Episode 294: Enjoying the Ride: Transforming Mindsets for Success Beyond Sales

Intro

Welcome to the Making Sales Social podcast featuring the top voices in sales, marketing, and business. Join Brynne Tillman and me, Bob Woods, as we each bring you the best tips and strategies our guests are teaching their clients so you can leverage them for your own virtual and social selling. Enjoy the show.

00:00:05.720 – 00:01:15.530

Bob Woods: My guest today is Shawn Feurer. And with Shawn being here, we’re going to get away from talking about what we normally do, which is social selling LinkedIn AI for sales and all that stuff. And instead, we’re going to speak about something that sounds a little more enjoyable because it’s called enjoying the ride. What does that mean? We’re talking about revolutionizing your thinking patterns to foster freedom, abundance, joy, and even love and life that ain’t social selling folks, but you will be able to use it to be much more successful, and no matter what it is you do social selling or not.

So, Sean is a business coach turned mindset mentor and universal mindset disruptor, and he’s had more than 20 years of experience doing all kinds of disrupting. He wants to teach us, all of us to find our own freedom and abundance in every part of our life. We all tend to focus on business, but there really is much more to life than just business. It is truly about enjoying the ride in a lot of life. So let’s get right to it. Welcome to making sales. Social sean.

00:01:15.780 – 00:01:21.087

Shawn Feurer: Hey, Bob, thank you so much for having me today. I’m excited to be here and talk about enjoying the ride.

00:01:21.340 – 00:01:45.660

Bob Woods: Enjoying the ride. Yeah. So before you get that, because that just fascinates me, something else fascinates me at first. So what, exactly, is the mindset mentor and universal mindset disruptor? And what made you make the transition from business coach into roles that you know you probably don’t find in dropdown forms online when you’re filling out that job title field?

00:01:46.160 – 00:04:52.679

Shawn Feurer: No, you’re you’re exactly right there. I had to create kind of my own niche in this state. You know, and without going through my whole story. I grew up in the home improvement business. You know, I went to business school, got a degree in business, and I’m very trained in the process. So after about 20 years in the home improvement industry, I switched over and went into consulting, and I went to work for a national training organization and became a business coach, and for 5 years I taught some of the best in home selling processes, business planning process, and operational processes.

This is what led to me. Making the switch is, after 5 years I was at the time working with 70 companies. They were paying hundreds of thousands of dollars a year for training information and material. And it wasn’t having the impact that I wanted it to have. I would get on calls every week with the same business owners. They were struggling with the same things. And at the time I couldn’t identify what it was. But as I took this journey into mindset. I figured out very quickly what it was, and so, after 5 years as a business coach and almost 20 years as a business owner in the small business space.

I made the official switch, and the gentleman who probably impacted me the most was one of my original mentors. Bob Proctor didn’t call himself a mindset mentor, but that’s what he was. He helped people think better thoughts to get better results, and I’ll never forget the webinar that I listened to I don’t know if you believe in the Angel hour, Bob, but I got woke up at 3 Am. I was struggling for some new tools for my new mindset business, and I ended up on a on a Proctor Webinar. He talked about this concept of the knowing, doing gap of people having the information they need, the process or system that is going to be successful, and then not using it.

And a light bulb went off for me, and then he also shared a visual of the mind that I’d never seen. And I was like, this is this is my new business. I’m gonna go 100% into the mindset and to help people understand. And the short version is any gap in your knowing to doing is a belief system. You know. Everybody knows how to get in better shape. We know to drink more water to eat a little healthier. The reasons we don’t do it. Our belief system, what’s most important to us, what’s been programmed into us.

And another example, I’m kind of running with this a little bit. But I want to really get the point across. I taught a very successful time-tested in-home sales process, and I trained it for free for 5 years. Take 5 reps from a company, and put them through the process. The process works the same every time. At the end of it one of them would become a top rep, 3 or 4 of them would become mediocre reps, or stay the same, and one of them would blow themselves up with the new process and get fired or quit.

That’s what really got me thinking. They have the information. They have the system, but they’re not using it to its best potential, or they’re not using it at all. It’s their mindset. It’s something inside of their mind that told them back. And so I jokingly used to call myself a reformed business coach turn mindset mentor, because I found business process without the right belief does not work the way it’s intended. And so I started spending all my time. Now you had a second part of that question, right? The second part of my title.

