Gamify The No’s - Dillon Buck

1) Value of time -  We can’t get it back.
2) The monetary value of no’s - No’s = $$.
3) Effective approaching.
4) Develop a Personal mantra.

Relationships are what make the effort and the money worth it.

Transcript

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This is the Elevators Podcast. We discuss all things elevating your life, work, and relationships as you are building your business and yourself. Here is your host, yours truly, Dylan Buck. What's up? Welcome back to the Elevators podcast. We're getting back on a regular routine with these episodes. And today we're going to dive into some of the things that matter most in life, a couple simple things that will drastically influence your results in a positive direction, and even a few ideas to help transform everyday challenges into potentially fun adventures. So we'll be discussing the irreplaceable value of time and making the most of it with the gamification of hard work. Here we go. So today we're going to be talking about four things. One, the value of time. Two, the value of no's and how we can gamify both of those things. Three, effective approaching. And four, having a personal mantra. So one of the best quotes that I've ever heard that lends perspective to the value of time. Throwback again to Mort Utley. You can waste a dollar and you can replace it. You can destroy a piece of property and you can rebuild it. But if you waste one hour of time, there is nothing that you can do about that for the rest of your life. So specifically in the field, wasting time, there's a lot of things that we can do that adds value to our time in the field, things like meditation. That is not a waste of time. That being said, there's a lot of things that can distract us from the things that are actual result makers, right? The IPAs, the income producing activities, things like spending unnecessary amounts of time on sales rabbit or sending out emails or thinking about going into the next business. Those are all what I would consider a waste of time, right? So here's a challenge for the next year to focus on doing what is going to make the future you proud. So doing today what the version of you that will exist 365 days from today will be proud of. Because many times, most times I would say we don't want to go to the gym, but we're always glad after we do that we did. Many times we don't want to go to work, but we're always glad that we did. And if your focus is on doing consistently what will make the future you proud, you'll find yourself in a very good spot six months, a year, two years, five years, ten years down the line from now. Now, don't get me wrong. There's a time to be on the CRM. There's a time to be on SalesRabbit. There's a time to send down emails. But when we're in the field, we just want to be cautious that we are not spending an excess amount distracting ourselves from the things that are ultimately going to help us do the best and make the biggest steps forward. So just to gain some perspective, if you waste on average 10 minutes per day, which is a pretty small amount of time in the field, if you waste 10 minutes a day on average throughout the course of a year, that's 41.6 hours that year that you wasted doing whatever it was, whether it's sitting in the car, whether it's, you know, whatever, which is an entire week of work. If you waste on average 30 minutes per day, that's three weeks of work at the end of the year. And if you waste on average one hour a day, that is six weeks of work that was just wasted. Six weeks of work. potential that was not utilized right and with that if you average let's say five thousand a week so pretty conservative number that's with six weeks that's twelve to fifteen thousand dollars of annual income that you're taking away from yourself by choosing your driver's seat over a little bit of discomfort right so ask yourself today ask yourself right now if you're in the field right now Am I choosing my driver's seat or am I chasing results? Am I choosing comfort or am I chasing success? This year, be intentional in the field so that you can be intentional when you're home with your family. As Ogmandino says, there is no room in the marketplace for my family, nor is there room in my home for the market. Each I will divorce from the other and thus I will remain wedded to both. Separate they must remain or my career will die. This is the paradox of the ages. So be intentional in the field so that you can be present with your family and intentional with your time with your family so that you can be present in the field. Always do your best at home and at work. As John Wooden says, success is peace of mind in knowing that you've done your best to become the best you're capable of becoming. So be interested in becoming the best sales professional that you can be. It's the highest paid profession in the world when you get good at it. Be interested in becoming the best father or mother or spouse that you can possibly become. Both are important and money is pretty lackluster if our relationships aren't where we want them to be. I've heard it said that The quality of our lives will be in direct proportion to the quality of our relationships with others. So let's make sure to not lose sight of that while we are pushing ourselves and our business to new heights. Now, something that can help all of us be more intentional in the field is quantifying the value of what it is to be intentional. Because every contact that you make in the field has a specific monetary value. Take, for example, if you use a stat site and you're able to access your canvassing chart, and you're able to look at your average package size. If you multiply your