Kenny Chapman, the blue collar coach, explains why people fail to follow through: they lack leverage and soften their excuses. His fix is to raise standards, cut the self-talk, and demand more from technicians and leaders.
Hey, everybody, Kenny Chapman here, the blue collar coach, your contractor, coach and sales trainer coming to you live this week from Baltimore. We're here at the Inner harbor of Maryland, where Baltimore, Maryland, I should say. Where we're actually going to be hosting our next service and sales school coming up in September. So make sure you check that out. This is a cool little spot, and we'll really make some headway for you. But today is about leverage for change. We all talk about, let's change. Let's do something different. Let's make something happen. I'm in different companies every month right now, learning, helping, improving, shining the light on potential change and what I see and what I know. After writing my book about change and talking to hundreds and hundreds of people referencing this topic, it's hard to change. I make a little bit of progress and then I kind of fall off a little bit. I get something that I want, then I let it go. Why is this? Why can I not get myself to follow through when it's something that I want? I'll tell you why. You don't have enough leverage. Remove softeners. Stop telling yourself stories about, well, you know, a lot of people don't make very much money in the contracting business. You know, there's a lot of companies that don't offer benefits to their team members, and it's really not that bad. I'm not that overweight. No, you're fat broke, and you're not running an effective company now. Okay, take that for what it is. I'm just playing a little bit, but whatever level, it resonates with you, whatever it is, don't kick your own butt. Don't be hard on yourself because you haven't created the change. But get some leverage and go, wait a minute. I deserve more than this. Here's what I know. Raise your standards and your results will follow. Let me say that again. Raise your standards and your results will follow. The first thing we do when we start working with technicians to sell more things, to close more deals, is to help them raise their standards about what they think is possible. We need to do the same thing as the leaders, owners and managers of our companies. You got this. I'm here. I'm on your side. I want to help you. Let us know how we can help you effectively implement change in your life and organization. I'm Kenny Chapman, the blue collar coach. Until we talk again, have a better than fantastic week and I'll see you next time.
