Sabri Suby argues that bad results come down to not working hard enough. He uses sales metrics like Brock's 47 to 48 hours of talk time to show that following the process works. Write daily activity goals and stop blaming others when you miss targets.
February 4, 2020
47–48 hours of talk time (Brock)
I'm so sorry. I let you down and I let myself down. That's somebody that holds themself accountable. Like, some of the numbers that we did last month, in terms of the amount of dials that we did, it's really bad. Yeah. Like, I know that you, like, your talk time was really low, right? You've just got to get it up. Like, it just has to be higher than that. Because I know that you're working on a couple of big deals, but you hear me keep saying to you, don't take that for granted. Those deals can drop, and then they can disappear. And then you have a month like last month where you didn't make any commissions, and it stings, right? So the only, like, if that happens, everyone's gonna have a bad month. Do you know what I mean? Like, in terms of you're just gonna have it. I could speak to Brock over on the weekend, and he's like, I'm so sorry I let you down, and I let myself down for what I did. Right. I'm investing so much in my own personal self right now. I'm really trying to make the most of these strategy sessions. That's somebody that holds them. And he doesn't do that because you look at the language. I let you down, and I let myself down. Cause he's got goals that he wants to hit, right? But, like, if you have a bad month and there's not the effort to back it up, there's something wrong. Like, with him, he made 47 hours of talk time or 48 hours of talk time and still got lots of props out. So, like, my words to him was like, I know it will turn around if you just stay after it like that, because there will be. But if you have a bad month and you do 10 grand and you do, like, four hours of talk time, there's something wrong. Wrong there. There's the efforts not there, right? So, like, that's the thing that, like, the whole reason that I started this year off with giving you guys, like, that format to write your goals for you, to keep yourself accountable. It's not for me. It's for you guys. And when you have those bad months and they're followed up by bad actions, you are letting yourself down. It's as simple as that, right? And that goes for everybody. So, like, even, like, when I looked at your calendar and I can see that, like, you've obviously taken all that stuff that we were talking about to heart. You've got your. Your lunchtime blocked away there. You've got all the calls, all that kind of stuff. So for everyone that wrote their goals down last month and found out how many phone calls that they need to make per day, show of hands. Who made those amount of phone calls to hit their goals? No one. That is letting yourself down. That's not letting me down. That's like, why even do the process of writing it down if you're not going to follow it? It's just, it's absolute bullshit, right? So, like, it's not about, like, I don't really care, like, if you have a bad month or you have a good month. Right. I'm not going to ever come and kick you and you down and be like, oh, you had a real shit month, idiot. Do you know what I mean? That's not in my nature. But at the same time, if you have a really bad month and you didn't leave it all out on the field, that's when I just get disappointed. And it's not like I don't get disappointed in, in the outcome. I get disappointed with the input to arrive at that outcome. Because I know you just keep getting after it and you keep following the process and you're really hungry to improve yourself. The results will come. But, like, you know, I work enormously hard for all of you guys to provide us all with a good future. And in order for me to keep running at that same pace, I need you guys to all be pushing. And that doesn't mean that every single month needs to be, you know, you hit it out of the ballpark, but it needs to be, you hit it out of the ballpark with the effort that you're going to put into it. Yeah, I don't care what the outcome is as long as I can see that you're hungry and you want it because there's so many people out there. I get hit up every single day, five to 10 times a day on LinkedIn and Instagram that are people that are dying to get into the position where they're not fucking on the ground scratching it out with turkeys for like a shit. One little lead, right? Push, shove, go out there, keep following up. You guys have got all these leads coming in, but like, maximize all of them. Hey, guys, if you enjoyed this video, make sure that you click the like button and subscribe. Dropping a video on YouTube every other day. And if you've got any questions about any of the content that I covered in this video, just basically leave a comment with heysubree in the comment section. And every week we're also trying to go through all those questions and get them answered. So go ahead, click subscribe, and we'll see you on the next video.
