Look at the poorly boy. Look what the cat dragged in. The poorly boy. A nice short one from Seneca. You cry. I'm suffering severe pain. Are you then relieved from feeling it if you bear it in an unmanly way? did it make you feel better though? Wow. Okay. So what we think in there then? I think this is a great opportunity to kind of talk about habits. Okay. And how habits can get you through the pain because if you rely on winging it.

Sometimes you won't get the desired outcome of where you need to be. So you need to have habits and you need to have processes that you follow every single time. So I think of this in a, in, let's talk about it in a cold call setting. Okay. Cold call. call. Say cool, cold, call. Cool, cold, call. It gets you every time. So the habit, when it comes to like winging it, people are like chucking different openers in there.

I'll use a different open on every call depends how I feel. Well, getting the habit of finding something that works and using that consistently. One of the things I say is you should find an opener that works and imagine those as sound waves. You know that if you listen to the recording, you can see the sound waves. Actually, we look at a hundred cold calls and we put them all together. Do they look the same in terms of frequency, like volume, length?

Are you saying the same thing? Are you delivering it? I know that if I was to hit somebody with my open and out, it sounds the same on the majority of calls that I do. Yeah, we've had people that have worked for us and it hasn't worked out. We've trained people and it hasn't gone in where that wouldn't work for me. I'm going to try it my way. And it's that same thing of, well, now that your way has not worked, do you feel better now? Do you feel better accepting that maybe there's another way of doing things? Yeah. And then

The habit I think is interesting on calls because you're gonna speak to a different variety of people and you're gonna speak to people who it's the classic like, well, no, I've got some of those problems and it goes in a very straight line on the call. Then you're get people who it's a bit of a tougher, not a fight, but perhaps you've got to delve a bit deeper. They're not giving things away as easy. So that's gonna be slightly different. But then you're also gonna get people who, yeah, I'm looking at this right now. And the habit to build is that I treat all of those the same.

The guy who holds his hand up and says, no, I'm looking at this right now. Okay, great, have you got your diary there right now? And I've done no qualifying. I've lost the habit. And then do I feel better? Because I've done that because I've got the meeting. No, no, I've totally thrown out the habit of what qualified opportunity looks like in the same way on the flip side of someone who's well, yeah, some of those things might apply, but honestly, I'm so busy at the minute. Okay, great. And I've given up. Yeah. Do I feel better now? No. What makes me feel better is that I've stuck to the process.

regardless of the person under the phone. I can't control that bit, but I can control when they pick up whatever they say, I'm prepared with my process. And habits, there's so much conflicting information, the train of thought that I follow is it's 60 days to build a habit. Atomic Habits is a brilliant book, but it's gonna take time. And you have to do the hard, gritty, dirty work consistently.

And then eventually it will become that habit and it'll feel like second nature. One of the things that we do is we have a ledge. So a lot of the time you'll say, is a sales call? Do want to hang up and let me have 30 seconds or whatever your opener is? And the response might be, yeah, brilliant. Go on then. But a lot of the time it will be something else. Who are you? Where'd you get my number? What are you calling about? What's it to do with? Should we play it out? Yeah. Okay. Am I going to be the... You be the salesperson. I'll pick up the phone.

Hello, Zach speaking. Zach, I'm going to be very honest with you because I'm sure you get a lot of these. It is a sales call. I don't know that makes you want to slam the phone back down or let me have 30 seconds. Where are you calling from? Great question. I guess, can I whizz through it in 30 seconds and if it's not relevant, we can leave it there. Is that fair? Yeah, go on. Okay. That is what we call the ledge. Okay. So the ledge, your, when people say things like that, typically like where are you calling from? What's it about?

the blood starts to rush because you're panicking at being asked the question I've got to think on my feet. But actually, if you get in the habit of having a response that you can use every single time, like a Nuno card, I just play that down. Whatever you say, I'm going to play that down, I know. It gets me into the conversation and it makes me follow the process bit by bit. Yeah, beautiful. Wow. I've been Jack Frimston. I've been Zach Thompson. Remember you will die. Ibiza. Do they have a royal family?