Sales Hustle is now Sales Transformation
Aug. 19, 2021

#134 S2 Episode 3 - Burnout Top Performer to Selling More While Working Less with Brandon Fluharty

This episode of the Sales Transformation Podcast with Collin Mitchell features Brandon Fluharty, VP of Strategic Account Solutions at LivePerson and Founder at Be Focused. Live Great.

Brandon shares how to develop your personal brand for authentic human interaction and engage in "deep work" to achieve success. He uses 5 intentions and measures his Thrive Score to become a better seller AND work less at the same time.

Using his PREP framework, he makes efficient use of his time to block off schedules and measures his capacity to perform using energy states. With "Flexiplinurious," Brandon shares how he approaches sales opportunities by being flexible, disciplined, and curious.


HIGHLIGHTS

03:15 Brandon's background and finding sales success with passion

08:32 Falling in love with your personal brand 

15:23 Lessons on learning, earning, and moving on  

22:12 Starting Be Focused. Live Great by applying the athlete mindset 

26:22 Deep work: Prioritizing time and health to achieve meaningful results

29:22 Brandon's 5 intentions and keeping a "Thrive Score"

35:58 The PREP Framework and using energy levels 

39:21 Flexiplinurious: Flexible, disciplined, and curious 

43:43 Connect with Brandon

QUOTES

26:27 "Deep work is making an intentional I'm going to use my time to work in a very undistracted environment so that something meaningful can be an output of that work."

31:52 "When I'm healthier and I'm well-rested, I'm going to be better for my prospects and my teammates. When I focus on no more than 4 hours in meetings and get myself 4 hours for deep work, I can get really quality work done."

32:20 "I sort of create these 5 intentions of working out, you know, a wellness activity, being mindful, and spending time with my wife, and sharing content with the world."

32:52 "When my sleep is good and my schedule's well-aligned and I complete my 5 intentions, that adds up to a really high Thrive Score. And the more times I hit that high Thrive Score, the natural output is good business. Closing deals."

36:01 "This framework called PREP, which is Plan, Rest, Effort, and Perform."

38:38 "I have everything labeled by the energy level, and I can just naturally say okay, this is a peak activity, I'll push that to the morning. This is a dip activity, that's perfect in the afternoon."

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Transcript

 

S2 Episode 3 - Brandon Fluharty

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DNS through LinkedIn, you're missing the mark big time. Learn how I fully manage revenue generating podcast can change your life and your pipeline@saleschasm.com.

[00:00:54] Welcome to another episode of sales transformation today, I've got [00:00:59] Brandon flew Hardy. He is the VP of strategic accounts at LivePerson and Foundry. I'd be focused live great. Now this was an incredible interview here, Brandon, um, had experience of being a top performer and burning out as many experience.

[00:01:18] And when. He got curious about certain things like investing more in getting proper sleep and eating healthy and exercising and be intentional about his calendar. And when he does certain activities and events blocking out time for what he likes to call deep work. Now, the results were very interesting.

[00:01:41] Prior to this, he was working more and he's in the coveted seven 15. Earners club over at LivePerson. So he's super successful guy. And when he started to invest in these things, he [00:01:58] actually was even more successful. He went from producing 7 million ARR one year investing more in himself personally and booking 14 million in seven months.

[00:02:14] I hope you enjoy today's episode, Brandon. Thanks so much for coming on sales transformation. How are you? Awesome. Doing welcome. Thanks for having me. Yeah. Yeah. So, um, been looking forward to having you on, uh, we originally chatted before the name change of the show and, um, you kind of had a little back and forth and here we are.

[00:02:32] So I'm super pumped to dig into your story. Um, Start, you know, kind of at the beginning, how did you get into sales and, and what happened? And let's take it from there and, and dig into, you know, where you've, what you've been able to accomplish in your career. Yeah. Um, So first congrats on the new name change.

[00:02:51] I like the word transformation over hustle for sure. I knew I, you know, I knew that [00:02:57] you would, uh, I knew that you would fully support the name change. So you are not the only person that gave me crap for the, the previous name, which got us so far. Um, but I knew that you would be a fan of the new Navy.

