From Coaching to Closing: Ken Younce's Transformative Journey in Sales Mastery and Team Building
Imagine transforming your sales career with insights from a former high school sports coach turned sales powerhouse. Meet Ken Younce, whose journey from the sports field to the sales floor is nothing short of inspiring. In our conversation, Ken shares the pivotal role of authentic connections and genuine care in achieving sales success. By drawing parallels between coaching and sales, he reveals how his experience in the roofing industry paved the way for his own coaching company, where the h...
Show Notes
Imagine transforming your sales career with insights from a former high school sports coach turned sales powerhouse. Meet Ken Younce, whose journey from the sports field to the sales floor is nothing short of inspiring. In our conversation, Ken shares the pivotal role of authentic connections and genuine care in achieving sales success. By drawing parallels between coaching and sales, he reveals how his experience in the roofing industry paved the way for his own coaching company, where the human element of sales outshines the rise of AI-driven methods.
As we navigate the dynamics of teamwork and trust in the roofing industry, Ken paints a vivid picture of what it means to be the quarterback of a sales team. The importance of knowing your role and having a reliable team is underscored by his vivid analogies and real-life stories. Ken dives into the pitfalls and triumphs of the industry, emphasizing the significance of creating genuine relationships with customers, prioritizing their satisfaction, and investing in personal development to foster a culture of integrity and growth.
Ken also sheds light on the adaptability of sales skills across various industries, sharing strategies that transcend traditional methods. He introduces transformative concepts like the "dummy tax" and emphasizes emotional buying decisions as central to sales success. Through personal anecdotes and actionable insights, Ken encourages listeners to develop a mindset that prioritizes long-term success and personal growth. From door-to-door strategies to leveraging social media, Ken’s comprehensive approach provides listeners with the tools they need to build leadership and confidence in their sales journey.
00:00:02.184 --> 00:00:04.006 Welcome to the Successful Life Podcast.
00:00:04.006 --> 00:00:07.394 I'm your host, Corey Barrier, and I'm here with my man, Ken Yance.
00:00:07.394 --> 00:00:07.974 What's up, brother?
00:00:07.974 --> 00:00:09.061 What's going on, man?
00:00:09.102 --> 00:00:09.663 How you doing, brother.
00:00:09.944 --> 00:00:10.787 Good, good to see you.
00:00:11.329 --> 00:00:12.031 Man, same here.
00:00:12.519 --> 00:00:13.903 Super excited to have you on.
00:00:13.903 --> 00:00:16.388 Ken's been a friend of mine for several years now.
00:00:16.388 --> 00:00:19.294 We started out kind of an interesting situation.
00:00:19.294 --> 00:00:24.371 He was in here in Raleigh and I rode along with him for a little bit of time.
00:00:24.371 --> 00:00:25.960 He was in here in Raleigh and I rode along with him for a little bit of time.
00:00:25.960 --> 00:00:29.684 He was trying to teach me how to sell roofs and I got to say, you know, you got to process.
00:00:29.684 --> 00:00:32.326 It's a bit different than a lot of people but it works.
00:00:32.326 --> 00:00:39.014 And I think it works because of your authenticity and your genuine care for the individual.
00:00:39.014 --> 00:00:50.442 I mean, you don't, you're not there to sell something, you're there to help the customer and we hear that a lot in the industry.
00:00:50.442 --> 00:00:53.576 I'm just here to help you, but you can tell when somebody's really genuinely there to help you, when they're really genuinely there to sell you something.
00:00:53.576 --> 00:00:57.825 So, ken, tell everybody a little bit about you and I'll shut up for a minute.
00:00:59.548 --> 00:01:10.394 Oh man, yeah, I've been a lifelong kind of sales in different industries, but one of the things I was very passionate about and always made a lot of time for was coaching.
00:01:10.394 --> 00:01:17.572 So I coached high school football for 23 years, coached from AAU basketball to church.
00:01:17.572 --> 00:01:21.974 Basketball, youth soccer, travel soccer, you name it.
00:01:21.974 --> 00:01:24.774 Baseball basketball I coached 19 years middle school basketball.
00:01:24.774 --> 00:01:25.126 So I was just it baseball basketball.
00:01:25.126 --> 00:01:25.620 I coached 19 years middle school basketball.
00:01:25.620 --> 00:01:27.647 So I was just always a coach man.
