In this show, Win Sales Now, Rob and Daniel explore some simple strategies that can assist with the psychology of sales and it is in the application of these simple strategies that you will see immediate and tremendous growth to your bottom line.

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Podcast Transcript


Robert Brus 0:09
Welcome to the Win Sales Now and Go All In show.

I’m Robert Brus.

Daniel Tolson 0:14
And I’m Daniel Tolson.

Robert Brus 0:16
Well, I’m really excited

about that this show, we’re going to be talking about the psychology of selling and sales psychology specifically. So it’s going to be really practical. I think you’re going to learn something here today. But if you’re a first time viewer of the show, make sure you hit that subscribe button, ring the bell. And don’t forget to give us a thumbs up as well. If you’ve got any questions at all tonight, don’t just go ahead and put them in the comments said Don’t be shy, put them in there. Go ahead and do that. And both Daniel and I will see that and we will answer those questions. So and if you’re back for more, welcome back. Thanks for supporting us. It’s really great to have you back here. We really enjoy all the comments and the feedback that we’re getting back through social media on these videos that we’re doing as well. Really appreciate your support. Thank you so much for that. Daniel I, I’m sales for me, I’m like makes me stutter. It makes me excited. I love this psychology stuff. I love this human interaction thing that happens with sales. And I’ve said to you before that I, I love the process of selling, I really enjoy that process. But I really liked the process of helping people a little bit more because I think it must be in my in my human nature to want to help people and to do that, because some people think that I’m a little bit kind of crazy about it, or what are you doing that? Why are you going the extra mile? Why are you doing all those things? And I’ve even had people say to me before, you’ve already got the money. What are you doing? Well, I’m saying I was going to do these things and I want to go the extra mile and I want to deliver and I want to do the right thing. And I really love this topic. I think there’s a lot to be said for it. And I wanted to kick off by asking you about sales psychology and what your thoughts are about that.

Daniel Tolson 1:56
As we spoke in the previous video, we said that In sales success, seven and a half percent of your success is going to come from the knowledge that you acquire 7.5% comes from the skills that you acquire, but fully 85% of your success in this field is going to come from your own personal psychology. And we’re going to talk about the self concept today, in the self concept is the biggest breakthrough in performance psychology in the past 100 years. Wow. So we’re gonna learn about your self concept as a salesperson, you have a self concept, as a father, as a husband, as a friend, as a brother, as a business partner, that we have our own sort of concept in selling, and that self concept proceeds and then predicts the results that you get in the south. So we’re going to talk about the self image how you see yourself today, and how you see yourself today hasn’t in order impact on your results, we’re going to have a look at the Sophie ideal. And what we know about success is that if you just do what successful people do you in, you will get the same results. And if you don’t, then you’re done. So we’re going to talk about how do you change your self ideal. This is the person that you most want to become out there in the future. And remember that old changes in life from the internal and the external, and this is why we have to have sales psychology. Well then talk about our level of self esteem in our self esteem is how much we like yourself. It’s the relationship we have with yourself in that relationship, and that level of self esteem will determine in predict the sounds that you make in the money that you receive. And what do I say to my clients all around the world, as I say you will earn to the degree to which you like yourself. The people earning a million LZ Ladies and gentlemen, they like in value themselves to a million dollars, those who are struggling in selling and making maybe 10 or $15,000 a year, like and respect themselves to the level of 10 to $15,000. And we’ll share case studies about people who have gone from $50,000 a month in sales to over $100,000 a month in sales and achieved that in 90 days, because they changed this off concept. They didn’t acquire knowledge, they didn’t acquire skill, I just changed that self concept which proceeds and then predicts all the results in your career.

Robert Brus 4:38
So when we kicked off this show, we in sales now it was all about practical steps and things that you can take away from watching these shows for 20 or 30 minutes and apply them straight away. And what we’re not doing here, we’re absolutely not doing here is giving you a hack. There are no hacks, these are the fundamentals and these are the foundation pieces that you need to get right. And if you get these foundation pieces, right, they will accelerate your results. And it doesn’t matter where you are in your career, you can always come on back to the fundamentals, you can always come back and say to yourself, Well, I knew I should just work on that on the really basic things.