[00:03:11] Yeah, big fan number one fan. Um, so background is, yeah, I like many people. I happened into sales. Uh, so glad that I did and, uh, was not obviously anything. I went to school for, uh, like many people. And, um, really, you know, you didn't get an MBA in sales in college now, and if they offered it, it probably wouldn't work.

[00:03:38] So I've heard they teach sales in universities now, but, uh, I think there will come across a handful of them that, that, uh, have gotten their formal sales education in the higher education. Uh, yeah, there's probably like four people out there. Um, [00:03:56] And, and yeah, so I really started my career, um, as an aspiring professional soccer player.

[00:04:02] I, um, I left college early, um, and then went back to it after I ran into some injury issues and then left again to follow my passions of, of which was still in the game of soccer. And, um, I had three job offers my senior year in college and I started working with, uh, the third one was too good to pass up.

[00:04:26] And so I joined us a youth soccer education startup out in long islands. I finished school on, uh, left school on long island and, uh, Yeah. Hero is a young 23 year olds. Yeah. Just thought, Hey, I wanted to get into the game and if I wasn't gonna play it, I was going to help grow the game, uh, any way that I could.

[00:04:50] And I ended up sort of getting my first taste, not only in sales, [00:04:55] but just entrepreneurial endeavors. And so I was like employee number three or four, and we grew it to the company. Uh, to over 50, in a pretty short time, um, it was like less than three years. And ultimately I was charged with selling our personalized and small group training packages.

[00:05:15] So that was really kind of my first four years. Um, and then after that company was sold, uh, first lesson learned was, uh, should have asked for some equity in the company. I didn't didn't know what I was doing, uh, as a young 20 something. And, um, and then some of the, some of the best lessons are the painful ones, right?

[00:05:37] Yes. Yeah. It definitely got, I felt like I got all. Painful lessons out of the way early. Yeah, that's pretty good. Uh, I mean, salespeople are naturally pretty stubborn, so sometimes they got to learn by experience rather than getting told. [00:05:54] But I do, I love, I love the rebranding. Uh, that the leaving college, rather than dropping out, pitching

[00:06:05] that natural sales fin right there. Right? Yeah. Yeah. Um, but wow. So I want to dig into just kind of that first sales experience a little bit, um, because it sounds like, you know, you just jumped right in and had some early on success. What do you think it was? I mean, did it have maybe a little bit to do with how passionate you were about what you were selling, right.

[00:06:27] Because you're playing soccer and then you were selling these custom training packages, still being very close to something that you are passionate about. How much, how important do you think that was? Or was there anything else that contributes. Yeah. I definitely think something played into that. Uh, and definitely just the fact that I didn't feel like I was selling anything.

[00:06:46] I just felt like, Hey, this is something that I was excited about and something that I knew. Um, so I knew the game and I was, [00:06:53] I was definitely behind the company's mission, which was we wanted, we were all young American players wanting to give back. To the next generation is, you know, cheeser, as cliche as that may sound, uh, it really was true.

[00:07:06] We were all, we were a small tight-knit group who believed in that mission. So yeah, to me, it wasn't like I was selling, um, it was only looking back that I was like, oh yeah. That's like, technically that was kind of a sales role. I was, I was selling people something right in exchange for money. And, um, it was, it just felt very natural to me.

[00:07:28] So. Yeah. Yeah. So two things there, you're passionate about what you were selling up to the point where it didn't even feel like you were selling, but you were also super bought into the mission of what the company was trying to do. Um, there's definitely people that sit on different sides of the fence with whether you need to be passionate or be bought into the mission.

[00:07:47] I'm curious to see what your opinion is. So over time, [00:07:52] um, you know, I've been doing this now for, for 20 plus years, technically selling and, um, yeah, there, there been moments where I don't necessarily wholeheartedly believe in the mission. We're not going to change the world. Uh, it's seems to be a cliche mission that a lot of, you know, typically in the SAS startups space likes to throw around and, um, certainly.

[00:08:19] I, I do believe there's a line you have to draw, right? Uh, obviously you're not crossing any ethics issues or, you know, you're not selling anything that's hurtful. Um, but as I matured and truly became a pro seller, um, what I think becomes more important is learning to fall in love. With how you, you, as the person operate versus how your [00:08:51] employer operates.

