Instant Leverage Podcast Episode 50: The One Key To Happiness

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Transcription

Welcome to the instant leverage podcast, where we show you how to get maximum output from your life and business. With minimum input, please subscribe and leave a review. What is going on everybody? Welcome to another episode of the instant leverage podcast. So in this episode, I'm a rep in my capitalism swag. If, uh, you guys are that are watching via video, this is a view that aren't, uh, can go to YouTube, I think, and, uh, check it out. So today, uh, I wanted to talk about a few things. Number one, uh, this is just a cool side note initiative that I've been doing in my company lately that I think more people would get value from. And that is, uh, talking to your employees. I meet with my employees every day, uh, Monday through Friday, 15 minute daily huddle, 10, 15:00 AM, Eastern time consistently. Uh, we never miss that, right? Never miss that time, unless there are extenuating circumstances. So I've been meeting with him with everybody in that group setting for like almost a year now every day. And, uh, I thought that that was enough. And then one day I started thinking about it and I was like, man, there's probably stuff that people aren't comfortable saying in front of other people, but maybe they would say it to me in a one-on-one setting. So I was like, let's try this little experiment and let's see if I hold a one-on-one with everybody. If maybe someone will give me ideas to help improve the company ideas to make their lives easier lives better. I started that initiative this week. I've only had I think three so far, so I have a, quite a ways to go in terms of interviews, but, uh, I have gotten some really, really good feedback. So I just wanted to give you guys the framework for that. Uh, first thing I ask is typically just kind of ask them about them, their lives, their families, all that kind of stuff. Then I will, uh, ask them what they think I can do to improve as a boss and what we can do to improve as a company. And, uh, by asking these questions, you will get a lot of good feedback. So the caveat though is you have to be at a point where your team with your team, where they feel like they can be honest with you because a lot of the times people won't share feedback with you because they're afraid that, uh, you know, you'll get butt hurt. So one thing that I I've, I've worked really, really hard at doing is making sure that people feel like they can be heard because all it takes is like one time that somebody speaks up and then you make them feel like an idiot or someone else makes them feel like an idiot for that person to never ever speak up again, being a boss. It, it has to be like the, you have to be good at taking criticism. Um, and you have to do it extremely well. You have to be, you don't just have to be adequate at it. You have to be really good because if not, no one will ever give you any criticism. And then you'll just end up in this like endless echo chamber of yes, men who worked for you. Um, but secretly despise you, but are too scared to tell you or ever disagree with you. And this is not a good place to be like, I've worked at corporate offices where that was the case. Like no one would ever oppose the CEO and it wasn't until like we had company parties where people got face. And then there was like the after party where got real, that people's true feelings would come out. Right? So just kind of a culture tip there. So today I want to talk about how do you get more one call closes, meaning you're closing someone on at the time that you're pitching them. So this is a, uh, an important topic and I'll, I'll kind of preface this because, um, if you're selling and you're doing a good job of it, you're getting one call closes, but, um, there are certain ways to increase the amount of one call closes. You get by going through the discovery process properly. And, uh, just a few small tweaks you can make to your sales process as well. So first thing I'll say is not everyone is one call closable, right? So one of my good friends and coaches actually Cody, I asked him once I said, Hey, how do you know when to push for the one close on that call on the first call or when to kind of back off. And he gave me a really good tip. That is not something that I would have, I would have thought of on my own. And he's like, it comes down to a lot of, uh, tonality. Here's an example. If you're on a one call, if you're on a call with a prospect and you pitch them and Well, let me get my, uh, Let me take a look at my finances and talk to my wife and a follow up with me on Thursday. Um, that's a very uncertain prospect, right? What you really want and what, you know, when someone actually has a, uh, has a good plan is when they're like, okay, so I'm going to go home. I'm going to talk to my wife. Then I'm going to look over my finances. If I, if that doesn't work out, then I'm going to get an investor involved and let's book a followup call for Thursday and I'll let you know where I'm at. So it's the difference between staccato and legato. So if someone's kind of lagging in their tone, it's like, well, let me take a look at this and that person's not going to close. They're going to ghost, right? So it's worth pushing a little bit more on that call to see where they're at, right to see what it is that's going to, uh, what it is. That's where the resistance is. A lot of the times I'll just call out that resistance and I'll be like, Hey, you know, I do a lot of these calls and you just seem really unsure. Is this something that you actually are not interested in at all? Or do you just have some resistance around some part of the program? And it's just like literally calling out exactly what it is that is holding them back. Exactly what it is that you're both experiencing is a big way to a good way to overcome that. So a lot of the times, like there's things that people are just not comfortable telling you, um, on the call that is actually the reason that's holding