How To Train A KILLER Sales Team
Ian and Andy break down what makes a sales team actually work: energy, gratitude, and holding yourself accountable. They focus on the mindset shifts that separate people who hit quota from those who don't, and how self-correction beats waiting for someone else to fix it.
Chapters
Half of you are tired. I'm exhausted because I've been playing my whole game and I still give more energy than anybody in this room. Exhausted because God called me to do this. I don't believe God's going to give you anything if you have that kind of workout. I want to be the kind of person that thinks, but not small. Winning is just the behaviors of life. If you can manage the behaviors of winning, winning just comes. If you can't get to four appointments, four, five, six appointments a day, there's physically no way for you to win all of that stuff. It seems like so clear to me why people win and why people don't. Does that make sense? This is. Is the kind of person that wins. This is the kind of person that becomes a millionaire in this company. I'm telling you. But if you're not that kind of person, I don't really know how to talk to you about being that kind of person. I know the game. I'm not smart. I just know the game. Know the game. I want you to think about the kind of person that you are, like in this room. I want you to think about the kind of person that you are in your family. I want to think. I want you to think about the kind of person that you are in your marriage. I want you to think about the kind of person that you are. Just in general. I know that I'm the kind of person that's going to do one more call. If I say I'm going to do 50 call, I always do 51. I know that I'm the kind of person that if I'm following up with somebody, somebody else is going to follow up with them. One time. I'm probably going to follow up 55 times. Like, I'm the kind of person that I'm going to piss people off because of my energy. I'm the kind of person that if I show up somewhere, I'm showing up differently than everybody else. And there's a lot of people that they're not those kinds of people. They show up and they're just average. They're just like. They're just a feather in the wind and they're just going about life. Think about the kind of person that you are. Think about the kind of. Think about the way that you show up. Think about the way that you look. Think about when you're on stage or you're at a seminar. Think about the kind of person that the people think of you, your clients know if you're that kind of person. Does that make sense? Yes. So before we talk about any type of sales, you got to decide what kind of reputation you're going to have in this company. I want to be the kind of person that thinks big, not small. I've always wanted Andy and them to know that I'm the most relentless person. I've always wanted him to know that. I, like, if he drops a video, I'm coachable. I've never. I just. I've always wanted to, like, I respect him a lot. He changed my life a lot. So if I'm going to do, like, if somebody's going to coach me, I just don't want to be the kind of person that's not coachable, that doesn't show up. And I always wanted to show up the longest. Right. You get what I'm saying? Yeah. This is the kind of person that wins. This is the kind of person that becomes a millionaire in this company, I'm telling you. But if you're not that kind of person, I don't really know how to talk to you about being that kind of person. You have to decide, like, what people are going to think about you. Faith without works is dead. You can have all the faith that you want, but if you got no work, what is God going to give to you? I. I don't believe God's going to give you anything if you have that kind of work ethic. I don't believe he's going to give you anything. If you can't keep your word to each other, if you're not influential to your friends, if you're not influential to the people around you, if you're not spreading love, if. If you're just in your head, you're only thinking about selling people, not serving them. Like all of that stuff, it seems like so clear to me why people win and why people don't. Does that make sense? It's very clear to me. I'm, like, seeing it more and more every day. So think about the kind of person that you show up as. Just think about it. Is it all about you? You're like, man, I got these problems. I honestly don't know what kind of problems I have because I'm so concerned about everybody else. Gratitude. When we talk about, like, a gratitude practice, gratitude is extremely important in life because when you're selling from gratitude, you sell more like you're on fire. But you know why I can sell the way I sell? Not because I wake up and do a gratitude practice. There's a study that said that the most powerful form of gratitude you can experience is not saying affirmations. It's seeing somebody actually transform in front of you. And, like, you take part in their transformation. You're like, oh, my God. Half of you are tired. I'm exhausted because I've been playing my whole game and I still give more energy than anybody in this room. Exhausted. You know why? Because God called me to do this. He called me, dude. I'm not. When I show up, I don't show up tired. I show up ready to play the game. When I show up, I am probably exhausted every single day. But I know that there's a huge purpose in my heart. So I can't let people down. Like, think about who you want to be. Think about, like, what your calling is. Think about, like, you're in the right place at the right time with. With the right company, with the right information. What are you going to do with it? What are you going to do with it? You got to decide, man. Some of you. The company can't count on you. And you got to start to wake up and decide if the company can really count on you. The enemy of a person. That makes seven figures. You guys know what it is every single time? If they're a driven man. Yeah, it's themselves. It's themselves. They typically. If they've made seven figures, they typically have some out of balance shit probably going on in their life. And if you actually listen to them, they probably are doing some things that they are not happy with because they've had to sacrifice to get there. Do you understand? There's some sacrifice that's occurred for the you to make seven figures. You didn't get to seven figures and shit be easy. You got seven figures and you probably lost a lot on the way. And you're probably a wounded freaking animal. I'm telling you. You guys have a great life. You know, Evan, you got a great life. You got great lives, right? If Andy didn't make a decision to invest in himself, he would have robbed all of you of your future here. Does that make sense? That was a courageous decision that. There was a. There was. There was. There was something on the other side of that decision that Andy didn't know. And it was all of you, right? Then we got to sell from that gratitude. We got to know that it can happen for these people. We got to be the kind people that are. I am capable, fully capable of talking to anybody and saving them. I'm 100% sure of it. I'm 100% sure of It. You got to be the kind of person that you can save these people, okay? And the only way that you're going to become that person is if you actually open your eyes and see what's going on. We always knew exactly how many people we had to present to, to make