Daniel Tolson 5:18
Work on the basics. So according to the American Management Association, 70% of the decisions that you make in your life turn out to be wrong. And we don’t want to see you make mistakes. We want to show you what successful people are doing. And what happens is you can then just accelerate straight through that learning curve. So if you keep doing what you’ve always done, you’re going to get more of what you’ve already got. If you’re making 100 grand a year, congratulations. But what got you here won’t get you any further. And so you got to change that sort of concept. And what will happen is your results will change. But you gotta follow a process

Robert Brus 5:57
is yourself is your

self concept. tied to your goals? Absolutely. Because I’ve recently and like I’ve mentioned to you guys and girls before I’ve said that I’m going to, I’m going to lay it bare and I’m going to share my experience with you and I’m going to share it with you as well and, and you’ll be able to reflect back to me what went wrong and what went wrong. And you know, that’s that’s a hard thing to do to listen to a debrief. I’ve got to put my ego aside and, and just take on board the things that you say there and, and sometimes when you say it out loud when things haven’t gone right for you at highlights, and you go, Well, yeah, it’s like it gives you a realisation. But if you just internalise the things that went wrong, then you never really give yourself an opportunity to learn from that mistake. And you never give yourself the opportunity to get that feedback.

Daniel Tolson 6:42
What have you heard that saying? An unexamined life is a life not worth living? You got to examine it, you gotta look at what you did, right? Because what I’ve learned in self image modification is if you focus on what you’ve done, right and make nothing About that, what will happen is you’ll repeat success habits in the future. But if you’re exclusively focused on what you did wrong, you’ll repeat failure habits. And so we’re going to go through and we’re going to pick you apart. And we’re going to have a look at what Rob does, right and what he’s done in the past. And then we’re going to have a look at what he could do differently. And that’s the key, what can you do differently and as you start the programme that in the subconscious mind, when you come into a new situation, your site, I’m gonna do it like this. And then you will repeat a success habit. As we said, you’ll avoid those mistakes, and you’ll go straight through that learning curve.

Robert Brus 7:38
So self image is obviously how I, how I perceive myself in my role in my business, selling products and services to my customers. So I don’t really know what my self image is, and if the people out there are listening to this and watching this, and they’re not sure about how they perceive themselves to their customers, what’s the way that you can get to that and analyse yourself and do a bit of a self analysis,

Daniel Tolson 8:03
we can get through straightaway or the storey we want to notice, okay, well, first of all, you have a self concept. And the self concept has three parts. First of all, it is your self image. This is how you see yourself today. This is how you think about yourself today. And it’s a result of all the wins and all the losses of the past. It’s the conditioning that the world put upon you. It’s your first boss is your parents, it’s your uncles, and aunties. All of that goes into your self image. And that’s how we see ourselves today. And the results you’re getting in your business in the south today is a reflection of that self image. The second part is the soap ideal. That’s the person that you most want to become in the future. And that’s when goals are important goals, create your future focus. It says that 510 20 years down the track, that’s the person that I want to become, and then what happens in software Image modification, you become that person now. So most people, they say, I want to be a millionaire, and will say, excellent. Well, tell me about that. And they tell us all the things they’re going to do. But they never say about the person they’re going to become. What happens with successful people, they study self made millionaires, and they start to act and think and feel like self made millionaires today. And what happens is they become a self made millionaire. And that’s the key. So if we look at other successful people will start to get the same result. The third part of the self concept is your level of self esteem. And this is how much you liked yourself. It’s how much you respect yourself as an individual. And I’ve got a couple of head noises. I’ve got voices in my head all the time and they’re saying you can do this, you can do this, you can do that. But at other times, there’s a voices in my head that says, Daniel, I don’t think you can make this sound. The competition is too tough and what happens is the self esteem crops. So, the most successful salespeople have the highest level of self esteem. This is connected to your resiliency. It’s connected to how many times you’re going to ask for the order. It’s how many times that you can handle getting a no and keep asking another closing question to get one step closer to a yes. So all these three things equal your self concept. And so let’s pick you apart. Yeah, let’s do it. Let’s go apart. So remember that your self image is how you see yourself today. So as a business owner, who makes sales, what are your thoughts about the field of selling? What do you think about sales people in yourself?