00:01:27.647 --> 00:01:28.462 I just loved.
00:01:29.105 --> 00:01:30.670 Coaches meant a lot to me growing up.
00:01:30.670 --> 00:01:39.471 I came up kind of in some rough situations and, man, my coaches were my mentors and I looked up to those guys you know, like father figures almost, you know.
00:01:39.471 --> 00:01:42.569 And so I knew as a 12 year old I want to be a coach.
00:01:42.569 --> 00:01:53.313 Now, making some decisions in high school and starting a family and everything like that kind of put a damper on a lot of my athletic dreams.
00:01:53.313 --> 00:01:57.727 But I got into coaching and ultimately that's what I wanted to do anyway.
00:01:57.727 --> 00:02:07.314 And so when I paralleled my sales successes with my passion to coach, I just naturally tried to really focus in.
00:02:07.314 --> 00:02:12.622 Okay, I'm able to do this, but why am I able to do this better than the other people that were around me.
00:02:12.622 --> 00:02:17.935 Why was I able to advance in sales roles so easily?
00:02:17.935 --> 00:02:25.700 Right, and I just started really studying, you know, so that I could coach it, and so being successful in so many different industries.
00:02:25.700 --> 00:02:28.770 Each time it's kind of like the old athlete that you know.
00:02:28.770 --> 00:02:52.199 Back in the day, athletes used to play four or five sports, you know, you know, and then they ended up in the NFL, but they were all-star basketball players or they played tennis or they wrestled and they did you know four or five different things and I feel like that really helped me become a better sales coach, because I've been in so many different industries and had successes and I see a lot of the parallels from one to another.
00:02:52.199 --> 00:03:09.526 So when I fell into roofing and that's how you and I met man roofing was just another step in my progression of my sales journey and I quickly became successful, as I kind of so predicted that I would be, because sales is sales, man, you know, it's just a different product.
00:03:10.568 --> 00:03:14.443 But I quickly realized, man, I'm 50 years old, going on 50.
00:03:14.443 --> 00:03:28.206 How much longer am I going to keep climbing these ladders and scaling these things and almost passing out from heat up there on those hot shingles man in Raleigh and Green upstate, south Carolina, and different areas, and I was like man.
00:03:28.206 --> 00:03:34.086 I got to follow my heart as coaching and so I've broken away and got into.
00:03:34.086 --> 00:03:36.751 You know, my company now is full fledged.
00:03:36.751 --> 00:03:38.800 You know LLC, just everything.
00:03:38.800 --> 00:03:41.467 I've got everything built out on go high level.
00:03:41.467 --> 00:03:42.810 I've got you know modules.
00:03:42.810 --> 00:03:48.622 I got probably 350 slides built out from 15 different modules that I coach.
00:03:48.622 --> 00:04:13.288 So everything from sales to leadership and I really we were talking a little bit before we got on air just how important I feel like leadership development is vital in the sales part, because just to get robots to go out there and just okay, go, say this, go do this, go that you have to be self-motivated somewhat, especially when you're out there, especially in the door-knocking realm, right, because that's really where I shined.
00:04:13.748 --> 00:04:31.923 And I think I shined there because if I was to make KPIs for myself, corey, my KPIs weren't how many sales I got, it was how many people's phone can I get my name in today, if I left a situation, did I find out?
00:04:31.923 --> 00:04:33.404 What did that person do for a living?
00:04:33.404 --> 00:04:34.125 What was her name?
00:04:34.125 --> 00:04:35.125 How long have they lived there?
00:04:35.125 --> 00:04:35.867 You know what I mean.
00:04:35.867 --> 00:04:38.569 So how many kids they have.
00:04:38.569 --> 00:04:39.290 How old are their kids?
00:04:39.290 --> 00:04:40.151 What are their kids into?
00:04:40.471 --> 00:04:47.317 Like, when I made true connections, it really it made me way more successful in sales in every industry.
00:04:47.317 --> 00:04:52.721 Even when I was B2B, I did some B2B stuff.
00:04:52.721 --> 00:05:03.516 I was a Southeastern director for a company called Millbrook and we sold general merchandise to grocery chains and fast food stores and different things like that, and I started on a route.
00:05:03.516 --> 00:05:13.769 Man, I tripled the size of the route in less than nine months, built new accounts, did all that stuff.