[00:08:53] And I think we're, we're at an really interesting point, especially now, you know, post pandemic and kind of getting back into the pandemic. Um, as of, as a recording, um, you know, people have woken up to, to this, this idea, Um, you know, what, what you believe in matters. And, you know, I think that that can be on the company side, but I think like this nurture, this need to nurture learning.

[00:09:26] You know, we're kind of like in, in the cross, the gap of knowledge era to like the learning area. And I think people want to constantly learn and, and learn from others. And, and I think. This, this idea that you yourself can become a brand, um, is, is really important. I think that's both a [00:09:50] missed opportunity.

[00:09:50] A lot of sellers are missing and, and, and like an important thing that, um, everybody should just start to be aware of. And, and so I think it starts with the individual, like if you can sort of build that. You know, you need resilience in times like that we've had over the past year and a half, but I think, um, That's going to carry you forward more than that, that the time that you spend at a company for 2, 3, 5, 10 years, you know, you're in this for life.

[00:10:22] So start to fall in love with how you operate and start to change the dynamic around who you are as a person, and sort of build your, your own persona, um, and sell that to the world. I think that's really critical and that's really important as you, um, mature in your work. Yeah, so many good things in that.

[00:10:43] Um, yeah, there's this, this, you know, I love [00:10:49] the concept of really investing and figuring out because a lot of early on sellers or even sellers that have been around that just really haven't paid much attention to their brand or, you know, falling in love with what. How they operate, what they stand for, what they believe in, you know, how they value people and relationships, their network, um, you know, people, you know, whether they're creators and creating content, uh, Whether they're podcasters, one of the awesome most awesome things about getting to have fantastic people like you.

[00:11:27] Um, my show is I get to learn from a lot of awesome people and it doesn't cost me anything, you know, I can ask. You know, any question that I'm curious about? So like, I think having a podcast is, is a great way to kind of scratch that itch of like, what are you super curious about or what are you interested in learning more about?[00:11:48] 

[00:11:48] And like having those types of people on your show can be pretty fulfilling. Um, and also kind of self-serving a little bit, of course, but I, I think that the, the important piece there is, is figuring out what you stand for, right? Like finding your voice. Yeah. And a lot of people say, oh, I need to create my personal brand.

[00:12:11] And I disagree with that. Like your brand is who you are, like the real, you, you just gotta be willing to share that with people and be willing to speak up, you know, have some original thoughts and, and contribute, you know, whether it's just commenting on posts or original posts or having a podcast or going on podcasts or writing a book, there's lots of options.

[00:12:34] Absolutely. Yeah. So you have a ton of good stuff there to really unpack because that's the view. I think the beautiful thing about sales, um, when you strip it all down, you know, [00:12:47] back to like why I really loved my first sales job, even though I didn't think I was in a sales job is, you know, it was about.

[00:12:56] Love right. And doing something. I had knowledge about kind of bringing those two things together. And then the third component was like having a human interaction and it was a very natural sell because if something like that, Very natural sell and very competent sale because it was something I knew about and had experience in.

[00:13:20] All I needed to do was have the, the, the interaction one-on-one with people to not convince them, to just show them, Hey, here, here is a good way forward. And that's something I've sort of always carried with me in my career. A never thought about, um, What I've never thought of myself, particularly as a good seller, even though I've been successful in sales, uh, it's kind of this [00:13:46] weird paradox.

[00:13:47] Um, but I think it kind of comes back to it's. It's a great career, uh, to, to do just that in and to be able to branch off into many other opportunities. So whether you want to be a content creator, you want to be an inventor. Entrepreneur. Um, the best thing you can do for yourself is not show up and ask, Hey, just show me what to do.

[00:14:16] The best thing to do is to show up, be curious, and then say, let me show you what I can do based off of what you're putting in front of me, and then go and match again, your, your, your passion. Match your experience and go have those one-on-one human interactions. Uh, cause that's really what a business conversation.

[00:14:41] That's what a sales cycle is. It's just human [00:14:45] interaction. Yeah. Yeah. In, in, in, in that journey of like maybe a little self-discovery of, of, of how you operate or what you believe or stand at for, um, you might actually find out that you're not totally aligned with whatever you're doing or the company you're working for.