Robert Brus 10:45
But it’s a really hard question to answer because it forces you to think and thinking about these things when you don’t think about them on a day to day basis is hard to do. And so you are for the people watching this. He is the first time Daniel was asking me so this is real time this is real. So what do I think about selling and in sales people, I welcome the process of selling. I enjoy that process, as I’ve mentioned many times, and I really like salespeople. But what I don’t like is when it’s done poorly, and I think because I’ve done a lot of selling myself in my life and I’ve been relatively successful in, in my view of what I’ve been able to sell, that’s quite good. When I see somebody doing a poorly, it’s like really cringing. It’s really like, Man, you never gonna you’re never going to win the deal a lot that you never going to get ahead like that. And it’s not about them doing the right thing or the wrong thing. It’s just me not liking, seeing that I don’t like seeing people fail. I don’t like seeing people struggle with something like that. So for me, I’ve, I’ve always studied the process of selling. There’s never a week that goes past or I don’t Well, maybe there’s been awake but it’s a very, very common thing for me to be reading something about Selling to be listening to something about selling, whether that’s a podcast, an audio book or a physical book, I’m always spending at least two to three hours a week in that process. And many times I’ve listened to many books a dozen or more times. There was a time there when I listened to the Oren class, Pitch Anything material every single time I got in the car and went to a sale. And every time I left the siloed, would listen to it again. And it’s just a process of repetition and doing that. And that’s how Oren did it. That’s how, that’s how he made he sales. That’s how he got to where he is. And I thought, well, you know, successful people do what successful people do. And I will copy that process and emulate that process. And you know what, it helped me? It helped me incredibly, but Oren didn’t do anything. Orange just read a book in my ears. He didn’t do anything. He just read words in my ears. What did that actually mean? When I think about it, when you asked me these questions, what it did is it lifted my self esteem and it lifted my self worth and thinking well, he can do it. That’s A pretty cool, that’s what a fun deal he was working on. What can I have some fun deals to work on? And I showed up

Daniel Tolson 13:05
showed up in LA. So there’s some positive attributes there. What about if we go back further? And let’s think about your parents. What type of attitude did they have towards salespeople? When when the phone rang and somebody was prospecting or when somebody knocked on the door, what were they responses? What were their reactions? Did they welcome them? Or they like get the hell off my property? What did they do? Gosh, I’d

Robert Brus 13:27
say back in the day when they used to come around and knock on doors and whatnot. You know, my parents would never like get off my property or anything like that. And I’m completely honest, I don’t really recall a specific time because that’s something that you would remember when your dad gets cranky and shouts at the person trying to sell you something like that. I do remember when I do remember when Fox tail and Optus and all the energy companies before the New South Wales Government regulated that and said you can do and all can do all those things. They will come around, knock on doors and do that and I remember I was growing up unless by then, but remember going around once and there was somebody sitting there with my dad,

when I came around and I was like,

What are you doing? What’s going on? He said it and I felt like that quote the guy while he was like he was busted doing something wrong and he was like, No, no, he’s doing me a better deal on on my energy on my pal bill and all that stuff. It always what we’ll see is always really sort of sceptical because I joined in sort of mid conversation but you know, that’s, that’s a memory that I do have. And obviously, that’s a positive one and my dad had welcome that person into the house and he was looking for a better deal. My dad was a bargain Hunter.

Daniel Tolson 14:35
So he some families have different attitudes than others. And I was working with a salesman who was in his 50s and he wouldn’t prospect in mentally he knew that he could prospect but there was an emotional block and he wouldn’t get out. So as we were talking and breaking the any sort of concept, he said, Daniel, I remember an episode when I was about seven, and I said What happened? He said I was going from door to door I’ll selling cookies and brownies because I had to go to Scam School. And he said, I remember going onto a veranda and knocking on the door. And this guy came to the door and just shout at me. And he said I was just a little boy one too. So cookies to go to scouts camp and the guy said, get off the burner, never gone back, any bolted off the veranda and ran down the street. And so you made a decision in that moment. And he said, if this is how people treat sales people, I never want to be in sales. But 43 years later, he found himself in sales. And that was part of his self image. This is how people trade sounds playbook. Yeah. So you’ve got a great advantage there in knowing the results you’ve been sharing with me. This is contributing to high performance. So your family the bargain hunters, they’re happy and welcome. A lot of people aren’t welcoming to south by One client I had, she struggled less than $2,000 a month in sales. And she’d been struggling for 11 years. And when we broke down her self image, her father would grow them at the table. He would say how dirty salespeople how our an educated, and the early righteous people in the world are educated people, and we’re educated and we don’t sell 40 years later, she finds herself in selling. And there’s that sound of a father’s voice in her head. And because we don’t want to disappoint our parents, she lived down to that expectation. And once she changed that, within about 120 days, she went from $2,000 per month to $24,000 per month in sales decent, a decent so huge jump, you’ve got a great advantage there. What are some of your weaknesses in selling? Is it in prospecting? Is it presenting the closing you got to be brutally honest because what we have here And you can think about it from in life, we have an aspiration factor. And I’ve got a six and a half year old daughter, and I measure how tall she is on the back of the door. And ever since she was shorter, she wanted to be taller. So I measure her and all of a sudden should be up on a tippy toes yet, and should be hundred and 10 normally that she wanted to be 120. Now this is just a little bit of fun. But it also is dangerous. Because when we went to Hong Kong, Disney, you had to be minimum height of 120 centimetres to go on the roller coasters. But she was 110 that she desperately wanted to be 120 and they said, sweetie, if you go on the roller coaster, the hardest run hard you when you could fall out. See, the thing is that if we have weaknesses, and we’re not aware of them, they hold us back in selling. So let’s be pretty cool. Let’s be objective. What are some of those weaknesses that you have in prospecting, presenting, or closing all where could you do better?

