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Glenn Mattson
Welcome back to the Building Blocks of Success. Today is Season 4, Episode 2. What we're looking at today is what I consider probably one of the funnest, enlightening discussions that we have when we're doing either one-on-one or group training. Just last week, I was sitting in front of a group of individuals who are highly successful producers at a very well-known company. While we're sitting there, these individuals all earn between 500 and probably $2 million based on their reoccurring revenue, and the new growth that they have in their financial planners. As we're having this conversation again, these are heavy hitters that are already very successful. What they're looking to do is become more successful and figure out how to do that on an easier basis.
Glenn Mattson
So regardless, if I'm talking to brand new people from talking to experience, people from talking to really successful people, what we're going to discuss today is universal. I just don't want to have you think that the example I'm going to use is with successful people. So, therefore, that's only true with them. It's actually true with everybody. I want to walk you through this comfort zone situation and how it really does impact our belief that we do earn what we think we're worth.
Glenn Mattson
A lot of times, what happens is, is that inside of us, we really have an inside and outside. The inside is how we feel about ourselves and the amount of courage we're going to have in bravery. The scripts that we have, which we've spent a ton of time talking about that stuff already. So, what's inside the skin, kind of inside your spacesuit, right, that's your naked body that never really changes in the clothes that you put on the outside are really the different roles that you perform during the day. So, when we look at the inside, right, and what's inside of us, a lot of us will spend time, money, and energy learning how to become better at the outside, right? So, when we put on a different dress or a different suit, and we change our roles, maybe we're going to be a prospector or closer or business owner, or an interview or whatever they may be. Inside there, we have role performance. That's the external stuff, and some were really good at and some were not. So, what starts to happen is, is that as we increase roll performance, we get better at roll performance. So, if you look at a scale of say zero to 10, and maybe you're a five at roll performance, and as time goes on and you're learning and getting better, etc., you really get to a consistent rate where you're about a seven, and then that's where you are on a scale of zero to 10 being effective and efficient. In your mind, for instance, you have a conversion ratio that if you talk to, for instance, three people on the telephone, or three people via social media, whatever it may be, is not necessarily the importance of the context of the story, but you did three attempts and you got one person and you do this relatively easy and things go along and have a good run rate. Well, if your goal was to see three people in that week or three people in that day, again, the goal doesn't make a difference. If you hit your goal, and your goal is pretty consistent and pretty average. what starts to happen is we subconsciously make sure that we act and behave in a manner that keeps us consistent. Let me explain for a second.
Glenn Mattson
People will learn in the industry of individuals I was in front of last week, financial planners. They will learn new products they will learn how to do social selling; they will learn how to talk to elite wealthy people, and they will learn all these techniques. One of the techniques, for instance, is how to talk to an executive. Let's just suppose they've learned the ins and outs of the trials and tribulations of the elite, and wealthy and what does it look like? Right? So, you need to have that kind of information for sure. So, they're starting to understand the trials and tribulations, the problems that they have, how to understand what the problems are, how to ask the right questions, uncover the problems, what are the solutions to solve all good stuff? The part of the issue is, is that the individual still sitting there learning about how to talk to someone that makes a million plus, in their heart of hearts they are intimidated, they're terrified of talking to that individual. So, therefore, they're going to learn all this stuff, but they're going to do very little to lose it. Let's take it a little different route.
Glenn Mattson
How about income from moments, that's what we started with people earn what they think they're worth. So, if you look at a role performance as a moment, and some days and some months and some quarters were on fire, right, we're on top of the world, we are the heat miser, you are touching anything, it just turns into sales. It's fantastic. We're very successful. Like the Superman complex, it's fantastic. Now, there are other times maybe again, a week later, maybe a month later, maybe a quarter later, when we're sitting on the edge of the bed, taking off our shoes at the end of the night. We're saying to ourselves, what is going on? This is the worst run rate I've seen in a while. So, there are times when you're on top of the world, and you think you should have a parade made for you, and there are other times that you're sitting at the edge of the bed being a cheerleader to yourself because the results are not there.
Glenn Mattson
So, if you look at our role performance, and it's not a staircase, by any means for many people. Many people's role performance looks like an elevator, it goes up, and then it goes down, it goes up, then it goes down, then it goes up and it goes down. super successful, successful, then he goes back down again, goes back up, again, goes back down again. So, imagine taking, I don't know visually a piece of spaghetti that's been cooked pretty well. You just throw it on the floor, and it has highs and lows, right? So, it looks like a snake almost well, on these highs and lows almost like a bandwidth. In a wave, we have the low and we have the high. Let's suppose in our mind's eye that if we look at a scale of zero to 1010, being absolutely the highest zero being can't get ourselves out of a paper bag with a flame thrower. Let's suppose that this role performance is really between maybe a four and a six. And so that's your wave, four and six, four, and six, four and six. That's roll performance.