[00:15:04] Um, you know, have you ever kind of experienced where you didn't have that same sort of passion or, uh, you know, loved what you were doing? Yeah, absolutely. Otherwise I would still be at my first job or my second job or third or fourth. Um, yeah, there, there definitely comes a point where know, I think I've seen it a hundred times.

[00:15:27] It's a, like a meme, right? Or it's like, somebody tweets it on them, posts it on LinkedIn, you know, you either learn or you earn, or you do both ideally. And you know, if you're not doing either, that's the time to move [00:15:44] on. Um, yeah, I, I think there's some truth in that in, especially in sales, like, you know, we, we are we're money driven, um, because that's just the nature of that's how we're, we're measured.

[00:15:56] We're measured on bookings and revenue and ultimately that the outcome of that is income. Um, but I think the learning piece is also important. If you can't learn hard skills, soft skills or. Self-development then. Yeah, that that's sort of your, your mini checklist of, Hey, maybe this isn't the right environment.

[00:16:22] It's time for me to move on. And I think the beautiful thing. It's great working for others. They take off a lot of the risk, right? Of, I think many salespeople are entrepreneurial spirits, especially successful ones. That's what makes them successful. So, you know, it's kind of like your company's [00:16:43] your, your, your venture capital firm investing in you.

[00:16:46] But eventually there may come a point where you're like, Hey, I am now ready. I'm ready to be that edge. Youpreneur I'm ready to be that solopreneur. I'm ready to be. A full on entrepreneur and started my own company or product. And I think a grounding in sales and the ups and downs and the, and the pains and the triumphs, everything that you learned throughout your career, it's one of the best skillsets.

[00:17:14] And then one of the best careers that can prep you for that. And I'm going to be ready for that when, when it's my time. Yeah. And I think that there's a couple of things that are important. There is, you know, you may not, wherever you are in your sales career journey, you're not always going to totally just love and be passionate about what you're saying.

[00:17:41] Uh, [00:17:42] you know, I would say it's important. It's not mandatory, but if you are learning right, like, Hey, I can go over here. And this is kind of part of my limp longer, bigger goal of maybe becoming an entrepreneur or, you know, getting a, you know, VP of sales position or whatever the case is. Kind of know what that long-term goal is.

[00:18:04] And maybe there's a few steps before that. That can lead to, to getting where you're trying to go. Um, and that's totally okay. Right. And even sometimes it might mean taking a pay cut to like, get the experience that you need to get to the next step in whatever that bigger goal is. Yeah. There's nothing wrong with being strategic with your career and not knowing what you don't know and just, you know, just trying and learning.

[00:18:33] And that's how you'll evolve your career. That's how you will develop as a person. So go [00:18:41] out and go ahead and try it. Um, but yeah, if. If you can look at taking and acquiring certain skills, or if you have aspirations to get to a certain title, um, I don't think there's anything wrong with chasing that and, and, and, and taking that and kind of building that into your, your foundation, your repertoire, but I think it's still comes back to, you know, you can fall in love with how you operate and then yeah.

[00:19:11] In a good enough environment, right. Where you're well-respected. It's a good product. Right. You know, you, you can have a nice wishlist over here to the right. Don't forget about, you know, your side. Uh, it's really important. And then that's almost utopia. And then when you you've exhausted utopia, because really utopia doesn't exist.

[00:19:33] Yeah. Then then, then that's the, the sign to, to move on. It's it's where can you follow your [00:19:40] motivation? Where are you truly motivated? Um, you know, the, the Japanese, um, icky guy, um, which is like, what do I know? What do you know, what am I good at? What do I love? And can I make money from that kind of bringing those, those holistic parts together.

[00:19:59] That's kind of like a pursuit of. Light frame the pursuit of a happy life. Right. And I know, you know, from, from a lot of the people that I've spoken to, a lot of times people just get a little burnt out, you know, they might love how they operate. They might love the product or even the company or the mission or the culture.

[00:20:21] But if they're not being challenged enough, they get very bored and that's when they start checking the job boards. Yes. Yeah, absolutely. Yeah. You know, that's a big motivator for a lot of top performers is to constantly be challenged. Yeah. Yeah, yeah, [00:20:39] absolutely. You want to be challenged, you know, I know from experience, um, you know, there, there comes a point where it's no longer about the money, right?