00:05:13.769 --> 00:05:15.476 So they moved me up and, man, all I did was go in there and just connect with people.
00:05:15.497 --> 00:05:16.060 Man, that's the missing thing.
00:05:16.060 --> 00:05:19.452 And the crazy thing is we hear all this stuff about AI.
00:05:19.452 --> 00:05:21.901 Now, right, ai is supposed to take over the world.
00:05:21.901 --> 00:05:28.514 The reality is, man, I would take any AI system and let them sell against Zig Ziglar and see who comes out on top.
00:05:28.514 --> 00:05:43.903 Yeah, the thing is, the reason that we feel like we need that Is because we have such a lack of training of people, like what Zig taught, what the way Zig approach things, and so that's what I'm passionate about.
00:05:43.944 --> 00:05:52.846 Man, a lot of my books everything are some of those old school guys, because they're just regurgitating the Grant Cordones and the, the minor guy.
00:05:52.846 --> 00:05:54.067 I forgot his name.
00:05:54.067 --> 00:06:10.576 Yeah, those guys they're, just if you listen to them, and I'm not taking away from their content or what they do, but it's really just repackaged what was done back in the sixties and seventies by Zig Ziglar, like he was the godfather, and so everything he talks about is relational.
00:06:10.576 --> 00:06:17.951 You know what I mean how to relate to people and I just feel like that's a lost art and that's what I, that's what I stand for and that's what I push.
00:06:17.951 --> 00:06:21.129 So, and you experienced that firsthand, man.
00:06:26.180 --> 00:06:28.925 Well, it is about relationships, but I thought I'd ask you you mentioned leadership.
00:06:28.925 --> 00:06:32.968 I see this a lot.
00:06:32.968 --> 00:06:34.968 You've got a top sales guy.
00:06:34.968 --> 00:06:39.428 I mean, he's absolutely crushed it in any industry, whatever it doesn't matter the industry.
00:06:39.428 --> 00:06:41.766 Let's just take Rufin as an example.
00:06:41.766 --> 00:06:44.786 We'll use that as an example, since that's what we were talking about.
00:06:44.786 --> 00:06:56.331 You take that top sales guy and naturally or a lot of people naturally think, well, I'm going to move him in to the sales manager role.
00:06:56.331 --> 00:06:57.886 He's crushing it in the field.
00:06:57.886 --> 00:06:59.343 He should be moved up.
00:06:59.343 --> 00:07:01.069 What usually happens.
00:07:02.699 --> 00:07:03.906 Well, let's go parallel.
00:07:03.906 --> 00:07:08.709 You know I use a lot of analogies, I use a lot of parallels to make my arguments.
00:07:08.709 --> 00:07:19.428 Who is, historically probably and you could argue this, but very few people would argue it who's the worst general manager in NBA history?
00:07:20.860 --> 00:07:22.728 I don't know shit about NBA, so I don't know.
00:07:22.728 --> 00:07:26.259 I'm going to tell you Michael Jordan, okay.
00:07:26.279 --> 00:07:34.774 When he became the GM for the Charlotte Hornets or Bobcats or whatever they were at that point worst ever.
00:07:34.774 --> 00:07:37.528 He could not identify talent.
00:07:37.528 --> 00:07:39.908 He could not put together a team.
00:07:39.908 --> 00:07:45.867 Now I'm asking another question who, arguably, is the greatest basketball player to ever play?
00:07:45.867 --> 00:07:50.970 Michael Jordan, michael Jordan, those two skill sets are completely different.
00:07:50.970 --> 00:08:04.072 A great salesperson does not make you a great leader, and a lot of times the things that you need to be a great salesperson takes away from what you would need to be a great sales leader.
00:08:04.072 --> 00:08:10.512 It's two different things, and so I think that there's a little bit of a selfishness to it.
00:08:10.512 --> 00:08:13.509 There's a little bit of just the dog in them.
00:08:13.509 --> 00:08:16.502 They're kind of alphas and it's hard for them to kind of Michael Jordan.
00:08:16.502 --> 00:08:26.382 If he coached and Magic Johnson, larry Bird took a swing at it, didn't do real well, but Michael Jordan would simply look at you and say, dude, just jump from the free throw line.
00:08:26.382 --> 00:08:31.531 It's not that hard Because he can't articulate why he is as good as he is.