the outcome happen. Winning is just the behaviors of like, if you can manage the behaviors of winning, winning just comes, it's a byproduct. It's not like, oh, I can, I'm going to go sell 500,000 this month. It's like just actually like dumb it down. Like what is it going to take for you to actually do what you're trying to do? And see, this is where self management comes into place, which most 99% of the world can't handle. So if you only present two times, you only have two chances to make money. Does that make sense? What if you presented four times? I mean you're, you're naturally going to close one customer and you don't, right? Like even if you suck, you should be able to close one, right? If you can't get to four appointments, five, four, five, six appointments a day, there's physically no way for you to win. And what happens is this over time, let's say, actually let's just say I have four people and one of them buys. So this guy buys. Well, these other three are still going to be in the pipeline. Say this is a calendar. These guys are going to be in the calendar throughout the month somewhere. Like they're going to, they're going to randomly say yes somewhere. But if I have three presentations that don't buy, and that's every single day, I still have 3, 6, 9, 12, 15, 18, 21, 20, 27. I've got 30 customers in, in 10 days that are going to close up somewhere. I played the calendar game really well. I knew if I had three people that said no, I always treated these people so amazing. They weren't out, they were just thinking about it, they were just coming back like, like, and, and honestly when they said no, that's when the sale starts. I know the game. I'm not smart. I just know the game. I know this game. If these three people say no today, they're going to say yes tomorrow because my follow up is sick. I honestly just want some of you guys to win so much harder. But I've realized that like I serve a lot of you guys ice cream because I think I'm gonna break you. Like, I literally think like, I'm like, I should Maybe if I speak to him too like, that he's just gonna quit. Because I've realized that most people just want to quit. And since quitting is not on the table for me, like, I've realized, like, I don't have the ability to quit when some people are thinking about quitting every single day. I'm not thinking about quitting. I'm thinking about outlasting everybody. I'm not going to coach people to be great on, like, little baby things, right? Sales is behaviors. And if you have these behaviors, you're great. I remember my managers would come into meetings and he was like, hey, Ian, you didn't fill out your credit app yesterday. You didn't sign this credit up. And he took my shit, and he's like, who wants that deal? And he threw my shit. And he's like, get your ass out of the meeting. And I was like, I'm the top sales guy. I'm like thinking like, screw you. And he said, I see that entitlement. Get your ass out of the meeting. You don't work here. I don't need your card. And instead of me getting mad, you know what I would do? I'd say, this guy's always hard on me, but he's always helped me make a lot of money in that RV business. The reason why they're not growing is because they're friends. And because they're friends, they don't have real conversations with each other. So for me, you're going to see a change in me because I do want you to be a millionaire. I do want you to be financially free. And I prevented that, probably because I have been super nice, right? If I got to go tell you, hey, just do this binder for me. I'm not asking you to do a million things. I'm not sitting over your shoulder all day. I'm going to teach you a couple of things here in a second. But if you're on my team and you can't do this every day, and you have the opportunity to make multiple six figures and seven figures, and you can't do that, you'll never. You're never going to earn that opportunity anyway. So I just need to get you out, right? When I'm in these meetings, I'm literally trying to reprogram my mind. Even if I know the information, I'm reprogramming, I'm rethinking. I'm thinking about all the little small things. Listen, listen. I'm picking out the little things that I know he said different things Those are closes. There's stuff in here I'm writing down. I'm this kind of person. I'm this kind of person. Do you still have the white belt mentality? Do you still carry that energy? There's people in here. If you have that arrogant bullshit energy, I swear it's not going to be good for you. You should be in this company. Like, dude, I got a million dollar salesperson telling me what to do. What do I got to do? What do I got to do? What do I got to do? This guy's had massive impact on the world. Thousands of people. Ian changed their life. What do I got to do? It's not your life. You're ruined. It's not the other salespeople's life. You're ruining commission. You're ruining the leads, the people, the lives, more importantly, that Andy and Jackie worked their asses off to get. This is the professionals. I used to watch the way Andy would slide his feet, the way he would talk, the way he would do everything. I would watch everything. And the people who do that, like Ian's talking about, those are the people who win. Those are the people who win. I'm, like looking at people's eyes. I'm looking at how they take notes. I'm looking at how they sit back. I'm looking at everything. And if you don't show up to these meetings, if you don't show up with this level of attitude and energy, where we're going in 26, you will suffocate and you will not make it. And we don't need you here. We don't need your money, we don't need your deals. We don't need shit. We need people that are really willing to change their lives, all of the little things in their life, so that way they can change other people's lives. But if you can't do the little shit, you definitely can't do the big shit. And if you can't do the big shit, I don't even want you here because I want to do big shit with my friends who like to do big shit.
Them yelling at you, they're really yelling at themselves. When Ian was just yelling, he's talking to you guys. He wants you to be great, but he's reminding himself of what it takes to stay great. That's why he's telling all of you. And when Evan's yelling at you guys, he's yelling at himself. And I hear him and I'm listening to everything he's saying, and I'm like, I'm not going to do that. I'm not going to do that. I'm not going to do that. I'm not going to do that. And this is the accountability that we prayed for. We prayed for this. And if you're in this room and I mean your skin isn't crawling, I mean it's crawling about like how can I correct? Remember, the person that can self correct is forever wealthy. We've said it since day one. Those in this company that can self correct will end up, I promise you, being these guys will have $100 million in the bank one day. They will and, and, and, and they will go to heaven and they will change hundreds of millions of lives and they will be living proof of what a human being can do when they're a competitor and we're a competitor for God. We're doing God's work and we're rebels. Okay? And that's this company is very rare. If you're in this room and your skin isn't crawling and you're not getting stirred up and you're listening to them like I feel sorry for you. I do. Because it breaks my heart that we believed in you.