[00:20:47] It's um, you know, I want to acquire certain skills or I have a more, you know, I really think about, you know, throw on a lot of like philosophical stuff. Um, but I think of, uh, Maslow's hierarchy of needs. Um, and it's very true. Um, You know, at a certain point when you're like on the fourth layer and you're getting that recognition and you're getting the awards and you're getting the money, you'll come to a point where it hits a wall and you're like, okay, is that right?

[00:21:20] And president's club every year. That's what I'm working so hard for. There comes a point of needing to reach that self-actualization. And wanting to do more, whether that's teaching others, whether it's giving back, um, that's, you know, really, truly, you know, trying to help the [00:21:38] world, even if it's a small, small, little, tiny speck of the world.

[00:21:41] Um, yeah, it's, at some point we're going to want to reach the top of that, that piece. Yeah. And, and I, and maybe you can help add some color to kind of your own experience with that, right? Because you have your passion project, your kind of way of, of giving back to kind of fulfill that for yourself. Uh, let's dig into that a little bit, like, you know, tell us more about that.

[00:22:04] You know, w what is the work that you're doing? How did you come about doing that while still being, you know, super successful at your full-time gig? Sure. Um, so one, I'm fortunate that I am that a really cool company that gives me the freedom, flexibility to, to do this, these things. We, we do call it, be anyone anywhere, um, you know, even pre pandemic.

[00:22:26] I worked remotely. Um, granted I was on a plane probably every other week, um, meeting with prospects. Um, but the, the, [00:22:37] any one piece, I think that's kind of hard that that's typically lip service for, for a lot of companies. Um, but, but I'm kind of fortunate that I have that freedom and autonomy. Um, and it started really when the pant, after the shock and all of the pandemic, when we started to like really settle in and it was like, holy shit, we're going to be in this for a long time.

[00:23:00] And business is sort of put on hold. No, everybody's kind of questioning like what's going to happen. And, you know, we ask those, you know, broader existential questions of like, what is this all about? What's life all about. And, um, combo combine that with then just being needing to feel. You know, uh, a sense of worth, uh, as well as like a sense of accomplishment on a daily basis, because [00:23:36] you get into this routine of being in the same place all the time.

[00:23:41] So what, what that reminded me of was my time as an aspiring professional player, a soccer player in Romania and. This consistent schedule and, you know, waking up at the same time, eating meals at the same time training at the same time, I really started exploring about, well, why can't I take that sort of professional mentality, athletic mindset into my daily routine and start.

[00:24:14] Really being curious and investigating further, like what happens if I really invest in quality sleep? What would be. The, the impact of that in my work environment, what would be the impact if I focus more on really being strategic with my time and my calendar. So I'm not on a zoom [00:24:35] call and zoom call.

[00:24:35] And then back-to-back zoom calls all day long. Cause that's not satisfying. What if I committed to being really thoughtful about how I said no and focused on deep work instead really satisfying work where I can get into a flow state. And then I actually like wanted to game-ify that and, and make that something I look forward to every single day.

[00:24:59] So I started just like tinkering with a lot of things. Um, and I started tinkering. Data from like wearables, like whoop and lent and measuring my sleep data. I started using a really cool tool called sun Sama, um, that made this concept of deep work. Like real, like a real possibility. Um, what do you consider?

[00:25:26] And I'm super curious about all of these things. Um, cause I'm a big believer that investing in yourself [00:25:34] personally is going to make you perform better professionally, not, you know, putting in 16 hour days and working weekends, um, you know, I do a lot of things and I never work more than eight hours and I'm pretty close to a point where I could give up Fridays and not work Fridays anymore.

[00:25:54] Um, and, and your, your, your athlete example of, you know, consistency sounds like my lifestyle. I'm a creature of habit at least, you know, Monday through Friday, but when I'm home with the kids, It's a little different, um, having consistent, the only thing that's consistent with them is inconsistency. So, yeah.