Robert Brus 17:58
I prospecting is Okay, I seem to attract good clients and I have goods, I have sales channel setup in my business. So I’m not required to go out on a daily basis to sell although that I still do that. But I rely on my sales channels, the 10 or 20 sales channels that I’ve got to deliver me for five each per month. And so making good positioning was, I guess, entrepreneurs by the nature of lazy, I just want that wanted to come to me so I can get paid to do nothing to sit on my stump over there and do nothing, got my cash and then work out what I’m going to do next. And so I set my sales channels up to do that. So my prospecting is okay. I think when presenting has become really, really good over the last year. And because the product that I’m selling is really simple, and it has a bit of novelty associated with it. But the novelty is not so far that it triggers anxiety, and novelty is enough to get people’s attention and to get them interested in what I’ve got going on. Where I could definitely do better is in being more organised and Even though I’ve got a CRM, and even though I’ve got a great calendar, and I’ve got a VA, that helps me and I’ve got all of those things that are there, when I don’t take control of my time, my time takes control of me. And as a business owner with 50 different things to do, what I fail to do is to prioritise and execute on the things that matter, which are the sales, because that brings in the cash, which is the lifeblood of the business. And I’m too busy over here, concentrating on drinking a cup of coffee with a potential client or a potential sales partner in this house right there. So I get distracted by all the things that I shouldn’t do. And that’s the classic classic example of a business owner not willing to relinquish control of that process. So I feel like I’ve got the process of prospecting and selling squared away on the front end. All I need is a warm body in a heartbeat because I’ve got the system of doing that. That’s got some sales training to get that across the line to make it happen. And in the last two weeks apart, two people to do exactly that. So I’ve recognised that God what’s happening with the cash flow? What’s happening was the no money. That’s because you’re out there drinking brews and drinking beers over there with people that like your networking. You shouldn’t be networking, you should be caught in this. And there’s no joke. There’s sales in my inbox right now. And there was like nine sales that occurred overnight. And I’m recording videos, we’ve had this programme, we’ve got to do this. And I’m a little bit antsy about it if I’m completely honest. And that’s because I know as soon as we finished recording, I’m going to go out Friday afternoon, hey, what do you have to manually go get a scooter down the path and, and there’s no it’s all sitting there. Rob, you know, you’ve got to go and close out those hours you to get that done and do that. So I could do a lot better in that respect.

Daniel Tolson 20:39
Okay, well, let’s type that. And let’s bring it back into the psychology of selling. And since the 1930s. We know that the average sales person spends less than 90 minutes a day filling. Yeah, well, that’s probably

Robert Brus 20:53
about 30 minutes for me. And that’s just wrong. Yeah,

Daniel Tolson 20:57
right. haven’t learned to manage their time. Yep. Teach time management, the sales playbook. And if you just double the amount of time that you spend prospecting, you’ll immediately double your sales. And I’ve got real estate agents in Victoria, who have not just doubled this house, but in Christ this house by 250%, wow, inside of a year because they manage their time more effectively. So what we can learn from Rob, and all of us have to manage our time more effectively, is one skill that you’ve got to acquire. But it’s also discipline is that of time management. And what we know is that the most successful people spend the most amount of their time on the high payoff activities. And if you just start spending 80% of your time, with high profit clients, you’ll make more money. Absolutely. And if you stop doing the low value items, you’ll get all that time back. And you can double and triple your sales in a very short period of time. And remember, your time is your money. And so you got to get very good at managing your time. So, what I do right now is track every minute of your day. unsuccessful people think in terms of years and months, mediocre, successful people in sales think of their time in months and weeks. The people who are just a little bit better than them think about their time in days that the top 1% of sales people think in terms of 15 minute blocks, and then all the way down to one minute blocks. Where are they using that time, every minute? So we can see here is part of Rob’s sofa ideal. He’s going to be able to improve his time management and automatically sales results will Gala. Absolutely. And we have anxieties and fees to the degree to which we use our time you’ve read the 10 x rule. You know what Grant Cardone says about fees, fees, feed on time, it’s like a fire needs oxygen. So when you can starve the time in your process if you stop yourself Tommy picking up those calls, you get better results, and you will feel better about yourself.