00:08:31.531 --> 00:08:36.345 He just is, and a lot of great salespeople just are.
00:08:36.865 --> 00:08:49.495 Out of all the sales teams that I coach, the workshops I do and the events that I speak at, the very common thing is a lot of the guys come up to me and this is what I love, it's the top guys at these companies.
00:08:49.495 --> 00:08:55.211 They come up and say, man, I sell just like that, that's how I do it, but they don't know how to articulate or coach it.
00:08:55.211 --> 00:08:56.964 Coaching is different than doing it.
00:08:56.964 --> 00:09:01.946 Very few times can you do those two things, but I think a lot of times.
00:09:01.946 --> 00:09:03.613 I know what your company does.
00:09:03.613 --> 00:09:24.283 You guys go through great extents to evaluate people, to kind of predict what their success rate is going to be, and I think that we don't do that a lot of times as owners of companies and people in position to assign leadership to a sales team man, we just think that just because they can do it means that they can coach it to totally different things.
00:09:24.283 --> 00:09:29.394 You know, lou Hulse wasn't exactly NBA Hall of Famer or NFL Hall of Famer.
00:09:29.394 --> 00:09:34.227 I mean, the guy weighed 90 pounds, I think, but he could coach the hell out of some football right.
00:09:34.841 --> 00:09:53.152 And so when I got into roofing I'm not super active in roofing, I still get a lot of leads I'll go out there and run them and actually hand them off to different companies that I've worked with and companies I know are good quality companies that I trust to kind of carry on in my name because my name's attached to it, if they reach out to me, right.
00:09:53.152 --> 00:10:00.365 But I'm not super active and there's a lot of people that, well, you got to be out there in the streets, you got to go out there and do it.
00:10:00.365 --> 00:10:08.006 You got to do this to get credibility and that's okay.
00:10:08.006 --> 00:10:09.673 That is what it is.
00:10:09.673 --> 00:10:11.840 But here's what I'll tell you Sales is sales.
00:10:11.840 --> 00:10:13.245 I was successful at sales the first month that I started doing it.
00:10:13.245 --> 00:10:17.808 As I was the fifth year, I was doing it right, because I knew how to connect with people, right?
00:10:17.879 --> 00:10:19.868 And do I have to know everything about roofing?
00:10:19.868 --> 00:10:21.586 No, because I never did.
00:10:21.586 --> 00:10:22.207 I still don't.
00:10:22.207 --> 00:10:23.825 But here's what I sell them on.
00:10:23.825 --> 00:10:27.831 I no, because I never did.
00:10:27.831 --> 00:10:28.452 I still don't.
00:10:28.452 --> 00:10:29.317 But here's what I sell them on.
00:10:29.317 --> 00:10:29.879 I sell them on my team.
00:10:30.820 --> 00:10:31.302 You know what, mr Corey?
00:10:31.302 --> 00:10:32.085 The reason I work for this company.
00:10:32.085 --> 00:10:32.668 I can't answer that question.
00:10:32.668 --> 00:10:33.190 I'll be honest with you.
00:10:33.190 --> 00:10:37.461 But the reason I work for this company is because we got such a great team and I can find out that answer for you.
00:10:37.461 --> 00:10:38.484 I'll get it right back to you.
00:10:39.345 --> 00:10:40.145 I'm the quarterback.
00:10:40.145 --> 00:10:42.528 Nobody asks a quarterback to return kicks.
00:10:42.528 --> 00:10:46.173 It's we all have our roles and we're very good at our roles, right?
00:10:46.173 --> 00:10:57.811 And so one of my big sayings is, if you go around your house and ask everybody what they want for dinner, if they're going to go pick up something, nobody's going to say probably jack in the box, right?
00:10:57.811 --> 00:11:00.081 Because if they want a burger, they're going to say five guys.
00:11:00.081 --> 00:11:03.344 If they want chicken, they're going to say Chick-fil-A.
00:11:03.344 --> 00:11:07.426 But the reason you end up going to Jack in the Box is because they have a little bit of everything.
00:11:07.426 --> 00:11:10.989 None of it's like Premier, but they can do a little bit of everything.
00:11:11.688 --> 00:11:21.836 We are the Chick-fil-A of roofs If you want just your roof and done and I am the Chick-fil-A of communicators and information guy.
00:11:21.836 --> 00:11:24.378 That's the role I play with this company.