[00:26:13] Um, so I'm super curious about all of these things, but yeah. Uh, the first question that kind of comes to mind is so like, tell me, like, what is deep work? Like, what is that? Yeah. So deep work is making a intentional effort in, I'm going [00:26:33] to use my time. To work in a very undistracted environment so that something meaningful can be an, uh, an output of that work.

[00:26:44] So that should be taking. A prospect that you're working on and going really. So we're in LivePerson, we're in the B to B to C SAS space. We, we help redesign conversational, um, experience, experiences, customer experiences, and bring that to light in a really conversation. No way. So it could be you saying, okay.

[00:27:09] Instead of two or three meetings that got put on my calendar, Um, I'm going to be thoughtful about how we'll respond to those and really question if I need to, to be in attendance. And then I'm going to clear my schedule and say, okay, uh, I am going to dedicate the time to go [00:27:32] deep on really understanding this prospect that I'm working on their customer experience too.

[00:27:40] Um, and I'm going to go and create a vision because I know if I put in that deep work, that work's gonna pay off for me when I'm in front of that prospect. And I have the opportunity to talk about our transformative technology. I'm, I'm going to be able to hold their attention because I've mapped out every single detail of the consumer experience from waiting on hold to what it's like to buy something on their website.

[00:28:09] And so on and so on. That's what I mean from about deep work, in the context of a sales. Hm. Okay. Number one. Um, I'm sure, everybody's curious how you get, how do you get out of the meetings because I'm sure they would love to get out of those meetings. So maybe you just have some tips around that, and then we can talk [00:28:31] about how to schedule some deep work.

[00:28:32] So, um, So looking at your calendar could be an option. Hey, you know, are these meetings necessary? Can I get out of them? Or how about even just like having some dedicated time blocks that are for deep work and you, you know, you might not have a specific activity attached to it, but you have. Times that, you know, you're going to dedicate to that.

[00:28:56] And then whatever is a priority for that particular time can, can go into that. So I think that right there is the, is the very practical tip is time block your calendar, um, you know, live and die by, by your calendar. And, and here's sort of the. The synopsis of everything that I developed that, you know, to your, your, what you were discussing earlier, you know, this passion project of mine called be focus, live great.

[00:29:25] And I took all of these learnings over the, like the past year and a half, and [00:29:30] I was able to prove to myself for one, um, I can sell more and do it, not straining myself, working around the clock. Double caffeinating myself in the afternoon and, and, you know, hustling at all hours to make it work. I would say it was that your lifestyle prior to going down this path similar somewhat.

[00:30:00] Yes. I would rely on caffeine a lot because I was, you know, on a plane often. Um, my diet, wasn't a key priority. There would be moments of having to go to bed at 12 one, wake up at three, something to catch up, you know, five o'clock flight, um, you know, fly in for the day, get ready, you know, how it goes, you know, working on these really large pitches, you gotta [00:30:29] work really late in the night to prepare, prepare, prepare, because you have so much going on during the day.

[00:30:35] And everything is like cramming for that exam. And then, uh, and then you gotta beyond right. To, to be able to present in front of the client or the prospect. So, yeah, I wouldn't say it was like, I S I definitely aspire, um, pre pandemic. I wanted a healthier lifestyle. And then, because the pandemic put all those.

[00:30:59] Variables, um, to the side, I was able to have that consistent schedule. I was able to dedicate good time for, for quality sleep. I was able to have a really good routine and the output of it was the two and a half years leading in, you know, to the pandemic. Very, very successful at closed, like, uh, built $11 million a year business and ARR, um, Pandemic, [00:31:28] obviously business was quiet for, for several months, but for seven months I was able to book 14.1 million kind of following this, you know, more consistent, healthier work, what felt like working less.

[00:31:44] And, and so the sum of all that was, Hey, the first priority for me is my health when I'm healthier and I'm well rested. I'm going to be better for my prospects and my teammates when I focus on no more than four hours in meetings. And to give myself four hours for deep work, I can get really quality work done, like really compelling proposals and presentations.

[00:32:13] And then finally, like I've got to keep myself in a good mood and challenge and satisfied. So I sort of. Create these five intentions of, you know, working out, um, you know, a wellness activity, [00:32:27] being mindful, um, and spending time with my wife and, and sharing, you know, content with the world, like sharing a discovery about myself and my career to, to others.