00:04:52.680 – 00:04:53.100

Bob Woods: Yeah.

00:04:54.320 – 00:05:38.610

Shawn Feurer: So the universal mindset disruptor. I did some more marketing work with the gentleman a few years ago. He helped me with branding with some of my self-image-type stuff. And he was a Believer that you need an expert Title. If you want to be the best in your field. You need an expert title. And so he had a whole process that we went through. And a lot of my work involves getting people out of patterned program thinking, and into some new thoughts. And so we came up with the term thought disruptor. And then he’s like, What’s your customer base? I said, well, I want it to be worldwide. You know, I want my material taught and talked about in 26 languages. I want to impact millions of people worldwide. And so he jokingly said, well, let’s just go universal then. And I liked it. So we put this together. The universal mindset disruptor. Now.

00:05:38.610 – 00:05:39.350

Bob Woods: And Henry.

00:05:40.010 – 00:07:28.209

Shawn Feurer: Inside of this is a story about self-beliefs, because when I first got the title, although I liked it. It didn’t feel comfortable. It kind of felt a little silly to call myself that right. So I went to work like I do with any new belief, and I started affirming every day. I am the universal mindset disruptor. That’s what I do. I am well, about 2 months into this journey I got invited to speak at an industry event in the Home Improvement space. I sent my new bio with my new title very excited about it. And I got a phone call from the owner of the event.

And, Bob, I’ll never forget the phone call, because when I answered he was laughing at me and he said, Sean, I’ve known you for a lot of years. I’ve known you to be a lot of things. I don’t know you to be the universal mindset disruptor what the heck is this? And he started laughing. And because I’ve done some work on my belief in the title, I handled it very appropriately. And I said, you know, what, how about we do this? How about you? Go ahead, and when that’s my time to get on stage, you introduce me as the universal mindset disruptor. And then you chuckle, you laugh like you are right now and then. What I’m gonna do is I’m gonna get up on stage, and I’m gonna say, do you wanna know why he’s laughing? And I’m not because he doesn’t believe it. And I do. And that’s what we’re going to talk about today is belief in yourself and and picking some new beliefs that are going to propel you to the next level. And so since that time.

It’s become an integral part of my work. I can’t tell you how many one-to-one coaching calls I get off of, and the last words I hear are, thank you, Shawn. I really appreciate you. Disrupting my thoughts. Today I was stuck. I was not being able to think my way through this. And now I am. So that’s how the title came to be. And that’s how I got from business process, which is also important in all business business sales and everything that we do. We have to have steps we follow, but those steps are gonna work better. If we get some better thinking going on on the inside.

00:07:29.830 –  00:07:50.830

Bob Woods: Yeah, that’s just that’s, you know, it’s something that you hear all the time. And it’s something you hear other people talk about all the time. But unless you really go through it and really do it, it’s just gonna continue to be stuff that you hear all the time, and you’re never gonna do anything about it. Does that work into what enjoying the ride is all about?

00:07:50.830 – 00:07:59.989

Shawn Feurer: It does a little bit so enjoying the ride is more of a concept and a lifestyle that I live by, but I use my mindset to reinforce. Enjoy the ride and I’ll I’ll get a little bit vulnerable here. So it was about a decade ago 2014 successful business. I’d been married for 20 years. I had 4 beautiful children, a big home, and all these nice things I kind of run ran into a rough patch, and at some level was self-inflicted because of all the reasons that I now do mindset. I didn’t love myself enough. I didn’t trust myself, even though I built some beautiful things on the outside.

I still had some holes inside of me from my biological father, leaving me as a young child all the experiences in life that beat us up. And so in 2014, I found myself not knowing the time, but 2 years from divorce, 3 years from losing my forever young mother! To early onset Alzheimer’s having my 4 kids turned against me for a while, having my stepdad die just a few years after my mom. And so I’ll tell you, Bob, I wasn’t enjoying the ride. I was not enjoying the ride. I physically, was not in the best shape. You know I was suffering from some depression. I had lots of indigestion because of stress and was on quite a few prescriptions for that. Doctors told me I needed to get on hormone replacement and antidepressants, which I was very against. My finances, you know the O. 8 recession kick my ass, and I was short selling a property as I was going through a divorce.