Glenn Mattson
So, you can literally put a four on the bottom of one of the waves and put a six on the top of one of the waves. That's kind of your consistency, or momentum about how you produce and the results that you get real performance. Okay, and sometimes it could be a day where you're on fire, then you're not. Maybe it's by week, maybe it's by quarter, but many people have this high and low up and down, up and down like an elevator.
Glenn Mattson
If the average person, let's just say for easy math right now. They're making five grand and variable comp, a month. That's what they make. A good month is 6500, maybe 7000 a month is round two. So, their average is pretty much 5000. Give or take the example. What would happen if it's the second week of the month it'd be a Monday of that week could be a Friday of that week doesn't make a difference. This individual didn't do 5000 So far, they actually have 10,000 closed. They've done two months' worth of production in the first two weeks of a month. So, when you look at that elevator, that piece of spaghetti that wobbles right where it goes up and goes down the upside, the top of that way the top of the elevator, right, which is at a six. Their production is more like at a 10. So, their production is a good chunk above normality. Their production is a good chunk above their better months. What do you think the average person does? Do they put the gas pedal down and do more behavior? Do they do more of the things that got them to be successful? Do you think that's it? Or do you think the average person sits back and says dang, I've already done two months of production in the first two weeks of this month? I can take six weeks off actually what happens is, and it's a shocking thing is that when you actually have a good month, many people will decide to coast, many people will decide to say, I've earned what I thought I was going to do. So, therefore, slow it down. It sounds crazy. 80 percent of the population lives this way. So, when we look at highs and lows and ups and downs in what I call camping, Raj, I'll describe it in a second.
Glenn Mattson
is that we have this consistency, this role performance, it goes up and down the medium, the middle of your role performance. In this scenario four and a six, the person's psychological mindset is a five, a five between a zero and a 10, which is pretty normal, by the way. So, they believe there are five. This is the thing you want to write down in your notes. Remember, wherever you see yourself psychologically, you will always perform one step above and one step below how you see yourself psychologically. So that means if you see yourself as a five, you will perform pretty darn consistently between a six and a four. If you're below a four, you pick yourself up, if you're above a six, unfortunately, psychologically slow yourself down. It's crazy, but it happens, you earn right now exactly what you think you're worth. You were making 50, you're going to go look for another job or for 50. If you were making 800, you look for another job around 800. So, we do have a conceptual connection between earnings and our psychology.
Glenn Mattson
So, when we look at getting better, when we look at growth, when we look at getting to the next level, the reason I'm doing the podcast, is I want everyone to understand it's not about just roll performance. If you learn how to be a 10, but you still feel and think in your psyche or five, you're going to act like a five. Over time, your actions are dictated by the psychological part not because if role performance. You can take a look at kids in school too. If you take a C student, and they go and take a test and they get an ace on that test, the average kid is going to turn around and say I am killing it in this class, I don't have to study as hard for my midterm. Amazing, we spend so much time, energy, and effort learning how to be better in our roles. How much time are you spending increasing your self-worth?
Glenn Mattson
So, we look at climbers as campers. What this means is Majan staring at your staircase. The first level wherever that is doesn't make a difference. But the first level is income growth. So maybe the first level is zero to 50, for instance. So, you bust your butt to take risks. You deal with the fear of rejection, you deal with excuses, all the things that are the devil that you have to deal with inside your head in your heart, and you really deal with an awful lot of stuff you do the things that you're uncomfortable with to be successful and you start to have an income around say just for sake of discussion, 50, 60,000 bucks. Well, if you think you're worth 50 60,000, you're going to stay there for a little while. This is what is called camping and climbing, you will climb until you hit an income level. That income level is different for everybody. When you hit that income level, the climbing mentality turns into the camping mentality. Climbing mentality is about taking risks. It's about growth. Camping mentality is all about protecting what you build, and preservation.
Glenn Mattson
So, if you take a look at an individual they make, they bust their tuckushish to get up to 50,000. Now, when they get to 50,000, they're looking around at their friends and everyone else and what their lifestyle looks like. They say I've made it I am doing fantastic. So, all of a sudden, if you look at a staircase, the riser, the front part of the staircase is where they take the risks, where they push hard, where they're getting outside their comfort zone. Then when they hit that income level, it's where the riser is, it's like that flat part of the staircase, they start to camp, and they hang out there for a little while. Now, some people never move, but the average person just camps. Now, they can't for two or three years. Then at some point psychologically, they say this isnt good, this is not enough, or I can do more. What's wrong with me? They look at themselves in a mirror and say: snap out of a kid., and then all of a sudden, they go from 50 to 60. And then they jump up to 80, 90, 100. Doesn't make a difference. They jump and they jump up to 80 or 90. All of a sudden when they get there like hey, this is pretty darn good. They hang out there for a year or two or three years, then they climb again.
