:40does for you.
54:41>> Yeah.
54:41>> Which in your case prevents crashes when
54:43you're trying to show up as your best
54:44self. So, you really need to step back
54:46and gather context and ask questions.
54:49That's literally all sales is. It's what
54:51I just did.
54:52>> Yeah.
54:52>> It's just asking questions about what
54:53somebody actually wants. And if it fits
54:56into it, and I knew exactly when it fit
54:58into it because you said, "You know, I
55:00would crash."
55:01And I don't want to crash when I'm
55:03trying to run like a high-level
55:05lifestyle, right? When I'm running a
55:07business, having family, right? So,
55:09that's what people buys. They don't buy
55:11what it is, they buy the transformation.
55:13So, your job, couple different steps is
55:14one, be the pattern interrupt, which is
55:17instead of getting straight to selling,
55:18just ask, have a conversation. And then
55:20it's figure out the leverage points,
55:22which I did that by asking you
55:23questions. Then it's provide value and
55:26provide a clear solution, which is this.
55:29Um and then it's also,
55:30you know, anchoring someone before you
55:32price drop. So, what did I ask? I said,
55:34"What would that be worth to you?" It'd
55:35probably be worth everything, right? To
55:37show up as your best self.
55:38Well, I'm not asking for everything. I'm
55:40just asking for five bucks. And so, it
55:42makes it a little bit more attainable.
55:43>> Yeah, it's such a good demonstration.
55:45Let's do that with something that I know
55:47less about. I want people to see that
55:48version.
55:49>> Ooh, okay.
55:49>> So, like maybe
55:51>> a pen?
55:51>> Oh, yeah. Oh, yeah. Yeah, sure.
55:52>> [laughter]
55:53>> There you go.
55:54>> Okay.
55:55>> Someone's Hopefully someone's not chewed
55:57on that. Not me.
55:58>> [laughter]
55:58>> Not me. Is this the only pen you have
56:00around you?
56:00>> Do you want a nicer one?
56:01>> every pen that you have around
56:02>> a nicer one? Let's see. Yeah, all right.
56:04We did it with a product that I know a
56:05lot about.
56:06>> Right, it's not obviously you want,
56:07right?
56:08>> [laughter]
56:08>> Yeah?
56:08>> Obviously you want this product, right?
56:10>> Yeah, exactly. Exactly. So, no, no, no,
56:12but I think the way you I still think
56:14what you did was brilliant. I'm just
56:16saying it'd be good to Yeah, yeah, yeah.
56:17Let's do it again. Yeah, let's
56:18[laughter] do it again.
56:19>> Do you have any other pens in the room,
56:21or is this it?
56:22>> That's it.
56:23>> Okay.
56:23>> Is that bad? Do you want a nicer one?
56:25>> This is fine. This is every pen though,
56:26right? There's no other hiding? Okay,
56:28awesome. Step number one, create a need.
56:30>> Oh, [laughter] yeah.
56:31>> Um but, let's see.
56:33>> That's good.
56:34That's fine, it's okay.
56:35>> Okay.
56:36>> Do you want paper? I don't want you to
56:37have to write on this thing.
56:37>> No, no, no, this is fine.
56:39Want to play tic-tac-toe?
56:40>> [laughter]
56:42>> If you win,
56:42>> Yeah.
56:43>> I'll Venmo you $100.
56:44>> Okay.
56:45>> If you lose, nothing happens, and I just
56:47give you all your pens back.
56:48>> Okay.
56:48>> The only trick is,
56:51where's your pen?
56:51>> I don't have one.
56:53>> [laughter]
56:53>> Well, I'm selling all of these pens for
56:55$5 each. I will let you choose.
56:57Basically, $5 entry fee in order to only
57:00have an upside, in order to win $100.
57:01Which one would you like, the red or the
57:03white one?
57:04>> Obviously this is a joke, you guys,
57:05right? So, it's obviously a joke, but
57:07what it is is it's another concept of a
57:09pattern interrupt. And sometimes when
57:10you're selling something, you know,
57:12people expect you just to try to sell a
57:14pen. When that's the whole trick. So,
57:16the whole trick of is, and I'll show you
57:18a little bit of a more tangible way to
57:20sell a pen after this, but the trick
57:22with the time-old sell me this pen is
57:25everybody wants you just to start
57:27selling the pen, right? Oh, this pen is
57:29so amazing. It's all black, monochrome,
57:32your
57:32engraving right here. It never runs out
57:35of ink. Like it'll look nice on your
57:36desk. Like nobody cares about your pen.
57:39Right? Like literally nobody cares. So
57:41what you would do is you would one like
57:43break the pattern, be different. What I
57:44just did is obviously a little bit of a
57:46joke, but it is different.
57:48>> And then number two with this is I'm
57:49selling an experience. I'm like, "Hey,
57:51play me. The upside is I'll literally
57:53right now Venmo you 100 bucks."
57:55>> Yeah.
57:55>> But the entry fee, I created a need by
57:57gathering all your pens even in the
57:58other room.
57:59>> Yeah, yeah.
57:59>> The entry fee is $5. Do you want to play
58:01or not? Well, obviously someone would
58:03probably take a $5 to get $100. And then
58:05the other thing is too like if you just
58:07create something that's clear, super
58:09simple. A lot of people try to
58:10overcomplicate the sales process. It's
58:13just problem solution.
58:14>> Yeah.
58:14>> Your problem was, you know, you probably
58:16wanted to play, but you didn't have any
58:17pens.
58:18>> Yeah, yeah.
58:18>> And my solution was giving you back one
58:19of your pens. So the right way to
58:21actually sell the pen though.
58:22>> Right.
58:23>> Um if anybody ever asks, someone that's
58:25watching, how do you sell the pen?
58:27It's a trick to see if you are a trained
58:30sales rep. So don't do this. This is
58:32just a joke, right? But what you would
58:33do is you would hold the pen and you'd
58:35be like,
58:36"I mean, why would you even want a pen?
58:39Like what do you do for work?"
58:40>> Yeah.
58:40>> What do you do for work?
58:41>> I uh I have a podcast.
58:43I write books
58:45and uh I coach people.
58:46>> Okay, do you write books? Probably on a
58:48laptop though, right? Everything's
58:49online.
58:49>> a laptop, yeah.
58:50>> So what would you even use a pen for?
58:52>> Uh yeah, barely use a pen. Maybe
58:54randomly to sign checks, but like very
58:57rarely.
58:57>> to sign checks.
58:58>> Very rarely cuz now it's DocuSign and
58:59>> For sure, yeah. So take me through
59:01signing a check. Is that someone's
59:03paycheck or is that to pay for something
59:06or
59:06>> Maybe it's like to pay for something,
59:08but like so rare. I can't even remember
59:10the last time I did it.
59:11>> And it's always one of those things
59:12where it's like you don't need a pen
59:14until you need a pen, right?
59:16>> Yeah. Well, maybe I do do it while I'm
59:17on the phone. Sometimes I'm just like,
59:19you know, playing around.
59:21>> So on the phone with someone where
59:22you're trying to like write down notes
59:24about a conversation.
59:25>> I still like writing down notes. Yeah,
59:27by hand probably, yeah.
59:28>> Okay.
59:29So, somebody calls you up
59:31and they give you amazing tangible
59:33advice for your podcast or your next
59:35book.
59:36And in that moment, you don't want to go
59:37on your notes app because you're trying
59:38to like stay focused, stay concerned,
59:40right? You reach over for a pen. Kind of
59:43like how we just did and this guy pops
59:44up.
59:44>> Yeah.
59:46>> It looks [laughter] like this.
59:46>> Yeah, don't want that pen.
59:47>> How do you feel writing down
59:49million-dollar advice with this pen?
59:51Probably not the best, right?
59:52>> great cuz I'm thinking someone's someone
59:54in the hot office has chewed on it.
59:56>> Chewing on it, right? Do you want to
59:57take down million-dollar advice with a
59:5950-cent Sharpie pen that's been chewed
1:00:01on? Probably not, right?