average package size by the average number of families protected per week, that will give you your annual weekly, or excuse me, your weekly net annualized premium, right? Multiply that by your commission percentage, that will give you your commissions for that year. Now divide that number by your number of contacts, And that will equal your earnings per contact. Now you'll notice that the no's are worth just as much as the yes's. It takes no's to find yes's. And without no's, we'd have to rely on luck to be successful. Thanks to the no's, we know exactly what amount of effort is required in a given week in order to guarantee our results. We know that the magic number is 30. But for the sake of the example, we're going to break it down further and use contacts rather than demos. So again, the equation is average nap times commission percentage equals dollar amount per week that you're earning divided by number of contacts that you made that week equals amount of money earned per contact. So 100 contacts, that's 20 on average per day. Let's say five of them say yes. That means 95 said no. And let's say from those five, you produced$5,000 in net annualized premium, right? And you have 40% commission. That's$2,000 of first year earnings. Divide that by a hundred. You earn$20 for every single no that you were willing to go out and get. So move quickly in between prospects and gamify your experience to see how many$20 bills you can pick up in a day. Now, let's say you get a little bit better at the job. Let's say you get better at the approach and maybe you get better at the introduction. And now you're getting 80 contacts as you're sitting down with a lot more people. And from those 80 contacts, seven people said yes. Seven people were aces or buyers. That means 73 said no. And from those seven, let's say you produced 7,000. That means that you earned$35 for every single no that you are willing to go out and get. Now, let's say you get a little bit better. You learn how to really ask questions and you are not thinking so much about what you're saying. So you're able to actually listen to people's responses, listen to the things that they've gone through and really connect on a human level. And let's say now it only takes you 60 hours, right? You're still getting work in the same amount of hours, but now you're only getting 60 contacts. And from that 60 contacts, eight of those said yes, which means 52 said no. And now you've produced$8,000 in premium. That means for every single no that you were willing to go out and get, you earned$53.33 for every single no. Now, this is all calculated at 40% commission. There are some people listening to this episode right now that get paid$200 to$300 or more for every single no that they're willing to go out and get. The better you get at each aspect of this job, the more your no's are worth. Now, if you're not at a place in your business yet where you know the results are guaranteed when you bend the ancient law of averages to your good, that's okay. It's either your habits, your skills, or your attitude. 100% of the time, if you are not getting the results that you want, it is either your habits, it's your skills, or it's your attitude. Now, I would say that the best first step to increase the value of your no's from a technical standpoint is getting better at your approach. So I'm gonna run through five steps to having a very effective approach. So first thing, when you're in your car, about to get out of your car, obviously open the door, take a deep breath, right? Take a deep breath. The breath is a severely underutilized tool, but it decreases stress. Six, deep breaths increase, or excuse me, decrease the stress hormone cortisol. It's a deep breath is a great reset to get in the right state of mind to go and approach somebody. Right. To get move out of one situation and into another. Step two, set your intention. Right. The only intention that you should have when walking into a business is to get a sit down. Right. That is your intention. I'm going to go in and I'm going to get a sit down in order to get a sit down. I'm going to give a great approach. So have the intention to get a sit down and then use some self-talk that will help you give a great approach. This is going to be the best approach that I've ever given. This is going to be the best approach that I've ever given. I still say this when walking into a business and then I try to give the best approach that I have ever given up to that point. So take a deep breath, set your intention, get a sit, give the best approach you've ever given. Three, smile. So we're going to spend a little bit of time reminding us all the power of a smile. A smile more effectively stimulates the reward system in the brain than eating a piece of chocolate. It reduces stress. It lowers your blood pressure. Smiling boosts your immune system. Even a forced smile sends a signal to your brain producing endorphins, serotonin, and causes positive emotions. Smiling shows confidence. It shows that you're friendly and you're approachable. Your genuine smile makes other people feel better about themselves and their situation. We're in a business where we get paid in direct proportion to the service that we provide and the number of people that we serve. So smile. It's a service. It puts people at ease. A smile communicates trustworthiness and it communicates belonging and good intentions. Smile. If there's a need and people trust you, they will buy. People spend time with people that they like and they buy from people that they trust. You're more likable when you smile and you're more trustworthy when you smile. So smile. So step one, take a deep breath. Use your breath. It's a great tool to