Glenn Mattson
So, you can see people that go from 50,000 to 87,000, to 120,000 to 220,000, 350. There are huge campgrounds all over the place. There are a lot of people that make just under 100,000. Because psychologically, that's what they believe they are. They think that 100,000 tons of money. So psychologically, I don't even I'm worth it yet. Then there's another big campground right around 150 180, 225, and 250 is another campground. 350s a nice big size campground, right around 450, 480 right below 500, a huge campground. The next one is right under 700 and is a really big campground, believe it or not between 800 and a million. That one more zero, wow, does that really shock the heck out of people? So, there are tons of people that are at that seven 800,000, just because psychologically, that million just blows them away?
Glenn Mattson
So, ask yourself, are you making the same amount of money for the last three years? Are you camping? Are you actually sitting there and looking at all the things you've done, by the way, your hat's off to you, because a lot of campers, when they get there, start to enjoy the fruits of the labor. The thing I want you to understand is psychologically they choose to slow down; they choose to stop doing what made them successful. It's just as I say it, it's crazy. As you're listening to it, I need you to really reflect on your life and say, Why and are there times when I start doing pretty well that actually slow it down?
Glenn Mattson
Unfortunately, in variable sales, and in selling and running a business and being entrepreneurial, it happens a ton. So, if you find yourself at the same income for three years, ask yourself, why are you choosing to be in the same spot? So, these individuals, as we start to look at it, these campgrounds, not only do they earn what they think they're worth, but there's a rippling effect to this, the rippling effect is, are they also their average case, size has more to do with your self-esteem than your skills, your average case size. What that means is psychologically, you will look for what you're looking for until you find it, then you stop looking may give it to you again, you will pursue and look and ask questions for and qualify, etc. on what you're looking to achieve. That's the objective that is normal for you. And once you hit it, you stop looking. How come? You can take two people? One person supposes that their average case size is $3,000. Take another person, their average case is $30,000. Okay? Again, not relevant, just understand there's a difference between the two for the example. So one could be on the lower side, one can be on the higher side, the one on the lower side. Their mindset is, oh my god $3,000 is a ton of money. That's a good number. That's what I normally get. Because once they hit that number in their mind I found it, I'm done. Yet the $30,000 producer is going to look at that scenario and say, all right, we just got warmed up. They will keep looking because their average is 30,000. So, they're going to keep looking for up to $30,000 and a little more opportunity.
Glenn Mattson
That's why an awful lot of times, if you think about a joint work isn't based on skill set. joint work is based on mindset. A lot of joint work. If you think about it, right, you have a younger person who happens to get into an opportunity where the opportunity may be outside their Swim line Yes, I understand there are different skills and there's a different mind. In terms of knowledge, I'm not discounting that, but I'm telling you, most of the people who do joint work could have that sales call on their own. They bring the other person in because they're not as comfortable talking to that individual. They feel outside their comfort zone. Then they have this crazy thing that pops into their head which drives me even more nuts is now they're afraid to lose something they don't even have yet oh my God, how can you lose something you don't even have as a bad mindset to have? That means you're in the back of the chair, always you know how hard it is to win when you're playing defense.
Glenn Mattson
So, looking at our mindset, your average case size has a lot to do with your mindset. The other piece I want to share with you is this one, and we'll take a much deeper dive into some of this stuff later, but I wanted to share it with you. The other is, besides earning what you think you're worth, in your average case size. The next piece is who you call on and how high you call inside the organization. That all has to do with your psyche. If you look at an organization where there are employees at different levels of employee employees and three or four different levels of managers, then you have executives and maybe even an owner. But where you see your safe self, psychologically, where you see yourself in your mind's eye will dictate who you call on.
Glenn Mattson
If you find yourself thinking that you're more connected to the common worker, that's what you're going to call, and again, unless your product is only specifically for them, that's what you're going to call. If you believe that you're a middle manager, you're going to call them that middle manager level. If you believe from a psychological standpoint that you have EBS, right, equal business stature, with an executive you call executives in this room last week, and someone raised their hand and said, Really, I said, Yeah, Mantra quick question. The person who runs this office, his name is Theo. If Theo left today, do you think he would go call on school teachers? They all started to laugh and said that he would talk to executives and CEOs, I said, Yeah, why? They sat back in the chair. That's what one person said out loud because that's where Theo sees himself. I said, right? We sell to ourselves; we sell to the same psychological level that we believe we're at. So, when we look at and are comfortable with, right, so when we look at our average case, we look at whom we call on, and the level of the organization in which we call on has more to do with our self-esteem, than our skills. What you think you're worth mirrors your paycheck, you thought you were worth more, you change your job, or you would do better at the job that you're at, to earn more how it works.
