Tip:
Highlight text to annotate it
X
[00:00:00] Josh: Hey guys this week is all about how
to be at your best in sales. Josh: Hey guys this week we are talking about
how about to be at your best. Jamin, how do you be at your best when you have say a client
meeting? Jamin: There are a lot of different factors
in being at your best. Being at your best really is a concept of when you are most energetic,
when are you on top of your game, when do you speak most fluent, when do the best ideas
come into your mind. These are that kind of ... being at your best is really kind of like
your biological time clock and figuring out that time. Before we jump into the whole reason
of sales specifically or why is it important to be at your best, I want to read a quote
that is actually is more scientific that's kind of back up what we are talking about
today. Steve Kay, a professor of the molecular and
computational biology at the University of Southern California, "When the bodies master
clock can synchronize function of all its metabolic, cardiovascular, and behavioral
rhythms in response to light and other natural stimuli, it gives us an edge in daily life."
Josh: What does that mean? You just went like hoooo ...
Jamin: Let's break it down. Like I said, all of us a have a biological clock. Yours tick
differently than mine. There is some consistency in that is, like I said, obviously if you
go to bed at a good time and you get so much sleep and you are going to wake up refreshed.
That's good to have an overall good day of having energy, being able to go out there
and make that extra cold call or close that deal, but even more specifically throughout
the day, you got to know when you are at your prime.
Some people are night people; some people are morning people. Some people like to work
out at 4 am; some people like to work out at 4 pm, so that is the importance of knowing
what works for you. It is different. Every person is different. These are more of those
concepts to talk about. Get an idea of when you are at your best so that you can focus
that on the important meetings to set up with clients or future prospects, [00:02:00] because
you are going to be able to close that deal most effectively when you are actually in
your prime. May be it is between 10 and 12. May be you have to eat breakfast that morning
first. Kind of pump your body with a little bit of porridge and some sugar to get you
going, some protein and then maybe your thoughts are off easier.
Josh: It is interesting. There is a book called Work the System by Danny and Sam Carpenter.
It is all about how to build systems in business and in your personal life and he calls it
BPT, which is biological prime time. I've always liked that. It is like some people,
2 pm is their BPT time and they get two hours of it. For me, first three hours of my day
is when I have the ability to just [bull charge it 00:02:40]. We always talk it about. I spend
those times bull charging my capsulate or making cold calls or meeting with clients
and not only my best but any work I get done after it, it's almost like bonus.
Jamin: I have a question for you. Josh: Yeah absolutely.
Jamin: What did you do to come figure out say, "My first three hours of my day is one
of my best." Like what did you do to figure that out?
Josh: Like I said it is one of things that ongoing testing. You are consistently trying
your thing. You are consistently adding and subtracting things. When we do that a lot,
keeping each other accountable with our goals. Like what did you do differently this month
and last month? I think it is an ongoing process and that makes people uncomfortable because
they don't want to be like, "Oh, what I gotta keep trying. I want a solution." The thing
about this guys is there is no like set solution for you, for Jamin, for me. We all have to
figure out we all have got set process. For me, it was a lot of figuring out like do I
work better at night or during the day and how do I adjust.
Like I said, I know if I can get up around 7 or 8 and get a breakfast, that's like a
Paleo type diet breakfast with eggs and bacon and avocado and I can get a nice cup of coffee
and get into my work like that and big thing is not check emails first.
Jamin: Not being reactive. Josh: Not being reactive. That's what I'm
in my prime time, [00:04:00]. If I needed to keep writing a strategic stuff that's when
it is. Also the hard tasks of that day, so If I can set up client meetings, things like
I want to do them but I don't want to do them those things need to be done immediately your
will power actually decreases throughout the day, so you need to use that prime time.
Jamin: You feel that little victory when you complete those well in the beginning of the
day. Not only one, because you are doing it in the best time in your best kind of three
hour time zone but you are going to do it more effectively as you are going that victory
occurred, it is kind of crucial to do everything else that day.