utilize. Set your intentions. It's going to be the best approach that I've ever given. And smile when you walk into a business. Number four, go low and slow. It is a pretty, I would say a pretty strong tendency, especially for people once they start to feel more comfortable. I mean, right off the bat, absolutely. People go so fast in their approach and they turn people off right when they walk into a business. And it's interesting because after people are here for a decent amount of time, whether it's a couple months or a year or two years, it's easy to go back to, oh, I'm already good at this. So now I can start speaking fast. I don't have to speak low and slow. No, no, no, no, no, no, no. The low and slow, that is the advanced way to give the sales conversation. That is the advanced way to give your approach. Low and slow. When you're going low and slow, it lets people process the information. It lets people process exactly what you're saying. It makes it so that you do not come off as a stereotypical salesman and you do not overwhelm the people that you're approaching. Psychologically, you are going to cover the objections that are naturally going to come to your prospect's minds as you go low and slow and you cover the the objections that are naturally going to come up. So the objections that naturally come up in someone's mind when they are being approached by anybody is, who are you? Especially if you're in a business, right? Who are you? Who are you with? Are you in the right place? Why should I care? What are you here for? And how long is this going to take? All right, so listen to the approach. Hey, I'm Dylan. Who are you? I'm Dylan. With Family Heritage. Who are you with? With Family Heritage. Cool. Two objections. Checked. Covered. We'll be right back. How long is this going to take? I just get a few minutes. Do you have a place that we could sit? Make sure that you give them time to come up with the objections and then you just use the sales conversation as you were taught in sales school and use the approaches you were taught in sales school and you're going to naturally cover the objections that come up. So, hey, I'm Dylan with Family Heritage and I'm just in charge of catching up with all the businesses here locally. I was just catching up with Rick over at the construction company. And you might know Sally just right next door. She runs a salon. And anyway, I just wanted to stop by to introduce myself and let you know what we do for about 20 to 30 businesses right around you guys. But I just get a couple minutes. Do you have a place that we could sit? Right? So at that point, when you're asking for a place to sit, you've gone low and slow through the sales conversation. Break eye contact. Look to where you want to go. And Slowly move assumptively in that direction with your body language. It doesn't mean you need to start sprinting towards it. It just means move as if it looks like you're going to start walking there. Assumptively point to where you want to sit. Pause real quick. If that is the only thing that you improve today in the field is you go low and slow and you use the approach word for word knowing that the The why for what the words are is there. They're very intentional. Don't change it. Don't make up your own words. We promise this stuff works. So just use it and use it low and slow. Now, when you get the sit down, be interested. When you've mastered the approach, keep working on the basics of it and then get really good at the introduction. Part of the introduction is building rapport. Part of the introduction is building the need that the sale is made in the introduction. This is probably the longest part of the cycle of the sale, but you want to make sure that you're asking really good questions. They're built into the sales conversation. You want to make sure that you're genuinely listening when people respond. So a great approach will get you a lot more opportunities to find qualified listening prospects, and a great intro will help you have a lot more of those qualified prospects actually buy. So if you want to hear more of the details on the technical side of this, go to Getting Technical Part 1, 2, and 3. But just know, right? A great approach, if you get really good at the approach, if you go low and slow consistently, you're going to get a heck of a lot of sit-downs. If you get a heck of a lot of sit-downs, you're going to find a heck of a lot of buyers. But every no that you get producing at an average level in this business is worth more than what most of America gets paid hourly. So make your time count. We don't get the time back. Go and get your no's. It takes all week to give the no's that you find the value that we all know they have the potential of having consistently. But you must move through your no's to find your yes's. Do not waste your time avoiding opportunities to hear no. You can waste a dollar and you can replace it. You can destroy a piece of property and you can rebuild it. But if you waste one hour of time, there is nothing that you can do about that for the rest of your life. Time is the one thing that we cannot get back. And then the next piece is having a personal mantra. So the way that I would recommend coming up with a personal mantra that is quick, it's to the point, and it's effective. Pick three adjectives that describe the best version of you. Describe you at your best. And then go ahead and place I am. before those adjectives. And at the end, whatever feels like it fits, whether that's leader, man, or woman, place it at the end. So for me, my personal mantra, the thing that I say, just my go-to to remind me who I am or who I'm capable of being and who I am at my best, I am a