I am pretty fired up I just got back from Nashville, Tennessee, where I went to an event with my coaches, these are these are people that I've hired for the last couple of years to to coach and mentor me. And, you know some of the results that they get compared to mine are just, you know, it's like they are on a whole other level right it's like, and that's what that's what you need. That's what we all need we all need to be surrounding ourselves with people that are, like, not just a little bit better than us but like they're 10 times better 20 times better 50 times better.

Maybe not necessarily in general, but in like this specific area right like I want to get around in in business, you know, I think they say like, you know, you never want to be the smartest guy in the room. Right. I mean when I went when I go to Nashville I'm certainly not the smartest guy in the room. Right. I feel like these are people that that that are, you know, in this area of business, you know i mean they're, they're like, 100 times beyond where I'm at 1000 times, beyond where I'm at and it really, it puts things into perspective, and it makes it it makes things like even if even, even if I'm not that at their level yet.

It makes me getting to the next level way easier, because if they're all the way up here, then it's going to make it a lot easier for me to just get, you know, to the next level if that makes sense. But anyway, I'm super excited I learned a ton at the event, and I want to share with you something not not that I actually got from the event, but that I got from actually reading a book on the way home from from from this event that I spent a bunch of money to go to, like, one of my biggest takeaways actually happened on the plane ride home when I was sitting by myself, reading an audio book.

And in the road less stupid he's talking about the whole book is based on like, making sure that you have time in your day devoted to like to just thinking, right, and to devoted to answering important questions about about your business right not not just thinking about, okay, how can we be better but like really getting down to the nitty gritty of like, Okay, how can we double profits, while scaling back the time that we that we spend in the business, you know, and, you know, growing the business by by three x by the end of the year, like those kinds of things right. So, that what he's talking about in this particular chapter of the book, or this particular section of the book is about how to frame questions and how how most people how when they think about their business and they think about their problems in their life and their business.

The, the way that they communicate the way that they frame the questions the way that they think about it the way that they talk about it, is a big part of the problem. Okay, so he says and this is a direct quote from the book here framing, a problem. As a statement is always a mistake framing, a problem, as a statement is always a mistake I see people do this in business, all the time. Right, they'll say something like, you know, my sales suck, or you know my profits suck or I don't have any leads or anything. And it's like, when you do that, you're actually you're actually sending a message to your brain that this is a fact. And this is not the problem that needs to be solved.

Okay, so he actually says a statement tricks your brain into thinking that this situation is a fact, and not a question that requires a solution. So anytime you make a statement like that like my sales suck. Nobody's joining, I don't have enough leads. I don't have enough people to talk to. You might as well just tell your brain. Your, your the way that your brain is interpreting that is yep that's the fact that's a fact that's a situation, nothing to do about it.

So, you know, got it. Thanks for sharing, you know, moving on. What else you got like it's not, you're not you're not actually sending a message to your brain that this is a problem that needs to be fixed. Okay, so, say, like for example, saying, I am poor right provides no insight about how to remedy the situation. Neither does asking why am I poor right or, you know, if you want to relate it to sales, saying, you know, why do my sales suck or saying my sales suck doesn't actually do anything to remedy the situation. Okay, so use this framework instead, how might I so that I can, how might I double my conversion rate, so that I can double my sales, how might I find a consistent new source of leads, so that I can consistently make new offers.

And I'm just going to stop right here for a minute and I'm going to go off on a little bit of a side tangent. One thing that I heard from the events that that really stood out to me. And this is like so fundamental and we teach this in the coaching program, all the time is, if you are if your sales are not where you want them to be right now, you need to ask yourself, What am I doing to get attention. And what am I, and how many offers Am I making. Okay. The key to sales. The key to sales success. I don't care what it is that you're selling the key to success in sales are those two things get attention, make offers. That's it. Right?

Oh well what about duplication No no, get attention, make offers right Don't worry like people want to overcomplicate it they want to bring in all kinds of yeah buts what ifs, no. Simplify the situation. What did I do today to get attention. What did I do today to make more offers how many offers Did I make today, right if you're if you're if you're saying that you know you haven't you're, you haven't been crushing sales in the first three weeks of 2021. You know, my next question to you is how many offers Have you made. What have you done in the last three weeks to get attention. Okay, that's what it comes down to it comes down to getting attention and making offers. Repeat, repeat, repeat. Now are there skills that you've got to develop I mean yeah of course, but like, you've got to be getting attention and making offers while you are developing skills to get better at getting attention, and making offers.