Robert Brus 23:18
I really love

what you say about breaking it down on the calendar and everything that you’re saying. I know. I that’s the worst part about it right is and I think the people that are watching the gun, who are you doing that time management mogul that’s such a boring thing. But you know, so do you know what I did? Just Just last week, because last week just gone the week before. That’s when I went through the hiring process. And that’s kind of like giving birth is very difficult. It’s hard to do. And once I got on the other side of that a mate of mine, a new friend of mine, she was having some struggles in her business and she said I was I’m really having a difficult time winning more sales. You’re really good at sales Robin. How are we more sales. And I said, Show me your calendar. And here I am giving sales advice and time management advice to somebody who was asking me about winning more sales. And she’s just saying, well, you, you’ve won all this businesses, we had to do that. How did you feed all of that in and I said to her, show me a calendar. And her calendar was like, pretty much blank on her phone. And I said, your goal, and I’m going to make you accountable is by six o’clock this afternoon, is to break down your waking to half hour blocks. It was Monday, Tuesday, Wednesday, Thursday and Friday. And I guarantee you that you will make more sales if you do that, because you’ll be up against the clock. And you get the heebie jeebies about going oh my god, I gotta do this. And I’m so like that. And there, I was saying that to her, and I hadn’t done it myself. And I said to her, I was going to hold her accountable. And I came home and it’s like five o’clock, and I said to myself, how do I hold her accountable to that? Well, I’m going to do it myself. And I did it on my calendar, and my calendar was blocked out for four days in half hour blocks from 530 in the morning to 930 at night time. And you know what, it was the most productive week that I’ve had in months, in months. And when I, the way I held her accountable was I did it on my computer screen, and I took a photo with my phone. And I said, See now, I showed you mine now show me yours. And she was she was like, What? The funny emojis with a high eyes, you know, like, Oh my God, oh, but about half an hour later, she sent it to me. And her week was incredible. And I saw her last night. And we were chatting about that. And I said, How did that play out for you? How was it and she said it was incredible. And this morning, she sent me a text message. It goes on my $5,000 in sales that I was like, perfect. There you go. And you were struggling just a week in a bit ago and you got all of your ducks in a row all the prospecting all of your systems, your website, everything you needed to do you got it out of the white, and look what showed up. She said Yeah, what a What a great little hack that is not a hack. You’re just managing your time so time doesn’t manage you.

Daniel Tolson 25:54
Your time is your money. Yeah, and the better you manage your time, the more confidence and courageous you feel there’s nothing worse than sitting there knowing that you’re not managing your time. And that emotion you felt was guilt. But you feel guilty. I’m wasting my time. Now I’m giving advice. What if I get caught? I’m gonna go home and a bed together. And that’s the best way. And there’s positive sides to these negative emotions, that when you use them in emotional intelligence to your advantage, and then you become successful. absolutely excellent. So we got the sofa deal. Then we move out. So we got the self concept. We have the self image. Now we move over to the self ideal. And the sofa deal is your goals. It’s that person that you want to become 510 15 years from now. It’s how you see yourself if everything in your sales career was perfect. Think about how you look. Now think about how you would look differently. If you were making a million dollars a year. How would you talk how would you think how would you act? How would you move? How would you present What happens is in self image modification, if we’re very clean on that person we want to become, and we have objectives and strategies and planes to get them. It changes our behaviours tonight. And so you can learn to think like a millionaire, you can think like a million dollar salesperson. And when you do that, you show up like a million dollar salesperson, I made a decision years ago, that I wanted to be a million dollar salesperson. So I started to dress like a millionaire. He goes, if you want to make higher price sales, you’re going to have to change the people that you communicating to now, and they expect you to be very different than you are today. So your self ideal. Let’s unpack that. So let’s project forward. Five years of the future and Gary Hamel talks about this, in his book competing for the future. You’ve got to be able to look forward five years into the future in determine that person that you need to become today to eventually get there. So Five years from now, what do you look like by probably five years better looking? What do you see yourself? Who do you see yourself interacting with? How do you see yourself out there serving customers and helping people five years from today? What does it look like?