1:00:03>> But then this pen
1:00:04is on your table instead. You know,
1:00:06instead of that one, reaching for it,
1:00:08maybe it has gum on it cuz it's been in
1:00:09the bottom of a backpack. Instead, this
1:00:11pen always stays on your office. No
1:00:13matter what, even though you'll probably
1:00:15never use it cuz everything's on
1:00:16DocuSign, but when you do need it, it'll
1:00:18be right there.
1:00:19>> Mhm.
1:00:19>> It's not about the pen, it's about peace
1:00:21of mind. That when that when that one
1:00:23person does call you, you won't be
1:00:26frantic trying to search for another pen
1:00:27and it'll just be right there, and you
1:00:29can just write down all the advice.
1:00:30>> Yeah.
1:00:31>> So, I would sell basically like your
1:00:32leverage point was I don't need a pen,
1:00:35but I could, right? It's like I don't
1:00:37really use a
1:00:38So, I did the leverage of insurance. You
1:00:41know, it's like you might not need one
1:00:43tomorrow, but when you do need one,
1:00:45you're going to really need one and you
1:00:46want to have the peace of mind that it
1:00:48will be there.
1:00:49So, what did I do? So, I asked questions
1:00:51in order to understand context of what
1:00:53you do for work, why you would even want
1:00:55it. Uh
1:00:56what the scenario would be if you had a
1:00:59pen that you didn't like versus a pen
1:01:00that you loved and just looked at it and
1:01:01felt super confident about writing, you
1:01:04know, that next book or writing
1:01:06somebody's advice down or, you know,
1:01:08signing someone's paycheck is a big deal
1:01:09as well. Hiring someone, first
1:01:11impressions matter. So, you kind of
1:01:13extrapolate whatever you are selling
1:01:16from like the actual object and you
1:01:18broaden it out into something that
1:01:20somebody actually cares about, which for
1:01:22you it's peace of mind in order to be
1:01:24prepared at every point in time.
1:01:26>> Yeah. What's impressive is at no point
1:01:28did you sell me the pen.
1:01:29>> No. None.
1:01:30>> Like at no point were you like, "Look at
1:01:31the color. Look at It will make you You
1:01:33didn't even try and sell me the prestige
1:01:35of it." Like you weren't like, "Oh, if
1:01:36you hold this pen, everyone's going to
1:01:38think you're fat." Cuz I don't care
1:01:39about that.
1:01:39>> Cuz nobody cares.
1:01:40>> Cuz nobody cares. And it's so
1:01:41interesting because
1:01:43I think we're constantly trying to think
1:01:45we know what the other person wants. So
1:01:47like if someone like me walks into
1:01:49whatever, you're assuming I want to be
1:01:52certain things. Or if someone sees you
1:01:54walking in, they assume that, "Oh, well,
1:01:56Shelby's character profile must be this,
1:01:58this, and this." And so I don't know.
1:02:00Like until I talk to you. Yeah.
1:02:02>> There are so many times, and this is
1:02:03actually my biggest pet peeve when I'm
1:02:05getting sold, is somebody will look at
1:02:07you and
1:02:09make a stereotype out of it. It's like I
1:02:11walk into a car dealership and people
1:02:13think I don't know what I'm talking
1:02:15about. They think that daddy's just
1:02:17going to swipe, you know, my I'm going
1:02:19to use my dad's credit card to buy some
1:02:20vehicle or, you know, they can charge me
1:02:22a bunch because I know nothing about the
1:02:24sales process. When in reality, if a
1:02:26sales rep, instead of making
1:02:27assumptions, just stopped and just
1:02:30asked, you would actually get to know
1:02:32people, and then you can help them
1:02:34through simple problem and solution.
1:02:36That's why everybody thinks sales is
1:02:37manipulation and trying to push things
1:02:39on people. It's not. It's literally just
1:02:42taking a step back, asking questions,
1:02:45getting to know somebody,
1:02:47and if it works, then you can plug and
1:02:48play your solution and empower them in
1:02:51order to make a decision that will
1:02:52genuinely change their life.
1:02:54>> When you're actually in practice with
1:02:55it, like when you see it, like what you
1:02:56were just doing, you're like, "Yeah,
1:02:58well, at no point did I feel forced."
1:03:00>> Mhm.
1:03:00>> At no point did I feel like And if I And
1:03:03if I had said to you, "No, I never use a
1:03:04pen. I don't need it at all." you
1:03:05probably would have
1:03:05>> I I'd be like, "Okay, awesome. You're
1:03:06not a cold lead then, right?"
1:03:07>> Exactly. Yeah. And that And I think
1:03:09that's partly it as well, where it's
1:03:10like Yeah, if I would have closed the
1:03:12conversation, whereas I was actually
1:03:13thinking
1:03:14>> I mean, I probably rolled that objection
1:03:15a couple times.
1:03:16>> Yeah. Yeah, I guess so.
1:03:17>> Well, when somebody gives you like
1:03:19straight off the bat not interested,
1:03:21what they're doing is it's called a
1:03:22brush off objection. It's not a true
1:03:24objection. What do you mean you're not
1:03:26interested? You haven't even like seen
1:03:28what we have to offer. So, it's I
1:03:29wouldn't say that, but that's what I'm
1:03:30thinking, right? Obviously, they're not
1:03:33interested, but they're not interested
1:03:34in the time spent with you rather than
1:03:36what you have to offer.
1:03:37>> Yeah.
1:03:38>> So, when they brush you off, you brush
1:03:40it right back off.
1:03:41>> Yeah.
1:03:42>> No, for sure, I'll just take 2 seconds
1:03:44out of your day to talk about XYZ. You
1:03:45literally just keep going. And if
1:03:47somebody is a qualified buyer, they will
1:03:49take the time to actually talk to you,
1:03:50and you can roll that objection into
1:03:52more time, which then you can sell. Can
1:03:54I have a drink of that one?
1:03:56>> Yeah, of course you can. Do you like
1:03:57that flavor?
1:03:58>> I do. I like
1:03:59I think it's a blue one that you gave
1:04:01me. You sent me some
1:04:02>> or
1:04:03>> I I thought it was blue. Was it
1:04:05blueberry?
1:04:06>> Oh, no. We have a We don't have any
1:04:08blueberry anymore. We have
1:04:09>> think it was blueberry. It was like some
1:04:10berry.
1:04:11>> It was a raspberry or a cherry lime.
1:04:14>> It was raspberry and cherry lime.
1:04:16>> get you that one?
1:04:17>> I think this will be good. Yeah.
1:04:18>> fine. If you want that one, I can get
1:04:19you that one.
1:04:22>> But they're really good.
1:04:23>> Thank you. You're the best.
1:04:24>> Do they not have caffeine in them?
1:04:25>> They do have caffeine with the same
1:04:27amount of cup of tea.
1:04:28>> Mhm.
1:04:29>> So, there is caffeine in it, but it's a
1:04:30natural amount. That's a decaf one,
1:04:32though.
1:04:33>> Oh.
1:04:33>> Yeah. You want one with caffeine, yeah?
1:04:35Yeah.
1:04:35>> [laughter]
1:04:35>> So, we need to get you the raspberry
1:04:37one. That's the one that has That's the
1:04:38one that has a caffeine in it.
1:04:39>> Okay, okay, okay.
1:04:40>> Yeah, you're like, I need to go to bed.
1:04:41>> oh, never mind.
1:04:42>> Yeah, yeah, [laughter] yeah, you're
1:04:43like, yeah.
1:04:43>> No, for real.
1:04:44>> We have caffeine and decaf one. That's
1:04:45the one.
1:04:46>> okay, that's cool.
1:04:46>> Yeah, yeah, yeah. All right, so we're
1:04:47going to test you on the objections.
1:04:50>> You got to know them.
1:04:51>> Okay.
1:04:52The first one is
1:04:54it's too expensive.
