WEBVTT 1 00:00:05.279 --> 00:00:07.779 Okay. Okay. So welcome, everyone. 2 00:00:08.240 --> 00:00:09.860 Glad that you could make this. 3 00:00:10.880 --> 00:00:13.059 And as you probably so this is 4 00:00:13.495 --> 00:00:14.235 the first 5 00:00:14.535 --> 00:00:16.715 in our series for 2026 6 00:00:16.775 --> 00:00:17.275 for 7 00:00:17.654 --> 00:00:18.795 the sales series. 8 00:00:19.654 --> 00:00:20.154 And 9 00:00:20.535 --> 00:00:23.275 as you know, the sales series all have, 10 00:00:24.695 --> 00:00:28.314 a theme that correlates with the blogs and the posts 11 00:00:28.890 --> 00:00:30.990 during the month if you're following 12 00:00:31.449 --> 00:00:34.750 my newsletter or log on to actually read it. And 13 00:00:35.450 --> 00:00:36.190 not surprisingly, 14 00:00:36.890 --> 00:00:38.510 December and January 15 00:00:39.370 --> 00:00:40.670 are good goal 16 00:00:40.970 --> 00:00:41.470 topic 17 00:00:41.850 --> 00:00:42.350 months. 18 00:00:42.755 --> 00:00:46.855 So I'm going to assume, but I'd love to hear from you. I'm gonna assume that 19 00:00:47.315 --> 00:00:49.335 if you're here, there is some 20 00:00:50.515 --> 00:00:51.015 value 21 00:00:51.795 --> 00:00:54.454 to goals and writing them and 22 00:00:55.730 --> 00:01:01.829 following them and achieving them, that means something to you. So I'm gonna take that as a, 23 00:01:03.089 --> 00:01:04.069 as an opening. 24 00:01:04.369 --> 00:01:09.909 So is there because we are gonna be talking about goals today, and I wanna hear from as many of you as possible, 25 00:01:11.115 --> 00:01:14.255 and I know that some people are on camera and some people aren't. But 26 00:01:14.634 --> 00:01:18.655 what is it about so that I can have it in my head. What is it about goals, 27 00:01:19.594 --> 00:01:24.575 talking about them, or what's the struggle that you might have with them? Whether it's 28 00:01:25.090 --> 00:01:27.590 how to write them, how to articulate them effectively, 29 00:01:28.290 --> 00:01:32.310 how to create a good strategy, what act like, whatever it is 30 00:01:32.850 --> 00:01:33.830 about goals, 31 00:01:34.450 --> 00:01:36.630 I would love to hear it. So you can either 32 00:01:36.975 --> 00:01:38.975 unmute yourself and just shout it out. 33 00:01:38.975 --> 00:01:41.955 You could put it in the chat, whatever is most comfortable for you. 34 00:01:45.534 --> 00:01:46.994 So who wants to go first? 35 00:01:56.610 --> 00:01:57.110 Accountability. 36 00:01:58.610 --> 00:01:59.110 Accountability. 37 00:01:59.890 --> 00:02:00.950 Okay. So 38 00:02:02.515 --> 00:02:04.535 what about it that 39 00:02:05.555 --> 00:02:06.295 that accountability 40 00:02:06.755 --> 00:02:08.615 is a built in feature? 41 00:02:09.235 --> 00:02:11.255 Hi, Erica. A built in feature 42 00:02:12.115 --> 00:02:14.295 of writing goals or 43 00:02:14.610 --> 00:02:16.790 how to elevate the level of accountability 44 00:02:17.250 --> 00:02:18.710 when you do write them 45 00:02:19.410 --> 00:02:20.790 or yes to both? 46 00:02:21.650 --> 00:02:22.630 Yes to both. 47 00:02:24.210 --> 00:02:25.750 Okay. Mostly keeping accountability, 48 00:02:26.130 --> 00:02:29.475 like, staying at you've set the goal, it was important, 49 00:02:29.855 --> 00:02:35.955 and how sometimes it loses its importance over time and keeping yourself tied in and accountable to that goal. 50 00:02:36.655 --> 00:02:37.715 That's a good one. 51 00:02:38.335 --> 00:02:39.315 Thank you, Chris. 52 00:02:39.620 --> 00:02:43.079 You're welcome. Yeah. Anyone else? Anything else about goals? 53 00:02:44.340 --> 00:02:48.040 Either Erica, do you have anything to ask? Or we have two Erica's. 54 00:02:51.885 --> 00:02:54.845 Sorry. I'm late. I just hopped on. I didn't hear the question. 55 00:02:54.845 --> 00:02:59.345 So I'm So the question is, what is it about goals that has you hop on the call today? 56 00:03:00.045 --> 00:03:02.685 Or and you can say, I didn't even know the goals was the topic. 57 00:03:02.685 --> 00:03:05.985 I just wanted to be on the call, which is a great answer as well. 58 00:03:06.750 --> 00:03:09.970 I knew goals was the topic. I'm excited to be on the call. 59 00:03:11.230 --> 00:03:12.050 No. We, 60 00:03:12.590 --> 00:03:15.170 it's a new year and kind of a 61 00:03:15.710 --> 00:03:17.410 I say this all the time, but 62 00:03:17.950 --> 00:03:22.314 a new fresh start for Garrison's, and so we are, like, hitting it hard. 63 00:03:22.614 --> 00:03:26.954 Some of the things we started talking about last winter is what I'm doing right now, so here I am. 64 00:03:28.055 --> 00:03:28.555 Yay. 65 00:03:29.415 --> 00:03:33.034 Great. Great. Well, and the ads for Garrison's have been wonderful too. 66 00:03:34.090 --> 00:03:36.990 I know Brian looks adorable as always as always. Yes. 67 00:03:37.450 --> 00:03:41.390 Excellent. And an and a new microphone. I mean, we're in the new era. Wow. 68 00:03:41.770 --> 00:03:45.070 Wow. Wow. Wow. Wow. We are blazing new trails for 2026. 69 00:03:45.365 --> 00:03:49.385 Right. Okay. Well, let's go then. So let's talk about them. So 70 00:03:50.165 --> 00:03:52.185 wherever you are about goals 71 00:03:52.805 --> 00:03:54.105 is wherever you are. 72 00:03:54.485 --> 00:03:58.665 Nothing to defend, nothing to feel bad about, nothing nothing nothing about that. 73 00:03:59.045 --> 00:03:59.285 So, 74 00:04:00.560 --> 00:04:04.100 you may be here because you've written goals and they're not articulated 75 00:04:04.880 --> 00:04:06.580 quite the way you want them to be. 76 00:04:06.640 --> 00:04:09.780 Or you've written a goal, but you don't really know how to write a strategy. 77 00:04:10.000 --> 00:04:12.660 Or you've written a strategy, but you don't 78 00:04:14.235 --> 00:04:18.495 you don't really know what actions specifically are gonna get you to achieve that. 79 00:04:18.555 --> 00:04:20.654 Or you don't know if your goal is big enough 80 00:04:21.274 --> 00:04:22.095 or anything 81 00:04:22.555 --> 00:04:23.935 about that. So 82 00:04:24.315 --> 00:04:26.255 let's go over some really 83 00:04:26.715 --> 00:04:27.855 simple stuff. 84 00:04:28.440 --> 00:04:28.940 And 85 00:04:29.480 --> 00:04:29.980 and 86 00:04:30.440 --> 00:04:34.700 I wasn't kidding when I said I tend to talk about goals in December actually, 87 00:04:35.560 --> 00:04:36.060 November, 88 00:04:36.520 --> 00:04:38.140 in December and January 89 00:04:38.920 --> 00:04:43.020 because it's still a little squishy and gray out there in terms of getting them 90 00:04:43.425 --> 00:04:46.245 articulated and, you know, up in front of you to remind 91 00:04:46.785 --> 00:04:49.285 you for of your actions for the day and the week. 92 00:04:49.665 --> 00:04:53.445 So when we write goals, in terms of the world of articulation 93 00:04:55.185 --> 00:04:59.690 so we want to have a goal that matters to us, first of all. 94 00:04:59.990 --> 00:05:02.970 If you have a goal that is anything less than, 95 00:05:04.069 --> 00:05:13.164 let's even say, burning, then find another goal because you're gonna have some obstacles that are gonna come up in the process of achieving that goal 96 00:05:13.544 --> 00:05:15.384 that are gonna knock you back in your boots. 97 00:05:15.384 --> 00:05:21.004 And so you wanna have a goal that's got some staying power for you, that you want 98 00:05:21.705 --> 00:05:25.565 that you're gonna make you are willing to do uncomfortable things 99 00:05:26.120 --> 00:05:29.580 only because they're not familiar or foreign or out of your habit 100 00:05:30.280 --> 00:05:30.780 that 101 00:05:31.160 --> 00:05:35.740 that you're going to need to do in order to achieve it. That's just the facts of it. 102 00:05:35.800 --> 00:05:37.260 Because if you keep doing 103 00:05:37.640 --> 00:05:41.985 what you're doing, you're gonna get what you already have, if not less 104 00:05:42.465 --> 00:05:44.965 than, because everything around you has changed. 105 00:05:45.504 --> 00:05:46.004 Right? 106 00:05:46.384 --> 00:05:53.044 So when you pick a goal and I'm gonna use because most of most of the people on the call are in sales or sales management. 107 00:05:53.264 --> 00:05:57.044 So most people are gonna have some sort of a revenue goal. 108 00:05:57.810 --> 00:06:01.590 And when you write your goals, I use the SMART structure, 109 00:06:02.130 --> 00:06:03.830 s m a r t. 110 00:06:04.370 --> 00:06:07.270 SMART s stands for specific. 111 00:06:08.210 --> 00:06:12.790 And I'm gonna make up a goal and say write $1,000,000 112 00:06:12.965 --> 00:06:15.305 by 12/31/2026. 113 00:06:16.005 --> 00:06:20.105 So the specific part of that is write $1,000,000. 114 00:06:20.485 --> 00:06:27.120 It's not write a lot. It's not do more. It's not beat last year. It's got a really specific 115 00:06:27.820 --> 00:06:28.960 number in there 116 00:06:29.340 --> 00:06:30.000 so that 117 00:06:30.380 --> 00:06:32.080 you know if you did it. 118 00:06:32.540 --> 00:06:37.040 So one of the criteria for goals, being a good goal, is that it's specific. 119 00:06:37.660 --> 00:06:38.720 Two, m, 120 00:06:39.020 --> 00:06:39.520 measurable. 121 00:06:40.775 --> 00:06:41.275 Replace 122 00:06:42.135 --> 00:06:45.755 more, less, better, almost, at least 123 00:06:46.135 --> 00:06:47.115 with a number. 124 00:06:47.495 --> 00:06:48.155 It can 125 00:06:48.854 --> 00:06:51.275 be a number like an integer 126 00:06:51.655 --> 00:06:52.955 or it can be a percentage. 