Business
The Power Of Consistency
In this episode of 'The Power Of Consistency', hosts discuss the critical role of consistency in achieving success in business. They share personal experiences and practical strategies to he...
The Power Of Consistency
Business •
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Interactive Transcript
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Yeah, yeah
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Show me
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There's no way I can do that.
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Yes, you can, you have to go ahead and do it.
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Good day, sir.
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I am so grateful that you made me get out of this.
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That's why we get along so well.
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We don't need to.
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Buddy, it has been a little while.
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I know.
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My goodness.
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You have been, I mean, you've been a traveling warrior.
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I was traveling there for a little bit.
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I got back and then you disappeared for a couple weeks.
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So this is, I feel like I don't even know what to do.
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Like this is the very first one we've ever done.
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It is.
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It's like, this is the first time we have actually
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taken like a little break from making them
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since we started over a year ago.
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Yeah.
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It's been like a year and a few months.
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So we are ready to rock and roll.
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I'm excited.
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Because there's a topic that keeps coming up
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on almost every single like agent check in, John.
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I know you've been hearing it a lot about people just wanting
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to figure out how to be more consistent with their business,
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right?
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Because that's really the whole thing.
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Like I know the year that I was in the field full time.
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The secret wasn't that I was good at this business.
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The secret wasn't I was really good at being consistent.
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Okay.
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I was average at best.
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But what ended up happening was I got in front of more people
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and I always got my appointments.
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I think there was out of 52 weeks in a year,
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there was two weeks that I didn't get my appointments.
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Two.
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And so what ended up happening is over the course of the year.
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I ended up with an average of $7,500 of premium per week,
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which isn't great, right?
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That's 78 apps.
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But over a year of doing that,
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that was over $425,000 of business.
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And the only reason I did that is because every week,
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except two, I got my appointments.
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And I remember the two.
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One of them Marshall had booked his key leader Academy
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over the weekend.
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I'm like, Marshall, I have to dial.
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So I didn't want to go to anything.
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And I wanted to sit there and dial.
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And then in the morning, when everyone was having breakfast,
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I was dialing.
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You know what?
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I even remember you, like, conference having to peel away
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for like an hour before, like, after the event, before dinner,
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you're like, I gotta go make some dows.
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I'm like, just take the time off.
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I remember thinking that to myself so vividly,
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like, one of my first conferences that I went to,
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I thought, what the hell is she doing?
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Yeah, like, I'm here.
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We sold a whole bunch premium before it.
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We sold, you know, we're gonna sell some after,
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but you didn't want to ever ruin that momentum.
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And that's, that was it, right?
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I always say that we don't want to,
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we want to be consistently good instead of occasionally awesome,
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right? And so over the course of the year, right?
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You get in front of 10 people a week,
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over over a year, John, how many sits is that?
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If you get in front of 10 people a week,
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over a year, how many people do you get in front of?
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520.
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So if you get in front of 520 people in a year,
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do you think you're gonna be freaking better or not?
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I think you do.
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That's the only reason that I got good at this business, right?
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That's it.
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I was told it in the first beginning,
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you get paid for your hustle later,
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you get paid for your skill.
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All right, so don't be afraid of failing.
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Be afraid of being in the exact same spot
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that you are now next year.
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And it starts with us being committed
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to what we're gonna do today in this week, okay?
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Yeah, so that's great.
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So I think that's a really good message to write
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because it didn't take you as long as long, right?
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As long as it did to get in front of those 10 people
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in the beginning that it did at the end.
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Because I remember being on text message streams with you
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where you'd start dialing at four o'clock in the afternoon
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and you'd be done with all 15 appointments by seven.
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Where I'm like, I'm gonna dial you all damn day
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and I've only sat in front of three or four people
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or set out here.
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Here's the thing.
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Here's the thing.
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Okay, number one, there's two reasons
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that people don't make it here.
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The first one is that they don't buy enough leads.
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The second one is they don't call them enough.
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That's it.
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And John, I think maybe I don't know,
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or maybe I was also getting some better leads
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than you faster as well.
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I don't know that might be the hard way.
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Good leads.