1:04:56>> So, a lot of people think that, you
1:04:57know, you're comparing a price versus
1:04:59nothing, right? But the price is what
1:05:01you pay today, the cost is what you pay
1:05:03years down the line when you don't solve
1:05:04the issue. So, you said your business is
1:05:07bleeding $15,000 a month revenue, right?
1:05:10>> Yeah.
1:05:10>> So, you don't just like walk away and
1:05:12just, you know, pay nothing. It's
1:05:13actually comparing, you know, a $5,000
1:05:15solution to your problem versus a cost
1:05:18of, you know, 60 grand down the line
1:05:20over a couple months. So, which one are
1:05:22you more comfortable paying, the price
1:05:23or the cost?
1:05:24>> Right. Yeah.
1:05:26>> You just reframe it.
1:05:27>> Yeah, yeah. And and it is good because
1:05:29half the time that person hasn't done
1:05:30that reframe, either.
1:05:32All right,
1:05:33I need some time to think about it.
1:05:34>> Mhm. Do you need quantity of time or
1:05:37quality of time?
1:05:38>> Quality. It's like I really need to like
1:05:40digest what you've told me today.
1:05:41>> Yeah. I'm glad you said that. A lot of
1:05:43people think they just need quantity of
1:05:44time, which is, you know, a couple days,
1:05:46weeks, whatever.
1:05:47Um but few people actually understand,
1:05:49which I'm glad you do, that you need
1:05:50quality time, which is the quality of
1:05:53information that's in front of you, but
1:05:54also quality time to sit down and make a
1:05:56well-thought-out decision, right? I'm
1:05:58literally the same way, but like I said,
1:06:00we have 20 minutes left of intentional
1:06:02time on this call. Uh you're busy. I
1:06:04know as soon as you shut this laptop
1:06:05off, it's like you got kids, you got to
1:06:07run the business, all the things. So, we
1:06:08have 20 minutes left of intentional
1:06:10time, and I've got all of the
1:06:11information right here in front of us in
1:06:13order to make a well decision.
1:06:15>> I need to check with my wife.
1:06:17>> And you will.
1:06:18Uh you're either going to come to her
1:06:19though with a problem or a solution. You
1:06:22know, a problem of, "Hey, honey, I
1:06:23really want to do this, but I don't know
1:06:24if I should and da da da." Or, "Hey,
1:06:27honey, I found somebody that can really
1:06:29help me solve my problem that I've been
1:06:30wanting. I really trust it, and I thank
1:06:32you for your support." Which one do you
1:06:33think would go over better with your
1:06:34wife? Probably the the solution, right?
1:06:36Also, another one I love for that, and
1:06:38I've never talked about this, either, is
1:06:41the swi- the flip-flop. So, for example,
1:06:43if somebody tells me, you know, I need
1:06:45to talk to my husband or my wife, I'll
1:06:46just be like, "No problem. Can I
1:06:48challenge that?" Yeah, okay, awesome.
1:06:50So,
1:06:51if instead inse- instead of it being me
1:06:53and you talking, what if it was me and
1:06:55your wife? You know, and she came to me
1:06:57and she's saying, "I'm going through
1:06:58this, this, and that, and I
1:07:00finally found someone that I think can
1:07:02solve my problem, and I really want to
1:07:04do it, but I want to check with my
1:07:05husband first."
1:07:06Would you support her in making that
1:07:08decision? You probably would, right? So,
1:07:10is it fair to say that she'd probably
1:07:11support you in the same way that you
1:07:12support her?
1:07:13>> Right.
1:07:13>> And this works really well if you're
1:07:14talking to a woman. If you, instead of
1:07:16saying the husband thing, cuz she'll be
1:07:18like, "Well, I want him to talk to me,
1:07:20you know." It works really well if you
1:07:22flip it and you're like, let's say it's
1:07:23your best friend.
1:07:25You know, and she's sitting here going
1:07:26through this, going through the same
1:07:27thoughts. Would you tell her to do it?
1:07:29You know, you probably would, right?
1:07:31Well, is it fair to say other people
1:07:32would probably tell you to do it, too.
1:07:33So, putting people kind of like outside
1:07:36of themselves and looking at the
1:07:38situation from an unbiased third-party
1:07:40perspective and being like, "What would
1:07:41you tell that person to do right now?"
1:07:43Because you're saying to me that you
1:07:44really want to do it. You'd probably say
1:07:45to do it, right? Let's do it. So.
1:07:47>> Yeah.
1:07:48>> I gave you two on that one.
1:07:49>> Yeah, yeah, I appreciate it. And now is
1:07:52not a good time.
1:07:53>> For to talk or to make a decision about
1:07:56something or
1:07:58>> got so much going on. Like, I've got a
1:07:59family stuff. I'm like exhausted. I just
1:08:02I just don't think that's a good time.
1:08:04>> Can I challenge that?
1:08:05>> Uh I don't know. I just I don't know if
1:08:07I have the bandwidth for it right now.
1:08:09>> No, for sure. Uh and I'll just make it
1:08:10easier for you, cuz you know, the
1:08:12bandwidth to think about things over a
1:08:13long period of time by yourself, it just
1:08:15that's how stress gets created, right?
1:08:17Uh so, I'll just clear that up for you.
1:08:18So,
1:08:19when you say you don't have the time, um
1:08:22you don't to think about it and to
1:08:23process the bandwidth, a lot of people
1:08:25think that they need to be in a
1:08:26situation where they have every single
1:08:28ounce of intentional time. But, in fact,
1:08:30the best decisions are made in the gray
1:08:32area. Some of the best companies were
1:08:34started in the recession. It's because
1:08:36while everybody else is moving forward,
1:08:38you need to be the person that maybe
1:08:39takes a step back, but while everybody
1:08:41else is sleeping, you need to be the
1:08:42person that makes a decision in order to
1:08:44get better. So, what do you want to be
1:08:45right now? Someone that just follows
1:08:46along with what everybody else is doing,
1:08:48or someone that actually moves forward
1:08:50when everybody else is kind of just
1:08:52moving along? Cuz you Are you going to
1:08:54wait for life to happen to you, or you
1:08:55going to make your life happen for you
1:08:56right now?
1:08:57>> Mhm.
1:08:57And sometimes people may even take them,
1:09:00but I still need time, but you've helped
1:09:03them think about it in a different way.
1:09:05>> So, I always start every objection with
1:09:07I hear you. Can I challenge that
1:09:09thought? Because it allows you to
1:09:11separate the objection from you. I'm not
1:09:14saying, "Can I challenge you?" You know,
1:09:16it's not me versus you. It's like, "Hey,
1:09:17can I challenge that thinking for a
1:09:19second?" And it's like a lot of people
1:09:21think this, but it's actually this.
1:09:22We'll help you get one step closer to
1:09:24your goal.
1:09:24>> Yeah, I love that. These were some other
1:09:27things that came in from social of
1:09:28people of things they're struggling
1:09:30with. So, how should This is where we're
1:09:32moving away from the objections. How
1:09:33should someone approach a conversation
1:09:35to ask for a raise?
1:09:36>> Ooh. So, step number one is you have to
1:09:39have some sort of experience behind you
1:09:41and some sort of numbers in order to
1:09:43deserve a raise. You can't just get
1:09:44hired the first day and ask for a raise.
1:09:46Or you can't be the worst employee ever
1:09:48and ask for a raise. So, you have to
1:09:50have a reason to ask for a raise. So,
1:09:52that means be the best at your job,
1:09:53right? Have some sort of reason in order
1:09:55to ask for a raise. Then when you ask
1:09:57for a raise, have other competitors
1:10:00data's in order to compare to. So, for
1:10:03example, if I want to ask for a raise
1:10:05from you, I would go to one of your
1:10:07competitors and say, "Hey, I've been
1:10:09working for Jay Shetty for a while.
1:10:10We've done X amount of revenue with him.