127 00:06:53.655 --> 00:06:54.555 You can say, 128 00:06:55.095 --> 00:06:55.595 increase 129 00:06:56.740 --> 00:06:58.680 revenue in 2026 130 00:06:59.300 --> 00:07:00.820 by 22% 131 00:07:00.820 --> 00:07:02.280 over 2025. 132 00:07:03.140 --> 00:07:08.040 I'll get to whether that's attainable in a minute. So but you want it to be specific 133 00:07:08.420 --> 00:07:09.240 and measurable. 134 00:07:09.955 --> 00:07:16.135 So if anywhere in anything you've written, there's more or less, better than, at least, any of those words, 135 00:07:16.675 --> 00:07:18.855 replace them with a number. 136 00:07:19.955 --> 00:07:20.455 Three. 137 00:07:20.995 --> 00:07:21.495 Attainable. 138 00:07:22.595 --> 00:07:23.095 So 139 00:07:26.620 --> 00:07:30.880 that's important. You want to write a goal that challenges you 140 00:07:31.259 --> 00:07:36.000 but is not out of the realm. And it's and it's challenges you in a couple of ways. 141 00:07:36.780 --> 00:07:40.560 One is is that it challenges you to do it at all, 142 00:07:41.305 --> 00:07:45.805 and it challenges you to do it in the time allowed, which is what the t stands for. 143 00:07:46.025 --> 00:07:48.205 So specific, measurable, attainable. 144 00:07:49.145 --> 00:07:57.770 R is about relevant to you, that when you look at that goal in a larger context of what you're looking to create for 2026 145 00:07:57.770 --> 00:07:58.750 or any year, 146 00:07:59.850 --> 00:08:06.190 it they align, and it matters to you. It's not something that you're doing for someone else only, 147 00:08:06.650 --> 00:08:09.070 or we have to do this as part of our team, 148 00:08:09.485 --> 00:08:15.745 or my boss makes me. It's not in that world. It's in the world of, since I'm in charge of my life, 149 00:08:16.285 --> 00:08:18.145 this is what I wanna achieve 150 00:08:18.685 --> 00:08:20.544 by a particular time. 151 00:08:21.325 --> 00:08:23.505 Right? So specific, measurable, 152 00:08:25.230 --> 00:08:25.730 attainable, 153 00:08:26.910 --> 00:08:30.110 relevant to you, and time bound. So you wanna put a date on it. 154 00:08:30.110 --> 00:08:34.929 So if you say write a million dollars as a salesperson, not a store, 155 00:08:35.309 --> 00:08:37.510 write a million dollars in January 156 00:08:37.510 --> 00:08:38.350 2026, 157 00:08:38.350 --> 00:08:42.704 that might not be attainable for a person, but it might be attainable for a team. 158 00:08:43.164 --> 00:08:48.704 Right? So that really matters, that you want to write goals that are 159 00:08:49.565 --> 00:08:52.305 that that really that really are accurate. 160 00:08:52.779 --> 00:08:56.640 So that that whatever you're looking to achieve is doable. 161 00:08:57.740 --> 00:08:58.240 Okay. 162 00:08:58.620 --> 00:08:59.120 So 163 00:09:00.860 --> 00:09:04.960 some of you, we have we have managers, sales managers, designers. 164 00:09:05.295 --> 00:09:11.154 We have we have a lot of different people on the on the on this call. So when you start looking at, 165 00:09:12.415 --> 00:09:14.035 creating that as salespeople, 166 00:09:14.975 --> 00:09:19.955 especially salespeople on commission, you wanna start thinking about that number in terms of 167 00:09:20.510 --> 00:09:24.350 what do I need to contribute to the team? What did I do last year? 168 00:09:24.350 --> 00:09:27.730 What do I need to contribute to the team to keep my seat on the bench? 169 00:09:29.070 --> 00:09:32.930 And what do I need to make as a result of what I write? 170 00:09:34.005 --> 00:09:36.905 So with some of you that I've worked with, we work on those, 171 00:09:37.365 --> 00:09:44.105 what's the goal and what's the basement number. And so if you go back to the blogs, I have you 172 00:09:44.645 --> 00:09:47.865 do a couple of exercises of one, what do I need to 173 00:09:48.730 --> 00:09:50.350 what do I need to write 174 00:09:51.210 --> 00:09:52.750 for what I need to cover 175 00:09:53.210 --> 00:09:56.670 in my fixed and variable expenses every month as a salesperson? 176 00:09:57.530 --> 00:10:00.510 So what is that first of all, I need to know what that number is. 177 00:10:00.650 --> 00:10:03.070 And then to start to calculate that number 178 00:10:03.610 --> 00:10:07.045 based on what do I need to bring home every month 179 00:10:08.144 --> 00:10:09.745 and add 25% 180 00:10:09.745 --> 00:10:12.404 to that for what do I need to 181 00:10:13.904 --> 00:10:15.285 gross every month. 182 00:10:16.945 --> 00:10:17.925 Excuse me. 183 00:10:18.380 --> 00:10:25.760 And then based on that, you wanna take that number and divide it by whatever your commission rate is, let's say 6%, 184 00:10:26.140 --> 00:10:29.200 to come up with what you need to write at 6% 185 00:10:29.420 --> 00:10:32.959 to make that gross number for what you need to bring home. 186 00:10:33.495 --> 00:10:37.275 All of this is being recorded, everything I just said, so it's not confusing. 187 00:10:37.975 --> 00:10:40.955 Because that's what I call your basement number. 188 00:10:41.495 --> 00:10:41.995 Now 189 00:10:42.615 --> 00:10:48.670 you may have you may work on a team that as a salesperson, that to keep your seat on the team, 190 00:10:48.970 --> 00:10:52.350 let's say you need to write 50,000 in in revenue every month. 191 00:10:52.730 --> 00:10:56.430 That's the standard that keeps you in the building. 192 00:10:57.290 --> 00:10:59.230 But your basement goal 193 00:10:59.625 --> 00:11:04.285 is, say, 60 and 8,000 is what you need to write at 6% commission. 194 00:11:04.425 --> 00:11:07.805 Forget about protection, any other spiffs. 6% commission 195 00:11:08.505 --> 00:11:10.125 for what you need to bring home, 196 00:11:10.585 --> 00:11:12.365 right, is 68%. 197 00:11:12.425 --> 00:11:16.490 But you might have a goal of 75 to $100,000 198 00:11:16.550 --> 00:11:18.650 because that's the number in abundance 199 00:11:19.030 --> 00:11:20.330 of where you wanna live. 200 00:11:20.950 --> 00:11:22.490 Right? It's not just 201 00:11:23.030 --> 00:11:23.530 survival. 202 00:11:23.910 --> 00:11:25.130 It's actually abundance. 203 00:11:25.830 --> 00:11:30.015 So when you start to create that number, whatever that number is, 204 00:11:30.575 --> 00:11:31.795 calculate it. 205 00:11:32.415 --> 00:11:35.375 Calculate it. Alright. One more thing about that. 206 00:11:35.375 --> 00:11:37.875 This is for both sales managers and for salespeople. 207 00:11:39.935 --> 00:11:44.515 Your showroom has seasonal numbers. You have every month 208 00:11:45.180 --> 00:11:46.640 is equal to a percentage 209 00:11:47.340 --> 00:11:48.240 of 100. 210 00:11:48.940 --> 00:11:58.880 So, you know, in home furnishings and furniture, we may have January and February tend to be pretty good months, so that may be like a 10% month or an 11% month. 211 00:11:59.405 --> 00:12:01.905 So you wanna have a three year history, 212 00:12:02.925 --> 00:12:05.745 maybe five, but three years. It gets us beyond COVID. 213 00:12:06.125 --> 00:12:08.145 So a three year history of 214 00:12:08.845 --> 00:12:09.345 what 215 00:12:09.805 --> 00:12:12.945 each month means in a percentage to 100. 216 00:12:13.760 --> 00:12:17.280 Because when you take your big number of, say, $1,000,000 217 00:12:17.280 --> 00:12:18.020 for salesperson 218 00:12:18.720 --> 00:12:20.480 and you've got an 11% 219 00:12:20.480 --> 00:12:21.620 month for January, 220 00:12:22.880 --> 00:12:25.460 you need to write a $110,000. 221 00:12:26.000 --> 00:12:26.980 Now I know 222 00:12:27.335 --> 00:12:29.575 that if you wrote $84,000 223 00:12:29.575 --> 00:12:31.355 every month, you're gonna make 224 00:12:31.655 --> 00:12:33.195 a million dollars a year. 225 00:12:33.735 --> 00:12:39.195 But January is a bigger month than that, and April is like a 7% month. 226 00:12:39.730 --> 00:12:44.710 So you're only gonna do 70,000. You're gonna, like, barely make what your breakeven is, 227 00:12:45.250 --> 00:12:49.670 right, what your basement is. So you wanna calculate it so that your numbers 228 00:12:50.130 --> 00:12:50.630 always 229 00:12:51.090 --> 00:12:57.774 are an accurate reflection of what the history is so that they feel even more real to you. 230 00:12:58.795 --> 00:13:01.454 Because if you just did 84,000 every month, 231 00:13:02.154 --> 00:13:05.055 it just doesn't it doesn't it doesn't ring. 232 00:13:05.595 --> 00:13:06.334 The basement, 233 00:13:06.795 --> 00:13:10.415 that number doesn't change unless you change your fixed and variable expenses. 234 00:13:10.770 --> 00:13:14.310 That number doesn't change, but your goal is actually gonna change. 235 00:13:15.010 --> 00:13:15.510 So 236 00:13:15.890 --> 00:13:20.390 now you've got a twelve months that each have a a percentage 237 00:13:20.770 --> 00:13:25.830 to one to that equals a 100. You're gonna have to fudge a little bit. That equals a 100. 238 00:13:26.505 --> 00:13:30.525 What you wanna look at next is you wanna look at your quarterly goals. 239 00:13:30.585 --> 00:13:32.925 You might have first quarter's 31%, 240 00:13:33.145 --> 00:13:35.245 quarter q two is 27%, 241 00:13:35.465 --> 00:13:36.605 24%, 242 00:13:36.665 --> 00:13:39.085 so that each quarter has 243 00:13:40.630 --> 00:13:41.910 around 25%, 244 00:13:41.910 --> 00:13:43.290 but has a a 245 00:13:45.430 --> 00:13:47.210 a a percentage toward 100 246 00:13:47.270 --> 00:13:54.330 as well. Because here's the deal. You can miss a month in your goal, but you cannot miss a quarter. 