Robert Brus 28:14
Yeah, it’s a really good question. Because my definition of success has changed radically over the last year and a half, two years that I’ve been doing this goal in thing, because used to be about dollars and about how much money I could make and how big your bank account is. And it still is about that. Don’t get me wrong. It’s really, really important to me. And my financial success and my financial security is number one, but just a

little bit in front of that

is how many people can I help amplify a message? How many people can I assist in getting booked on a podcast being or a YouTube channel? How many collaborations can I do? How many times can we share messages to audiences like these about sales? Can we reach 100 million people on our YouTube channel doing that? Yes, we can. Absolutely. We can. A measure of success for me is related to how many people I can reach and how big a mark I can leave on the world. And it’s not really about legacy so much. It’s about putting it out in the world to see. And now that I made that decision to do that, I’ve got the show with you. I’ve got another show with Jason Reardon, I’ve got another relationship based show, I’ve got my show as well, the goal in show. So I’ve had to become somebody completely different, and acquire new skills in order for that to actually happen. And for me to be successful in my business. I said, a really big goal to have 5000 clients inside of my website in the next two years. And if I can do that, I think I can offload this company for about 50 or $60 million, because of what it is. There’s no reason why I couldn’t do that. There’s no reason why cannot flood the company for three or four x of the revenue that is turning over. And I think that I can do that pretty easily given what it is. So in order to have had those goals and had those big Dreams, I sort of had to sit down myself inside of myself. We’re going to build something, don’t build a single family home, build a skyscraper, and it’s the Donald Trump thing like him or hate him. But he had some good ideas around those concepts. You know, it’s the magic of thinking big. So I’ve really, really had to have had to change. In the last six weeks, my life is completely changed. I’ve had to reinvent myself again. Because I said these things to myself, and then I sent it to my missus. And she’s like, Oh, she’s my biggest supporter, right? She’s like, all right, if that’s what I want to do, okay, cool. What do you want me to do? What? Can you take some more photos from me? And it’s more photos visual? Yes. And they’ll take the picture. She’s a photographer. And I really have had to reinvent myself again. And the way that I think about what it is that I’m doing the actions that I take the time management Lyft and getting out of the business and employing people. So I feel like I’m taking steps towards it. Could I take more steps? For sure. Absolutely. I could, could I could I go faster? For sure. Absolutely. Could can the world keep up? Will the sales keep up? Yeah, absolutely. If I go faster, and am I living up to my potential? No. And that’s what, that’s what drives me. And I know, I know that I feel like I’m going at about 10%. I feel like I could go so much more. But I get to the end of the day at 11 o’clock and go stuffed. And if I’m going to bed at 11 o’clock, that means I’m not managing my time. And if I’m working till 11 o’clock at night, it means I’m not managing my time. And I’m still going to bed at 11 o’clock because I’m not managing my time. And that’s because I’m trying to do too much. I’m not distributing that. So I’ve got to become that I’ve got to do that. And I’m and now I think I’ve got the emotional intelligence and the emotional IQ to recognise that that’s what’s happening to me right now

Daniel Tolson 31:47
is a couple of numbers that I’d like to share because what you’re saying here is attributed to success. You need to have a lot of sleep. The average person in society society is sleep deprived. But you have to be disciplined to get sleep as a sales person as a business owner, you are in a mental game, not in physical game, you’re in a mental game. And mental exhaustion is far different to physical exertion. So in my studies of billionaires and self made millionaires, billionaires sleep more than anybody else, they sleep seven to eight hours every single night. Because they know that their brain is like a battery. And it has to be recharged. self made millionaires on average sleep six to seven hours tonight. It’s time to say something he the more sleep you get, the more wealthy you become. And that’s a huge difference. So six to seven hours to self made millionaires, but people who are struggling in life, they normally run on about five hours of sleep. This sleep deprived they batteries won’t have this like that little red light on your phone that says plug me in what you gotta do is you got to learn to detach, and have very good, solid. So that’s one part of rebels I mentioned that he looks out to the future. And he’s not sure if he’s meetings potential, he says maybe I’m at 10%. But what we know is that the average person in society is operating at about 2%. According to Stanford University, they using about 2% of their potential for success. Somebody like Einstein was using as little as 15% of his power, amazing. So what you got to learn is you got to learn to lock more of this and it comes back down to understanding the self image in the self ideal. One of the best things to do is change your circle of influence. We know with study studies coming out of Harvard University, that 95% of your success in life comes from your reference for. So as you look at the future, you should also see different people at they do different customers different friends. Because if you keep spending time with these five people, you’ll become like them and think about these billionaires, billionaires spend time with billionaires. That’s a success habit and a success strategy. self made millionaires spend time with self made millionaires and the people who can’t succeed in life. bitching, moaning and complaining and telling each other those same limiting storeys. Yeah. So what we know is if we want something different, we have to do something different. And in 2017, Brian Tracy, the world’s greatest sales trainer said to me, Daniel, if you want to achieve a goal that you’ve never achieved before, you have to become somebody that you’ve never been before. And what he was saying was this, change your self concept, improve your self image.