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I know, I don't remember what our lead mix was
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if it was the same back then,
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but that box has to be checked, right?
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Like, there's just assumed that every week
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you're getting your spending your $500 a week
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or whatever it is minimum on leads.
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Okay, let's check it off.
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But if we look at our schedule,
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there's probably like nine tips I'm gonna give really quick
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that I want you to do to optimize your schedule
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because if we're not getting in front of 10 people a week,
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it's impossible for you to be fiercely consistent
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in this business if you're not as good as selling as John.
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Okay, and even John, when you run the field,
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you don't, it's never less than 10, even now.
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It's like 10 is the bare bones minimum.
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I honestly think that you,
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if you were only getting in front of five a week,
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could you be consistent?
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I know I couldn't.
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Sometimes like you have five weirdos in a row,
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like, or whatever, like, you know, but 10,
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it's even if you're horrible,
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you're gonna help at least five of them.
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Yeah, you know the numbers are the numbers of you
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at 10 in my opinion, you're right?
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Yeah.
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So let's talk about a strategy, right?
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Because I'm gonna bring up about 10 different things
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that I'm seeing when I look at people's schedules
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that we need to fix if we're not getting
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in front of 10 people yet.
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Okay?
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So number one is if you're full time, right?
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If you're full time, you have enough leads,
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do you have at least four hours a day of dial time?
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Okay, four hours.
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If you have four hours of dial time on your schedule,
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are you gonna call all four hours?
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Or do you think there might be a little bit of downtime
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with you starting the dialer,
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moving leads around, inputting numbers, whatever?
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You're probably gonna actually physically dial
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about three to three and a half hours
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if you have four hours on your schedule,
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which is a full time person.
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If you only have two hours of dial time,
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your part time, not full time.
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If you're full time, you should have at least 20 hours
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of dialing on your schedule,
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if you're not getting in front of 10 people a week yet.
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If you're part time, it's at least 10.
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Okay, but look at your schedule
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and do you have enough dial time each day?
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John, I'm seeing people are spending more time listening
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to conference calls and they are dialing.
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Does not make it to you any money
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if you're not actually doing anything
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with what you're learning.
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Okay?
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Anything you'd add to that part?
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No, other than I just really wanna pay attention
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to what she's saying is like, hey, look on your schedule,
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if you have two hours of actual dial time set up,
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it's not two hours of dialing.
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It's more like an hour and 35 minutes
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because each time you're setting yourself up,
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you're logging into the dial,
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your transferring leads, you're getting yourself
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actually set up that people don't kind of take that time
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into an account.
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And I bet that they don't take it into account
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with most things, right?
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So no, that's good.
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They're getting ready to get ready.
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And here's what's really cool on Ninja.
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I got on it a couple of weeks ago.
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I made 45 dials in 15 minutes.
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I had an agent of mine do 166 dials
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in an hour and a half dial session last week.
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She booked three appointments.
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But before that, she was doing 300 dials all week.
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Now she's doing 160 and one set, guys.
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Great.
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Okay?
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But we still wanna, Matt, and then we said, okay,
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let's say that you do 100 dials an hour on Ninja, right?
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Which is way less than what I did.
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And you do 20 hours of dialing.
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John, how many hours is, how many dials did you do?
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20.
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Are you gonna get them from the 10 people
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with 2000 freaking dials, okay?
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And this isn't a commercial for Ninja, but kind of,
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because it's gonna change your business
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to dial that much.
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2000 dials, I don't think I've ever done that.
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I got it, maybe I need to do that this week.
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All right.
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Here's the other thing, okay, ready?
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So full time is 20 hours.
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Part time is 10 dial, income producing activity time
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on your schedule.
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But here's the other question I want you to ask yourself.
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Are you dialing outside of the nine to five schedule?
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Like what are you doing on your schedule
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to reach the people that work nine to five?
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Most people do work nine to five, right?
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Not everyone, but the majority of people work nine to five.
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We are not nine to five, okay?
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You signed up for this, is that's not you, okay?
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So are you dialing at like 8 a.m.?
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Okay?