247 00:13:54.765 --> 00:13:55.265 You 248 00:13:55.805 --> 00:13:56.945 cannot ever 249 00:13:57.485 --> 00:13:58.625 miss a quarter. 250 00:13:59.165 --> 00:14:01.505 Like, you cannot carry a deficit 251 00:14:01.805 --> 00:14:05.505 from one quarter to the next. Like, ever, never, never. 252 00:14:07.550 --> 00:14:09.329 So that's for Chris Cooley for accountability. 253 00:14:09.870 --> 00:14:11.410 You can't ever do that. 254 00:14:11.949 --> 00:14:16.050 You just can't do that because it's just too hard to make it up. So 255 00:14:16.430 --> 00:14:24.145 one of the things that I like to do, I did it by accident one year and then I do it by intention every year since then is I don't may I don't use all twelve months. 256 00:14:24.145 --> 00:14:29.525 I use eleven months because I wanna make my goal my as I have a sales goal, I'm a salesperson just like you guys. 257 00:14:29.985 --> 00:14:36.725 I have to make my goal by the end of thank by after Thanksgiving because I don't wanna be thinking about it in December. 258 00:14:37.170 --> 00:14:39.830 You know and I know that for most home furnishings retailers, 259 00:14:40.529 --> 00:14:44.310 December's not a month that you can rely on. Either it's a 6% month. 260 00:14:44.529 --> 00:14:50.290 Maybe you have a floor clearance between Christmas and New Year's, and so you might, like, get some juice with that. 261 00:14:50.290 --> 00:14:57.435 But it's not a month that you can rely on if you're if you're expecting to make a goal that you haven't made yet in December. 262 00:14:57.895 --> 00:15:00.555 So really try to get it all in by Thanksgiving. 263 00:15:01.175 --> 00:15:01.675 Then 264 00:15:01.975 --> 00:15:05.675 you can spend December enjoying your friends and family, 265 00:15:06.215 --> 00:15:07.275 enjoying the holidays, 266 00:15:08.510 --> 00:15:09.010 reflecting 267 00:15:09.790 --> 00:15:10.290 on 268 00:15:10.910 --> 00:15:16.370 the first eleven months and what happened. What worked? What didn't work? 269 00:15:17.150 --> 00:15:21.330 What do I wanna do differently? How is my life changing how I wanna work? 270 00:15:21.345 --> 00:15:24.545 So that as I look to the new year, how is that gonna be different for me? 271 00:15:24.545 --> 00:15:25.925 Because it's always different. 272 00:15:26.545 --> 00:15:32.245 As well as looking ahead, what has happened to the marketplace? What has happened to our business? 273 00:15:32.305 --> 00:15:36.510 What's happened to our competition? Do I have more people or fewer people on the team? 274 00:15:36.830 --> 00:15:37.970 Like, what's happened? 275 00:15:38.670 --> 00:15:43.150 Right? I'm gonna be doing more house calls this year instead of relying on the door as much. 276 00:15:43.150 --> 00:15:48.210 Like, what has happened as you look forward? So let's use December 277 00:15:48.830 --> 00:15:51.170 as the month to really reflect 278 00:15:51.735 --> 00:15:52.714 and to envision 279 00:15:53.415 --> 00:15:58.154 and then to start setting the numbers that are associated with that. 280 00:15:59.175 --> 00:16:01.275 Okay. So far so good? 281 00:16:02.295 --> 00:16:05.595 Okay. We got some head nodding on that. That's a beautiful thing. Alright. 282 00:16:06.695 --> 00:16:07.195 Now 283 00:16:08.630 --> 00:16:14.410 you write the goal. You have a revenue goal. Say, I'm gonna keep it at write $1,000,000 284 00:16:14.709 --> 00:16:16.089 in 2026. 285 00:16:16.149 --> 00:16:20.230 That is specific, measurable, attainable, relevant to you, and time bound. 286 00:16:20.230 --> 00:16:26.165 Now what's gonna make it attainable is the next step, which is what's your strategy? 287 00:16:26.704 --> 00:16:31.764 And this is where I find aside from articulating in a way that really makes sense 288 00:16:32.065 --> 00:16:33.444 and meets those criteria, 289 00:16:34.144 --> 00:16:39.030 the second place that I find where salespeople miss their goal or managers, 290 00:16:39.570 --> 00:16:40.310 is that 291 00:16:41.010 --> 00:16:41.830 the strategy 292 00:16:42.770 --> 00:16:43.750 is insufficient 293 00:16:44.530 --> 00:16:46.310 for the goal that they've set. 294 00:16:48.050 --> 00:16:49.830 The strategy is insufficient. 295 00:16:51.375 --> 00:16:55.075 The goal is a million. The strategy is $7.50. 296 00:16:55.375 --> 00:16:58.515 It's like you are never gonna write a million dollars with that strategy. 297 00:16:59.855 --> 00:17:02.595 So you wanna look at your strategy and ask yourself, 298 00:17:03.135 --> 00:17:05.635 how am I gonna write a million dollars? 299 00:17:06.929 --> 00:17:07.429 So 300 00:17:07.809 --> 00:17:10.149 for some people, let's say for salespeople. 301 00:17:11.009 --> 00:17:14.470 For salespeople, it might be, how am I gonna do it? 302 00:17:15.250 --> 00:17:17.750 Excuse me. You might look at your business and say, 303 00:17:18.609 --> 00:17:19.730 I want to drive 304 00:17:20.234 --> 00:17:23.694 I'll say retail retail salespeople in a furniture store. 305 00:17:23.994 --> 00:17:28.095 I wanna drive 60% of my business with design projects this year. 306 00:17:29.434 --> 00:17:29.934 Okay? 307 00:17:30.635 --> 00:17:31.535 That's one. 308 00:17:32.075 --> 00:17:33.375 Or you might say, 309 00:17:34.470 --> 00:17:35.690 I want to be 310 00:17:36.710 --> 00:17:37.210 converting, 311 00:17:39.590 --> 00:17:40.470 30% 312 00:17:40.470 --> 00:17:41.929 of unsold opportunities 313 00:17:42.870 --> 00:17:44.010 to be back appointments. 314 00:17:45.350 --> 00:17:46.809 Or you might say, 315 00:17:47.804 --> 00:17:49.024 I wanna close 316 00:17:49.884 --> 00:17:50.784 20% 317 00:17:51.085 --> 00:17:53.504 of first time sale of first time customers. 318 00:17:54.125 --> 00:17:55.424 But you wanna pick 319 00:17:57.004 --> 00:17:58.705 a way of working 320 00:17:59.245 --> 00:18:04.310 and a way of doing it that's gonna work for you. We might have some people on the call who, 321 00:18:05.330 --> 00:18:08.630 are sort of in their more senior years on the floor, 322 00:18:09.170 --> 00:18:11.030 and you have amassed 323 00:18:11.810 --> 00:18:12.310 a 324 00:18:12.690 --> 00:18:13.190 significant 325 00:18:13.570 --> 00:18:14.550 customer base. 326 00:18:15.010 --> 00:18:16.550 And so you might say, 327 00:18:17.945 --> 00:18:20.845 I am gonna cultivate 40% of my business 328 00:18:21.385 --> 00:18:21.885 myself 329 00:18:22.505 --> 00:18:23.485 from my database 330 00:18:23.945 --> 00:18:26.525 with social media posts, with outreach, 331 00:18:27.385 --> 00:18:27.885 with 332 00:18:28.265 --> 00:18:31.885 networking and prospecting through my database and in my marketplace. 333 00:18:32.450 --> 00:18:34.070 I'm not gonna rely on the door. 334 00:18:34.610 --> 00:18:38.230 I'm not gonna rely on the door for more than that. Right? 335 00:18:39.010 --> 00:18:42.790 So when you look at it and that's where looking at your performance actually matters. 336 00:18:43.490 --> 00:18:48.405 That's what so you might say that. I would say don't take more than three strategies. 337 00:18:49.025 --> 00:18:52.965 Because with that, you might say, well, then here's what I need to do. I need to 338 00:18:53.825 --> 00:18:55.365 increase my close ratio 339 00:18:55.985 --> 00:18:57.285 from 32% 340 00:18:57.585 --> 00:18:58.565 to, let's say, 341 00:19:03.460 --> 00:19:04.600 43% 342 00:19:05.220 --> 00:19:10.200 by the end of the year. And what I'm gonna do is I'm gonna increase it by this much 343 00:19:10.500 --> 00:19:11.320 every quarter 344 00:19:11.779 --> 00:19:14.039 using the quarters as a milestone. 345 00:19:16.015 --> 00:19:20.434 I found this year I'm doing it this year in, like, health area 346 00:19:20.975 --> 00:19:22.595 that I'm finding milestones, 347 00:19:22.895 --> 00:19:30.530 like, a smaller amount, whether it's two to three months and making headway that is actually stickable, not just going back. 348 00:19:30.830 --> 00:19:34.050 But I'm finding that that it works better for me 349 00:19:34.430 --> 00:19:36.370 than just looking at the end goal, 350 00:19:36.750 --> 00:19:37.870 but to have increments. 351 00:19:37.870 --> 00:19:44.850 So if you say I wanna go from, what did I say, 32 to 38 close ratio, that is increasing at one point 352 00:19:45.735 --> 00:19:46.875 over two months, 353 00:19:48.375 --> 00:19:49.275 which is great. 354 00:19:49.655 --> 00:19:53.095 Like, you're not adding asking to average 38% 355 00:19:53.095 --> 00:19:56.135 by the end of the year, but you wanna achieve 38% 356 00:19:56.135 --> 00:19:57.755 close ratio by the end of the year. 357 00:19:58.140 --> 00:20:01.920 Right? So if you say average sale or close ratio or or 358 00:20:02.460 --> 00:20:04.780 performance index revenue per opportunity 359 00:20:05.660 --> 00:20:08.640 and Dave and Corey and I have had this conversation that 360 00:20:08.940 --> 00:20:10.640 I like revenue per opportunity 361 00:20:11.020 --> 00:20:15.165 as a measure, and I like it as a measure especially for sales managers. 362 00:20:15.165 --> 00:20:16.625 So I'm gonna talk to you for a minute. 