[00:32:40] And when I do those things and it's almost like I keep score, um, and I just was tracking this in a very simple Google sheet. I came up with something, I called a thrive. And when my sleep is good and my, my schedule's like well-aligned, uh, and I complete my five intentions that adds up to a really high five score.

[00:33:03] And the more times I, I hit that high thrive score. Um, the natural output is good business. Wow deals. So the pandemic sort of, you know, stop traveling. Yeah, which kind of opened up this space for you to [00:33:26] test this theory. Um, probably after maybe feeling a little burnt out and, and, and create a simple process of this, you know, there's thrive score over these key intentions and the result was you sold more.

[00:33:47] I sold them. That's simple. So there's the proof right there. Yeah. Not once focusing on obviously if, you know, follow a sales process and a sales framework, but it didn't obsess about those things. I almost didn't even obsess about the sales metrics. Oh, I need this many calls, this many meetings to back into closing business.

[00:34:11] Honestly, what I measured the most and what was going to be the most predictive. KPI for my success that week was how much sleep debt I was in, comes [00:34:25] from an app that I use a rise and it understands, Hey, you know, are you hitting the target amount of sleep that you're supposed to be in which typically seven to nine hours for the average human.

[00:34:42] And if I dip below that I knew, like I would hit a wall in the afternoon and I was really trying to push myself through not caffeinating because if I caffeinated in the afternoon, then I would hit another wall and then it would wreck my sleep and just put me in this vicious cycle. So it just helped me to reprioritize a lot of my, um, one of my focus.

[00:35:11] And, um, I was able to, to, to start looking at my calendar because again, going back to this principle of living and dying by my calendar, um, I knew whatever I would put on my [00:35:24] calendar would be, um, what ultimately gets. A step closer to getting a deal done or a step closer to what's really important in my life.

[00:35:35] Um, and, and what I'm trying to achieve personally. So the system that this thrive score helped to create is, um, Okay, I'm going to throw out a lot of frameworks here is not to be like all consultee and framework, but, um, because the world doesn't need another framework, especially in sales. But I came up with a couple of things, one, um, this framework called prep, which is plan, rest, effort, and perform.

[00:36:07] And so what I would do is always planned the next day. The evening before it was like the last task that I would do for work the day of would be planning what tomorrow looks like. And part of that is [00:36:23] blocking off tomorrow's schedule. So nothing inadvertently those little niggly type of meetings that we all sort of ask ourselves, why am I a part of this?

[00:36:34] Uh, can't be put on my schedule. Cause I would block off based off of my energy stick. Now those energy states, which will transform into my efforts, um, comes from like this data that I get from whoop and my wearables and rise. And I've tried to align now my effort to my natural circadian rhythm. So when I wake up, I want to give myself.

[00:37:01] Quiet time of morning before I even look at email before I check social media, I give it to myself. That's my quiet time to read and learn and, and elevate my, pay my future self for my head. My energy states really, really good. So I kind of looked at as my warmup, after my warmup, I'm [00:37:22] tackling my hardest task because my energy is high and then I'll get into my meetings.

[00:37:27] Then I'll get into checking emails. And then the natural dip will happen in the afternoon. That's when I'm going to go, um, you know, clean up the CRM that's when I'm going to do the mundane work, um, or rest, or, you know, whatever, go take a walk outside. Um, and then. I'll for me personally, I'll have a natural rebound in the evening, like around this time, it's six 30 Eastern time, my time right now.

[00:37:56] And right now I'm like in creative mode. So this is a great time to do a podcast episode. This is a great time for me to do some strategic thinking or maybe even work on that proposal, um, that, that I want to really excite the prospect about. So I, I really. And then I use, uh, back to this really tool cool tool that I was, I was talking about since Sama.

[00:38:18] That's what it's about it, it [00:38:21] integrates your calendar. It integrates your email in great. So like your tasks and it gives you like this one pane of glass to sort of manage and you kind of feel like you're orchestrating a band. And this is like where you get in that flow state and your deeper, you have everything lined up because I have everything labeled by me, energy.

