Next Level Pros - #15: The Power of Decisiveness: The Key to Progress

Starting point is 00:00:00 Welcome to the Founder Podcast, where we explore the journeys of some of the most successful and inspiring entrepreneurs from around the world. I'm your host, Chris Lee, a serial entrepreneur with a passion for building and growing businesses. Throughout my career, I founded multiple nine-figure businesses and learned a thing or two about what it takes to succeed in the world of business. I want to share those lessons with you by searching out the coolest guests on planet earth and have them share their own incredible stories. But this podcast, it's not just for entrepreneurs. It's for anyone that's

Starting point is 00:00:36 looking to be inspired by these stories of people who have overcome incredible odds and create something truly remarkable. So join me on this journey as we explore the fascinating world of entrepreneurship and meet the founders that are shaping it today. Let's dive in. What's up, everybody? Today, we are going to be talking about one of my favorite subjects in the world, and it's decision-making. Now, decision-making is such an interesting topic for us as entrepreneurs, people that are lacking direction or discipline in their life, people that are in the sales world, people that are really trying to get ahead in life in general. Decision is kind of the thing that's behind it all. So interesting fact that I always love to share with my salespeople is the 10-80-10 rule, which means 10 people say yes to everything, 10 people say no, no matter how good the offer is, right? Bag of gold, here you go. No matter what it is, 10% of those people are just going to slam

Starting point is 00:01:39 the door, tell you no, whatever it may be. And then there's 80% of the world's population are going to be wafflers. They are indecisive. They are a part of the maybe crowd. And so the interesting thing with decision, right? This applies to sales. This applies to really everything that you're doing every single day in your life.

Starting point is 00:02:00 And understanding that it is very natural to be indecisive, to be a part of the maybe crowd. Where life really starts to become fascinating and get exciting is once we realize that the faster we make decisions, the faster we are going to progress. Now, that doesn't necessarily mean that you're going to make the correct decision, but that just you are a efficient decision maker. And as you become more efficient in your decision making, you're actually going to surround yourself and influence others to be faster in their decision making. Now, why is decision making so important?

Starting point is 00:02:39 Well, one, nobody gets anywhere when they waffle. One of the things that I will show my salespeople is our goal as salespeople is to help get a decision. It doesn't mean whether a yes or a no. It can be really anything. And whenever somebody hasn't made a decision, they are sitting on the fence. I'm going to draw a little thing, okay? Imagine a picket fence like this, okay? And one side is yes, the other side is no, okay? We got that?

Starting point is 00:03:13 Now, yeah, it's going to be a little graphic here. When somebody is sitting on the fence, it's really uncomfortable, right? Indecisive people are uncomfortable. It's not a great position to be in. And so if we are a salesperson and we leave somebody undecided, we are leaving them in an uncomfortable state, which is automatically associated with us as the salesperson. Same thing for us when we don't make a decision, we are uncomfortable and we sit there and we stew and we become stressed and we have

Starting point is 00:03:45 anxiety and we have depression or whatever it may be because of our indecision. The interesting thing enough is that you are better off making the wrong decision quickly and being able to learn from that than you are not to make a decision at all. Because if you quickly decide that the decision that you made was incorrect, you go, you make a decision, and you're immediately hit with a consequence. Something bad happens. It doesn't turn out. You launch a business, whatever it may be. You suffer the negative consequence from it. Now, you know not to go that route. And so you can quickly switch the decision to whatever it may be that is going to produce the desired result. And so understanding this, that it is way better to make a decision or get

Starting point is 00:04:38 somebody to make a decision than no decision is made. And so interesting enough, when you talk about the 10, 80, 10 rule, let's apply it to sales. Okay. So when we talk about, when we talk about the 10, 80, 10 rule, right? So we, I'm going to draw it out right here. So we've got 10% of the population, 80, 10. Okay. And, and you put it into thirds. And for those that are just listening, I just put a graph across the top. You got 10, 80, 10. Now the question is, if I draw a line down the middle and say that all 80 of these people that are indecisive, that are maybes and get them to make a decision and all 80 of them go over to no. So now it's 10% of the population say yes, 90% of them say no. Will you make more money? Now think about that. Once again, if your job is to help people make a decision or your job

Starting point is 00:05:36 as a decision maker is to make a decision and you always make the negative decision or people always go with no, will you make more money? Now, the natural would be like, no, you're not going to sell anymore. You missed out on 80% that potentially could have gone into the yes column later after a callback, after they thought about it, after they got enough information, whatever. But the reality is, is when, if you did, you would, if hypothetically all 80% of them moved over to the no, you would make more money because this allows you more time. You are not going to waste the time with the callbacks, the maybes, all these different things that are going on with the consumers that waste your time by not making the decision.