I came up with this concept. During that time I said, You know what, Sean, you’ve been doing really good for a long time right now. You’re not. You gotta learn how to enjoy the ride. You gotta learn how to make the best of every day, and sometimes when we’re in good times, we don’t enjoy the ride, you know. I know when I was having early success. I was so busy having success that I didn’t stop and smell the roses. I didn’t stop and enjoyed the success. And then now, when I was in some challenging times.

I found myself not. One of the most powerful examples I use because I was starting over because I was single and divorced. I was living with my parents as a 40-year-old. Not the best situation. But my mom is dying of early onset, Alzheimer’s, and I had a basement office I was working out of, and I’d wake up in the morning to hear her and my mom fighting because she didn’t know who he was, she wouldn’t recognize him.

The only way I enjoyed the ride was. I went upstairs and I gave my mom a hug, and she remembered me. And through that challenge and fortunately for us, she didn’t suffer for a long time. She passed pretty quickly from a diagnosis of Alzheimer’s, taking her.

00:10:21.220 – 00:10:22.300

Bob Woods: I currently.

00:10:22.710 – 00:11:04.599

Shawn Feurer: But during the most challenging time of my life I look back to this day with gratitude, with appreciation, with love, because I practiced finding the better feeling of motion, and that is what enjoy. The ride is. In every moment. We have the opportunity to look for a better feeling, right in struggle and challenge. There’s always something to be grateful for. There’s always something that could be positive.

And that’s what enjoy the ride is. It’s trying moment to moment every single day to suck the most out of life, and not not the most challenging cause. There’s so much challenge out there for all of us. I’m looking for the little glimmers of gold, the little you know, hopefulness, happiness, gratefulness, that I can find in every moment, and that’s my message of enjoy the ride, man.

00:11:06.000 – 00:11:42.420

Bob Woods: Yes, so that’s all great. I’m very sorry to hear about everything that you went through, but obviously, you’ve come out on the other side, and you are now enjoying the ride. How do you teach that to other people? I mean because I’m listening to you. And you know, I’m thinking to myself. He went through all this stuff, and Sean came to it, and he’s all the better for it. A lot of people are going through a lot of different things. Maybe you could just give us an example of a generic example. Obviously don’t call anybody out but you know. How can somebody put this to work for them?

00:11:43.500 – 00:14:31.550

Shawn Feurer: You know I’m gonna go ahead. Go ahead. I’ve got a mathematical equation. I used to support, and enjoy the ride and the mathematical equation is e plus r equals. O, and why this to enjoy the ride? Let’s talk about the E. The year of the events in life that we don’t have any control over. And unfortunately, those things around us we have very little control of right. And for me, for 40 years I tried to control other people. I tried to control situations. I tried to fight against the Great Recession. I tried to do everything I could to control these out outside, I mean, I think I found myself sometimes praying for sunshine, trying to control the weather. Right?

I teach. This is a very simple principle to people. Let go of the control of the events. That’s the first step and enjoying the ride. And then the second step is understanding what the R. Stands for when we take an event in life we add either a response or a reaction. The reaction is the programmed response, and it usually comes from emotion, and it usually doesn’t end up in a good outcome.

You know a situation. And I actually learned this concept from Mr. Jack Canfield. The Success Principles, and the author of Chicken Soup for the Soul. He’s a mentor of mine, a friend of mine. And the example he used was his wife forgot his birthday one year. That’s an event that happened. That’s an event that actually has nothing to do with you, but because it’s your birthday, you might try and make it about you, and so the action is to get mad at your wife.

To say something rude to her about it. How did you forget my birthday or make fun of her? That’s going to create a bad outcome. The response is to take a higher perspective lean back and say, huh! My wife loves and cares about me. I’m pretty sure she knows it’s my birthday. I wonder what’s going on in her life that made her forget. And then the response is, maybe a text, hey, Babe, how’s your day? How are you doing? Okay?