363 00:20:16.925 --> 00:20:18.705 So if you're using that number, 364 00:20:19.565 --> 00:20:24.705 I would use that number too as a sales manager in establishing the strategy for the team 365 00:20:25.320 --> 00:20:26.059 by saying, 366 00:20:26.360 --> 00:20:33.159 you know, our our our revenue per opportunity right now is at eight fifty, and I want us to get to $9.75 367 00:20:33.159 --> 00:20:34.220 by the end of the year. 368 00:20:34.679 --> 00:20:35.580 Now we know 369 00:20:35.960 --> 00:20:39.820 that revenue per opportunity is a combination of close ratio and average sale. 370 00:20:40.125 --> 00:20:41.585 You might have some people 371 00:20:42.045 --> 00:20:48.125 on your team that their average sale is really strong, but the close ratio is not, and some that are the other way. 372 00:20:48.125 --> 00:20:51.585 But as a manager, you wanna hit that number for you. 373 00:20:52.220 --> 00:20:53.680 Now with your team members, 374 00:20:54.300 --> 00:20:58.880 they're gonna be going at it in whatever way they need to create a strategy based on their numbers. 375 00:20:59.100 --> 00:21:04.080 But your number of increasing it to where it needs to go, you'll still be good with that. 376 00:21:04.300 --> 00:21:05.280 So whether it's 377 00:21:05.695 --> 00:21:09.395 increasing a metric, whether it's increasing a way of doing business, 378 00:21:09.855 --> 00:21:14.915 that's what the strategy is for. And we don't have a million things. I would not exceed 379 00:21:15.375 --> 00:21:15.875 three 380 00:21:16.575 --> 00:21:17.875 in terms of your strategy. 381 00:21:18.090 --> 00:21:23.309 So it might be close ratio, it might be average sale, and it might be a way of doing business, 382 00:21:23.850 --> 00:21:27.309 whether it's more house call business, closing more opportunities. 383 00:21:27.610 --> 00:21:29.390 Some of you might be using which, 384 00:21:31.544 --> 00:21:33.005 they they performance 385 00:21:33.385 --> 00:21:35.005 what's it called? It's called, 386 00:21:35.865 --> 00:21:37.085 productivity ratio 387 00:21:37.865 --> 00:21:39.785 that Dave McMahon came up with. 388 00:21:39.785 --> 00:21:43.980 It's a great thing because it's a great way of collecting more information. 389 00:21:43.980 --> 00:21:47.200 If you're on Trackwell AI, you've got this information. 390 00:21:47.660 --> 00:21:52.720 So that this means you either close them, you schedule them, or you've got contact information. 391 00:21:53.020 --> 00:22:01.215 And I would set that number significantly because if not, then you've got people that come and go and nothing, nothing, nothing to show for it. 392 00:22:02.075 --> 00:22:07.535 Right? So when you start setting your goals, look at those elements as you put it together. 393 00:22:08.475 --> 00:22:09.855 So that's goal, 394 00:22:11.170 --> 00:22:11.670 strategy. 395 00:22:12.050 --> 00:22:28.925 So your strategy, when you look at it and say, all right, if I do these, these are the things that if we increase our close ratio to this, if we increase our average sale to this, if we increase our outreach to x percent of our business or increase selling our intangibles 396 00:22:29.785 --> 00:22:30.285 from 397 00:22:30.665 --> 00:22:33.145 with from x to y, which is, 398 00:22:33.785 --> 00:22:35.805 selling protections, using financing, 399 00:22:36.185 --> 00:22:37.405 if we increase those, 400 00:22:37.750 --> 00:22:38.570 selling mattresses, 401 00:22:40.070 --> 00:22:43.690 you wanna just look at those. And if you add up your strategy, 402 00:22:44.470 --> 00:22:50.809 is it going to work if your traffic remains the same or doesn't go below 10% of what it currently is now? 403 00:22:51.794 --> 00:22:52.774 Will the numbers 404 00:22:53.235 --> 00:22:53.735 work? 405 00:22:54.514 --> 00:22:57.815 Because if not, you need to adjust your strategy 406 00:22:58.355 --> 00:23:00.375 so that it aligns with your goal. 407 00:23:01.955 --> 00:23:04.774 Got it? Alright. Any questions about that? 408 00:23:05.400 --> 00:23:13.900 Sell a million or 10,000,000 if you're a store and then have a strategy that has metrics and performance in it or some 409 00:23:15.160 --> 00:23:15.660 way 410 00:23:15.960 --> 00:23:17.580 of achieving that number. 411 00:23:18.875 --> 00:23:19.375 Okay. 412 00:23:19.754 --> 00:23:20.654 Yes. Corey. 413 00:23:22.634 --> 00:23:23.134 Caitlin. 414 00:23:24.154 --> 00:23:26.335 Hi. Caitlin. Caitlin. Caitlin. To 415 00:23:26.875 --> 00:23:28.495 the outlet. Yes. Mhmm. 416 00:23:28.554 --> 00:23:34.029 So I used to be a hairstylist and own a salon, and I did hair for about ten years. 417 00:23:34.409 --> 00:23:35.950 And I did social media. 418 00:23:36.010 --> 00:23:40.750 And then since I've been retired from doing hair for a couple years, I'm not on social media. 419 00:23:41.210 --> 00:23:44.909 So when you were bringing up the social media, I was wondering if 420 00:23:45.210 --> 00:23:47.309 in person or social media is 421 00:23:47.825 --> 00:23:50.165 better in your opinion. But in my opinion, 422 00:23:50.945 --> 00:23:54.085 I think meeting face to face with somebody and making that connection 423 00:23:54.385 --> 00:23:57.445 and handing out business cards, like, the old school way, 424 00:23:57.825 --> 00:23:58.325 is 425 00:23:58.625 --> 00:23:59.285 the best. 426 00:24:01.280 --> 00:24:05.040 And I was also asking how do I advertise on social media if it's, 427 00:24:06.960 --> 00:24:08.640 you know, for a furniture store? 428 00:24:08.640 --> 00:24:12.740 So, like, do I take pictures of the furniture and then advertise the price 429 00:24:13.205 --> 00:24:16.825 and then try to reach out to people that, you know, might be interested? 430 00:24:17.125 --> 00:24:17.625 Or 431 00:24:18.165 --> 00:24:19.865 how do you go about doing that? 432 00:24:20.085 --> 00:24:26.345 Well, I think that there are a few things to do, and I don't think that so imagine that we're not choosing between one or the other, but we're doing 433 00:24:26.650 --> 00:24:29.790 as much as we can. And I would put that under 434 00:24:30.490 --> 00:24:30.990 outreach. 435 00:24:31.610 --> 00:24:34.190 That's outreach. Outreach, whether it's networking, 436 00:24:35.050 --> 00:24:36.830 which is going within your group 437 00:24:37.290 --> 00:24:37.790 to 438 00:24:38.410 --> 00:24:39.870 have them refer you, 439 00:24:40.425 --> 00:24:45.405 prospecting, which is going in your group, in your day in your circle or your client base 440 00:24:45.705 --> 00:24:47.405 to have them buy from you, 441 00:24:47.945 --> 00:24:53.805 or whether it's using social media to be visible and relevant to the audience that you wanna do business with. 442 00:24:54.660 --> 00:24:55.160 Right? 443 00:24:55.620 --> 00:24:56.760 And and 444 00:24:57.940 --> 00:24:59.080 don't ever underestimate 445 00:25:00.020 --> 00:25:06.440 getting your name in the Yelp review so that when your customers do the review, put your name in it. 446 00:25:06.915 --> 00:25:10.995 Exactly. Right? There's that. So so you wanna do all of it. 447 00:25:10.995 --> 00:25:17.015 And if you were to create a strategy, and this is a little out of my wheelhouse, but if you were to create a strategy 448 00:25:17.475 --> 00:25:18.935 for using social media, 449 00:25:19.235 --> 00:25:21.415 you wanna create a strategy and actually 450 00:25:21.980 --> 00:25:26.720 stick with it. It's probably the biggest thing, not just a little bit and then abandon it. 451 00:25:26.780 --> 00:25:38.445 But when you have it, you you're gonna have to do that every single week and measure it to see if it's actually working, to see what elements of whatever you're doing is getting you some return on it. 452 00:25:38.505 --> 00:25:40.605 And if not, what you're expecting, 453 00:25:40.985 --> 00:25:43.005 what do you need to adjust that strategy? 454 00:25:44.345 --> 00:25:44.845 Okay. 455 00:25:45.385 --> 00:25:45.885 Okay? 456 00:25:46.549 --> 00:25:50.970 Okay. Did I answer that for you? Yes. Okay. Thank you. Alright. 457 00:25:51.030 --> 00:25:54.169 So so now you wanna start thinking about actions. 458 00:25:55.190 --> 00:25:56.090 And actions 459 00:25:57.910 --> 00:25:59.290 so as salespeople, 460 00:25:59.750 --> 00:26:01.770 they're selling actions. And 461 00:26:03.965 --> 00:26:07.184 they're often the things that either we do occasionally, 462 00:26:08.765 --> 00:26:10.865 or we think about doing and don't do, 463 00:26:11.485 --> 00:26:14.544 or we think about doing and aren't prepared to do. 464 00:26:14.924 --> 00:26:17.105 So you wanna look at as salespeople, 465 00:26:18.260 --> 00:26:24.360 I would suggest that when you look at those metrics, whether it's increase your close ratio or increase your average sale, 466 00:26:25.220 --> 00:26:29.720 that what are the biggest impact actions that you can actually take 467 00:26:30.445 --> 00:26:32.205 that are gonna increase those numbers? 468 00:26:32.205 --> 00:26:36.705 So I'm gonna put it out to some of you, and you can just, like, unmute yourself and answer. 469 00:26:36.765 --> 00:26:39.825 But if you were to think about what, as a salesperson, 470 00:26:40.525 --> 00:26:43.025 are your highest impact actions? 471 00:26:44.460 --> 00:26:45.200 What are 472 00:26:46.260 --> 00:26:46.760 they? 473 00:26:47.820 --> 00:26:50.880 What gets you the most? Either gets you to close 474 00:26:51.580 --> 00:26:52.400 more people, 475 00:26:53.020 --> 00:26:53.840 close ratio, 476 00:26:54.299 --> 00:26:56.159 or close for bigger tickets, 477 00:26:56.465 --> 00:26:59.605 which is average sale? What are the high impact actions 478 00:27:00.065 --> 00:27:02.085 associated with improving those metrics? 