The Game with Alex Hormozi - What separates "the best" from "the rest"...and what the best sales people & baseball players have in common.. | Ep 73

Episode Date: August 27, 2018

"It's about seeing how you can consistently execute the same thing over and over and over again." Today, Alex (@AlexHormozi) discusses the importance of consistency in sales and business success, citing examples from top-performing salespeople and baseball players. He emphasizes the need to establish routines and recognize patterns to execute sales techniques, achieving desired outcomes consistently.Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.Timestamps:(2:42) - McDonald's: Consistency over quality for success.(4:25) - Repetition and outworking doubt create consistency.(6:20) - Establish a daily routine for consistent outcomes.(7:43) - Best salespeople train multiple times for mastery.(9:23) - Mastery leads to unconscious competence and success.(9:43) - Consistently achieving outcomes > being a superstar.Follow Alex Hormozi’s Socials:LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition

Hey guys, what's going on? Happy Thursday. I thought I would make four days in a row of content. I know. I've been going cray-cry on the content train. But I think I don't have no idea why. I think it's just because my calories are up and I have more juice in my brain. But anyways, this thoughts came to me today and it was, I'm always in conversations with our sales team and whatnot. And I thought that, and I was reading through our gym lunch group, and I thought that it would be, really useful for some of you guys to kind of hear one of the lessons that took me a really

long time to learn. And so I titled this, what separates the best from the rest and what the best salespeople and best baseball players have in common. And so a lot of times people think that in getting, and this is something that I used to think for a long time was that like the best salespeople knew something that I didn't know or had some like secret technique that I wasn't aware of and that if I only learned the secret words or the secret questions that I needed to ask, then I would get more people to buy my stuff, right? And the further up we've gone, and it's weird when I've always considered myself a student of sales to then have people like, you know, Russell Brunson, who's considered a very good salesperson to say like, this is his words,

that I was the best salesperson you'd ever seen and that like all a bunch of other nice things. And so it makes you really introspective. And I don't think that I know anything that's fundamentally different than most people. And so I had to think like, what is it that separates the best at a certain skill, even owning a business from the rest, right? And so if you look at like baseball players and salespeople, what's interesting is that the best salespeople and the best baseball players, it's not that they really do anything different than mediocre salespeople or mediocre baseball players, it's just that they consistently do really well. And so, like, they have these routines that they get themselves in so that they can get consistent. That's why they

have the same dance, the same approach. They were the same socks, right? When you're in sales, you have the same. And, like, if you're going through our sales training, like, it should be just like a foul shot for basketball players. It should be just like when you're approaching the plate. Every single conversation, your setup should be the same because you want to have the perfect swing, right? You know how to have the swing. And so all you want to do is maximize your chances of having the outcome that you're looking for, which for baseball would be, you know, connecting and getting a hit. And for a salesperson, it might be closing the sale. Now, how does that concept apply to running your business, right? What is one of the most successful

businesses out there that's been brick and mortar, right? McDonald's. Okay, I'm just throwing it out there because they are. And a lot of people would argue that McDonald's food is really not that spectacular. But what it is is consistent. And so if you don't think that consistency consistency in of itself is a valuable thing, then like look at the landscape of competition that's out there. Being consistent is one of the most highly valued things in the marketplace, both from your customers to you and then also from you to your employees. So if you are a trainer right now who works at one of the gyms that's in this group, like the person who employs you values consistency over hot streets. I'm just telling you. Like if I knew that every day I could always

count on someone to be on time, it always show up and do an eight out of ten class, that's what you call someone who is dependable, right? That becomes a rock in your business. They become one of the cornerstones that you can build your business off of. No one likes the prima madonna that's hot for a week and then cold for a week and then hot for a week and then cold for a week. Like it takes tons of attention. You know that that's the entrepreneurial golden resource, right? So now this person is taking tons of your attention. And if you were that person in anybody's business who's in here, then understand that that is you are, you are taking value from the business by not being consistent. Hey, if you're a return listener and you have not rated or reviewed the show, I want you to

know that you should feel absolutely terrible about yourself and everything else in the world. I'm kidding. But it would mean the absolute word to me if you guys would go ahead and do that. You don't even have to pause the show. You can keep listening and you can just do it with your thumb right now. It'll take you less than 60 seconds. And like I said, the only way that podcast grows through word of mouth and this is you joining hands with me and helping as many entrepreneurs as we possibly can because no one is coming to save us it's just us all right so please go do that now and let's get back to the show right and so a lot of that now like how do you get consistent what's the how to in terms of getting consistent um we were quoted at one of the