We shift the energy by shifting our response, and we have the opportunity all day. Every day you’re in traffic, and somebody cuts you off. You can get mad and chase them around, or you can think you know what I hope whoever they’re chasing after is going to be okay. Right? That’s a better feeling for me. You know, I travel a lot for work. I’ve been at airports where flights get delayed and canceled, and I watch people get upset and yell at people and fight with each other.

That’s not creating good outcomes that’s not enjoying the ride you know. I had an example around New Year’s a couple of years ago when I and my wife our best friend were traveling. We got to the airport on the busiest day of the year. And we weren’t going to make our flight. It was a 2-hour line, and everybody in front of me was stressed out. I looked at him. I have gone online. We booked a hotel room. We went and had a Mini retreat. We came back that night and we caught a better flight.

We got a better out. So those are some examples of how I practice. Yeah. Join the ride by controlling my response from moment to moment. All day long.

00:14:32.250 – 00:14:50.620

Bob Woods: Yeah, that’s something that’s that’s that’s a really good way to look at things. And we normally don’t do any math here on making sales social. But this is one time when I think that solving for all was actually a really good thing to do. So yeah, no, seriously, that was, that was a graz, a really good way to look at things. Do.

00:14:50.990 – 00:15:41.270

Shawn Feurer: Yeah. And again, I call it the mathematical equation to stay in control. And again I say, let go of control of events and take control of you. You control your thoughts. Your feelings, and your actions, and if I micromanage myself on thoughts, feelings, and actions. I always get better results. And that’s what my whole mindset program is designed around, inside out, you know, so many of us are programmed from birth.

We touch something that’s hot. We’re now reacting to the outside world. Somebody we love and care about hurts us a prospect that was supposed to close a big deal goes a wall and changes upon us. Those are all things on the outside that can affect how we feel about our money, our self worth. And so every single day I build better results for myself and everybody around me by taking control of what we can. And that’s us. That’s a hundred percent accountability for us.

00:15:42.050 –  00:16:13.969

Bob Woods: Yeah, so so so speaking, so speaking of traditional patterns, I mean, patterns are patterns for a reason. It’s because we follow them in the past, and we’re just used to them. So now we have to break free from them and that can be challenging in any professional in any profession. Rather. So, you know. Let’s let’s talk about sales and B2B sales. I? Can. Can you share a case that you can think of where adopting a new mindset led to an improvement in an outcome or something along those lines?

00:16:13.970 – 00:17:46.779

Shawn Feurer: Yeah, yeah, so so one of the biggest things I do. And I work with a lot of in-home business-to-consumer sales reps. And I work with a lot of business-to-business sales reps. And one of the biggest things I work on is their mindset and belief on 3 different areas, and I don’t know. Have you ever seen the Glen, Gary Ross? The little clip coffees for closers.

If you’re in sales, you should have seen this right. Yeah, put that coffee down coffees for closers as Jack Lemmon looks up at it like, what’s what’s going on here? And then he goes to the whiteboard and he writes, the ABCs of closing always be closing, always be closing. So for me, I’ve seen huge improvements in business sales, reps’ performance when they adopt this concept to themselves.

And we don’t wake up every morning thinking how we’re gonna close prospects. We wake up every morning thinking how we’re gonna close ourselves. And I say, always be closing yourself every single morning. Have a routine that you go through to get 100 belief in the company you work for and a hundred percent belief for the product and pricing that you’re selling. The most important of the 3 beliefs is 100% belief in you, and not that you’re just a good salesperson but that you’re a good human being. Now there are steps and processes behind these 3. But in the very simplest form. Just an awareness of this. I’ve seen people show up differently, with more belief in themselves, with more belief in their pricing and product, and get better results by just shifting the thinking behind how they’re going to show up for the prospect.

00:17:47.460 – 00:18:06.730

Bob Woods: Hmm that’s really interesting. Yeah, I mean, because pro I mean, prospects can sniff all that stuff out because they’re human beings. I mean. You know, we’re calling them prospects and putting them up on pestle. But a human being can generally sniff out something like that in another human being, no matter what the situation is.

00:18:06.730 – 00:19:11.710

Shawn Feurer: Yeah, yeah, if you have had a bad night, or you had a disagreement with maybe your spouse in the morning, or the office called, and one of your projects went south. And that now gets in your energy and you show up to a new prospect, and you’ve got that energy on you. It doesn’t matter what you say or do. It’s how you’re making that person feel, and you have to do something to get that out of you before you get in front of the prospect. 