Josh: It is the first step in figuring out how to be at your best.
Jamin: Exactly. Josh: And when you are figuring out how how
to be at your best, those are the things that you need the most. Exactly what you just said.
You want to figure out what is that we [can rock that stuff out and you go 00:04:41].
Jamin: Not a grounder but an actual home run. Josh: That's right.
Jamin: I want to actually read over this quote one more time and just I'm going to slowly
go over. I want to kind of just reemphasize kind of the scientific aspect of what we are
talking about and relate that to sales. Again, when the body's master clock can synchronize
functioning of all its metabolic, cardiovascular, and behavioral rhythms in response to light
and other natural stimuli, food, people, environment gives us an edge in daily life. Scientifically
speaking, if you can ... go into when we said earlier change your environment and [inaudible
00:05:19]self-motivation and motivate you. Stimuli, whatever stimuli it's your senses
and get you going. Go there and do that when you are meeting with clients. When you are
talking to prospects. Like I said for me, for my kind of time clock
the way that I'm most prime is probably from 10:30 in the morning to 2 o 'clock in the
afternoon. Reason is that is what I do is I will wake up in the morning. I will get
emails done. I will work on some tabs to have done that day to kind of just warm my motor
up. My motor kind of takes some time in the morning and by 10:30 or 11 o' clock that's
when I will have meetings set up with clients. That's when I will go meet with them and that's
when I will feel more ... I make them laugh more. [00:06:00] It is more fun. It is more
light. It is just because I know that if I'm meeting with clients I can set up meetings
with clients at 8 am in the morning, but I'm not going to come across as that vibrant,
energetic Jamin because that would be at 10:30. Sometimes you don't always have an option
to be able to choose when you get on meetings but any time you can at least do everything
you can to be in that time zone to leverage it. To leverage at being at your best.
Josh: Exactly. Jamin: What we've talked about so far is,
for once understand the concept of being at your best. Think about that daily, so think
of when you are most active during the day. Josh: What are the things that ... break it
out. What are the areas that you think people should be thinking about when they are trying
to figure out their best. For me it is physical, mental those sort of things. When am I physically
at my best and like it is for you? Jamin: Some of the basic things that I think
about is, for one is your nutrition. Think about what you need to eat that morning. What
you need to eat throughout that day to kind of keep just your energy going just naturally.
Josh: Because you really are what you eat. Jamin: You are.
Josh: Absolutely. Jamin: If you are going to eat a big long
burger at lunch, you are going to be tired for about an hour and half because you are
digesting it. Your nutrition is huge. Figure out what type of your nutrition and what type
of sleep cycle you work best with to get the most energy for that next day. Next would
be conscious of ... when you figure out your nutrition each day figure out physically when
you feel most energetic, most sharp when you are happiest that day. Just kind of take may
be a log for seven days and just figure out when am I happiest. When do my best ideas
come out? When I have the best conversations with people? A would be nutrition. B is just
log your body's time clock. Like I said when do you feel best throughout the day? When
do you feel most excited? Josh: To gather that data?
Jamin: Exactly and lastly, I would say once you have figured out A nutrition; once you
got B when your best is figured out, at least give yourself a two to three hour time range.
It is usually pretty effective. After you figure out those two, thirdly try to apply
that time of day, [00:08:00] to meeting with clients or sales or the most important things
that you want to be communicating with people or even just diving into different thought
processes that are going to help you build something new. Like I said, just try to focus
that bank account of your mind that you only have so much each day to where you will withdraw
at the time that you are going to be having the most impactful type of interaction.
Josh: You set yourself up by making the proper deposit from nutrition.
Jamin: Nutrition. Josh: That is a good analogy. I think that
pretty much sums it up then. This week is all about being at your best. Let us know
how you are at your best in the comments below the video. Makes you interact. We love it
and Jamin, any last thoughts. Jamin: Nutrition, figure out your body's time
clock, and applying it to the most impactful times of your week and day. Thanks guys.
Josh: That's it, see you next week. Jamin: See you later.