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When I'm dialing, I know John and I got leads,
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for a couple of weeks there,
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I booked 90% of my appointments
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between eight o'clock and 8.30 every morning.
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It was like, I thought it was not a waste of time,
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but I'm like, okay, now I'm just kind of dialing
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because I got a hold of everyone right away.
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I already had like three to five appointments
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before nine o'clock it.
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Okay, are you doing that?
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Are you calling at eight?
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Check your legalities in your, sit in your state,
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but most of them you can dial at 8 a.m., okay?
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Another thing, are you dialing as late as you can
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to catch the people that are off work at five or six?
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So many schedules I'm seeing people are done dialing
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at like 6.30.
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You're not, you're missing everyone.
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Which is crazy.
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It's insane how many people think that they're done at six
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that I'm seeing in this business.
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So what I would do, and John, and this is what I do,
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and I'm calling ours is eight to nine, I dial,
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and then I'll do a little pass around lunchtime again,
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and then I'll call again at like 7.30 to nine,
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or seven to eight 30, like an late as it possibly can
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to try to reach these people that are working nine to five.
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So I'm recommending three blocks
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where you're dialing up until like 8.30
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or nine o'clock every week, okay?
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And I'll pause there for a sec, yeah.
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No, I love that just from the perspective.
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Like you aren't, you're not doing a majority
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of your dials during their work time, right?
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You're doing it before, you're doing maybe
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around lunchtime, then you're doing it obviously thereafter.
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You're almost even doing it kind of like after dinner, right?
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The most probable times that you're gonna have
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to be able to kind of connect with people,
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and I think people do need to understand that.
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And go hang out with your family, have dinner, take a break,
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because you want to be like a fresh version of you,
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you don't want to be sitting here for 15 hours straight
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and dialing all day, sit out, make it and dial with intention.
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Like I'm sitting down to book five appointments,
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and I'm booking them all for the same day.
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So when I'm getting on at eight,
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I'm booking them for probably 8.39 o'clock or noon,
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or five, I want to get them all now, okay?
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And so that's my last tip is,
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there's two more, do you have at least three dial sessions
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a day on your schedule?
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So breakfast lunch after dinner.
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And just a pro tip, do you have Friday night
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and Saturday morning on your calendar?
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Because Friday night, John and Saturdays,
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when I could get 15 appointments in those two blocks,
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all day long, and it's still when people are not dialing,
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almost 100% of the schedules I see, John,
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there's nobody calling up until nine o'clock on Friday.
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They're clocking out at like six or seven at night.
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Like you're missing it, you're missing these people.
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They might have had a few glasses of wine by then,
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they'll be easy to book, you can be good to go.
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And people like, you know what, well, that's how we're both
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felons, okay, fair enough that that's not work like
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fountains, but you know what, it's,
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I think it's really hard to be broke instead of just hard,
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hard to missing out on some of the things
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the family or friends during those peak times.
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So do keep that in mind as well, right?
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Like, so this is what this is what I was,
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I was willing to make a few sacrifices for a few seasons
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of my children's life to be there for everything
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for the rest of their life.
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That's right.
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And you don't have to work for it.
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You don't have to do any of the stuff that I'm recommending.
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This is a, a lot of people don't, John.
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But if you get in front of 10 people a week,
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it's going to change your life.
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And if you not get in front of 10 people a week,
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you're going to wonder why your money's not consistent.
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So what I would, this is the recommendation
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if you're to get in front of 10 people a week,
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once you get really good, you can start peeling this stuff back
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and you can start doing whatever.
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But attack, you're spending all this money on freaking leads,
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attack them, attack them to squeeze.
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Not we did Omar Diaz on a call a couple of weeks ago.
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He's like golden pen winner four years in a row.
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He has a 93% resolution on all the leads he buys.
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He gets a yes or a no from 93% of them.
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He attacks them and you attack the 10 sits.
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It's going to change your life.
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That changed my night, $100,000 saved up
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after a year and a half in the field.
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Cause I did this.
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So, you like, you don't want to suck it sales.
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Follow those pro tips, dog outside of that.
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This is fun today.
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We got to, we got to do a part two of this.
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But bye y'all.