And you know I call the ABCs of closing. I, you know, in sports psychology. They have processes where they get athletes, game-ready, right? They do long-term training, but right before an event, they get game-ready. They listen to their favorite song. They visualize whatever it is they’re gonna be doing. I always recommend that sales professionals get cell-ready, and the way I get sell-ready is by working on those 3 beliefs on my way to visit a prospect, or even before I get on Zoom. If it’s a sales call, I do some affirmation work. I have some music. I listen to to raise my vibration. I get in the belief of my company. I get a belief in my price. I get in the belief of myself, and I get myself sales-ready, and as I get sales-ready, I get better results, and I get more sales.

00:19:12.730 – 00:19:23.910

Bob Woods: Yeah. So the whole sales-ready thing is, really interesting to me, because you talk about the importance of of loving oneself to achieve greater success. And you know as a typical guy, I’m always like oh, loving ones, self, you know. Well, I don’t need that. I’m you know I’m a human and everything else, and you know there are plenty of other people who are probably a little uncomfortable with that type of mindset speaking of just speaking of shattering mindsets, can you just elaborate on how this applies in B Twob sales and and and marketing.

00:19:50.140 –  00:23:05.670

Shawn Feurer: Yeah. And I work with a lot of roofing contractors. And I work with a lot of roofing sales, professionals, rough and tough guys with tattoos. Some of them are 300 pounds, and I will tell you they cry. I get them crying because I get them to break down the wall. And if you want to talk about programs and patterns. And our my generation, your generation, Bob, what were we told is, men be tough. Don’t cry, don’t show motion. And so we put on that shield.

But it’s not real. And when I talk about self, love, and confidence. And I’m going to rabble just a little bit here. I’ve worked with hundreds, if not thousands, of individuals, and every single one of us has a list of cell phones and beliefs. If I took your list, my list, and a hundred people’s lists and we put them together, there’s one common that I would find for all of us.

It’s am I enough? Am I enough? And if you think about it, and then for me, when I described in 2,014 when I was broken because my dad left me because of some things that happened. I never felt like I was enough, so I tried to compensate for it with success on the outside. Big house. Fancy cars, big cases, business right? There’s not enough stuff in the world to compensate for the lack of enoughness on the inside. And so when I talk about self-love, it’s just really realizing that as a human being, when I show up powerfully as myself.

I’m these are 3 affirmations. I say every day I said them this morning I am enough. I’m always enough. I’ve always been enough, and when I show up that way, guess what happens? I make more money as a direct result. We don’t attract what we want, we attract who we are, and the more I value myself, the more my prospects value me, and the more my wife values me. The more my kids value me, the more complete strangers value me. Why? Because I love me. And you’re right. I mean, it’s hard. I mean I I was working with a gentleman who was, let’s say he wasn’t attractive, fella. He didn’t take care of himself. He was out of shape, and I gave him an affirmation, I said, Man, I want you to look in the mirror every morning, and I want you to smile yourself, and I want you to say I am a sexy bitch.

He laughed. He laughed. He said I can’t say what I said. I know you can. You can’t say it cause you don’t believe it, but if you say it enough you will believe it. This is the challenging part for people on mindset. They say I can’t ever believe that. Yes, you can. You know I described my mother. My mom was one of those gorgeous women you’d never met. She thought she was ugly. Her entire life. Beautiful women cannot believe they’re ugly.

Your mind will believe whatever it’s told as a child, whatever it’s told as a teenager. And so I take control with this work, and I say, you know what I was told. My ears were big, my ears weren’t too big. I had a list for that speech impediment, I was told I could never be a speaker, and none of that was true. So today I tell myself the opposite and the sexy bitch affirmation. If you say it for 30, 60, 90 days. Once your mind takes hold of it.

it’s not gonna let go of it. And you’re now gonna behave differently and show up differently to every, not just sales, and presentations, but interactions with people you love and care about. So that’s how I work on self-love with people, and if you’re rough and tough and you’re laughing at this, you’ve just got your walls up, man, you just got your walls up, and you’ve got some work to do there to get to the next level for you.