Starting point is 00:06:22 Now, this is important as a potential business owner, as a salesperson, like I said, as a producer in society for all of us to understand the psychology of this, that when we are indecisive, when there may be, we are wasting time. Time is the ultimate currency, right? The ultimate thing that each one of us are trying to get more of, right? No matter who you are, you have 168 hours in a week. Warren Buffett, Chris Lee, whoever may be, Elon Musk, we all have 168 hours. So how do I become most efficient, take advantage, and not waste time? And the biggest thing is we got to be decision makers. Oh my goodness. And the best value that we can bring to society as a business owner, as a salesperson is help somebody get to

Starting point is 00:07:13 the decision. Now, in order for somebody to make a decision, they have to have two things and two things only. One is trust, right? And there's two different forms of trust okay and the easiest way to think about this is trust your grandma okay so i'll ask you this question do you trust your grandma and you of course you're gonna be like yeah of course i love my grandma i trust her she's awesome she like she always takes care of me or she was a phenomenal person or whatever and then the second question is do you trust your grandma performing open heart surgery on you? Wow, absolutely not, right? So you have trust of character, trust of skill, okay? Those are two different types of trust. And in order to get someone to make a decision, you need both, okay? The way that you

Starting point is 00:07:54 get trust of character, you tell the truth. If somebody can see what you are doing is deceiving them in any way, they will not trust you. The second one is trust of skill, right? How confident are you? How much information are you able to provide? Are you able to answer other questions? Whatever it may be, right? That is trust of skill. You have to have both forms of trust in order for somebody to make a decision. Same thing, that's what you're looking for, okay? When you are going to make a decision, you got to say, okay, do I trust that I have all the information? Do I trust the person that I'm deciding around or whatever it may be? Second one is, do I have enough information? Enough is an interesting word. Enough is right in somewhere in the middle.

Starting point is 00:08:38 It's not too little. It's not too much. Usually what happens in sales or whatever it is, our own lives is we consume too much information. We give the person that's trying to buy our product too much information, which naturally confuses them. And a confused buyer is not one that will make a decision because a confused buyer now has all these questions that they didn't start out with that they need to go and now get answered. Okay. You created those questions in their mind. Same thing for you. When you go and you analyze all these things that you really shouldn't, you get too deep in the weeds and you give yourself so much to think about that it gives you analysis paralysis and you don't make

Starting point is 00:09:19 a decision. Okay. So that's too much information, Too little information, when you go to close the deal or when you go to move forward with the transaction, they will ask more questions, right? If they do not have enough information. So once again, as salespeople, as business owners, as consumers, typically we err on the too much information and we really, really mess things up. And a confused buyer will never, ever, ever, ever tell you that they're confused. They don't want to admit it, right? That their ego, their pride, they're just going to be like, oh, I need to think about it. I need to pray about it. I need to talk to my accountant.

Starting point is 00:09:54 I need to do this, this, this, and this. And it's because, man, I was given way too much information. I didn't realize I need that. Like, for example, in a solar sail or whatnot, like we give them too much information. I didn't realize I need that. Like, for example, in a solar sail or whatnot, like we give them too much information about the product, photovoltaic, you know, monocrystalline versus polycrystalline, the different types of inverters or whatever it may be, right?

Starting point is 00:10:17 And so when we do that, it causes the person is like, well, well, dang, I just thought I wanted to go solar. I didn't realize I need to know all the product information. I didn't need to know this, that, and the other, right. Um, I love using that accent. It's my, my favorite one. I, I lived in Oklahoma for a while and I love a good Southern draw or Midwest draw. So, um, you know, and so once again, when somebody is confused, they, they do, they lack the confidence to make a decision and they will definitely not tell you that they're confused. They'll just cover it up with whatever lame excuse. or a business owner are indecisive yourself, right? We must learn to become very decisive in our time, in our actions, in our, like, I am going to be able, I am going to do this no matter what, no matter what I feel like, right? That's the definition of discipline,

Starting point is 00:11:19 doing what we know we need to do, whether we feel like it or not. We must become decisive as a population. If the world was way more decisive, we would create way more value, we would have way better relationships. We would go and we would get to, we would address that relationship that we are struggling with. That is one thing that my mind just cannot wrap around. When there is a negative thing going on, one thing I've learned in business. When there is a negative thing going on, one thing I have learned in business, if there is a negative issue going on within your organization with a family relationship, whatever it is, go and address it right now. When you try to bury it, ignore it, act like it never happened, all you're doing is creating a foundation of deception,

Starting point is 00:12:04 acting like it's just going to resolve itself, and it never will. It will always linger in the back of your mind, the back of their minds, or whatever. Get after it. Decide to go and address it. Do the hard things. Address the pain today. that the goal is to experience as much pain now so that I can experience real fruit and lasting fruit later versus experiencing the fake fruit now that is just fleeting and gone and then going and experiencing real pain later that is lasting and enduring and whatever.

Starting point is 00:12:40 And this applies to fitness, everything. Guys, I appreciate you jumping on for this real quick short podcast. If you have not left me a review, whether this is on YouTube or Apple or Spotify or wherever you're at and you're listening to this platform, please do me the best favor. Like I know you've heard other people ask for this, like literally take 20 to 30 seconds, write your thoughts, leave a quick review. It really helps me. That's the best way that you can pay me back for the free advice that I'm giving you.

Starting point is 00:13:09 Until next time.

Next Level Pros - #15: The Power of Decisiveness: The Key to Progress

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