Robert Brus 34:53
I love this stuff so much and I said that right at the top of the show today because there this is very hack. This is actually all you can do this right now you can go to bed and get seven hours sleep tonight. And you wake up feeling better. And by the way, you get a result in the morning, I did that. And I was once Acadian rhythm is like exactly what a textbook would be at two o’clock in the afternoon all together. And that was because I was going to bed at one o’clock in the morning and getting up at five o’clock in the morning, go and train and like a crazy person in work and all that. And I wasn’t managing my time because it took me until one o’clock in the morning to do everything that I needed to do. And that’s just not a way to operate in the world. So, for me, I realised now if I get to bed by 10, I’m up at five. I don’t fade at two o’clock in the afternoon. I’m really really good. So I got that squared away and if you’re listening to this or watching this, that’s something that you can do right now to start improving your results and I kind of played paid lip service to it I was like whatever ministry go I can sleep on one hour sleep for the next five weeks straight, I’ll be fine and I can still function at 90% of the realities you can. The reality is It’s cumulative, it weighs you down, and it breaks it down. And that affects every aspect

Daniel Tolson 36:03
of your life, including sales. Just going to do what successful people do. Go and sleep seven to eight hours tonight, you’ll feel the difference immediately. But you can’t become a self made millionaire or billionaire. If you keep having the behavioural patterns of unsuccessful people. It’s impossible. Yeah. So just do what successful people do. And this has been my greatest lesson in life. I remember my brother and I, we had a business, it was called liquid militia, incredibly successful business. But at the start, we didn’t know what to do. And I said to him, I said, What are we going to do to become successful? And he said, I don’t know. And he said, but I know one thing, that guy over there, if we just do the opposite to what he’s doing, we won’t be a failure. Yeah. And so that’s what we did. We looked at him and said, Well, he’s making all the mistakes. Let’s just do the opposite to that. In we got incredible success, and he bankrupt. So success is quick if you just do what other successful people are doing, Brian Tracy said, then you don’t want to be a trailblazer. So what happens? a trailblazer is somebody who’s lying face down in the dirt with bullets in their back. What you got to do is be disciplined, go and do what successful people do, do not reinvent the wheel. Yeah, only until you have mastered that, then improve it. But all improvement should be an incremental increases by about 10%. Because psychologically, our comfort zone changes in and out of 10%. And we can talk about this in the body. Your body temperature is normally 37 degrees 37 it’s a it’s a roundabout day, but if your temperature goes up by 10%, that goes up to about 41 degrees, and that’s called a hapa. state. And if you’re in a hapa state, the body cooks and you can die if it dropped by 10% It gets too cold gets down to about 34% 34 degrees, your body starts to cool down. And basically if you die, so there’s hypothermia. What happens in sales is as soon as you move 10% out of your comfort zone, you go into sabotaging behaviour. Like, I haven’t been here before. What do I do with this extra money? What do I do with these extra customers? How do I manage this? And then what happens is you get busy sabotaging yourself to get back into the comfort zone. You might say, Daniel, that’s not true. Well, let me ask you this. If you earn twice as much money, you will find yourself as broke as you are today is what happened is your expenses rise to make your income. I know executives who are making four and $500,000 a year and if they don’t get paid in two weeks, they’ll have no money to be broke. And the global statistic is a 30 day burn rate. Yeah, it’s a statistic. It’s true. So what you have to be mindful of here is that as you grow, you have to grow incrementally. Mentally. And so as you grow, it’s like turning up the temperature, temperature goes up into grace and you go to make improvements in your career in degrees because you have to be able to manage this new level of success. And you see what happens with these people who win the lottery, Bang $40 million broken to us yet, it’s because they’ve gone so far out of the comfort zone. So as part of self image modification, you’ve got a plan for this incremental

Robert Brus 39:27
growth. I had a conversation with one of my other co host Jason Reed and justice that I and he was talking about the the Red Bull la ultra, and he won that race 555 kilometres credible in the Himalayas of all places. So it’s not like running on the flats in the in the mountains up to 17,000 feet was like minus 22 plus 40 degrees incredible physical Feat. And one of the things that that he had this mental preparation and it’s exactly aligned to what you’re just saying about Getting outside of your comfort zone. So the first verse that he’d ever run in a race before, was 222 kilometres. So he got there, and he got past that checkpoint. And then he started to have a problem with his leg. And his leg wasn’t quite working. And he thought it was his knee. But he’s quad wasn’t firing. Anyway, he is running on. And he got into the support vehicle, and he’s like, I’m done. I can’t go any further. And he the way I said it to him, I said, That’s because you were in uncharted waters. You didn’t know what was going to happen. And he goes, Yeah, well, I had this plan for the race. I was going to be here. I had to be there at that time. And he already was going to do he thought he could do it. But he never run that before. And then he started to have this real bad pain in his knee and it’s because he’s quadriceps wasn’t firing. Anyway, doctors come along, give him some medicine, walks, the pain gets running again. And then all of a sudden, he’s like, no matter what happens, this is the furthest I’ve ever run before. I’m satisfied with that. And then he tells the storey as he gets up to the triple three Mark 300 33 kilometres, and he is still in uncharted waters and things is still like this. But it was a really great example of somebody coming outside of their comfort zone, and then realising our outside of it, and then in real time going, Okay, and dealing with it as they dealing with it and sticking to the plan. And when he stuck to his plan, he had a plan before he started, it just went really smoothly for him. And he got on the other side of it. It was a really good storey Actually,