[00:38:41] And I can just naturally say, okay, all this is a peak activity. I'll push that to the morning. This is a dip activity that's perfect in the afternoon. And my whole day is lined up there and I can see perfectly just like you want to work eight hours. That might not be eight hours straight. That might be eight hours over a 10 hour period throughout the day because I'm getting up and I'm breaking and I'm walking.

[00:39:02] I might even take an afternoon nap. I'm going to. Um, you know, really operate in a interesting way. That's more natural to me physiologically and emotionally and psychologically. So that, that was really important. [00:39:20] And then this, this other piece that I sort of developed was, uh, this concept of flexible scenarios and you're like, huh, what?

[00:39:33] So it's flexible. Disciplined and curious and, and kind of combining the three and the way what I learned from this is the way I approach a day or I approach, um, sales opportunity, or I approach a project is I want to be disciplined at the start. So that could be, it started the day I started the project start of a sales cycle, like a world-class athlete.

[00:40:04] That's when again, I'm going to warm up. I'm going to do all my prepping to get ready for it. Uh, the competition get ready to win. And then the middle part of the day, middle part of the [00:40:19] project, I'm going to need to be flexible and I'm going to need to operate more like a. Artists really creative artist and the best creative artists are in the moment they're in the zone, they're in their flow state.

[00:40:36] So that's where I'm going to, again, things are going to be coming at me, right from my teammates are going to be coming at me from clients and prospects. I'm not going to be able to control everything. So I can't be so disciplined. I'm need to be flexible, but I'm going to do it in a very thoughtful way.

[00:40:53] Uh, like that artist who's like just in the zone and in the moment. Um, so that's really important in the middle and then in the end. So the way I end my day is using this data that I collected, um, because of the ups and downs and the emotions of sales. I got to take that emotion out of it and be curious like a scientist.

[00:41:14] And so I'll use the data to be objective and [00:41:18] say, very simply you set out to do five intentions. Did you accomplish them or score myself on that? Did you set out, did you accomplish everything that you wanted to do from a deep work perspective, all those tasks that you you wanted to accomplish? Did you do it or not?

[00:41:39] Um, And what could be better, right. In that meeting that you weren't in front of a prospect pitching to them, uh, the, the big proposal, how did it go? Um, can I objectively deconstruct that? And so it was a little bit of the analysis is, is a part of my daily review and then planning for tomorrow and just like taking the emotion out of it and being curious about how.

[00:42:04] Anything that I do can be just 1% better tomorrow. So flexible and curious, bringing the three of those things together, along with plan, rest, effort, and perform. [00:42:17] Um, that's the nexus of what B focus live grade is all about so that I can continue to elevate and operate a really high elite level and what I want to do.

[00:42:31] You know, I learned this the hard way and, um, I'm going to be able to sort of package that up and, and give that to other, other sellers out there or knowledge workers that is such awesome work. I mean, there's so many people that I know haven't figured out this yet and could greatly benefit, you know, you've already done the hard work of proving out that it works and, uh, even created.

[00:42:58] So. Words that make people's heads spin a little bit. Um, but it makes a lot of sense. And thank you so much for like really breaking it down to where I think people are going to be curious to learn more about this, [00:43:16] or curious about maybe experimenting with some of these things themselves, you know, what happens.

[00:43:22] Get proper sleep. Like, am I going to sell more? What happens if I don't waste a bunch of time in meetings that I don't necessarily need to go to? You know? Um, so this has been awesome, Brett, and thanks so much for coming on today. Really appreciate it. You know, where can people learn more about you in this awesome work that you're doing?

[00:43:42] Yeah. Um, so the site for be focused live great is just be focused, live great.com. Um, Def definitely invite everyone to check it out and join the movement to kind of learn about what we're doing there. And then obviously the best place to connect with me is on LinkedIn. Uh, very active there on a daily basis.

[00:44:03] Uh, share a lot of insights and, and cool content and resources there. So please look for me on LinkedIn and connect with you. Awesome. We will share both your LinkedIn and [00:44:15] in the website link there in the show notes for everybody so they can check them out. Uh, if you enjoyed today's episode, please write us a review, share the show with your friends and as always we're listening or your feedback, Hey, you stuck around that tells me you're serious about your own sales transformation.

[00:44:30] If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales. Dot community and crush your numbers on your loadable. Yeah. It's free sales cast. community. Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.