Man In The Masses - Part 2

All right, let's take a look at the idea of man of the masses and see how you can apply it into your business. You know, if you're planning your success, you can have a deeper understanding of how it works. First of all, it's kind of a review and go down through here and let's just do a review. What we said before is if you're dealing with one guy, it's gonna be unpredictable. But if you've got over here, you've got an army of people, you know, and they're. I know you guys are all gonna be amazed at, wow, what an artist is. Larry. These are supposed to be people, by the way. Hi, Mom. But anyway, if you've got an army of people over here, you know, they're just everywhere, and you've got a big pile of people that are not just people off the streets, but people in your target market to work with, and you've got them to work with. Or it could be you have one person trying out for tennis, or you might have an army of people trying out for tennis, or it's spring football practice, you've got one trying out for quarterback, or you've got a ton of people trying out for quarterback. Guess which one you're going to have the most results from. The thing is, people run businesses and they lose track of this thing. They'll get over here on this side and they start having. It's so easy to get caught dealing with individuals because you're concerned about them. You're trying to answer their questions. But here's what happens when you wind up getting with individuals. You get, again, unpredictable results. So anytime, if you're running your business, and it is so hard for me to spell and talk, but you're going to have unpredictable. You know, say, this thing is so unpredictable. I don't know what's. Yeah, yeah, guess what? You're dealing with individuals, you know, you're focusing on. If you get over here, you're going to start to have consistent, you know, predictable. Predictable. Just assume that that says predictable. Then you get over here and you're going to say, well, you know, another way of looking, it's inconsistent. You know, some months it's great. Some months it's not great. This inconsistency is driving up individuals. You're dealing with individuals, you're letting them control you. But if you deal over here, then you're going to see it becomes consistent, consistent results. Like your sales manager, you have one salesperson. Of course it's going to be inconsistent, unpredictable. Things go wrong. Nobody can be great every month. But if you have an army of salespeople, you're going to have consistent, predictable. You'll have a new hero every month. If you have only one quarterback on your team, you're going to be limited. Not everybody's going to have a great game, but if you have some great backups, a lot of possibilities to go to now, your quarterback play is going to be a lot more consistent. This is also another way of looking at. It is unstable. If your business is unstable, nobody wants an unstable business because that means your income is not continuing to come in. It's not secure. But how can you have a secure business built off one manager? If you want people to invest in your business, trust you and everything, you got to have more than one person. No matter how great Rambo is, you can't really trust Rambo to go in and win every war for you. But if you have a monster army, you've got Norman Schwarzkopf with 500,000 troops and aircraft carriers and planes and ground forces and submarines that got Special Forces at his disposal. He's got air force, army, Marines to fight the first Iraqi War. Well, you have a little bit more confidence than if you have just John Rambo to depend on. So analyze your business, because if you don't work in the masses, you're going to find you are one sad sack. And if you want to be happy, the people that are happy, secure, smiling, they're dealing with the masses. They're not dealing with just individuals. Individuals are important, but you can't place all your hopes and dreams on them. So let's talk about where the people come in. Here's another way of understanding how the 8020 rule works. It's that to get big, here's the formula for big. Big. How do you get big? Big is a lot doing a little. Fortunately, these are small words. I can spell them. And a few doing a lot. See, if you have a lot of people in there doing a little bit, you don't really even have to worry about the few. The few that do a lot are going to merge. They're going to be the most competitive, they're going to be the most driven. They're going to be the ones who just. It's in their nature to move to the top. And so this gets into the area of the 8020 rule. And the 8020 rule is true at any kind of volunteer organization, really is pretty much true even in salaried bureaucratic situation. And that is that the way that rule goes is that 20% of the people will do 80% of the work. You got a church, they don't get paid for it. Got a thousand people show up on a Sunday. How many people are behind the scenes doing the work? How many people are going to be there, all the services? How many people are going to be giving, you know, tithing regularly and all of that stuff? It's going to be the 20%. If you've got yourself a sales organization, who's going to primarily be doing the sales, 20% would be doing 80% of the work. If you've got a football team, are they all going to be stars? No. And the deal is, you never know who's going to be the star until you get them in the game. You get them under live conditions, a competitive environment, things go wrong, see how they respond. But it's going to merge. The people who win the games for you, week after week, they'll be 20%. Now, in business, it works out like this. This is why in business, you'll find the people that are top 1 to 2%, you know, 1 to 2%, they're going to wind up making a hundred dollars. See, in business, you set it up where the people who do more can get paid. So they're going to make $100 for every dollar. For every dollar. People down here, the 80% make. 80% of the people, for every dollar they make, the guys running things are going to make 100. And the guys in the top 20, I know it's 19, but let's just keep it simple. The other top 20%, they're going to make $20. Why? Because they work all the time. You know, they're out there trying to get ahead. And these guys down here, they're going through the motions. They're stumbling and fumbling. Usually the characteristic of the people in the bottom 80%, they're always getting ready to work. They're always studying, so they're always asking questions, they're always getting organized, but somehow they never are able to actually get out there and actually do what they're supposed to do. As a result, they're not incredibly productive. It's not that they're never productive. It's just not really productive. Consistently productive. And so when you get out there, the guys who are working at it hard every day, prospecting, seeing people they're going to make, they're going to have 20 times more success. But the people who run it, those are your fighters. Those are the people who are thinking about this in the middle of the night they're dealing with everybody, they're dealing with every issue and if it doesn't work, it falls on their shoulders. So as a result they're going to take it a lot more seriously. They deserve a whole lot more money. But this is the 8020 rule. If you've got an organization, don't be frustrated because Everybody's not a 20 percenter. Don't be frustrated because it seems like so many people are just getting, you know, dying and crying and scrambling around and can't remember anything because out of that mass of people are fumbling and stumbling. Now usually come the people who wind up being the successful, most successful people down the road. And if you can't design a company, you know, you can't have an army with only generals. You can't have an army that only has generals and officers. To have an army you got to have your soldiers as well as your officers, as well as your generals. Everybody needs everybody else. There's a role to play at all levels. As you build your business, you're going to be this person. Make sure you got good perspective, be patient, do the things, do the activity that's going to get you in position to have enough traffic, enough activity, enough exposure to have people coming in. So you can have to get people who respond, enough people responding on a standard basis. Just like a grocery store, have enough traffic to where you got a thousand people coming in every day. You know that a certain amount of Those, let's say one out of 10 at least is going to buy something. Maybe 80 out of that 100 or that 10% is going to maybe buy one or two things, maybe $10 worth. But you're going to have 20% of those people, those shoppers who come in there who buy something, they're going to buy one or two shopping carts full and they're going to get up to two hundred and three hundred dollar range. You can't run around everybody in the store and say why are you only buying that? Why are you only getting a candy bar? No, no, you're playing the odds. You can't stand out by the parking lot and say, look at the guy, he only bought this. You know, it's the same thing as a sales manager looking at the salesman saying he only did this. No, set yourself up for success. So you know, it doesn't matter which one of them, what any individual does, but you know there's enough masses involved where you're going to be successful. Alright, that's the 8020 rule. And a little review on the first part of man in the masses helps you keep a clear head and do your planning to be successful. In business, in politics, in sports, any kind of team building, a volunteer thing. Anytime you're doing any kind of team building, understanding this principle, putting it in your favor, allows you to guarantee that you're going to be successful.