1:10:12Um what is the offer that you have for
1:10:13me?" Then I would take it back to you
1:10:15and I would say, "Hey Jay, I love
1:10:17working for you and I'm really sold on
1:10:20the long game with you. Like I want to
1:10:21grow with this company and I want to
1:10:23stay here,
1:10:25but I need to make it make sense for me
1:10:27just on a monetary standpoint because I
1:10:29have other competitors such as this guy
1:10:30and this guy offering me a little bit
1:10:32more. So, I want to stay with you.
1:10:34That's why I want to have this
1:10:35conversation be, you know, grounded with
1:10:37it. Um but I just need it to make a
1:10:39little bit more sense on the financial
1:10:41side in order to grow with you long
1:10:42term. So, even if you don't believe that
1:10:44you're going to be with this company
1:10:45long term, you need to sell the long
1:10:48game and sell the vision to your
1:10:50employer because like you said, that's
1:10:52the leverage point that an employer has
1:10:54is they want to invest in people for the
1:10:56long game. So, hey, I want to be here
1:10:58for a long time, but in order for me to
1:11:00put all of my resources here, I need a
1:11:03little bit back because other people are
1:11:04recognizing my value.
1:11:06Um and I'm not saying you don't, but I
1:11:08need it to make it make a little bit
1:11:09more sense for me.
1:11:10>> Yeah. What about if someone's if
1:11:12someone's going to interview with the
1:11:13company, what are the top three things
1:11:15they need to show?
1:11:16>> Numbers, what you've done for the
1:11:18company. Um I would say audit, what you
1:11:21can do better, and have a mathematical
1:11:24easy game plan and way to show what you
1:11:26can do with the company given the raise.
1:11:28So, you can't just ask for a raise just
1:11:31because you deserve it. Corporate
1:11:33America does not like entitlement,
1:11:34right? But people will pay you if they
1:11:36think there's an upside. So, this is
1:11:38creating value, right? It's hey, if you
1:11:40pay me $20,000 more, I'm going to
1:11:42generate $800,000 a year more for the
1:11:44company and I'm willing to do this,
1:11:46this, and this for it. It's just like in
1:11:48sales. You can't drop the price when
1:11:50negotiating with someone for no reason,
1:11:52right? You need to actually have a
1:11:54reason and justify a price drop not
1:11:56sound salesy, right? Um so, data and
1:11:59then also like have a clear game plan.
1:12:02And you want to make it super easy for
1:12:04someone to say yes to you. And say,
1:12:06"Hey, if I give this girl a promotion,
1:12:07this is exactly what we're going to get
1:12:09for her. Okay, awesome. Let's do it."
1:12:10>> Yeah. How do you deal with it when you
1:12:12don't get what you want? Like what's the
1:12:14right response?
1:12:15>> Never burn the bridge. That's a very
1:12:17good question that not a lot of people
1:12:19talk about. You never burn the bridge
1:12:21because a no isn't a no forever. It
1:12:23could be just maybe later.
1:12:26It could be, you know, a little bit of
1:12:28insight to where you need to improve a
1:12:29couple things and then re-ask again when
1:12:31you have more leverage there. So, just
1:12:34know that a no isn't forever. It's just
1:12:36not right now.
1:12:36>> Yeah. I think yeah, I think it comes
1:12:38back to what we've been talking about
1:12:40this whole conversation where it's like
1:12:42when you deal with rejection badly, it
1:12:44starts to affect everything cuz then
1:12:45you're like
1:12:46you know, it could go in multiple ways.
1:12:48You're like shrinking yourself. Your
1:12:50mood's a bit dull. You're not walking in
1:12:52with that smiling with that confidence
1:12:54that you had. And all of a sudden it's
1:12:56affecting everything.
1:12:57>> Yeah, for sure.
1:12:58>> It's crazy how
1:13:00quickly we kind of shut the door on
1:13:01ourselves. What about if you're going to
1:13:03interview for a job for the first time?
1:13:05>> Mhm.
1:13:05>> So, what are interviewers looking for
1:13:07when you're interviewing for a job?
1:13:08>> Right. So, they're looking for people
1:13:10that are bought in on the long-term
1:13:11vision exactly. But, also they're
1:13:13looking for people that ask really good
1:13:15questions that show that you kind of
1:13:17know what you're doing through the
1:13:19questions that you ask. So, for example,
1:13:20if you with someone and they're like,
1:13:22"So, what made you apply?" And you're
1:13:24like,
1:13:27"Uh I just really want to make more
1:13:29money.
1:13:30I just want sales experience." What is
1:13:32that? That's all about me. Nobody cares
1:13:34about what you want, right? They care
1:13:36about what you can do for them in the
1:13:37context of the situation. So, it's, you
1:13:41know, instead of, "Oh, I really want to
1:13:42make money blah blah blah." It's, "Hey,
1:13:44I've been following X creator or X
1:13:46mentor for so long. I have this sales
1:13:48background and I would I've been closing
1:13:50for other offers, right? But, I would
1:13:52love to close for her offer because I
1:13:53have true conviction in what she's
1:13:55selling and I want to help you guys grow
1:13:56your business." So, it's all about
1:13:59making the game plan clear, but also
1:14:01using the leverage points of the other
1:14:03person, not yourself.
1:14:04>> Mhm. Yeah, absolutely. I think the
1:14:06amount of people that interview
1:14:08these days and they don't have that.
1:14:10>> It's entitlement.
1:14:11>> It's Yeah, the answers just It shocks
1:14:14you sometimes. You're like Like someone
1:14:16I've I've interviewed people and they've
1:14:17been they've said things to me like,
1:14:19"Uh yeah, I just didn't like what I was
1:14:20doing."
1:14:21>> Right. And it's like
1:14:22>> And I'm like,
1:14:24"Cool. Like, that's fair. Like, I get
1:14:26it. I've I've not liked certain jobs
1:14:28that I had. But, like, you don't want to
1:14:30be here."
1:14:30>> You You want to come off as someone that
1:14:32is ready to do the most. Ready to go
1:14:35above and beyond and doesn't just see it
1:14:37as a position. Cuz from an employer's
1:14:39perspective, we don't want someone who
1:14:40just wants to show up and do the bare
1:14:42minimum. We want someone who sees the
1:14:44value so much in themselves and takes
1:14:46pride in their work and is bought in on
1:14:48the long-term vision. So, if you embody
1:14:50that, you should be good to go for an
1:14:51interview. And asking questions that
1:14:54relate to, you know, the business, you
1:14:56know, what's your guys' close rate?
1:14:58What's your guys' lead flow like? Tell
1:15:00me about the offer. When you make the
1:15:02interviewer sell themselves on why you
1:15:05should work for them,
1:15:06>> Yeah.
1:15:06>> you want that and that's sales. It's
1:15:08taking a step back and saying, "Well, I
1:15:11mean, I'm interviewing for a few
1:15:12positions, but I just wanted to know a
1:15:14little bit more about how you guys do
1:15:15this, what your process is like, what it
1:15:17would look like if I did get hired, what
1:15:18your salary's like, and then I can come
1:15:19back to you with the decision."
1:15:21>> Yeah, and I think it I think there's a
1:15:22lot of test of your worth, too. Like,
1:15:24for example,
1:15:25if you're going to be confident enough
1:15:26to say, "I've got these offers and I'm
1:15:28doing that," you better back it up
1:15:30because that person may also just go,
1:15:32"Yeah, good for you. Like,
1:15:33>> Right.
1:15:33>> need you, either." And I feel like
1:15:35sometimes, if it's if it's all a story,
1:15:38then it doesn't always play well. Like,
1:15:39I find like even like I do a lot of
1:15:42corporate coaching work. That's That's
1:15:43where most of our coaching is in me
1:15:45working with large organizations. And I
1:15:48have There's a few experiences I've had.
1:15:50The first one I had an experience when I
1:15:51first began. This was like maybe
1:15:54I don't know, like 10 years ago. Like,
1:15:56maybe even 12 years ago. Before before
1:15:58the brand and Yeah, so maybe even
1:15:59longer. And I remember being in an
1:16:01office and I asked all the questions.
