Hi, my name is James Shepherd.
Today I’m going to give you some great advice that I got from who I think may actually be
one of the top reps in the entire industry.
I’m not sure exactly.
There is no public ranking, but he’s got to be right up there.
He’s been making 300 sales a year for probably 10 years, an amazing, amazing guy.
I’m actually going to probably share a couple of his videos that he did on YouTube.
I was like shocked.
I was talking to him.
He had some videos that had like 60 or 70 views on YouTube.
I’m like man, mine have thousands of views.
It’s ridiculous.
Everybody should be watching you.
I’m about to send everybody to your channel.
Anyway, I’m going to share some of that.
He is an amazing rep.
One of the things he talked about I had this really interesting conversation with him.
He sells and he also has like a team of reps that he works with that he is bringing up
in the industry.
We were talking to one of his reps that kind of going through a little bit of a slump,
a really good solid rep, but just going through kind of a rough time, a little bit of a slump.
One of the things his advice that he gave to this rep was while I was standing there
having this conversation is he said, “Have fun; make sales.”
And he said, “If you are having fun, you are making money.
You are making sales.
If you are making money, you are having fun.”
I thought, that is such good advice.
It is so simple and I know for a lot of you, you are like, “Well, James, what is so profound
about that?”
Nothing, it is actually really simple.
The best lessons you can learn in life are usually really, really simple.
Let me talk to you about this one for a second.
So many of you right now, you are getting out there in the field and you are just not
having any fun at all.
It is a vicious cycle because the less fun you have in the field, the less money you
make.
The less money you make, the less fun you are having.
The next thing you know we are waving goodbye to you as you go back to your W-2 employment
job at the bank.
That’s sad because it really is a lot of fun.
You’ve got to enjoy it.
One of the best ways for me that I enjoy it is I enjoy reading sales books and listening
to audio programs on my way out to appointments, because then I love just trying different
things.
There is nothing to me more fun than just being in the moment, sitting across the table
from a prospect, trying to get them to sign that deal, and you just know oh man, I got
to say the right thing.
I got to do the right thing.
I got to act the right way.
Everything matters.
To me a couple things I would say is: Number one, make sure you are constantly reading
sales books, listening to my stuff, getting ideas.
One of the best ones actually I just sent in my 20 day jump start program, a just sent
out an email that had the hour and a half webinar that I did with a friend of mine,
Matt Price, that was the overcoming objections webinar.
If you go to ccsalespro’s youtube channel, just search for ccsalespro objections, and
you’ll see an hour an a half webinar there called Overcoming Common Objections, I think
with me and Matt Price.
You got to listen to that a couple times and that will just get you so pumped up of like
all these different lines you can try.
It is me basically role playing against all the objections that the reps said they were
having.
It is a lot of fun doing that.
I have fun with that.
You have to have fun when you are selling.
When you get out in the field, have fun.
Make money.
Make sales.
Have a good time with it.
You got to be helping business owners out and you got to be making money.
Those two things have to kind of go hand in hand.
Give yourself a break.
You are fine.
Some of you watching this video and you are like, “Oh, I’m about to give up.
I’m about to quit the industry.”
Don’t do that yet.
All you got to do is this.
Just chill.
You’re fine.
There is nothing wrong with you.
There is nothing wrong with your area.
There is nothing wrong with all the business owners in your market.
You are just not having any fun.
Get out in the field and say, “Hey, do you know what I’m going to do today?
Today I’m going to have some fun.
I’m going to get out here and just enjoy myself.
If I make a sale great, if not, oh well, I’m just going to go have some fun today out in
the field.
I’m going to spend eight hours out here just talking to business owners.”
Make a game out of it.
You have to gamify what you are doing a little bit and say, “How many deal can I get today?
How many no’s can I get today?”
Actually for me, you have to understand everybody is different.
My thing is everybody loves me when I go out in the field.
I connect with people very easily.
My problem is that I have a harder time closing because I don’t want to risk that relationship.
Right?
So that’s my challenge.
A lot of times, I used to go out in the field and say, “My goal is to see how many people
can I get to tell me “No” today.”
You say, “Why would that be your goal?”
Well, because if I keep pushing and pushing and pushing, and I get five people to tell
me “No,” I probably got three people to tell me “Yes.”
For me, it was like I’m just going to push this and that made it fun for me because then
it was like they said, “No” like there you go, or even better, “How many people
can I get to tell me ‘No’ three times?”
I love doing that one.
Because then you are really like pushing the boundary of like on that fourth “No” is
when they say, “Get out!”
When you get to that third “No” you know you really did something.
Make a game of it.
Just have fun.
Go meet people.
Talk to people.
Business owners are so interesting.
Talk about their business.
Just have a great time.
Get out in the field today and just have a smile on your face.
Just be blessed and be thankful for all the good things you have in your life, the people
who care about you, your family, your friends.
Think about all that.
Think about something terrible that could happen, that hasn’t happened.
That is something I love to do.
Sometimes I’ll get up in the morning.
This morning I got up; I’m not a morning person.
I actually hate getting up in the morning.
I get up.
I got my shower.
One thing I’m thinking about in the shower is like I’m so glad that I don’t live
in a mud hut in Africa or Mexico or somewhere I don’t even have a shower.
This is awesome.
I’m in a house.
It’s warm.
It is like nine degrees in Pennsylvania today, but I was warm.
I had a nice warm shower.
My wife is there with me.
My kids are healthy.
I just think about like wow, life could be so much worse.
I am so blessed.
You are like, “James, it’s easy for you to think that right now.”
Yes, but I was thinking that back when things were rough.
I was thinking that back when I was like my electricity might get turned off tomorrow.
I was still thinking, but you know what?
I’ll still be inside of a house instead of outside.
That’s cool.
Be positive.
Have a good attitude.
Get out in the field and have fun and go sell.
The more fun you have, the more sales you are going to make.
The more sales you make, the more fun you are going to have.
Those two things go together and that’s a great tip that I got from somebody I hope
to introduce you to soon.
My name is James Shepherd.
I hope that you have an awesome day.