Daniel Tolson 41:27
we saved in sales have been in real estate before so many things and people’s results go up and down, up and down, up and down. And when you track it back, when they have enough month, they’ve gone so far out of their comfort zone like I manage for 50 K and siloed rest on my laurels. He they risk they take their foot off the accelerator and the only place you can cruise is downhill. Yeah. So they go damn Hill and all of a sudden, they go down and down. But they go from let’s say 100 back data 15 that say well, this is where I was before. It’s not too bad. And I got louder and louder than I got it. Oh my gosh, I better get the income back up. So they go into scrambling behaviours. And this is where people instead of increasing their knowledge, increasing this skill and working on their attitude, they go and drive Uber on the weekend, just they just trying to get their income back up conference on, they don’t try to go beyond it. They just want to get back to where they were. They go take a part time job on the weekend, instead of going out and selling more clients, which is you say more clients, you make more sales. Let’s say it’s sabotaging and scrambling behind this. Yeah. So I’m going to be very mindful of our self ideal. The fastest way for you to improve and change yourself ideal is to study successful people. Brian Tracy has written more than 75 books, I’ve read all of his books, I take quality programmes, because I want to become like Brian. I don’t want to be Brian. I want to become like him. Because I look at him as a model of excellence. I want to have that level of skill. I want to have that level of Success. There’s other people that I don’t want to become long so I don’t learn about them. But if you immerse yourself in the minds of successful people, you do that by reading biographies, and autobiographies and every time you put this information into your mind, it programmes that sort of ideal. So, if you love grant, Cardone and Hazel, you want to be like him study that everything that Grant Cardone has, if you want to be like Jordan Belfort and it goes back the other way guys, you got to be careful because if you study people like that, you become like that, and you start to take on the same behaviours. So you got to look at who you like, who you respect, and you got to become like them, not be them but become like them. And you do that by studying. So I do them usually said

Unknown Speaker 43:51
you’d prefer pleasure.

Daniel Tolson 43:52
One more thing, level of self esteem. A level of self esteem is how much we like so often. And one of the biggest problems in society today is that people don’t like who they’ve become. They don’t respect themselves and they punish themselves. I have seen people underperforming by $50,000 per month, because they don’t like who they’ve become. They’ve made mistakes in the past, and subconsciously they sabotage their success today. So in everything that we do, this is why you’re watching, especially you want to improve your level of self esteem, you want to change who you are. So you got to change your level of lightness, you have to like yourself more today. You gotta like yourself to 100,000 a year, then you go to like us off to $150. And then you have to if you want to become a millionaire, you gotta like yourself to the level of a million dollars. Because if you don’t like yourself, you won’t go out and take the action necessary. Become a self made millionaire.

Robert Brus 44:49
I love I love that concept so much because unless somebody highlights that what you just did, I never thought about myself at $10 million or $20 million do I like myself and $10 million, I like the stuff, I got to feel that you deserve it.

Daniel Tolson 45:06
I don’t feel like I don’t deserve it. So a lot of people don’t feel that they deserve a million dollars. Because what happens is with our sort of content, our parents, if we’ve grown up with parents who have had no money, they often despise people with money. That’s a look at the problems that money brings. People are going to try to rob you blind. And what happens is this exists in you. And you’ve got to challenge all of this. And the only reason why you don’t have a million dollars is that you haven’t changed your self concept to become a self made millionaire. And this is something that you got to work on. Think about in sales, you might have to get $99 to get it. Yes. And if you don’t lock yourself, you won’t go out and get the nod. Yeah, you’ll say this is too much hard work. When we say it’s too much how book we say, you know, I just don’t believe in myself. Yeah. So you got to change that level of belief in yourself. You gotta have that feeling of going all in. You gotta have that feeling of being unstoppable. Going to have positive expectations that whatever you do to get to get a massive return on investment, this is the self image psychology of the most successful salespeople.

Robert Brus 46:12
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