1:16:04And before I was about to give my
1:16:06solution to their problem, I realized
1:16:08that my solution didn't solve their
1:16:09problem.
1:16:10>> Yeah.
1:16:11You're really good.
1:16:12>> Yeah, I literally just went [laughter]
1:16:13like, "All right, great. Thank you."
1:16:15>> Yeah.
1:16:15>> walked out and I was like, "Thank you so
1:16:16much. Like, I just want to be honest
1:16:18with you. I don't think I have what you
1:16:19need, but really grateful and I hope we
1:16:21can keep this conversation open." Fast
1:16:23forward 5 years from that point, I went
1:16:26back and sold a really great contract to
1:16:27this client.
1:16:28>> There you go.
1:16:28>> Because because they could see the
1:16:29honesty, too. Like, where I was I was
1:16:31happy to be like, "Guys, you know what?
1:16:32I actually don't have anything you need,
1:16:33but I will come back."
1:16:34>> Exactly. And that's ethical sales
1:16:36because you can sell someone and then
1:16:38walk away from the conversation and both
1:16:40of you guys don't feel good about it.
1:16:42and that doesn't do any good at all. So,
1:16:44it's like when you sell someone or when
1:16:46you apply for an interview and you are
1:16:48really trying to sell yourself, do you
1:16:50genuinely believe that you can provide
1:16:51this business value? Because that
1:16:53doesn't just come off in the words that
1:16:55you say, that comes off in your energy.
1:16:56And I'm sure you could feel like when
1:16:58you kind of felt like, "Oh, I might not
1:16:59be ready for this right now." Your
1:17:02energy was probably like, "Oh, wait. I
1:17:04don't know what I got myself into."
1:17:05>> 100%.
1:17:05>> But, that's why you really need to build
1:17:07the data points in order to have
1:17:08conviction in yourself or whatever
1:17:10you're selling in order to show up that
1:17:12way and like energetically be like, "I'm
1:17:14here. I deserve this. Like, let's go.
1:17:17Cancel all the other interviews because
1:17:19I'm your person." And until then, I like
1:17:21how you just kept the bridge open.
1:17:23>> Yeah.
1:17:24>> And it worked out. And and I've had that
1:17:25with so many things that we're doing
1:17:27right now where I got rejected from
1:17:29something 7 years ago, and this year it
1:17:32will become one of the most exciting
1:17:34parts of our business. And it's like
1:17:36there's just 7 years of relearning,
1:17:38patience, figuring it out.
1:17:40>> For sure.
1:17:41>> new skills. And I just think that long
1:17:43game is so healthy for everyone to
1:17:44always play because your current
1:17:46employer may write you a reference one
1:17:48day. Your current employer may be end up
1:17:50being one of your biggest clients one
1:17:51day. Like, you just have no idea. Like,
1:17:53I worked at a company called Accenture,
1:17:56and Accenture was a place that invited
1:17:57me back to do so many keynotes when my
1:17:59career took off. But, if I hadn't had a
1:18:01good relationship with them
1:18:02>> or left on good terms, to your point of
1:18:05burning again, well, then that wouldn't
1:18:06have been the case.
1:18:07>> Exactly.
1:18:08>> And I feel like there's too much
1:18:10shortsightedness now because we think
1:18:11there's lots of opportunities, but at
1:18:13the top everyone knows each other.
1:18:14>> Exactly. But, I think what you're saying
1:18:16is exactly what someone listening should
1:18:18take away from it, which is it's not a
1:18:20yes or a no, it's a yes or a lesson. And
1:18:22so, sometimes the lessons are more
1:18:24valuable than if you got that contract
1:18:27or you got that client years ago because
1:18:29the lesson taught you to never walk into
1:18:31a situation like that again.
1:18:33>> Yeah.
1:18:33>> And so, sometimes that lesson can be way
1:18:35more valuable than getting what you want
1:18:36in the moment.
1:18:37>> Yeah. Couple more of these before we get
1:18:39to the final five. This one's great.
1:18:41What's the right way to talk about your
1:18:43strengths without overselling or
1:18:45apologizing?
1:18:46>> Um so I like to sprinkle in uh you can
1:18:49call them testimonials or like subtle
1:18:51ways to flex, right? I subtly threw it
1:18:54in there but then extrapolated a lesson
1:18:56from it that pertains to the other
1:18:57person. Because people don't care about
1:19:00your flex, they care about what your
1:19:01flex can do for them. So you can use it
1:19:04but use it as a lesson in order to
1:19:06provide value to somebody else.
1:19:08>> Ego just always is such a turn-off.
1:19:11>> Mhm.
1:19:11>> Like I I don't know. I generally just I
1:19:14struggle so much when someone I feel is
1:19:16egotistical. And the way I think about
1:19:18the difference between confidence and
1:19:19ego is evidence and reflection.
1:19:22>> Mhm.
1:19:23>> So it's like if someone can give me
1:19:24evidence and they can reflect on that
1:19:26evidence to prove that it's
1:19:27>> [clears throat]
1:19:28>> real experience. Now it doesn't feel
1:19:29like a name drop. It doesn't feel like a
1:19:31number drop. Which just feels like it's
1:19:34a it's a bit distasteful.
1:19:34>> When people name drop, it's my least
1:19:36favorite thing. When somebody name drops
1:19:38or says, you know, all these different
1:19:41numbers, it is a literal indicator that
1:19:44they probably don't have the skills in
1:19:45order to do what I need them to do.
1:19:47Because they feel like they have to name
1:19:49drop or they feel like they have to, you
1:19:50know, show their numbers. I would also
1:19:52challenge that though because it is a
1:19:53very fine line with when you're
1:19:57you know, new to a space, there's a lot
1:19:59of people that might not know who you
1:20:01are. So sometimes, you know, the numbers
1:20:03that you've done for a company or your
1:20:05experience will speak volumes. And so
1:20:08nobody's going to you know,
1:20:10sell yourself like you will. So
1:20:12sometimes it it's a fine line of not
1:20:14having ego but it's also a line of like
1:20:17being loud about your accomplishments
1:20:19when they are valid and like shouting it
1:20:21from the rooftops because you deserved
1:20:23it if you worked for it. But it is a
1:20:25very fine line.
1:20:26>> Yeah. Which which sales call or sales
1:20:29deal challenged you the most?
1:20:31>> Ooh,
1:20:33that's a great question. Okay, so
1:20:36um I was talking to
1:20:39I was talking to a gay guy, okay? Love
1:20:42talking to gay guys. So fun. Like it was
1:20:45very girls girl vibe energy. He was
1:20:48awesome, okay? He keeps giving me the
1:20:50spouse objection. I keep rolling it,
1:20:52blah blah blah.
1:20:53Keeps giving me the spouse objection.
1:20:55I'm like, "Okay, fine. We'll keep
1:20:56rolling it." Then his spouse walks in
1:20:59the frame. Sits down. I'm talking to
1:21:01spouse again, okay? So I'm like, "Okay,
1:21:03awesome. Now I know the other spouse is
1:21:05the decision maker." Kind of turn the
1:21:06attention of the sale towards him
1:21:08because I know the decision lies in his
1:21:10hands, right? That's what you need to
1:21:11do.
1:21:12Then I'm talking to him. He goes, "I
1:21:14need to talk to my husband."
1:21:16So I look at this guy and I'm like,
1:21:19"You brat. I thought you You know, I
1:21:21thought it was him, not you. Like we
1:21:22could have had this done a long time
1:21:24ago. Like what's the issue?" And so I
1:21:26you know, direct to him. He says, "I
1:21:28need to talk to my husband." I redirect
1:21:30to him. He goes, "No, I really need to
1:21:32talk to my husband. He's not here right
1:21:34now."
1:21:35>> [gasps]
1:21:36>> And I go,
1:21:37"Is there three of you?"
1:21:38>> No.
1:21:39>> a thrupple.
1:21:40>> No.
1:21:41>> It was a gay thrupple. But let me tell
1:21:43you, the way that I closed this deal,
1:21:45uh I sincere closed them. And I go, "You
1:21:48guys.