479 00:27:05.665 --> 00:27:06.485 Follow ups? 480 00:27:08.065 --> 00:27:09.365 Could you be more specific? 481 00:27:11.370 --> 00:27:13.150 Reaching out after the fact 482 00:27:14.410 --> 00:27:17.470 with contact information, giving them new promotional pricing. 483 00:27:19.210 --> 00:27:23.470 Okay. So is that an someone that you've seen in the store but didn't close? 484 00:27:24.195 --> 00:27:24.934 Yes, ma'am. 485 00:27:25.235 --> 00:27:28.934 Okay. So let's say that's one. So closing unsold quotes, 486 00:27:29.394 --> 00:27:30.835 right, would be a way of 487 00:27:31.235 --> 00:27:32.934 so let's say one of your strategies 488 00:27:33.235 --> 00:27:34.135 is gonna be 489 00:27:34.595 --> 00:27:35.975 that you're looking to 490 00:27:36.755 --> 00:27:38.774 close unsold quotes on the phone. 491 00:27:40.330 --> 00:27:42.350 Right? They had to go home and measure. 492 00:27:42.570 --> 00:27:51.710 They didn't they you know, things came up in conversations they didn't expect, and they had to think about it more than they thought they did, which, you know, you wanna think about that too in terms of cultivating confusion. 493 00:27:52.250 --> 00:27:52.750 But 494 00:27:53.105 --> 00:27:58.645 so you wanna look at it. And if we're if we're looking to do follow-up, then I would put a finer 495 00:27:59.985 --> 00:28:04.565 I would put a finer point on that. If you said as part of my your strategy 496 00:28:05.470 --> 00:28:09.250 that I want to increase my business by 25% 497 00:28:10.510 --> 00:28:12.050 over 2025 498 00:28:13.310 --> 00:28:14.130 with outreach 499 00:28:15.630 --> 00:28:16.130 activities, 500 00:28:16.830 --> 00:28:17.650 and then 501 00:28:18.195 --> 00:28:23.894 start to list what those would be and how you're gonna execute them would be a wonderful 502 00:28:24.515 --> 00:28:25.015 strategy. 503 00:28:25.794 --> 00:28:26.695 Like saying, 504 00:28:26.995 --> 00:28:28.375 I am going to close 505 00:28:29.394 --> 00:28:30.434 25% 506 00:28:30.434 --> 00:28:31.654 of unsold opportunities 507 00:28:31.955 --> 00:28:33.495 on the phone by appointment. 508 00:28:34.490 --> 00:28:35.950 I am going to close 509 00:28:38.330 --> 00:28:39.450 25% 510 00:28:39.450 --> 00:28:40.830 of my after delivery 511 00:28:41.930 --> 00:28:43.070 sales calls, 512 00:28:45.450 --> 00:28:45.950 period. 513 00:28:46.475 --> 00:28:52.975 And then when you look at that as a sub action, you can say, then I need to be sketching 50% of my opportunities 514 00:28:53.355 --> 00:28:54.655 so that I have sketches 515 00:28:54.955 --> 00:29:02.310 to call them with after delivery and say, you told me that you wanted to wait to have the sectional installed before you ordered the rug. 516 00:29:02.550 --> 00:29:05.190 Can you tell me how the rug that you have now looks with it? 517 00:29:05.190 --> 00:29:09.050 Because I can and I can send you some images to replace that one. 518 00:29:09.190 --> 00:29:16.250 It's that level of action that's gonna get the results you're looking for as well as articulating it 519 00:29:16.550 --> 00:29:17.050 well. 520 00:29:18.955 --> 00:29:24.475 So so I would say that in terms of follow-up is put a finer point on it. Where do you want it to be? 521 00:29:24.475 --> 00:29:25.775 Do you want it to be 522 00:29:26.315 --> 00:29:27.775 cultivating your database 523 00:29:28.475 --> 00:29:28.975 for, 524 00:29:29.595 --> 00:29:33.179 new business? And that would mean through networking and prospecting. 525 00:29:33.799 --> 00:29:38.780 They buy from you or they refer to you. That would mean, am I gonna be doing more 526 00:29:39.160 --> 00:29:42.460 after delivery phone calls as a sales call? 527 00:29:43.355 --> 00:29:46.415 And I've got a template for that. Most of you actually have that. 528 00:29:46.715 --> 00:29:51.135 And this is an area, I kid you not, I think as an industry, we so are horrible 529 00:29:51.595 --> 00:29:55.350 at this. We're so horrible. If I were sales manager, I would send someone home. 530 00:29:55.350 --> 00:30:01.530 If they said I'm not gonna open a can of worms with an after delivery call, I would have them go home and think about whether they wanna work here. 531 00:30:01.590 --> 00:30:05.770 We gotta get rid of some of that language because that's like it it is just 532 00:30:06.390 --> 00:30:11.145 it doesn't help us. Because if we have an after delivery call as outreach 533 00:30:11.845 --> 00:30:17.205 and we expect that when we call them, they're gonna love everything and it's gonna be perfect, remember this. 534 00:30:17.205 --> 00:30:18.505 There's nothing to sell 535 00:30:18.965 --> 00:30:20.345 if they love everything. 536 00:30:20.820 --> 00:30:25.460 We want to have to adjust the the room. We want to have to add some things. 537 00:30:25.460 --> 00:30:29.720 We don't want the tables that they have right now to look great with the new sectional. 538 00:30:29.940 --> 00:30:32.039 We don't want that rug to be perfect. 539 00:30:33.059 --> 00:30:34.760 We want other things to sell. 540 00:30:36.205 --> 00:30:37.585 We have to change our perspective. 541 00:30:38.125 --> 00:30:42.225 Right? So I think that when we look at follow-up, I think it's a brilliant 542 00:30:42.765 --> 00:30:43.265 strategy. 543 00:30:44.205 --> 00:30:47.025 Now start putting a finer point on it. 544 00:30:47.405 --> 00:30:50.540 Closing unsold opportunities on the floor, confirming 545 00:30:51.720 --> 00:30:53.180 and having b back appointments, 546 00:30:54.120 --> 00:30:54.620 closing, 547 00:30:55.720 --> 00:30:58.620 closing on the phone in after delivery phone calls, 548 00:30:59.480 --> 00:31:00.380 reaching out 549 00:31:01.160 --> 00:31:03.100 on a regular basis with 550 00:31:03.895 --> 00:31:04.395 clients 551 00:31:05.175 --> 00:31:06.475 to expand 552 00:31:06.855 --> 00:31:12.715 their original sale. It might be making a newsletter or doing social media posts 553 00:31:13.255 --> 00:31:15.434 that, again, keep you visible and relevant 554 00:31:15.815 --> 00:31:21.840 to your existing clients as well as to other people in your marketplace you might wanna do business with. 555 00:31:23.260 --> 00:31:26.560 I think that was a big answer to just follow-up, wasn't it? 556 00:31:27.340 --> 00:31:31.280 Right? Yes, ma'am. Yes, ma'am. Yeah. Did it help though? Absolutely. 557 00:31:32.060 --> 00:31:33.840 Okay. Well, that's good. 558 00:31:34.525 --> 00:31:37.745 So alright. So the question is still is, 559 00:31:38.445 --> 00:31:40.845 what are the highest impact actions? 560 00:31:40.845 --> 00:31:47.345 And high impact actions, I'm gonna define those as they increase close ratio and average sale. 561 00:31:47.920 --> 00:31:52.500 So what are the tools we have in the toolbox that if we got better at these, 562 00:31:53.760 --> 00:31:56.980 they're gonna increase both close ratio and average sale? 563 00:32:01.765 --> 00:32:03.625 It's your favorite, sketching. 564 00:32:04.005 --> 00:32:08.825 It is my favorite, sketching. Thank you, Corey. Yay to the Michael Allen Group. Exactly. 565 00:32:09.285 --> 00:32:12.345 So all this all the sales managers out there, 566 00:32:12.840 --> 00:32:15.320 again, you've heard me say this to you, but I'm a say it again. 567 00:32:15.320 --> 00:32:17.420 Your salespeople are a reflection of you. 568 00:32:18.120 --> 00:32:18.940 Their sketching 569 00:32:19.240 --> 00:32:20.220 is representative 570 00:32:20.520 --> 00:32:22.299 of your relationship to sketching. 571 00:32:23.640 --> 00:32:25.100 So if they're not sketching, 572 00:32:25.400 --> 00:32:25.900 like, 573 00:32:26.785 --> 00:32:31.845 do something about it. Whether it's talking about it in the huddles, whether it's actually 574 00:32:32.305 --> 00:32:36.085 making sure that everyone has graph paper to start their day in the huddle. 575 00:32:36.225 --> 00:32:40.085 Whether it's in the huddle, you have your five pieces of graph paper and you say, 576 00:32:40.919 --> 00:32:43.960 I'm gonna be coming around to to check with you throughout the day. 577 00:32:43.960 --> 00:32:49.500 If I notice you're not sketching, I'm just gonna hand you a piece of graph paper, and all you need to do is say thank you. 578 00:32:50.279 --> 00:32:52.279 Right? That's what we're gonna do. 579 00:32:52.279 --> 00:32:55.820 That's what it looks like when a sales manager's committed to sketching. 580 00:32:56.005 --> 00:33:01.625 What are their actions to support the sales team? And I'm not a fan of collecting sketches, 581 00:33:02.085 --> 00:33:03.465 but I am a fan 582 00:33:03.765 --> 00:33:09.210 of when you have your one on one meetings with them, have them bring all their sketches since the last time you met. 583 00:33:09.210 --> 00:33:12.669 And then put them all on the desk and say, what do you notice? 584 00:33:13.450 --> 00:33:14.510 And let them answer. 585 00:33:15.929 --> 00:33:18.750 What do they notice about the sketches that they are doing? 586 00:33:20.250 --> 00:33:23.710 Are there things that are consistent? Are there things that never happened? 587 00:33:24.125 --> 00:33:27.025 Are the notes pretty good, but the sketch is a little weak? 588 00:33:27.085 --> 00:33:30.545 Is the sketch really great, but there's no information on the bottom of the page? 589 00:33:31.085 --> 00:33:34.945 What are you noticing about the sketches? Because a collection of sketches 590 00:33:35.325 --> 00:33:36.705 is very telling. 