00:11:24.378 --> 00:11:27.182 You don't want me up there building your roof, right?
00:11:27.182 --> 00:11:28.004 We got guys that do that.
00:11:28.004 --> 00:11:29.509 They build about 250 of them a year.
00:11:29.509 --> 00:11:30.831 They're great at it.
00:11:30.831 --> 00:11:33.144 Anything, I can't help you with man.
00:11:33.144 --> 00:11:34.246 That's why I'm with this team.
00:11:34.246 --> 00:11:39.549 That's how I sell beyond, not even knowing anything about roofing, right?
00:11:39.549 --> 00:11:41.922 Yeah, does that make sense?
00:11:41.942 --> 00:11:45.229 I mean so what about the guy that you know?
00:11:45.229 --> 00:11:51.812 Maybe the team sucks, maybe they, maybe there's a bunch of callbacks or they get a bunch of complaints.
00:11:51.812 --> 00:11:57.404 Obviously you're working for the wrong company if that's the case, but you can't really fall back on the team.
00:11:57.404 --> 00:12:00.893 But I guess you realize at that point you're on the wrong team.
00:12:02.480 --> 00:12:06.471 Yeah, yeah, and sometimes it's just you are on the wrong team sometimes.
00:12:06.471 --> 00:12:08.307 I mean, it just is what it is, you know.
00:12:08.307 --> 00:12:19.794 And so, and all you know, I couldn't believe when I got into this industry how easy it was for you know somebody to become a roofing company.
00:12:19.794 --> 00:12:24.572 Ok, so the chuck in the truck was the first like termed as I went in.
00:12:24.572 --> 00:12:25.703 That's a real thing, you know.
00:12:25.703 --> 00:12:26.446 I mean, there's a.
00:12:26.446 --> 00:12:27.490 This is real.
00:12:29.279 --> 00:12:40.399 But you know, I think what was great is in the circles that you and I frequent and the people that we associate ourselves with are truly, really businesses.
00:12:40.399 --> 00:12:47.705 They run it like a business, they look to properly train their guys and they try to stand for the right things and do the right things.
00:12:47.705 --> 00:12:54.586 And you know, I worked for Ty Backer and Ty came in one day and he'd got a phone call.
00:12:54.586 --> 00:13:04.293 He was down visiting you know five, six states away from his home office and they had accidentally put the wrong color roof on somebody's house.
00:13:04.293 --> 00:13:13.664 And they had accidentally put the wrong color roof on somebody's house and he said, look, we'll find out who's what happened later on, but go over there and put the new roof, just change the roof out.
00:13:14.025 --> 00:13:20.668 Yeah, there was no questions like we're going to do the right thing, and when you're around people like that, you know that's a team you want to be on.
00:13:20.668 --> 00:13:22.190 You know what I mean.
00:13:22.190 --> 00:13:26.952 And so I've been fortunate enough and I know you've worked with several companies that are like that.
00:13:26.952 --> 00:13:28.693 They just do the right thing, man.
00:13:28.693 --> 00:13:32.535 And so we're about to go to an event I don't know if are you going to RoofCon.
00:13:32.855 --> 00:13:33.836 I'm not going this year.
00:13:33.956 --> 00:13:34.756 Okay, you're not going this year.
00:13:34.756 --> 00:13:36.317 I'm going to RoofCon.
00:13:36.317 --> 00:13:51.701 I'm very blessed I get to speak at a breakout, different breakouts and and the people that invest in their teams and go to that loser, to anybody who goes and invest in their team to go to try to be around that culture and that environment.
00:13:51.701 --> 00:13:53.167 Man, that's the team that you want to be with it.
00:13:53.167 --> 00:13:54.009 I stand by that.
00:13:54.200 --> 00:14:06.307 I was lucky to break into the roofing industry with Hunter Ballou's team and I was one of the first probably dozen guys that he had as salespeople there when he was kind of getting going.
00:14:06.307 --> 00:14:09.289 And, man, the culture was phenomenal.
00:14:09.289 --> 00:14:15.066 I was there for the culture, not for climbing roofs, dude, I got a picture of me on my first roof.
00:14:15.066 --> 00:14:19.648 Dude, it was January, it was like 31 degrees, the wind was blowing, it was a 10, 12.