1:21:49>> [laughter]
1:21:49>> This is one for the books. I was like,
1:21:51I've never been in this situation. And
1:21:53you guys are going to use someone.
1:21:55Probably the next person that comes up,
1:21:56you're going to have to buy something at
1:21:57some point cuz you do have some issues.
1:21:59I want that person to be me. I've never
1:22:01sold a thrupple before in my life. Like
1:22:03I would die to be able to go tell my
1:22:06boss and my coworkers that I just had
1:22:07this experience. Would you guys please
1:22:09allow me just the glory of having, you
1:22:11know, my first thrupple sale?" And they
1:22:13still send me Christmas cards to this
1:22:14day.
1:22:15>> Oh, I love that.
1:22:15>> of a funny sale, but it was just I was
1:22:18so backwards. I was mad at them cuz I
1:22:20was like, "I thought you were the
1:22:21decision maker." But it's you, but it's
1:22:23you, but it's you. Wait. They're not
1:22:25here with us, are they?
1:22:26>> That's [laughter] incredible. That's
1:22:27wild.
1:22:28>> It was pretty crazy. I was actually
1:22:30speechless.
1:22:31>> So you're pretty you're pretty much
1:22:32prepared like because obviously that's
1:22:34something you'd never prepared for.
1:22:35You're pretty much prepared for any
1:22:38direction it can go in and when you're
1:22:40training people, you're training them in
1:22:42sales training for every scenario
1:22:44possible that
1:22:44>> Yeah, so you have to train like things
1:22:46are going to go wrong. You have to train
1:22:48for payment link payment links not
1:22:50working. You have to train for your Zoom
1:22:52maybe crashing. You have to train for
1:22:54different objections,
1:22:55uh different scenarios if they need to
1:22:57call their bank, um like different
1:22:59things you just need to preempt them
1:23:01rather than waiting for some monstrosity
1:23:03to happen and then you attack it then
1:23:05and there. Like you always need to
1:23:07preempt every sort of objection. And so
1:23:09then the follow-up question is probably
1:23:11like how do you preempt objections?
1:23:13Well,
1:23:14you kind of get key indicators from
1:23:16someone you're talking about. So if I'm
1:23:17talking to a girl, we'll call her Stacy.
1:23:19And Stacy's wearing like a fat rock on
1:23:21her finger.
1:23:22I know Stacy's married, right? So later
1:23:25on into the call, she might give me the
1:23:27spouse objection. Or she might be saying
1:23:30words like we, when we did this, us.
1:23:33Okay, there's probably someone else in
1:23:35the picture that's not on the call. I
1:23:37might ask Stacy like, have you ever
1:23:39signed up for something like this in the
1:23:40past? And if she did, okay, were you the
1:23:42one that made the decision or is there
1:23:44anyone else, you know, in the picture
1:23:45for that? If there is anyone else in the
1:23:47picture, you got to get them on the
1:23:48call. But if not, easy. You just
1:23:50preempted the objection. So you always
1:23:52plan for things.
1:23:54Um and that's just that's how a
1:23:56well-funneled sale works. Everybody
1:23:58thinks that sales is overcoming every
1:23:59objection in the book 10 times over with
1:24:02every client and it's not. It's just
1:24:04creating a trusted buying atmosphere and
1:24:07true rapport with someone
1:24:09and just a good energy around the sale
1:24:11that makes it so easy for someone to say
1:24:13yes.
1:24:14>> Yeah. Why do you Why do you think we're
1:24:16all so like ready to
1:24:18save up for a month to buy a bag
1:24:21but struggle to invest in ourselves.
1:24:24>> Right. It's because you're worried about
1:24:25what everybody else thinks.
1:24:28You're shifting perception from how do I
1:24:30feel about myself to how do other people
1:24:32feel about me? Because buying a bag, I
1:24:34mean, if you want to buy a bag, you can
1:24:36do that, right? Like if it makes you
1:24:38feel good, like I love buying designer.
1:24:39Like if it makes you feel good.
1:24:41>> But buying it just for other people when
1:24:43you have other priorities is where it
1:24:45becomes an issue. Like I never bought
1:24:47designer until maybe like a year ago.
1:24:49>> Yeah.
1:24:49>> It No, I could. It's just I had so many
1:24:52other things I wanted to check off. I
1:24:53wanted to do rental properties,
1:24:55networking events, hire mentors, uh
1:24:58move. Like there were so many other
1:24:59things that mattered to me more
1:25:02than just worrying about other people's
1:25:03perceptions. Because nobody's really
1:25:06thinking about you as much as you think.
1:25:08It's a There's a metaphor. It's called
1:25:11like the invisible guest at a wedding.
1:25:13Like you show up to a wedding and you
1:25:14want your hair to be perfect. You're
1:25:15worried about what dress to wear. You're
1:25:17worried about the conversations that
1:25:18you're having with people.
1:25:19And everybody's thinking that. And
1:25:21you'll probably never see a lot of these
1:25:22people again. So, you're so in your
1:25:24head, but so is everybody else. And so
1:25:27in somebody else's perception, you are
1:25:30just the invisible wedding guest. They
1:25:32won't remember you.
1:25:33>> Yeah.
1:25:33>> So, why worry about if every single word
1:25:36is going to be perfect? And you can
1:25:37carry that into everything. In sales,
1:25:40nobody knows what you're supposed to
1:25:41say. They don't know your script. If you
1:25:43mess up, you just roll with it. You keep
1:25:45going. Like this podcast, I don't want
1:25:47to be perfect. If I was perfect, I
1:25:49wouldn't be AI. And I wouldn't be
1:25:51relatable to people. So, just know that,
1:25:53you know, some sort of respect of I
1:25:56don't have to be perfect. In fact, it's
1:25:58better if I'm not perfect. That is what
1:26:00makes you human and that is what makes
1:26:02your story so amazing to inspire other
1:26:04people.
1:26:04>> Yeah. Absolutely. Absolutely. And And
1:26:06also, I just feel like I guess what I
1:26:08was getting at was this idea of
1:26:12we don't even know we're being sold by
1:26:14most of people that are selling to us.
1:26:17Like they're just selling life choices
1:26:18we feel we made independently,
1:26:21but we were all sold on what it meant.
1:26:23>> Oh, yeah.
1:26:24>> And and it's like but when it comes to
1:26:25investing in ourselves, building our
1:26:27skills, learning, it's almost like we're
1:26:29scared to part with our hard-earned
1:26:32money because it feels in some way like
1:26:34we're being sold to.
1:26:35>> Well, investing into yourself is one of
1:26:38the most freeing things that you can do.
1:26:39If it's something that will give you an
1:26:41ROI. There's obviously a lot of things
1:26:42that you probably shouldn't invest into,
1:26:44but if you have a clear goal, you should
1:26:46feel super confident in investing in
1:26:48yourself if it qualifies for ROI, return
1:26:52on investment. If you can be super clear
1:26:54about if I put this amount of money in,
1:26:57what will I get out and what doors will
1:26:59that unlock for me? If you can feel good
1:27:01about that give and take, then you
1:27:04should make the decision for yourself.
1:27:05>> Mhm.
1:27:06>> And I think the tables are kind of
1:27:08turning in a lot of ways with younger
1:27:09people
1:27:11because I think a lot of people love
1:27:12investing in themselves. They love
1:27:14buying an outfit to wear to an interview
1:27:16because it makes them feel a little bit
1:27:17more confident. Like I think we're kind
1:27:19of shifting away from, you know, the
1:27:21stigma around, oh, you shouldn't spend
1:27:23money on yourself, right? I think we're
1:27:25kind of shifting away from that, so I'm
1:27:27very happy for that era.
1:27:28>> Yeah, absolutely. Shelby, you're
1:27:30awesome. This is so much fun.