loving, service-minded, courageous leader. Something that will help you make the best use of the valuable time that you've been given is having a personal mantra that grounds you in the you that you want to be to accomplish what you want. I'm a loving, service-minded, courageous leader. So for me, courage needs to be a part of my mantra because the life that I want exists outside my comfort zone. And courage is the willingness to act in spite of fear. I am a full-blown introvert. I've learned how to be extroverted, but to a certain extent, I have a fear around being around people, and I cold call for a living. I have a fear of small talk. I love meaningful conversations. One-on-one, they truly fill me up, but small talk is exhausting for me. But I'll tell you this. There is a huge amount of fulfillment that comes from facing fear. Do the things that scare you all the time. If you have a fear of looking bad, realize that you must be willing to fail in order to succeed. It takes the no's to find the yes's. Which means you've got to let go of your cool card and be willing to look stupid. Get uncomfortable for the next 365 days. Do the things that scare you because this year... Having the willingness to act in spite of fear will consistently bring you all the success, self-confidence, and self-worth that you would ever want. The thing that keeps us hitting the snooze button in bed is the fear of the discomfort that comes from getting up. The thing that keeps us from getting out of the car to go give the next person the opportunity to buy is typically the fear of the discomfort that comes from being away from your driver's seat and approaching someone new. But I promise when you're willing to get uncomfortable during work, you'll be a lot more comfortable when you're not working. You'll have more opportunities in life where you won't have to work. Most people are uncomfortable even in retirement because they don't want to run out of money before they die. When you're willing to get uncomfortable over and over again, To better yourself and to better your business, the retirement opportunity that results from effort and time in this business is one where you actually earn more in retirement than you do and you were used to while you were building your business because of all the expenses that just go away. But it takes time and it takes grit. We work hard in this business and we are rewarded with trips and experiences and bonuses and commissions and character and impact that make all of the discomfort so much more than worth it. But the enemy within gets stronger when you choose to stay comfortable. You get stronger when you stay uncomfortable. Do hard things, life becomes easier. Do easy things, life becomes more difficult. We all know this. It's easier to quit than it is to commit to getting really, really good at this job. It's easier to hit the snooze button than it is to get out of bed. It's easier to be inconsistent than it is to be consistent. And that's an interesting paradox because it's actually easier to be consistent. But you know what I mean. It's easier to, in the moment, choose inconsistency than it is to choose consistency. But once that momentum is going, man, it'll help you take off. It's easier to sit in your car than it is to go to the next business. It's easier not to reach out to the people that you care about to show them what we do or to share the opportunity than it is to actually reach out to them. It's easy to compare yourself to someone else in the company than it is to compare your efforts of today to your efforts of yesterday. Stop comparing yourself to others. There is no point and it's a waste of time. It's easier to focus on results than it is to focus on habits. You cannot let yourself be defined by the results that you got yesterday, good or bad. Today is a new day and success is never owned. It's only rented and rent is due every day. So ask yourself, what does my business need from me today? And then pay the price. Some of us need to lean into courage and some of us need to lean into faith and trusting that if we follow the system, everything is going to work out. Faith that you're learning exactly what you're supposed to be learning exactly when you're supposed to be learning it. And faith in something bigger than you. Here's the thing. If you and your concerns don't rely on worldly things, then the petty happenings of today will never bog you down nearly as much as someone whose faith lies solely in themselves and their own abilities. Be willing to think big, be willing to believe in something bigger than yourself, or at least be open-minded to the potential or possibility of something bigger being out there. Call it God, call it the universe, call it whatever you want to, but value your time. It's finite, so go have some fun. Understand that every no you hear has a specific monetary value attached to it, and the better you get at the job, the more that monetary value increases. Take a deep breath before you go into businesses. Be intentional. Know what your intention is when you're going in there, which, again, is just getting a sit down. Smile big. Go low and slow. Have a personal mantra that you can always revert to to remind you of who you're capable of becoming. I'm a loving, service-minded, courageous leader. And practice courage and practice faith. So I hope all of this has been helpful. I hope you get into the field and implement this stuff immediately and level up your business. This is gonna be the best year you've ever had. This has been an Elevated Podcast production. Thank you so much for tuning in. Be sure to check out our Instagram page at Elevated Financial. Like, share, and let us know what you wanna hear more of.