them back. Well, in reality, um, you know, my cousin just got his leg amputated and we're, we're all chipping in right now to buy him a new leg. Right. So stuff like that, like someone's not going to volunteer that information. They're going to be like, Oh, well, let me think about it. And uh, let me talk to my pastor and then I'll get back to you. Right. They're not going to tell you that. So when you hear that tone, you have to call it out to the point where like, at that point, it's more awkward for them to keep lying than it is to just be honest. Right? So, um, that's number one is knowing like when someone's one call closable and when they're not, um, identifying when the objection is actually a smoke screen versus when it's actually, when it's just logistical. So the person who's just kind of waiting for the, uh, the credit card to be in the mail and then they have to call her bank or whatever. And they're going to talk to their wife tonight, the person who is giving you that feedback in a kind of like rhythmic pace is typically more serious, right. Then the person who is uncertain and you'll, you'll be able to gauge it at once. You've taken enough calls. Right? So next thing, next key to one call closes is doing, conducting the discovery properly. I realized that people who I got to the bottom of their pain points and why they're here, we're more likely to one call close than somebody who I didn't get to their pain points. Right. So typically, um, and I've learned this through having various people study my sales calls and give me feedback typically, like in the beginning, like I want, I want to kind of bond with this person, not on a buddy buddy level, because I don't want to lose the frame, but I do want this person to trust me and essentially give me, uh, give me trust. Right? So at the beginning of a call, like I remember I had a prospect once who asked, who was like, yeah, I just got divorced and whatever, and I didn't pick it up at the time. But in listening to that, I realized I missed a huge opportunity to get this guy to be emotional. Oh man, that sounds tough. How has that affected your business? Right. So now I'm going to get him talking emotionally, right? So typically when you're not getting one call closes, you're not going deep enough into the pain. So there's a handful of questions that I asked to get to the pain. So let's say you're trying to sell a realtor and let's say, uh, you asked the question of what have you been doing to generate leads up until this point? The realtor says, well, I've been doing some direct mail. I've been going to networking events. I've been, uh, I've tried some Facebook ads in the past, but they didn't work. And honestly, I'm just kind of frustrated right now because I feel like I've tried a lot of different things and there's a few that work. Okay. But nothing that works consistently. So most people would gloss over that to the next question. What I'm going to do is I'm going to say, Oh man, how long have you been dealing with this problem of trying to generate leads? Um, how has that affected your business? What's going to happen if nothing changes in the next six months. Right. So I'm asking them essentially like big thing that I try to gather is like, what have they tried? How's that affect them? Why do you think that didn't work? So why do you think your Facebook ads didn't work? Is it because you want to know, do they think Facebook ads don't work or do they think that their strategy just didn't work? Oh, well, uh, I, I typically just press the boost post button and I honestly don't really know what I'm doing and, uh, that's probably why I didn't work. And I also only spent like 50 bucks. Okay, cool. So do you think that Facebook ads don't work as a whole? Or do you think that maybe there's a better strategy out there that you haven't come across yet? Right. So in that case, like that's a huge thing that I see all the time. It's like ignoring that and then getting to the end, let's say he does think Facebook ads don't work. Now you're going to get to the end of the call, make a pitch for him to say, Hey, well I tried Facebook ads and they didn't work. Right. So that would kill a one-call close. But if I come in and I say, Hey, um, do you think that Facebook ads don't work at all? Or do you think that your strategies didn't work? Oh, I think that Facebook ads don't work at all. Okay. Interesting. Well, have you ever heard of another realtor that Facebook ads have worked for? Did you see any of our testimonials before you got on this call? Right. So now I'm overcoming that objection before he gives it to me at the end of the call. So that's a huge key, major key for one call closes. Right? So on top of the common objections, which is like, uh, I need to talk to my wife. Right. So let's, let's talk about that one for a second. So everybody likes to overcome that one once you get it. Right. So there's, if you search, like go to Google and type in like how to overcome, I need to talk to my wife. Objection. There's going to be like a million different rebuttals. Right. But my theory is like, if you get to that point, you've already, you've already lost. Right. So what we do is rather than saying, Hey, uh, you know, is, is there anyone you need to talk to before you're able to make a decision because everybody knows what that means. And so played out. I hate that. Right. So what we do is we say, um, during the discovery, I might say something like, how long have you been in business? Okay, cool. Well, who's all involved in your business. Oh, well, I do this, I handle the marketing and I handled the leads and my wife handles the operations. Okay, cool. So your wife's involved in the business. Awesome. So tell me a little bit about how that, what the decision making process looks like, uh, in the business. Oh, well, if it's operationally related, it's all her, if it's sales related, it's all me. Um, do you guys typically discuss these, these, these, uh, initiatives together? Or do you have like the green light to pull the trigger on something? If you think