Kenny Chapman breaks down what top producers do differently: set specific income and sales goals, track metrics obsessively, and stretch beyond their comfort zone. Most people skip the tracking part and wonder why nothing changes.
Hey everybody, Kenny Chapman here, the blue collar coach, coming to you live with this week's video version of Freedom Friday Focus Now. I'm back in Denver International Airport flying out on our way to Mexico. I just got back late last night from the Northeast and here we are turning around. We're going for fun this time. Just a little bit R and R on the beach here for a minute. So forgive the background noise if it's a little bit noisy, but I just wanted to come and touch base with you on three things about top producers. I was doing ride alongs and trainings again this week out in the Northeast and I'm always looking for commonalities, ways that we can kick it up a notch, ways that we can solidify improvement or solidify performance improvement as well as gaining more consistency and what I see with some of the top guys that I ride with and the ones that I train and our schools coming up. I hope to see you in February, by the way. That's all I'll say about it. 13th to the 15th. Okay, now that's all I'll say about it. But these guys that get great responses, like the tech that sent me an email saying Thanks, I closed four calls for over five grand, 100% conversion rate yesterday. That's what I'm talking about. That's what I want. So how does that happen? There's three things. They know what they want, they know where they are and they're willing to stretch themselves. They know what they want, not from I want to make more money this year. They know a specific number of income that's going to show up on their W2. They know specifically how many sales they're going to have. They might even know how many leads they're going to flip or whatever the case may be. They drill it down and they know specifically what they want to accomplish. Number two, they know where they are. What does that mean? Well, most of our clients post their numbers, track their numbers, have some way of letting guys know where they stand. And that's all well and good, but I'm talking about encouraging our team to track it for themselves. Keep a sales journal, keep a call log, track what's important. Does your company pay off a billable hour efficiency? Do they really want X amount of sold hours a day, a week, a month, whatever, or is it primarily sales? Whatever is important. However you're tracking these things, keep a log, go through those things as we there's that background noise I'm talking about, so forgive me for that. But you know, when we write down each call. Closed call, yes, you know, closed. Or set a lead for a boiler, closed a water heater, sold a faucet, did a panel change, whatever it is, then, you know, you jot down a couple things you know, went well. A couple things you want to kick up. When I talk to top performers and every time I train techs that have had my training or other training, they're like, yeah, we just kind of get away from it as managers and owners. That's what we always try to figure out. How do we get guys to stay here? We get them up here with training. How do we keep them there? It's by keeping them focused. Sales journals do that. 3. They're willing to stretch themselves. They're willing to get out of their comfort zone. What got you here won't get you there. The same things you did last year are not going to help you win or get better this year. You've got to evolve, you've got to change, you've got to stretch. And that means you've got to offer some things to customers that might make you a little uncomfortable. Meaning that, man, I got to talk about a bigger number on my option sheet here. I'm not really sure how that's going to feel. Good. Get out of your comfort zone. That's where your success lies. I'm Kenny Chapman, the blue collar coach on my way to get rid of a long sleeved shirt and get on the beach. Have a better than fantastic week and I'll see you next time.