591 00:33:38.010 --> 00:33:41.230 Right? So yay yay yay, Corey. Sketching is one. 592 00:33:41.290 --> 00:33:46.910 Sketching increases both close ratio and average sale. It is the best tool in the toolbox. 593 00:33:47.690 --> 00:33:48.910 And for coaches, 594 00:33:49.770 --> 00:33:57.035 it's your best coaching tool because it's an action that you can look at and read and coach from 595 00:33:57.495 --> 00:33:59.674 as to what created the information 596 00:34:00.375 --> 00:34:03.415 that's on there. And if they're at 20% 597 00:34:03.415 --> 00:34:06.475 sketches and they wanna get to 50% sketches, 598 00:34:06.980 --> 00:34:09.640 how do they what do they need to do in the conversation 599 00:34:10.100 --> 00:34:10.920 or preparation 600 00:34:11.860 --> 00:34:17.960 to improve that? I would suggest one thing that most salespeople who aren't sketching 50% 601 00:34:18.340 --> 00:34:19.960 are sketching in reaction 602 00:34:20.420 --> 00:34:21.880 to a customer concern 603 00:34:22.514 --> 00:34:25.014 versus sketching as an initiating action 604 00:34:25.315 --> 00:34:26.054 by saying, 605 00:34:26.355 --> 00:34:29.974 what can you tell me about the room that you're working with the way it is now? 606 00:34:30.355 --> 00:34:31.895 That's what I wanna understand 607 00:34:32.355 --> 00:34:36.135 so that I can help you with this together. And start there. 608 00:34:36.750 --> 00:34:38.750 Not when they say, I don't know if it's gonna fit. 609 00:34:38.750 --> 00:34:43.330 Say, well, what let's sketch it out and see if it works. Sketch the room the way it is 610 00:34:44.030 --> 00:34:45.330 and work from there. 611 00:34:45.389 --> 00:34:51.650 Then they never have to go home and measure because furniture standard sizes, you already know whether it's gonna fit or not. 612 00:34:52.335 --> 00:34:54.114 Alright. What other tools do you have? 613 00:34:56.815 --> 00:35:02.115 And I say this because the tools matter. Because the tools are gonna be related to your actions 614 00:35:03.215 --> 00:35:04.994 when you put your strategy together. 615 00:35:06.620 --> 00:35:08.320 So what are the tools do we have? 616 00:35:08.780 --> 00:35:10.240 Corey's going for two. 617 00:35:10.620 --> 00:35:11.520 House calls. 618 00:35:11.900 --> 00:35:14.080 Yeah. Okay. Well, let's say make it appointments. 619 00:35:14.460 --> 00:35:19.440 Yeah. Let's gain a whole new relationship with appointments. Because when we look at it, 620 00:35:20.055 --> 00:35:21.974 be back appointment, 67% 621 00:35:21.974 --> 00:35:26.474 close ratio, twice your average sale. House call appointments close at the first presentation, 622 00:35:26.935 --> 00:35:27.815 90% 623 00:35:27.815 --> 00:35:30.375 close ratio, four times your average sale. 624 00:35:30.375 --> 00:35:33.275 So when you look at good tools in the toolbox, appointments. 625 00:35:34.610 --> 00:35:38.550 I think if you sold on the phone, if the customer only had to go home and measure, 626 00:35:38.850 --> 00:35:40.630 and you scheduled the phone appointment 627 00:35:41.010 --> 00:35:44.550 to follow-up, you're gonna close that. It's gotta be 50% closed. 628 00:35:46.290 --> 00:35:50.150 Right? So she's right. She's got she's two for two right now. 629 00:35:50.904 --> 00:35:52.125 So appointments 630 00:35:52.505 --> 00:35:53.404 and sketching 631 00:35:53.785 --> 00:35:54.845 are two of them. 632 00:35:55.065 --> 00:35:59.805 What other tools do you have in your toolbox that you want to increase your skill at? 633 00:36:00.664 --> 00:36:06.650 Because they increase both there are two more. They increase both close ratio and average sale. 634 00:36:08.870 --> 00:36:10.490 This is for the retail salespeople 635 00:36:10.870 --> 00:36:11.690 and managers. 636 00:36:12.550 --> 00:36:14.650 The ability to connect with your guests? 637 00:36:16.484 --> 00:36:17.625 Well, you know, 638 00:36:18.005 --> 00:36:20.265 I think the ability to connect with the guest 639 00:36:21.444 --> 00:36:23.785 is I think it's a really great answer, Erica. 640 00:36:24.484 --> 00:36:27.464 And I think that the ability to connect with the guest, 641 00:36:28.859 --> 00:36:32.160 if you're using TrackWell AI to measure that, 642 00:36:32.940 --> 00:36:33.440 right, 643 00:36:35.259 --> 00:36:41.599 if we really looked at that now I'm kinda guessing on this. This is more instinct than than data. 644 00:36:42.140 --> 00:36:46.025 But I think if we were to look at the number of people that 645 00:36:46.325 --> 00:36:52.025 say I'm just browsing that they never connected with, we're probably less than 25%. 646 00:36:52.325 --> 00:36:53.224 Would you agree? 647 00:36:54.085 --> 00:36:57.765 Yeah. I think that's fair. Yeah. So then let's look at the 75% 648 00:36:57.765 --> 00:37:02.420 that we did connect with that we're not closing more than 30% of those. 649 00:37:04.400 --> 00:37:04.900 And 650 00:37:05.360 --> 00:37:13.780 I think when it comes that's one of the reasons that people don't sketch is that they say, I don't think I had enough of a connection with them to start sketching, so I didn't. 651 00:37:14.265 --> 00:37:19.085 Instead of looking at it as you only need them to barely tolerate you 652 00:37:19.385 --> 00:37:21.865 to say, what can you tell me about the room the way it is? 653 00:37:21.865 --> 00:37:26.070 And I'm gonna take some notes so I can get it all down. That person's gonna talk to you. 654 00:37:26.630 --> 00:37:31.450 And all that we want is we want them to like us enough to answer our questions, 655 00:37:31.910 --> 00:37:33.690 not to come for Thanksgiving dinner. 656 00:37:34.230 --> 00:37:38.970 So I think that we need to reset our measure of how much do they need to like us 657 00:37:39.270 --> 00:37:41.290 in order for them to tell us stuff. 658 00:37:42.125 --> 00:37:43.265 Yeah. Now 659 00:37:43.645 --> 00:37:49.744 if they do need to have some sort of a connection with us in order to make an appointment with us, though, that's really critical. 660 00:37:50.365 --> 00:37:50.865 Sure. 661 00:37:51.565 --> 00:37:53.905 Well, and, also, the point of connection also 662 00:37:54.365 --> 00:37:55.744 is key to 663 00:37:57.420 --> 00:38:00.079 engaging it all and being able to, 664 00:38:02.380 --> 00:38:05.520 have them even respond to any of your questions. So 665 00:38:05.900 --> 00:38:10.640 So if I were a sales manager with that, I would probably be be leaning into DISC. 666 00:38:10.955 --> 00:38:14.335 And Sure. Because if I if I if I'm a steady 667 00:38:14.875 --> 00:38:17.055 and I'm looking to connect with a compliant 668 00:38:17.435 --> 00:38:20.415 and I'm using my sense of comfort 669 00:38:22.395 --> 00:38:23.615 with a compliant 670 00:38:24.640 --> 00:38:26.500 who won't even look at me, 671 00:38:26.960 --> 00:38:28.560 and that's completely fine with them. 672 00:38:28.560 --> 00:38:33.300 If they're still okay with everything that's going on, and I think I don't have enough of a connection, 673 00:38:33.680 --> 00:38:37.635 you do for them. Mhmm. They don't want more of a connection with you. 674 00:38:38.195 --> 00:38:40.695 Right? So what am I measuring that with? 675 00:38:42.435 --> 00:38:46.295 So I would probably go there with that. With is DISC 676 00:38:46.835 --> 00:38:48.455 a part of our culture 677 00:38:49.075 --> 00:38:50.935 so that we're talking about 678 00:38:51.450 --> 00:38:54.270 our own development beyond what we're naturally 679 00:38:54.570 --> 00:38:55.630 wired to do, 680 00:38:56.250 --> 00:38:58.910 what we needed to do to adapt to different people. 681 00:38:59.210 --> 00:39:03.849 It's on the on the sheet with the graph paper and the stuff on top. Disc is there. 682 00:39:03.849 --> 00:39:05.150 Is that getting used? 683 00:39:06.405 --> 00:39:09.145 That would be a good I would ask that. Because 684 00:39:10.165 --> 00:39:11.545 as a sales manager, 685 00:39:12.805 --> 00:39:14.345 I think one of my favorites 686 00:39:14.805 --> 00:39:17.865 in terms of skill drills is at the front door. 687 00:39:18.485 --> 00:39:20.985 If we could get really good at the front door, 688 00:39:21.609 --> 00:39:23.790 you're right. Life would really be different. 689 00:39:24.170 --> 00:39:25.950 Mhmm. We'd at least eliminate 690 00:39:26.490 --> 00:39:31.150 I couldn't go beyond x because I couldn't connect with them. We'd at least eliminate that. 691 00:39:31.450 --> 00:39:33.869 Yeah. Yeah. Which would be a lot. Mhmm. 692 00:39:34.655 --> 00:39:36.675 Mhmm. Especially for some people. 693 00:39:37.295 --> 00:39:40.994 Yeah. Right? Not for Evan. Like, Evan is our star. 694 00:39:41.375 --> 00:39:43.075 I know. Right? I know. 695 00:39:43.535 --> 00:39:44.515 Yeah. Yeah. 696 00:39:45.135 --> 00:39:49.410 Okay. Thank you. You're welcome. So here's what we've got. Right? We've got 697 00:39:49.710 --> 00:39:50.210 sketching. 698 00:39:50.750 --> 00:39:51.650 We have appointments. 699 00:39:53.790 --> 00:39:54.930 We have two more, 700 00:39:55.390 --> 00:40:00.190 and I'm gonna give them to you. You want to get What? Did she get your Go. Go. Go. Go. Go. Go. Go. 701 00:40:00.190 --> 00:40:01.480 Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. Go. 702 00:40:01.480 --> 00:40:01.980 Go 703 00:40:02.964 --> 00:40:04.505 Financing and Exactly. 