Right, that's what you need to be doing if your sales are not where they were where you want them to be now. Okay, with that with that little side tangent. I'm gonna get back to what I read in the book. Okay. Okay. Use this framework instead how might I so that i can i. So, framing the problem using how might I allows me to see what needs to be broken versus what needs to be fixed. I thought that was genius, when I, when I read that framing the problem using how might I allows me to see what needs to be broken versus what needs to be fixed.

A common mistake is to assume that the problem identified is a solution that needs to be duct taped repaired or mended right the problem identified requires a solution and needs to be duct taped repaired or mended when the reality may in fact be that the machine that I'm using is not the machine that I need. I mean when I read this on the plane like I will actually I, I was listening to it on on audio, and I'm writing it as I'm as I'm learning it because I want to like really solidify this in my mind and I also wanted to teach it as I'm doing right now, because I think that this is just entrepreneur goal right here.

So do you see what you see what he's saying there right is that is that if I if I frame the problem in this way, how might I write it allows me to identify the fact that it might not be just something that needs to be fixed I might need to throw out the entire thing, and get an entirely new thing right it's like, I might need to throw out the machine that I'm using. So that I can get an entirely new machine right because then it's going to be dependent on your goals right but I'm just saying like the, the machine, the machine that you're that you're that you're using the machine that you have in place, might not be the machine that you need to get you to where you want to go.

And at some point you might just have to throw the entire playbook to get an entirely new playbook rather than just trying to like duct tape and fix little parts of a broken system. Okay. And then he said putting wings on a butterfly does not make an air worthy, which, which I thought that was a cool metaphor putting wings on a bicycle does not make it air worthy. Having the right answer is smart.

Having the right question is genius. We've got to start asking ourselves better questions, bigger questions. Right. And in like more micro level questions, not just how can I improve my sales. But again, you know like, like, like I mentioned a minute ago. How can I double my conversion so that I can you know double the amount of how can I double my lead flow, so that I can double my opportunity volume so I can have twice as many people to talk to.

How can I double my conversions and doesn't have to be double it's just, you know, just for the example it's like, how can I triple my sales conversions, so that I can enroll the same amount of people are so that I can roll enroll three times more people with the same amount of opportunity the same amount of leads. Right. You see how that's like a macro level question you're kind of, you're like really getting down into the nitty gritty, rather than a question like, Why do my sales suck?

It's very broad right it's very it's very open to interpretation, where but but if you're if you're asking more micro level questions. How can I achieve x, so that I can achieve y right it's like framing the question is a little bit differently and Tony Robbins says this all the time. I mean, I mean it's one of the was one of my favorite Tony Robbins quotes. If you want bigger results in life, start asking yourself, bigger questions.

So most serious mistakes are not a result of having the wrong answer. The most dangerous thing is asking the wrong question. Our job as business owners, is to get clarity on the right question to ask. Before we pull the trigger. Right, so, so he just identifies that that's a big mistake that a lot of business owners make is that they, they're asking the wrong questions. And that's going it's, it gets them thinking about the wrong answers. So they come up to, they come up with a solution to a problem that's not even the most relevant problem, right, and that is good for that and that is always going to produce mediocre results. Right?

So start asking, start framing your questions in that way, start asking yourself, bigger questions, start asking yourself more micro questions right like, you know, looking at a sales funnel saying how saying How come my sales funnel isn't converting that's way high level right it's like you need to. You don't have a sales funnel all it is is a series of steps you need to be you need to actually look at what are the steps in the process, where are the breakdowns happening and how can we correct the mistakes at those levels, or how can we correct those breakdowns, that is just like plugging the holes in a leaky bucket right because you're because a funnel is it.

It's like a funnel, you can look at a funnel as though it is a bucket with some holes in it. And all you're doing is by like getting really micro with it it's getting to like, okay, where are the breakdowns happening in the phone. What are the what are the specific things that are where it's where it's breaking down, and then you'll actually say like, okay, we actually are doing pretty good on this part of the funnel, right, we're getting traffic to the funnel, but right here is where things are breaking down. It's like we're getting leads but people are not taking that that that critical next step. So that's where the breakdown is happening.

That's where we need to focus our attention on fixing updating enhancing optimizing so that we can plug a hole in that bucket, because that's that hole is you know you're losing money out of that you know hole in our metaphorical bucket. That is our sales funnel and that's happening all over the place in your business right so get. So, Train yourself get good and start looking at what you know the finite little details and what are those little areas where those breakdowns are happening because tiny hinges swing big doors in this in this business, right, it's still little things that are going to make the biggest difference.

And if you are willing to do this if you're willing to ask yourself those those granular questions those tougher questions, those higher level questions, not most people don't do that you'll have a major advantage over 99% of other people in the home business industry, go do that you'll you'll have, you'll have a major advantage and you will not even recognize your business, six months from now, 12 months from now.

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