events that we said because someone said I just don't like you speak with such conviction I want to be able to speak with that same level of conviction when I'm talking to prospects and I didn't really think much about it I just I looked at the lady and I was just like you have to outwork yourself out and like everyone like just like started like writing you down and I thought about it later but like conviction just comes from repetition it's time under the bar right like you get better at squatting by squatting more you can talk about how great your form is you can do all your mental practice but at the end of the day you got to get under the bar and if you want to get good at sales you got to do repetitions right like and you got to get better

and then what happens is it like it's just like chess players when they're looking at the board the best chess players, it's not like they necessarily have better skills, they just recognize patterns faster. They're like, I've had this conversation before. I know what to say right here, and then it becomes subconscious competence. Like, you don't need, like, a lot of times making that sale for most people, especially like the all-star salespeople, in the beginning, you have to try really hard to just remember what questions to ask, right? And then later, like, it starts happening a little more naturally. And then it starts to the point where, like, you're not even there. You're zoning out and your mouth is asking the question that would naturally lead to the next pain point.

Because you've done this so many times. You've seen the situation so many times. You've seen this pitch so many times. You've outworked that you've outworked your level of shittiness, right? So like there is no shortcut to it. But the only way to get consistent is to be able to recognize patterns. And when you recognize patterns and you can do so quickly, you become really good. And by being really good, it's not that you're exceptional in any way.

really good on a regular basis and you never suck, right? You just don't have cold streets. The best people just know how to always be on. That's all it is, right? Like Michael Jordan's games was not like, like, sure, he had a couple of like big games that were memorable, but the guys who like consistently score more points, they just consistently score more. So what it, like, their averages are not brought up by the one or two or three games that everyone remembers is the fact that they just do a little bit better all the time, right? They know how to, like, everyone else, like, when the mediocre players have a hot streak, that's what the best players do every day. And the only thing they do is they know how to get that hot street on a consistent

basis. And so if you don't have process around what you do, right, or what you practice, like, we live the same day every single day. Like, I'm not, like, I'm not joking. Like, we have the thing, like, boring makes you money. Boring makes you rich. Boring makes you money. Boring makes you money. Boring makes you money. Boring makes you money because boring makes you consistent. And when boring makes you consistent, you have consistent outcomes. And when you can control the variables, right, then you can tweak things to get exactly what you want on the outside, right? Like we always go to bed no matter what, weekends, Friday, Saturday, Sundays, whatever,

always at 9.30. We are always up by six. Sometimes we wake up earlier just because. But like, we're always up by six. we're always done training by 9 a.m. And then after that, we eat for the next 30 minutes. And then Layla goes in showers, and then I muddle around and then either decide to shower or I get on here and I make some constant.

Right? Like, that's the day. And then we hop on the daily huddle. Like, the things are repetitive. It's the same thing every day. And so if you want to get better, you just got to, you have to, you don't need to get better. You need to do the good things consistently. And so tag your team members who are like, man, I really wish.

I wish I could be good at sales. Like you probably already know what you need to do. You just need to do it more times. And so that also can look at, like if you look at sales training, right? Like the people who do the who are the best at sales in all of the gym lords tend to be the people who went through the training the most times. It's not an acquisition of information thing. It's how readily accessible is that same fundamental information to you. Pause. It's not about getting more information. It's about having the information. It's about having the that is useful, readily accessible to you when you recognize patterns, right? That's how it is.

And so if you go through sales training every single morning, you will get better at sales faster because you will be able to recognize patterns faster, right? And when you can recognize patterns faster, you go from conscious confidence to unconscious competence. You don't even have to think about it and you're good. And then that is when you go from having spotty where you're consciously competent and then all of a sudden you don't focus one day and then it means you're not competent and then you're focusing again and then you're competent

and then you're not competent, right? To the point where you don't need to focus on it and you're really good and then at that point you become consistently great. That's how you get good. That's how the best baseball players do it. And what do they do? They put time under the bar.

They see more pitches. They see more swings. They play more chess matches, right? It's all they do. There's no secret. But it's consistency that's the outcome. That's what people mistake. It's like, oh, it's because he's some superstar.

It's never that. It's just that you can consistently, the outcome that you're looking for, whatever skill it is. So anyways, I thought this might be useful for you or some of your teammates or if you have a sales manager who's hot and cold, maybe tagging here because it's not about learning what things to say or what to recognize. It's about seeing how you can consistently execute the same thing over and over and over again. And if you don't have a pre-fowl shot, you know, dance. And if you don't have a little pre, you know, step up to the plate routine,

then you're leaving your outcomes up to more chance than they should be. Cool. Anyways, dudes. And do debts. Sorry. Have an amazing week. I have to hop on my daily call with all of my team. So I get a jump literally right now.

Lots of love. I'll catch you guys soon. Tag one of your sales managers. I am out. Bye.