704 00:40:05.045 --> 00:40:05.545 Financing. 705 00:40:07.925 --> 00:40:10.105 Yay for Michael Allen. So financing. 706 00:40:10.885 --> 00:40:12.585 So next month, 707 00:40:12.964 --> 00:40:15.464 this topic is gonna be selling intangibles. 708 00:40:15.765 --> 00:40:17.545 So come back for that next month. 709 00:40:18.140 --> 00:40:19.120 But financing, 710 00:40:19.740 --> 00:40:22.000 to build a different relationship with financing 711 00:40:22.300 --> 00:40:23.200 as a tool 712 00:40:24.620 --> 00:40:25.200 is critical. 713 00:40:25.740 --> 00:40:28.000 And to look at the reasons that 714 00:40:28.700 --> 00:40:31.520 it's not being used to its fullest extent 715 00:40:32.115 --> 00:40:35.955 and the stories that go along with them. Like, our clients have enough. 716 00:40:35.955 --> 00:40:38.455 They don't need to use financing, which is 717 00:40:39.875 --> 00:40:40.375 no. 718 00:40:41.395 --> 00:40:47.255 So I'm gonna give you the last one because I just came up with the last one in the last six months, and that's mattresses. 719 00:40:47.790 --> 00:40:49.970 And this is for the retail stores. It's like, 720 00:40:50.670 --> 00:40:53.250 we gotta we gotta be we gotta be selling mattresses. 721 00:40:53.950 --> 00:40:54.450 So 722 00:40:55.470 --> 00:40:56.430 math because mattresses 723 00:40:57.230 --> 00:40:59.330 We were gonna say Jody. Pardon? 724 00:40:59.675 --> 00:41:04.974 We were gonna say mattresses. Oh my god, you guys. I didn't even give you a chance. Shame on me. 725 00:41:05.515 --> 00:41:07.935 Alright. We'll give you credit for it anyway, though. Right? 726 00:41:08.315 --> 00:41:13.515 So and you had a doubt as one of your goals this year, so that's yay yay yay for you. Alright. So, 727 00:41:15.650 --> 00:41:18.710 when you look at Trackwell AI's monthly recaps, 728 00:41:19.890 --> 00:41:24.070 I think that they're so close ratio on mattresses is higher than, 729 00:41:25.810 --> 00:41:26.950 in in furniture. 730 00:41:27.810 --> 00:41:30.950 An average sale right now is about neck and neck. 731 00:41:31.994 --> 00:41:32.494 Right? 732 00:41:33.434 --> 00:41:36.174 Because there's not, like, cheap mattresses anymore. 733 00:41:36.875 --> 00:41:37.375 So 734 00:41:37.914 --> 00:41:38.894 I think that 735 00:41:39.194 --> 00:41:41.775 I've been thinking about this a lot lately because, 736 00:41:45.250 --> 00:41:45.750 especially 737 00:41:46.450 --> 00:41:49.430 with getting new people up and running really quickly. 738 00:41:50.290 --> 00:41:53.590 And I just wonder if we should really teach them how to sell mattresses 739 00:41:54.210 --> 00:41:55.350 because it's 740 00:41:55.970 --> 00:42:00.835 a it's a small product frame. And I don't mean that physically, but it's a small 741 00:42:01.214 --> 00:42:01.714 perspective. 742 00:42:02.895 --> 00:42:09.315 It's one kind of product, maybe with adjustable bases and pillows and stuff, but you're really in one mindset. 743 00:42:09.855 --> 00:42:14.910 And I think that if we help new people focus on mattresses, and I'm not right about this. 744 00:42:14.910 --> 00:42:15.970 It's just a hypothesis. 745 00:42:16.910 --> 00:42:19.810 I think if we help them get good at selling mattresses, 746 00:42:21.550 --> 00:42:25.010 they could always go there. They'd always be the go to person for it. 747 00:42:25.625 --> 00:42:28.845 But they'd learn better selling skills because I think that, 748 00:42:30.265 --> 00:42:33.244 and Erica with Garrisons, we certainly learned this, 749 00:42:33.625 --> 00:42:35.005 that selling mattresses 750 00:42:35.625 --> 00:42:36.765 and selling furniture 751 00:42:37.145 --> 00:42:39.484 like, seller's schedule is great with furniture, 752 00:42:39.800 --> 00:42:42.460 but you really have to amend it in selling mattresses. 753 00:42:42.760 --> 00:42:46.380 So you learn another way of selling. So I just encourage us 754 00:42:46.680 --> 00:42:50.540 with new people, maybe. Let's get them trained to sell mattresses 755 00:42:51.080 --> 00:42:55.515 because we get three ways. And I don't think it let's just say you took alright. So let's do this. 756 00:42:55.914 --> 00:42:59.694 Let's say one of the things you took on is that you wanna get your mattress percentage 757 00:43:00.154 --> 00:43:01.295 from nine to 758 00:43:01.755 --> 00:43:02.714 13% 759 00:43:02.714 --> 00:43:05.615 by the end of the year. So that's one point a quarter. 760 00:43:07.355 --> 00:43:07.855 Right? 761 00:43:09.600 --> 00:43:12.020 Where are the three air what are the three 762 00:43:12.320 --> 00:43:12.820 opportunities 763 00:43:13.120 --> 00:43:15.780 that you can start coaching as a sales manager? 764 00:43:16.320 --> 00:43:18.820 What are the three opportunities for selling mattresses 765 00:43:20.240 --> 00:43:21.540 as a sales manager? 766 00:43:27.845 --> 00:43:31.225 I'll give you the first one. Customer came in looking for a mattress. 767 00:43:34.165 --> 00:43:38.905 Right? So you've got one kind of person. Is the customer that came in looking for a mattress? 768 00:43:39.120 --> 00:43:40.340 Are we selling them? 769 00:43:42.000 --> 00:43:45.300 We have two other kinds of of mattress customers, 770 00:43:46.320 --> 00:43:47.140 which are 771 00:43:48.480 --> 00:43:48.980 Oh, 772 00:43:49.680 --> 00:43:51.060 people looking at bedroom? 773 00:43:51.440 --> 00:43:51.940 Exactly. 774 00:43:52.400 --> 00:43:54.820 Oh my god. They are so on top of it. 775 00:43:55.734 --> 00:43:56.234 Exactly. 776 00:43:56.535 --> 00:44:01.595 People that are buying beds, what is our attachment rate of mattresses to bedroom sales? 777 00:44:03.575 --> 00:44:04.955 And then the third one, 778 00:44:05.335 --> 00:44:09.510 Jimmy the Mattress Siegel from Alpert's Furniture, now Raymore and Flanagan, 779 00:44:09.890 --> 00:44:10.869 asking people, 780 00:44:11.170 --> 00:44:15.890 how'd you sleep last night? No matter what, you're selling them. How did you sleep last night? 781 00:44:15.890 --> 00:44:20.630 So that we can start having people thinking about and buying mattresses that never even thought about it. 782 00:44:22.125 --> 00:44:26.305 And I don't know that we're any of these things as sales managers, 783 00:44:29.725 --> 00:44:32.305 these are things we really need to take on 784 00:44:32.605 --> 00:44:35.099 as a business plan with a strategy 785 00:44:35.640 --> 00:44:38.140 for achievement that you can measure. 786 00:44:38.520 --> 00:44:42.220 What's the action I'm taking? What's the result on their end? 787 00:44:42.520 --> 00:44:46.140 What's the number that it's actually hitting? What kind of an impact in return 788 00:44:46.680 --> 00:44:48.540 is that doing? Whether it's training 789 00:44:49.155 --> 00:44:49.895 and coaching 790 00:44:50.275 --> 00:44:51.575 and skill drills 791 00:44:51.875 --> 00:44:53.095 and posting performance 792 00:44:53.475 --> 00:44:58.215 and talking about it in the huddles. As sales managers, what are the actions that you're taking 793 00:44:58.675 --> 00:45:00.055 around any of these 794 00:45:00.355 --> 00:45:01.735 to actually impact 795 00:45:02.195 --> 00:45:02.855 the outcome? 796 00:45:03.480 --> 00:45:04.780 So we've got goal, 797 00:45:05.400 --> 00:45:05.900 strategy, 798 00:45:06.200 --> 00:45:07.340 and then actions. 799 00:45:07.480 --> 00:45:14.460 And those actions, like, if you say one of the actions that we're gonna take that the sales peep one of my goals is the salespeople 800 00:45:14.920 --> 00:45:17.020 are gonna get to 50% sketches 801 00:45:17.480 --> 00:45:19.865 by the end of the year. 50%. 802 00:45:20.405 --> 00:45:23.305 And then what are your actions as a sales manager 803 00:45:23.845 --> 00:45:25.705 to see that that actually happens? 804 00:45:26.325 --> 00:45:27.545 And what are the salespeople's 805 00:45:27.925 --> 00:45:29.385 actions as salespeople 806 00:45:29.765 --> 00:45:31.545 to see that that actually happens? 807 00:45:34.440 --> 00:45:34.940 Right? 808 00:45:35.560 --> 00:45:36.060 Okay. 809 00:45:36.600 --> 00:45:38.300 So goal, strategy, 810 00:45:38.680 --> 00:45:39.180 actions. 811 00:45:39.720 --> 00:45:44.840 And the actions always begin with a verb, and you wanna be able to count that you're doing it. 812 00:45:44.840 --> 00:45:46.060 Like, how frequently 813 00:45:46.840 --> 00:45:47.980 am I doing that? 814 00:45:48.605 --> 00:45:53.105 How often am I doing that? When am I doing that? What is that action producing? 815 00:45:53.805 --> 00:46:02.385 And and when it comes to actions and this was in a I don't know, a blog couple of months ago that when it comes to actions, we wanna check the quantity of actions we're taking. 816 00:46:02.605 --> 00:46:03.984 Am I doing enough? 817 00:46:04.740 --> 00:46:10.040 And we wanna check the quality of action. Is the method that I'm using and the way I'm doing it 818 00:46:10.500 --> 00:46:13.080 going to produce the result that I'm looking for? 819 00:46:13.940 --> 00:46:15.800 Right? So in measuring actions, 820 00:46:16.100 --> 00:46:19.785 the quality and the quantity of the action is what we're looking for. 821 00:46:20.025 --> 00:46:21.805 Like, did they do enough sketches? 822 00:46:22.025 --> 00:46:27.305 And when I look at the sketches that they did, how much of it got filled in and how much 823 00:46:28.265 --> 00:46:34.525 and did they do it with the customer, or did they do it after the customer left so that we don't have to talk about this anymore? 