00:14:19.648 --> 00:14:23.163 I went up the valley, I got up there, man, I got my jaws clenched.
00:14:23.163 --> 00:14:36.187 I took a selfie picture just to commemorate the moment and, man, I was like dude, this is nuts, dude, and part of it was because I was cold, part of it was because I was about to crap my pants because it was steep and slick and I was like dude, what am I doing?
00:14:36.187 --> 00:14:52.361 But then you start making the money and you realize well, dan and I had a saying look, I hate getting on the roost, but if they hide $100 bills in chimneys and I become Santa Claus, I'll get to the chimney, we'll figure this out.
00:14:52.361 --> 00:14:56.966 But that money sometimes attracts the wrong people because they're just on the paper chase.
00:14:57.768 --> 00:15:01.773 What you want to do is to find yourself and align yourself with companies that continue.
00:15:01.773 --> 00:15:12.813 Yeah, you got to make money, you got to protect your bottom line, but you also want to keep investing in your people, make sure they're getting trained right and getting what they need to be successful and truly care about.
00:15:12.813 --> 00:15:14.399 You know, we hear that.
00:15:14.399 --> 00:15:16.265 I know what you do now as well.
00:15:16.265 --> 00:15:21.121 We hear from companies all the time that say man, we want to build relationships with our customers.
00:15:21.121 --> 00:15:22.182 Well, okay, hey, well, what does that look like?
00:15:22.182 --> 00:15:23.124 You know, what does that look like?
00:15:23.124 --> 00:15:25.447 You know what does that look like, you know.
00:15:25.586 --> 00:15:40.826 And then I get on these calls and some of the teams that I train, we get in a WhatsApp chat and they send me audio recordings of their door knocks, and so just throughout the week I'm just randomly getting these things up, so it's outside of the week.
00:15:40.826 --> 00:15:51.264 Once a week we get on a Zoom call and do training, but I'm constantly getting these things from guys out the field and then I just reply with a video message back about a minute long, just say hey here, say this.
00:15:51.264 --> 00:15:54.340 You probably shouldn't have said that, see how, when you said that it caused this reaction.
00:15:54.340 --> 00:15:55.865 So just coaching them right.
00:15:55.865 --> 00:15:59.496 And it's amazing how many people door knock.
00:15:59.496 --> 00:16:06.488 And this is a very simple thing, cory, but it's a pet peeve and it makes the most sense in the world when they say introduce yourself.
00:16:06.488 --> 00:16:15.708 If I introduce myself to another human being, yes, part of that is I tell them my name, but what do I need to do for it to be an introduction?
00:16:15.708 --> 00:16:16.744 I need to find out their name.
00:16:16.965 --> 00:16:17.407 That's right.
00:16:18.639 --> 00:16:27.788 Dude, we don't even find out people's name until we get permission to go up on the roof, and then we just want to get their name because we want to put them in our CRM.
00:16:27.788 --> 00:16:38.389 So now, if that's what you're coaching your team and that's the response of how your team is interacting with people, does that person feel like you're trying to build a relationship with them or trying to make a transaction?
00:16:38.710 --> 00:16:39.331 Transaction.
00:16:39.440 --> 00:16:43.648 And so something that simple and the teams that I train is okay.
00:16:43.648 --> 00:16:44.649 Well, what was their name?
00:16:44.649 --> 00:16:54.788 So my first thing is and people say all the time, nobody cares about your business card, man, I have a thing called a trust.
00:16:54.788 --> 00:16:55.972 I mean a sales triangle, my sales triangle.
00:16:55.972 --> 00:16:59.907 I feel like you have to close this triangle in order to have a successful sale.
00:16:59.907 --> 00:17:02.032 Right, and everybody has a version of this.
00:17:02.032 --> 00:17:05.319 Mine is trust, value and urgency.
00:17:05.319 --> 00:17:09.290 You have to have those three things or you don't, nothing's going to happen, right?
00:17:10.760 --> 00:17:11.983 The first thing is trust.
00:17:11.983 --> 00:17:18.329 Well, here's the thing I'm out knocking on your door Random rent, just Mr Rando, out here knocking on doors in the middle of the day on a weekday.
00:17:18.329 --> 00:17:21.782 Yeah, I might have a shirt on, but I could have got this.
00:17:21.782 --> 00:17:22.323 A good will.