Glenn Mattson
So, when you look at yourself moving forward, ask yourself, You, got to get better and role performance, you're never going to hear me say no to that. My gosh, why are you spending at least 10% of your time 10% of your ability to grow, and be focused on your self-esteem, be focused on all the stops that we've talked about so far, the inside dictates how far the outside goes. So why did we spend all our time and energy only practicing and studying and being better on the outside, I get it outside is going to give you confidence a little bit to try it, but the inside is what gives you the courage and the consistency to keep getting better and better and better.
Glenn Mattson
So, when you're starting to look at yourself and growth, no matter where you are, in your experience in your quest to be better. Remember, you earn what you think you're worth. Your average case size had more to do with your psychology more to do with your self-esteem than anything else. Who you call on has to do with your self-esteem, not your role performance. So at least at least give me 10% of your personal development towards self-esteem development. Now there are a lot of tools we can share with you, the AB journal right debriefing sheets, doing some meditation, waking up every morning and having your PRI, and at the end of the day, post conversations with yourself. Those were all good, but they got to be focused in on self-esteem focused in on getting outside your comfort zone, your body's going to scream to stay inside that circle. Remember role performance and this individual is between a four and a six, their self-esteem is a five, your body will scream to keep you in that little circle between a four and a SIX. Remember, the middle of it is your self-esteem, remember the rule, you will always perform one step above or one step below how you see yourself conceptually.
Glenn Mattson
So, your self-esteem is very powerful, but it's also very powerful in the wrong way. It likes who you are. So, you try to become better it's going to force you it's going to pull you to become and stay who you are, not to become what you could be. So, just realize when your psyche in the back of your head is screaming just to stay where you are screaming to tell you not to do the screaming to say things as I told you so you shouldn't try that. That's the psyche telling you, hey, go back to the way we used to be it was easier, it was more comfortable. But comfort and ease aren't what's going to get you outside your comfort zone. So, your body's designed to keep you inside that circle. That's why it's hard for many people to break out of it.
Glenn Mattson
So, when you look at yourself moving forward, remember you earn what you think you're worth. Here's one easy thing I'd like to share with you because I know you're all thinking okay, I get it. I hear what you're saying I can see it in my schoolwork I can see it in my grades I can see it in my behavior. I can see it in what I do. You know how come when I hit a good month, it's the middle of the month all of a sudden, I come into work late. I go home early. I started doing no playtime activities during the day. I actually started to slow down my behavior which made me successful. So, here's one little tip I can give you and there'll be more to come. But here's one that increases your average case size, increase your average case size by 10% every 60 days.
Glenn Mattson
So, if your average case size is 1,000 bucks, and two months from now make it 1,100, and 2 months more, all of sudden you're at 1350. But I want you another 10% just increasing it and baby steps. By increasing it and baby steps your psychology from a psychological standpoint, you're moving slowly up that staircase, you're going literally inch by inch in an elevator. After these baby steps happen, if you look back over a certain time, your average case size grew quite a bit. But he did it over a year with small incremental steps.
Glenn Mattson
The small incremental steps without you realizing it are pushing you through your comfort zones slower like a people walker just with a 5,10,15% grade increase, right? So, you're on a people walker slowly going through it. One of the easiest techniques I've shared with people, one of the easiest techniques to get people to grow by 20 to 30%, every year with their eyes closed. Increase your average case size by 10%. Remember moving forward, you earn what you think you're worth. If you're camping, get yourself in a position and say why am I protecting what I built? Why have I decided to slow down on what made me successful? It is because of your mindset, and if you're telling yourself things like I'm doing okay, this is great. I don't really need anything else where I am right now is fantastic.
Glenn Mattson
Okay, that's all your psyche, convincing you that if you stay where you are, you're not wimping out. Right, you're not being something less than you can be. That's your brain saying that to you, at some point you must ask yourself, how good can I really be? If you're camping, you're not you're not actually fulfilling that question. How good can I really be is about growth. Growth isn't about being you know, more money, etc. It's really about how good can you be. That doesn't mean you have to work more hours doesn't have to mean that you must put in more time actually, I would rather have you figure out how to do more business in less time. So, you can have balance, and have time with the family. Right? But if you're going to create a lifestyle business, that usually is looking in the mirror, and they've accepted themselves on where they are fine financially, they're camping. But my gosh, and the people we coach, that are campers that have a lifestyle business can have a growth business if they just did it right.
Glenn Mattson
So, moving forward, 10% growth. Remember, you earn what you think you're worth, you call on who you think you're here you mentally can. Lastly, your average case size has more to do with your psychology than anything else. So, moving forward, increase your self-worth. So, it meets the role performance and techniques that you know. Here's another chapter that we've had in the building blocks of success talking about how we live in comfort zones and how we fight out of it. I'll talk to you soon.
Glenn Mattson
This is the Building Blocks of Success with Glenn Mattson.