How Alex Hormozi Showed Me I'd Been Training My Team Wrong

In my earlier video, I talked about how I paid Alex Hormozi $100,000 to help me with my business, and he said, uh, I have a business that, um, helps people with severe mental illness that live in essentially nursing homes gain independence by coming to adult daycare classes that we teach. And he said, when you have staff come in to get them to get on the bus, what is the training program or process for that? And I said, we don't have one. And he said, make one, that'll be 100 grand. Have a good day. And so when I went back, this is the process I went through to make one. And one of the things that Alex talks about is having to chunk down language. So for twice a day for several weeks, I sat down with my team and I tried to teach them how to influence people in a way that you can't use classic incentives. I can't because of some rules around medicine. You can't incentivize people to get medical care by giving commissions or whatever. So honestly, you just have to care about them and be interested in their lives and ensure that the service that you're offering adds a benefit. Anyway, that was too complicated. So what I want to do is I want to talk through the 5 levels of chunking down my language. I couldn't just say, go be better at sales because they weren't good enough at sales. They needed very, very, very granular instruction. So I'm gonna talk about what chunking down language or very granular instruction means by going through the steps I went through with my team. So the first thing I said was, "Hey guys, just go in there and knock on the door and ask if she wants to come." Like, they were doing that already, but show them that you care. So that was step 1. I just said, guys, just care. And they were like, well, and so I asked like, how do you show that you care? And they were like, just tell them that you do. Like, hey, I care about you. Wanna come hang out with me? And that's like, no, that doesn't show that you care. That just shows that you want what you want. In order to get them talking, how would you do that? Like some of them knew, some of them didn't. I said, you need to ask Wait for it. Care. Questions. Ask questions that show that you care. I thought I was done then. I'm two layers deep. And so I was like, anybody know what kind of questions you could ask to show that you care? I got maybe a few raised hands. And I, I, some folks just said it went straight to the question you could ask, but I wanted them to chunk these down into categories so they knew where to bucket them. In their brains. Actually, I used a concept, I call this the sales skeleton, because when I was learning anatomy as a physician, you need a basic framework to hang stuff. If you're talking about a muscle or a nerve or a particular blood vessel, like, you need to know that this is your radius and this is your ulna so that as you're describing things, you're like, where do I hang this knowledge? Anyway, I said, what categories could you use? And I didn't get much from them. So I said, hey, if you cared about someone, wouldn't you want them to have more good stuff? So that was one category. Um, and wouldn't you want them to have less bad stuff? Like, oh yeah, good, good point. And then I also asked, if someone was going to give you more good stuff and less bad stuff, what is the only reason you wouldn't say yes like every time, assuming you actually wanted more good stuff and didn't want the bad stuff. You'd have to trust that they weren't bullshitting you. And so that was the last category, building rapport or creating trust. So then I was like, what are we going to do to give them more good stuff? What is the good stuff that we have to offer here at our program? Couldn't get that out of them either, or at least I couldn't get the full list. And I wanted to make it simple for them. So I said, guys, you just have to remember the F's. If they stay in the nursing home all day, we have these better options than what their current options would have been. We have better food, we do fun activities, and actually we teach them. Many of them, their long-term goal is to move out of a nursing home and to live on their own. They meet other people, they actually have interactions they wouldn't be able to have there, and we have a good time. So these are the good things that we have to offer. I also was like, well, what are the bad things that we can take away? Well, we can't actually, They're sick, we can't actually fix that, but we have some things to talk about with them being sick. If they're sad, we're like, great, we'll make you happy. Sleepy? We actually can address that as well. And then asking, how do you build trust? How do you build rapport? I— some of this actually came from interacting with women or, you know, pickup artist type stuff. It's like, I transferred some of these things. And I sold books door to door before I went to medical school. So just ask about what they're doing, what they're wearing, what they're holding. Ask about their past, about what they're currently doing, about what they wish to do, and find common interests. So I was like, are we good now? And, and so I thought I had chunked this down enough. And this is the last layer because I'm driving on the bus, I'm driving back on the bus to these nursing homes with my staff, and I was going through with one of them and she knew— and actually This girl, not like, basically dropped out of high school, done drugs her entire 20s. My staff, the reason that they want to help folks that are in such a bad shape is because they've been in like the worst of shapes. Most of them have been addicted to drugs at some point and are trying to help folks. There's a large overlap of severe mental illness and substance abuse. So that's the level that my staff is playing at. Many of them, they almost all have records of some kind and they've been in gutters that I couldn't even dream of. So for her, she was like, we're going through a sales process or a role-playing. And I was like, when they're sleepy, when she— I said, how'd it go? She said, so-and-so was sleepy. And I said, what did you do? And she was like, I don't know, I just left. And very, at the very least, she knew that she was here in the sales skeleton, but she didn't know What do I actually say? And even though we've talked through this, like we give them coffee at our day program, she didn't know that when someone says, "I am sleepy," you then with your mouth have to say the words, "Great. Well, how many extra cups of coffee would you like at our program today?" And they will say 2 or 3 or 5 freaking hundred, and we'll say, "Great." We'll do that. See you on the bus. So hopefully this presentation has shown you how much— like, I could have easily gone in and just said, hey guys, Alex Hormozi said we should care about folks, so don't just walk in and try to get people on the bus by saying, do you want to come today? Care about them. And I could have done ask your questions, and I could have chunked this down. But until I said, if they say I am sleepy, these words have to come out of your mouth. They weren't going to actually get any of the benefit from all this sales training. So what you need to do when you're training somebody on anything, and actually what you need to do if you are learning something new, is to keep going when you don't understand what a word or a phrase or concept means until you do understand. Now, if she didn't speak English, I'd have to teach her how to speak English. Luckily, she had that already. So hopefully that's helpful. And if you want to hear more about what Alex told me, the effect it had on me, at exactly how this affected my business, then you can check out the link to that video. And if you want to hear about how I am trying to grow my portfolio of companies while still being a human being that is managing human beings and occasionally telling some dick jokes, then, um, check out my other content.