00:17:22.323 --> 00:17:26.428 You don't know me, dude, and I look like every other guy on America's Most Wanted.
00:17:26.428 --> 00:17:30.451 If you cut my hair and do my beard different, it just depends, I can look like all them cats.
00:17:30.451 --> 00:17:34.277 So my point and I got tattoo sleeves like I'm a hot mess, man.
00:17:34.277 --> 00:17:42.626 If you talk about just someone sitting at home by themselves, and here I am knocking on the door and it's, you have a lot to overcome, man, in that situation.
00:17:42.626 --> 00:17:51.176 So the first thing you have to build I had this conversation with another gentleman on a podcast not too long ago was what's the most important thing, and I think it's trust.
00:17:51.680 --> 00:17:54.369 I think because without trust, nothing else matters.
00:17:54.369 --> 00:18:05.201 If I tell you that this is the world's greatest vodka, I'm just saying that because I don't think you can have the world's greatest water in an Aquafina bottle, but it's the world's greatest vodka.
00:18:05.201 --> 00:18:06.826 I can tell you that.
00:18:06.826 --> 00:18:09.143 But if you don't trust me, you're never going to believe it.
00:18:09.143 --> 00:18:10.928 Like, dude, that's just water, right.
00:18:10.928 --> 00:18:12.352 So it's the trust.
00:18:12.352 --> 00:18:12.780 Fight dude.
00:18:12.780 --> 00:18:14.425 It's like trust them as a more thing.
00:18:14.465 --> 00:18:17.280 So when I knock on the door, what's going to build trust?
00:18:17.280 --> 00:18:18.221 Transparency.
00:18:18.221 --> 00:18:19.923 You need transparency.
00:18:19.923 --> 00:18:21.723 So you know a business card they.
00:18:21.723 --> 00:18:23.184 So you know a business card.
00:18:23.184 --> 00:18:27.949 They may throw it away, I don't care, it's worth the seven cent or whatever it is for a thing.
00:18:27.949 --> 00:18:33.053 If you buy like seven cent for me to show it, just so you can see, it's got my website on there.
00:18:33.053 --> 00:18:39.636 And I have a big thing where I tell them when I do get permission to get the inspection hey, I want you to check us out while we check you out.
00:18:39.636 --> 00:18:47.311 That's transparency If your girls have doubts of where you're at and what you've been doing, just say hey, here's my phone, here's my passcode, check it out.
00:18:47.311 --> 00:18:48.433 There you go, whatever you want to do.
00:18:48.433 --> 00:18:50.346 Whether they look at it or not is irrelevant.
00:18:50.346 --> 00:18:52.607 You was transparent and now the trust gets there.
00:18:52.607 --> 00:18:56.671 So transparency to me is hey, here's my business cards, here's who we are.
00:18:56.671 --> 00:18:59.148 Whether you want to look at it or not is irrelevant to me.
00:19:06.436 --> 00:19:14.403 And then the second thing is to kind of start building trust and you do that through transparency and it's just some of the stuff that I coach there.
00:19:14.403 --> 00:19:17.945 But we don't take time to coach those guys on those things.
00:19:17.945 --> 00:19:22.684 We think that sales coaching is your price, your product and your process.
00:19:22.684 --> 00:19:26.241 Okay, but what about the personal development?
00:19:26.241 --> 00:19:41.696 Right, what about the mindset of getting your ass handed to you multiple times as you're out there on doors in 100 degree weather and, just like it's too easy to get back in the truck in that air condition, say, dude man, tomorrow it's supposed to be 10 degrees, cool tomorrow, get an early jump tomorrow.
00:19:41.696 --> 00:19:50.826 And you tell you that stuff yourself, that stuff, enough times that you just end up in this rut and and then that process is repeated over and over.
00:19:50.826 --> 00:19:51.837 And that's a mindset.
00:19:51.837 --> 00:19:55.126 That's personal development can fix that, it can change your mindset.
00:19:55.126 --> 00:19:57.922 So where do you coach your teams in that Right?
00:19:58.825 --> 00:20:02.577 And then people skills when does that come in your sales process?
00:20:02.577 --> 00:20:15.065 So, as sales trainers, they go out there and they push the price, the product and the process, how to enter it into the CRM, how to take pictures and how to interact with the adjuster and how to submit things.
00:20:15.065 --> 00:20:17.269 So you got all these different things.
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