so what I'm gonna look at is the graph okay those three lines would mean
something to everybody in a room my goal is to meet as many people in this planet
as possible to see people that are positive people that have more time to
create and to be critical more time to hustle than they have to
hate and they want to actually add strategy and techniques that are proven
to grow their business so that they can take care of their family in their
church if I see somebody who's making two thousand phone calls let's say a
month ago then it went down to 1600 phone calls to next week and then it
went down to 1200 phone calls the third week and then what do I know what's
going on with that guy or gal just engagement like I don't need to know hey
I can sit down and have a little one-on-one little conference meeting hey
how you doing what's going on what's happening in your world does it uh but
dude the grass don't lie the graphs tell the story like it is a heartbeat of the
individual and that that person is hit disengagement and so thank you guys and
so let's say this is a graph of whatever outbound calls I'm just gonna use that
okay it could be anything it could be words written you're you're a writer and
you were banging out 2,000 words a day and then it went to 1,800 words today
and then it went to 1200 words a day something happen because you were
banging out and then something happened it doesn't matter what it is your
workouts you were doing workouts you were doing workouts twice a day you're
like hey screw the one you know one every other day you won every other day
you're gonna quit working out so this guy was making 2,000 calls then it was
1800 calls then it was 1600 calls 1200 you're not gonna rate him like this
you're gonna write him like this it's gonna look like this okay and there's
gonna be the number of calls right here these are the days and or the weeks
right all you gotta do is look at it dude that's your graph I don't want to
hear anything I don't want to ask how things are going boom something's going
like something's happening here so that's how we manage the organization
okay we manage it on stats and grass and it is what it is there's no story behind
it I'm sure there's an explanation my dog died
or maybe this person has decided to quit right right around here right around
here this person decided you know what I'm gonna start looking at other work
they will sit there and tell you to your face I'm all-in I'm a hundred percent
I'm right here and I they cannot fight this idea that I'm looking for other
work they cannot you cannot keep your stats up while you're thinking about
going to another job it's impossible so the graph tells you the true intentions
of the individual you don't want flatlines some people think that's
normal that's not normal that's terrible okay that is the first sign of hey we're
in trouble here because the all flat lines will follow they they can't stay
up it won't stay up it's not it's not normal it does not want to stay if not
normal as it wants to do this it wants to grow people want to grow I mean how
many agree with that people want to do better the normal
thing is I want to get better I want to do better the organization wants to grow
if it's B if it's if it's flat somebody somebody in the organization is holding
that sales line down so there are actions and activities that make these
graphs do what they do it's not just that way for no reason and so what what
you need to nail down is what are those actions and activities that you need to
measure yeah in order to move these graphs and that's what the department
managers do and it shouldn't be ideas like it should be oh well we need to
remake a reproduction your facts or something didn't the first thing you
want to do is you want to move a graph you go from an idea I want to move the
graph so this is what I said to you yesterday people will always come up
with the wrong ideas is a solution like almost always the intention is good but
your job is the leaders to be like I got to move that graph period that's all I
ever do it's so simple for me it's like just move the graph okay
don't change the product move the graph