1:27:32I learned so much. I think my audience
1:27:34learned so much and I know like you just
1:27:35said, you just recorded a 6-hour sales
1:27:38training for free for YouTube, so I'm
1:27:40excited for people to go subscribe to
1:27:41your channels, follow you on Instagram,
1:27:43on YouTube, everywhere else. Uh we end
1:27:45every episode of On Purpose with a final
1:27:47five. These have to be answered in one
1:27:49word or one sentence maximum.
1:27:51>> Okay.
1:27:51>> So, Shelby, this is your final five.
1:27:54Question number one, what is the best
1:27:56advice you've ever heard or received?
1:27:58>> To go as fast as possible.
1:28:00Never slow down.
1:28:02>> Mhm. I like that. No one's ever said
1:28:03that before.
1:28:04>> I can't elaborate?
1:28:05>> You can. Go on. [laughter] I'll let I'll
1:28:06let you. I'll let you.
1:28:07>> Everybody always says, you know, um
1:28:10take it slow. You have time. You deserve
1:28:14a break. Like, just chill. When in
1:28:17reality, you don't. You literally have
1:28:20no time. There is urgency. You need to
1:28:23use every single waking moment to
1:28:26strategize what you want out of this
1:28:28life. And then as soon as you're clear
1:28:30on it, work yourself backwards. And the
1:28:33cool thing is when you're clear on your
1:28:34goal, that urgency does kick in. If
1:28:36you're like, I don't have the urgency.
1:28:38When you know exactly what you want, the
1:28:40urgency kicks in cuz you're like, well,
1:28:41how fast can I get there? And don't go
1:28:44with other people's timelines. Just
1:28:45because some people have what you want
1:28:47by 45, doesn't mean you have to wait
1:28:49till you're 45 to have it. You can
1:28:51literally give it to yourself now. If
1:28:52you just work really hard and go fast.
1:28:55>> Yeah. Well said. Uh, yeah, I've I feel
1:28:57like that idea of moving fast, you will
1:29:00break things. But if you didn't move
1:29:02fast, you wouldn't have had the progress
1:29:04and the growth. And And I can relate to
1:29:06that. I was I was 28 when I started all
1:29:07of this. And we moved extremely fast in
1:29:10the last 10 years. And when you're doing
1:29:12that, certain things get broken.
1:29:14>> and it's messy, but you learn as you go.
1:29:16That's the only way to do it.
1:29:17>> And I think if we tried to go any
1:29:18slower, we wouldn't exist. Like, we
1:29:20wouldn't
1:29:21be around. Yeah.
1:29:22>> I love that.
1:29:23>> the same for myself. In college,
1:29:25everybody told me to slow down or why
1:29:26are you doing this and that? Like, I got
1:29:29an accelerated master's degree and an
1:29:31honors finance degree, which don't use
1:29:34either of those. But again, like every
1:29:36single ounce of hard work that you put
1:29:38into yourself never goes to waste,
1:29:39right? Um, I learned work ethic and
1:29:41whatever. Um, but every summer that I
1:29:43was doing that, I was knocking doors,
1:29:45selling pest control in Minnesota heat
1:29:47to strangers. So, it's like I was going
1:29:50so fast. I never had a second that I was
1:29:52just bored. And maybe that comes from
1:29:54trauma or whatever, but I think that
1:29:57also just builds some sort of work ethic
1:29:59where you're like, there's so much
1:30:00urgency. Like, I need to go. Like, there
1:30:03is nobody else that's going to save me
1:30:05right now. Nobody's going to come in and
1:30:06build your life for you. You need to go.
1:30:10And everybody in your life is going to
1:30:11tell you, "Slow down. Take a break. Oh,
1:30:13you're doing so good. Why don't you just
1:30:15be happy here?"
1:30:16It's because
1:30:18your speed and your growth makes their
1:30:21lack of growth and lack of speed feel
1:30:23inferior. That's the only thing it
1:30:24means. And so, you're making them feel
1:30:26uncomfortable because of how much you're
1:30:28doing in such a short amount of time.
1:30:29So, you need to be able to filter out
1:30:31like what other people are saying about
1:30:32you and why they're saying that. Take it
1:30:34for face value, you know, you don't need
1:30:36to attack it, but just know if you have
1:30:38goals and priorities,
1:30:40why have it take 10 years if you could
1:30:43have it take two? Literally, why?
1:30:46You might as well do it now. And
1:30:48especially if like a woman's watching
1:30:51this
1:30:52that doesn't have kids yet,
1:30:54you need to go now.
1:30:56The your day is all about you.
1:30:59You know, if you don't have other kids,
1:31:01other people in your life to tend to,
1:31:04you have so much free time that you can
1:31:07put into yourself and go as fast as
1:31:11possible and speed run it. Because as
1:31:13soon as like if you want to grow a
1:31:14family one day, you've got a lot of
1:31:16other stuff to do. And you're probably
1:31:18going to be like, "Damn, why didn't I do
1:31:20all these side hustle things or extra
1:31:22learning on the side when I had the free
1:31:23time to do so?"
1:31:25So, it's a very finite amount of time
1:31:27where you can go fast and you need to
1:31:29take advantage of it.
1:31:30>> Absolutely. Wow, that was that was a
1:31:32very motivational moment.
1:31:33>> Thank you.
1:31:34>> [laughter]
1:31:35>> Like, what am I going to do tonight?
1:31:36>> Yeah, this is like amazing. Like, I'm
1:31:38not I'm not even a woman and that was I
1:31:39was like [laughter] that got me right
1:31:41there.
1:31:41>> For men and women. It's like
1:31:43>> No, but I know you were Yeah.
1:31:44>> Yeah.
1:31:45>> Yeah.
1:31:45No, I agree. I agree. My my mentor who
1:31:49I I forget how old he is now, but he was
1:31:52like I was
1:31:53>> [laughter]
1:31:53>> That's not good.
1:31:54>> No, no, no. Not like that. I was what
1:31:57when I was 28, he was like 55. So, I'm
1:32:0010 years older. So, he's like 65.
1:32:02And he's always told me, he was like,
1:32:04"Jay, before you have kids,
1:32:06you can move 200%."
1:32:07>> For sure.
1:32:08>> Put your foot down on the pedal. Like,
1:32:10do everything.
1:32:11>> For sure.
1:32:11>> And he was absolutely right. Like, he
1:32:13was absolutely right. Like, it was just
1:32:15uh for the past 10 years I've had my
1:32:17foot down on the gas. And I would I
1:32:18don't regret a second of it. It's been
1:32:20the best thing ever. So.
1:32:20>> You built a foundation. You built more
1:32:22than just a foundation, but
1:32:24>> it's right.
1:32:24>> You built it. And so, now like when you
1:32:26are able to have kids, you can like
1:32:28enjoy that and be a little bit more
1:32:30present
1:32:31>> I hope so.
1:32:31>> have to work out of survival.
1:32:33>> Yeah.
1:32:34Uh question number two, what is the
1:32:35worst advice you've ever heard or
1:32:37received?
1:32:38>> Finish your master's program.
1:32:39>> [laughter]
1:32:40>> Did you finish it?
1:32:41>> Yeah. I got a master's degree by 22.
1:32:43>> What was your master's in?
1:32:44>> Business.
1:32:45>> Wow.
1:32:45>> Yeah, so it was in business development,
1:32:47but
1:32:48it didn't really do much. We had a
1:32:50teacher, it was like you have four
1:32:51different types of teachers for the four
1:32:53different types of business. One of them
1:32:55was sales and negotiation. And I was in
1:32:57door-to-door sales, like making a ton of
1:32:59money, like loved it. And this professor
1:33:01was teaching the most menial, like
1:33:04kindergarten level sales tactics. And
1:33:06I'm like, "This is what people are
1:33:08teaching you? Like, I I think there is
1:33:10something to be said when you are
1:33:12someone
1:33:14that is in a situation, whether that be
1:33:15a job or school or a program, and you
1:33:18kind of look around and you don't feel
1:33:21like you belong, but in a good way.
1:33:23I think it's good to notice that,
1:33:25acknowledge it, and like if you still
1:33:27want to finish it just to be able to say
1:33:28you did. Like, I think that's important.