it's the right decision? Oh, I had the green light or no, I need to talk to my, okay, cool. Well, can we get her on the call? Right. So I'm not going to come out and wait. I'm going to, I'm not, not, I'm not going to go through the entire call and then have him give me the wife. Objection. That's stupid. Like, I feel like I just wasted 45 minutes. Right. So I'm going to dig and find these trap doors in the discovery. Right? So essentially a big key to one call closes is, is not only digging in the pain, but finding the potential objections ahead of time. So, um, back to digging into the pain a little bit. So I typically will ask, how long has that been affecting you? Um, what else have you tried to solve this? Why do you think it didn't work? And then the last one, which is going to be, uh, what's going to happen if nothing changes over the next 90 days or what's your game plan? Um, if nothing changes over the next 90 days. So this is very important. I, so I typically ask this per section, right? So if we're talking about marketing, if we're talking about fulfillment, if we're talking about whatever, whatever it is that they, that hasn't worked for them, I'll ask, Hey, so what, what's your plan if nothing changes. Right? But I will also ask that in. This is very, very, very important for the one call close. Is there, you need to create urgency to get the one call close. If not, they'll want to go think about it by the way, guys, like let's end this, like , let me think about it culture, right? Either get all the information you need, make a decision, gather all the information you need and make a decision and move on with your life and live with the consequences. All successful people do that, right? Any successful person that you've ever dealt with, they can gather information. They make a decision and they move the on with their lives. And they don't sit around and think about it for three days. Right. Do you think that Jeff Bezos would grow would have grown the company that he's grown? If he had to sit around and think about every decision every single time he had to make a decision, right? It's ridiculous. It's one of the clearcut signs of someone who's indecisive, who can't make a decision. And quite frankly, someone who's not that successful. Right? So anyways, I try to never do that because I hate when people try to, let me think about it. To me, like make a decision, be a big boy, gather the information, pull your pants up and make a decision live with the decision and move the on with your life. Right? There's no, there's this FA I call it decision-making fallacy. There's this fallacy that time plus thought equals right decision. Right? So the more that you think about it, the more time goes by the more likely you are to make the right decisions. If that were true, then why is the divorce rate in the United States? Over 50% you spend, you know, months dating this person, months or years dating this person, months or years planning the wedding. Then you get married only to get. I have a 50% success rate that you think about this, all this whole, all this time, this incredibly big decision, right. Once before you propose, you've thought about it, right? And yet it says a 50% failure rate. So it's complete, it's a complete fallacy. Like you, a huge skill of successful people is they can gather information. They pair that with past experience, they make a decision and they move the on, right. They don't sit there and ponder this decision for days because that's just taking up mental bandwidth and the , let me think about it, culture please. Um, but, uh, regardless, uh, and if you want to get more one call closes, stop doing that to other people, stop being a, let me think about it as person and then expecting no one to and getting when people do it to you, because essentially how you buy is how people will buy from you. But anyways, so a side side rant there. Um, so if you want to land the two, the more, more of the one called closes. A big thing that I have that I ask is I gather their goals. So I gather their going, I get very, very clear on this person, this human being that I'm talking to, what is their goal? Right. So another big key is asking them to create urgency is what's your plan to get there right now? Right. So they're going to say something like, well, um, I guess I'm just going to keep getting these referrals. Okay. Well, Mr. Realtor, will you got three referrals in the last six months? So, um, I don't know. The math is just not quite adding up in my head. Do you plan to start a new referral program? Are you, uh, going to incentivize referrals somehow? Do you have a system or something? I'm just not getting it. Cause I don't see how, if you got three referrals in the last six months, how are you going to get 25 in the next six months? Right. And to reach your goal of whatever 20 came on, 30 came up, it's just one of those things that we see all the time that makes no sense. Right. So asking them, what do you think is in the next six months? Um, what do you think is going to, uh, how, how is that goal going to happen in the next six months? Like, what's your plan to get that currently showing them they have no plan. Now the goal is like, okay, take action now. Or don't take action now, but then you're not going to reach your goal. So it kind of creates this ultimatum where it's like, okay, I need to get on the path to reach this goal. If my goal is really this in the next six months, I want to get here. Um, and I'm not there yet. And I don't have a plan and this person's presenting me a plan. If I want to get there in the next six months, I need to take action. So, um, those are my keys for the one call close, um, understanding really just human nature, desire, the pain points and, uh, creating some form of urgency by, uh, showing them that they're not on track for their goal. So, uh, thank you guys so much for tuning in. If you have any questions about one call closes, shoot me a message on instagram@djarias.com and I'll see you on the next episode of the instant leverage podcast.