824 00:46:36.020 --> 00:46:37.640 Right? So what really happened? 825 00:46:38.180 --> 00:46:40.599 Okay. So goals, strategy, actions. 826 00:46:40.900 --> 00:46:44.520 And then the last last two things that are that you wanna look at are 827 00:46:45.140 --> 00:46:49.560 why do I wanna do this? And you wanna make for some of you, if you're dominant or influence, 828 00:46:50.095 --> 00:46:55.075 you're probably gonna want to achieve it because you like to achieve things, get things, have things. 829 00:46:55.375 --> 00:46:56.595 So you'll have a motivation 830 00:46:57.295 --> 00:46:58.595 toward getting something. 831 00:46:58.895 --> 00:47:04.675 Write it down, whatever that is, what you wanna get or give yourself or have as a result of achieving your goal. 832 00:47:05.460 --> 00:47:07.400 And if you're a steady or compliant, 833 00:47:07.700 --> 00:47:10.359 you might have what's called away from motivation, 834 00:47:10.820 --> 00:47:14.440 which is you might wanna avoid things or not have things happen. 835 00:47:15.060 --> 00:47:20.185 So if that's the case, then use that. What matters is that it motivates you 836 00:47:20.485 --> 00:47:24.105 because you wanna be able to look at whatever that motivation is 837 00:47:24.485 --> 00:47:28.745 when you don't wanna do it. And then you don't wanna do it. And, 838 00:47:29.765 --> 00:47:30.905 and ask yourself, 839 00:47:31.220 --> 00:47:36.279 like and just remind yourself of why you're doing this, whether it's looking at pictures of your children 840 00:47:36.579 --> 00:47:40.359 or looking at a villa in Italy that you wanna go to on vacation. 841 00:47:40.500 --> 00:47:44.440 Whatever it is that you want, you wanna do it. But 842 00:47:45.875 --> 00:47:49.815 one of the things that I find with motivation, this came up with a team the other day, 843 00:47:50.275 --> 00:47:51.015 is that 844 00:47:53.795 --> 00:47:59.095 and you'll get this when I say it, is that you want your goals to be big enough 845 00:47:59.829 --> 00:48:02.329 that are gonna cause you to have different actions. 846 00:48:02.950 --> 00:48:07.130 If they're not, it's what I call a 5%. I wanna lose five five pounds. 847 00:48:07.750 --> 00:48:11.430 You know, if you don't start losing any weight, you're gonna just say forget about it. 848 00:48:11.430 --> 00:48:14.730 It's only five pounds. I'll live with it. It's not that bad. 849 00:48:15.105 --> 00:48:17.525 I'm doing alright in other things. Right? 850 00:48:17.585 --> 00:48:23.685 So you don't want your goals to be so small that you talk yourself out of them when things get a little difficult. 851 00:48:24.065 --> 00:48:25.685 So watch that for motivation. 852 00:48:26.465 --> 00:48:30.085 And then the last thing I encourage you to look at for the year is 853 00:48:30.579 --> 00:48:34.200 what are the skills that you wanna develop in 2026 854 00:48:34.260 --> 00:48:37.559 to help twenty twenty six goals be achieved 855 00:48:38.099 --> 00:48:39.400 and your work 856 00:48:39.700 --> 00:48:42.280 and your effort to be effective 857 00:48:43.059 --> 00:48:43.880 and efficient? 858 00:48:44.744 --> 00:48:46.125 It's easier to do. 859 00:48:47.065 --> 00:48:48.444 It takes less time. 860 00:48:49.065 --> 00:48:50.525 It's got a bigger result. 861 00:48:51.065 --> 00:48:54.605 So what skills? It's you know, whether it's selling skills, 862 00:48:55.144 --> 00:48:55.644 communication, 863 00:48:56.744 --> 00:48:57.244 technology, 864 00:49:00.010 --> 00:49:01.470 organization, time management. 865 00:49:01.930 --> 00:49:04.990 What are some of the areas that you might wanna develop? 866 00:49:05.690 --> 00:49:09.549 Because if they were if you were operating at a higher level with them, 867 00:49:10.890 --> 00:49:14.430 then you might be able to achieve your goals a little bit easier. 868 00:49:15.515 --> 00:49:16.015 Okay. 869 00:49:18.555 --> 00:49:19.455 So altogether. 870 00:49:19.915 --> 00:49:21.375 So goal, strategy, 871 00:49:21.755 --> 00:49:22.255 actions, 872 00:49:23.995 --> 00:49:26.335 motivation for achievement, and skill development. 873 00:49:27.830 --> 00:49:28.330 Right? 874 00:49:28.710 --> 00:49:34.150 So so if you need a worksheet for that, I have one, but you've got those five things. 875 00:49:34.150 --> 00:49:36.890 You don't need one, but I'm happy to send one if you need one. 876 00:49:37.030 --> 00:49:42.410 I'm also happy if you wanted to, like, send me your goals. And I'll say, make that more specific. 877 00:49:42.735 --> 00:49:44.115 Put a number in there. 878 00:49:44.415 --> 00:49:46.755 You can do more here. Try this. 879 00:49:47.375 --> 00:49:50.195 Send them to me. I'm happy to look at them 880 00:49:50.495 --> 00:49:52.675 and say and offer you something, 881 00:49:53.455 --> 00:49:56.095 another way of looking at it that might be helpful. 882 00:49:56.095 --> 00:49:59.480 You don't have to, but just know that it's out there and it's available. 883 00:50:00.580 --> 00:50:01.080 Okay. 884 00:50:03.060 --> 00:50:04.200 Oh my goodness. It's 885 00:50:04.660 --> 00:50:05.620 $3.51 886 00:50:05.620 --> 00:50:06.120 here. 887 00:50:06.980 --> 00:50:12.545 What else about any of this can I answer for you? What questions do you have about any of this? 888 00:50:12.545 --> 00:50:17.205 Because I know that we've got people from trade showrooms. We've got some designers on the call. 889 00:50:17.345 --> 00:50:19.925 We've got all sorts of folks on the call, which is wonderful. 890 00:50:20.385 --> 00:50:22.244 Any questions that you have about 891 00:50:22.920 --> 00:50:23.660 goal setting, 892 00:50:24.200 --> 00:50:25.020 the structure, 893 00:50:25.560 --> 00:50:26.380 the actions 894 00:50:26.680 --> 00:50:27.660 to for execution, 895 00:50:29.319 --> 00:50:33.579 the as Chris Cooley said, the accountability that if you put all that stuff down, 896 00:50:33.960 --> 00:50:38.385 you want your goals to be able to drop them into your calendar, 897 00:50:38.845 --> 00:50:41.185 drop the actions into your calendar 898 00:50:41.645 --> 00:50:42.865 at the best time 899 00:50:43.405 --> 00:50:45.425 to achieve the result of that action. 900 00:50:45.885 --> 00:50:47.985 It's not about filling up your calendar, 901 00:50:48.285 --> 00:50:50.945 but start using your calendar as a structure 902 00:50:51.805 --> 00:50:52.865 for fulfillment 903 00:50:53.940 --> 00:50:57.960 and put the actions that you're committed to as part of your strategy 904 00:50:58.420 --> 00:50:59.480 in your calendar. 905 00:51:01.859 --> 00:51:05.640 Right? Block out 10 spots a week for appointments 906 00:51:06.020 --> 00:51:07.560 on the phone, in the store, 907 00:51:09.075 --> 00:51:10.055 in their home, 908 00:51:10.515 --> 00:51:11.015 off-site, 909 00:51:11.875 --> 00:51:12.695 all that. 910 00:51:13.395 --> 00:51:13.895 Okay. 911 00:51:14.195 --> 00:51:15.575 What questions do you have 912 00:51:15.955 --> 00:51:17.575 so that I can stop talking? 913 00:51:17.875 --> 00:51:19.255 What questions do you have? 914 00:51:34.890 --> 00:51:35.390 Any? 915 00:51:37.425 --> 00:51:37.925 I 916 00:51:41.105 --> 00:51:42.645 don't see any in the chat either. 917 00:51:43.345 --> 00:51:43.845 Okay. 918 00:51:44.225 --> 00:51:44.725 So 919 00:51:45.185 --> 00:51:49.685 as I said, feel free. If you wanna send them, do that. If you need a 920 00:51:50.510 --> 00:51:53.490 a road map or that form that I just outlined, 921 00:51:54.270 --> 00:51:56.930 reach out and ask me for it. I'm happy to send it to you. 922 00:51:57.390 --> 00:52:00.609 If you want another set of eyes to look at the goals that you've set 923 00:52:00.990 --> 00:52:01.490 for, 924 00:52:02.829 --> 00:52:04.770 adjustment, feel free to do that. 925 00:52:05.355 --> 00:52:09.455 But I would say this, it's the twenty first of the month. Do not let January 926 00:52:09.915 --> 00:52:10.415 end 927 00:52:11.035 --> 00:52:12.655 without your goals being 928 00:52:13.755 --> 00:52:16.335 achieved. Yeah. Erica, I will send that to you. 929 00:52:24.109 --> 00:52:24.930 Anyone else? 930 00:52:27.790 --> 00:52:28.290 Okay. 931 00:52:28.910 --> 00:52:33.165 So then that that I wanna thank you all for being here. This has been really great. 932 00:52:33.725 --> 00:52:37.245 Thank you, Laura, for staying for the whole thing. Thank all of you for being here. 933 00:52:37.245 --> 00:52:41.585 I hope this was helpful. Yes. In the in clearing up anything about goals. 934 00:52:42.765 --> 00:52:43.665 But now 935 00:52:44.045 --> 00:52:49.440 it's all on you to take the action to make it all matter. That's what matters. 936 00:52:49.660 --> 00:52:52.800 So don't let January end without your goals being 937 00:52:53.260 --> 00:52:58.160 in a frame so that you can plan your time according to them. That would be wonderful. 938 00:52:59.020 --> 00:52:59.520 Okay. 939 00:52:59.980 --> 00:53:03.345 Alright. I'm gonna see some of you soon. I'll see some of you next month. 940 00:53:03.825 --> 00:53:07.845 Thank you, Michael. It was really great. I will send with you too. Alright, everyone. 941 00:53:08.465 --> 00:53:09.445 Go send something. 942 00:53:09.905 --> 00:53:10.724 See you Friday. 943 00:53:11.345 --> 00:53:13.765 Thanks. See you then. Okay. Bye.