1:33:31But it's also like don't follow that
1:33:33path then if you know that you're better
1:33:34than everybody else around you in a
1:33:37non-egotistical way, but you just know
1:33:39you're special. You know you're destined
1:33:41for more than what you're doing right
1:33:43now, that that's okay. And I think a lot
1:33:45of the people when they told me, you
1:33:47know, "Just do things the normal way.
1:33:49Why are you trying so hard?" It's like
1:33:52those people now are in a position where
1:33:54they're asking me for advice. And I'm
1:33:57like, well, there's not really much
1:33:59advice to give because we both started
1:34:00off at the same exact playing field.
1:34:03It's just some people go really freaking
1:34:05fast and try a bunch of different things
1:34:07out. And not everything worked out, and
1:34:09I had to sacrifice nights, I had to
1:34:11sacrifice friendships, I had to
1:34:12sacrifice, you know, going out or
1:34:13whatever.
1:34:15But it's worth it.
1:34:16So,
1:34:17yeah, I wouldn't have finished my
1:34:19master's program if I knew what I know
1:34:20now, but I mean, glad I did it.
1:34:22>> Yeah.
1:34:22>> [laughter]
1:34:23>> That's cool. Question number four.
1:34:26Can everyone be good at sales, or are
1:34:29certain people just not meant for it?
1:34:31>> Everybody thinks you need to be
1:34:32extroverted in order to be good at
1:34:34sales, and that's actually false. And
1:34:36I'm not saying introverts are better
1:34:37than extroverts, even though a lot of
1:34:38introverts do do well in sales because
1:34:40you can build that empathy.
1:34:42But it all comes down to internal
1:34:44motivation of I will do what I need to
1:34:48do right now, even if nobody's watching.
1:34:50Which means, on a sales call, people are
1:34:53going to tell you no. Are you going to
1:34:55sit there and roll a couple objections
1:34:57with them? Are you going to sit there,
1:34:59and even though it's a little uncomfy,
1:35:00are you going to do what you need to do
1:35:01in order to move the conversation
1:35:03forward? Or, at the end of your day, are
1:35:05you satisfied? Are you going to send out
1:35:07some follow-up emails? Are you going to
1:35:09text a couple clients from the day
1:35:10before to make sure you pick up every
1:35:12single deal that you possibly can? And
1:35:14those people, I would boil it down into
1:35:17one word, and that's hunger.
1:35:19You need to be hungry. Like, you need to
1:35:24be maniacal in your work ethic and
1:35:28gritty. That's who succeeds in sales.
1:35:31It's who want it who wants it the most,
1:35:33and who does the most in order to get
1:35:35it.
1:35:35>> What do people do when they just feel
1:35:37lazy, stuck, maybe they've just wasted a
1:35:40bit of time, and they've kind of
1:35:41developed bad habits?
1:35:42>> I always ask her,
1:35:44what's your morning routine?
1:35:46What are you doing today? What did you
1:35:48do before?
1:35:49Did you stop doing the things outside of
1:35:51your sales job that made you so great to
1:35:54where you got a little too cocky to
1:35:56where you think you thought to yourself,
1:35:58I don't need to show up to these
1:35:59trainings. I I could skip a workout if I
1:36:02need. I don't need to, you know, get a
1:36:04little bit of extra advice about this. I
1:36:05don't need to rewatch my sales calls cuz
1:36:07I close everyone.
1:36:08But money is a lagging indicator. So if
1:36:10you stop doing the things that got you
1:36:12to be so great, it might not affect you
1:36:14that day, but it'll affect you in 2
1:36:16months. And then you'll wake up one day
1:36:18and be like, where'd it all go?
1:36:20Well, because 2 months ago you stopped
1:36:22doing the things that made you great in
1:36:24the first place. So sales is all about
1:36:26being the best, yes,
1:36:28but staying at the top is a big stressor
1:36:30as well, because you have to keep up
1:36:32with that level of pressure where
1:36:34everybody's looking at you and saying,
1:36:36you're the best closer on our team. Like
1:36:38what's your secrets? Blah blah blah. But
1:36:40also being humble enough to know
1:36:43that you could go down the line at any
1:36:45point in time. So you need to keep doing
1:36:47the things that got you there.
1:36:48>> Yeah, good advice. Good advice.
1:36:51Uh fifth and final question we ask this
1:36:52to every guest who's ever been on the
1:36:53show. Shelby, if you could create one
1:36:56law that everyone in the world had to
1:36:58follow, what would it be?
1:36:59>> The law that you have
1:37:02to use the cards that you were dealt. A
1:37:04lot of the times I see women
1:37:06specifically feel bad about an an unfair
1:37:09advantage that they've been dealt. Like
1:37:10everybody has a deck of cards, right?
1:37:12And maybe one of your cards is you have
1:37:14family money. Like you've got daddy's
1:37:16money. Daddy did very well for himself
1:37:17and you are financially set. Okay, use
1:37:20that card and don't feel bad about it.
1:37:22Maybe one of your cards is you're really
1:37:25good at talking to people.
1:37:27Don't hump try to humble yourself by
1:37:28doing something outside of your skill
1:37:30set. Like take that unfair advantage and
1:37:32use it. Or maybe you're gorgeous. Go
1:37:35model. Go put yourself in front of a
1:37:37camera and go viral. Like use every
1:37:40single unfair advantage and don't ever
1:37:41feel bad about doing so. So the law
1:37:45would be I guess just,
1:37:46>> Yeah. you know, using all of the cards
1:37:48that you were dealt and not faking
1:37:50humility in order to,
1:37:52you know, play it fair. You don't have
1:37:54to play fair. Nobody else is playing
1:37:55fair, so do what you can to get ahead
1:37:57with the cards that you were dealt.
1:37:59>> Yeah. Yeah, well said. Yeah, I think
1:38:00there's so many of us that
1:38:02totally do the opposite. Yeah, you're
1:38:03absolutely right.
1:38:05>> Well, I I see a lot like and I think
1:38:07it's cool, too, though, on one hand cuz
1:38:08it's like, "Oh, you have family money,
1:38:10but you want to go make a name for
1:38:11yourself in a completely different
1:38:12facet." Like, great. But, also it's like
1:38:15a lot of people have so many advantages
1:38:18in their book and they don't realize
1:38:19that they have them.
1:38:20>> Yeah, yeah.
1:38:21>> You know? And it's like, you do. You're
1:38:23just not focusing on it. Or you're
1:38:24focusing on what's in somebody else's
1:38:26deck and you're not looking at yours.
1:38:28And you're not doing things in order to
1:38:30get more cards in your deck. Again,
1:38:32building these skills, building
1:38:33experience for yourself in order to have
1:38:35more cards that you can be dealt. So,
1:38:39I think a lot of people just don't play
1:38:41the game of life to the full advantage
1:38:43that they could.
1:38:44>> Yeah, well said. Shelby, thank you so
1:38:46much. This is awesome. Your advice, your
1:38:49insight, your motivation and inspiration
1:38:51is contagious and I can't wait to see so
1:38:54many more people
1:38:55come to your work to be able to learn
1:38:57from you how to sell better, to
1:38:59negotiate better, to persuade better,
1:39:00get the raise they deserve, make the
1:39:02money they deserve, and really create
1:39:04abundance in the world where more people
1:39:06are living a more full life. So, thank
1:39:08you so much.
1:39:08>> for it. Yeah, thank you so much. Thank
1:39:11you.
1:39:11>> If you loved this episode, you'll love
1:39:13my conversation with Dr. Joe Dispenza on
1:39:16why stress and overthinking negatively
1:39:18impacts your brain and heart and how to
1:39:21change your habits that are on
1:39:22autopilot. Listen to it right now.
1:39:25>> How many times do we have to forget
1:39:28until we stop forgetting and start
1:39:30remembering? That's the moment of
1:39:31change. Who cares how many times you
1:39:33fell off the bicycle if you ride the
1:39:35bicycle now? You ride the bike?

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