00:23:06.990 – 00:24:34.549

Bob Woods: Yes, so this is actually a little serendipitous for me because I don’t know if that’s the right word. But this is totally something that we didn’t talk about before or anything like that. But I do have a little bit of that going on. It’s time for me to get a little vulnerable, I think, in that in that I just recently got an honor from LinkedIn. It’s called LinkedIn Top voice, very few people get this.

And yeah, thank you very much. But you have probably already seen where? Where? Where this is going. But I tend to downplay stuff like that. And I’ve got people telling me this is a huge deal. This is a huge deal. And I’m just like, yeah, you know it’s fine, and it’s great that they gave it to me, and I appreciate it, and I’m not. You know. I’m not poo-booing it or downplaying it, or anything like that. It’s just a case of, you know.

I guess I just don’t feel it. And I’m sure that there are a lot of people who are in situations like mine where they get this type of thing, and they’re just kind of like, you know, it’s great, it’s nice. I appreciate it. But you know what I’m saying. So I mean, how do I work on myself? And how can someone really work on themselves so that they not only accept it, but they feel it. And they, I don’t want to say, use it to their advantage, but maybe just internalize it. So it’s a good thing.

00:24:34.550 – 00:26:13.060

Shawn Feurer: Yeah, I mean, and part of it is just owning your success and feeling worthy of your success. And this is something I deal with a lot, and it has been called imposter syndrome. Right? I’ve heard that term where, as we work hard and we get success, the success we work so hard, for when we get it we want to hide it. We don’t want to be on a pedestal, you know. I have people who make a lot of money, and they don’t want to drive a nice car because they don’t want the attention of it right.

They deserve the nice car they look. I mean, I have a I have a guy I know here in Salt Lake City that a couple of years ago he brought one. He bought one of the brand new corvettes. The new Ca’s.

Love the car. I actually got myself one a year ago. I drive it every Sunday. I put the top down when the sun’s out. He sold his and I asked him why he sold it, and he said I felt stupid driving it. I didn’t like the attention, and I didn’t feel like the car fit me. And it’s like, Wow, and if you saw this guy he’s a good-looking guy. He’s successful. I never got to see him in it, but if I saw him in it he would have looked amazing in it. But to him, he didn’t. And so for you, you know you are a top voice. You’re doing good work. You’re on a platform. You’re sharing your message. You’re helping people.

I would say, ask yourself, who am I not to get this award? You know? Who am I not to be celebrated? And you’ll hear some reasons come up. You will hear some reasons why you think those are where you need to do the work. You know that a lot of it is, worthwhile. A lot of it is, we were told to be humble, to not be arrogant. And you stepping into your award. Bob, aren’t you being arrogant? It’s being you confident, saying you know what I’m doing. Some good work and I got rewarded for it. Congratulations me.

00:26:14.060 – 00:26:57.549

Bob Woods: Well, thank you. I appreciate hearing that. And I will be listening to this part of the podcast several times I have a feeling myself. So thank you very much for that. And you know I did ask that question in the hopes that other people out there will will go. Yeah, I know what he’s talking about. So thank you very much for all that appreciate.

So let’s shift gears just a little bit of team dynamics. So we’ve been talking about individuals a lot. But I know that what you can then and what you do also works in the team area. So how can sales, managers, and leaders, and still a more positive and growth-oriented mindset within their teams by, you know, you know, via what you teach essentially?

00:26:58.010 – 00:30:26.570

Shawn Feurer: Yeah. And it’s a question I get asked a lot. And I do work with a lot of teams. Now we haven’t talked about this term. I want to use a term Bob Proctor kind of coined this term for me. But he calls our self-living beliefs where our programs, our habits, our beliefs, and paradigms.

Sort of programmed into you. Right now, you have some paradigms that are programmed into you about self-love and self-worth that are holding. So when you’re looking at a sales team, each member of the team has their individual paradigms but for every company I’ve ever worked with, and every sales team. There’s a collective paradigm. There’s a group paradigm.

Group paradigm comes from usually just like with us. For me, 50 years of life I’ve got 50 years of programming. If a company’s been around for a while, there might be a sales department that even if it’s a newer sales department or a new team, they’ve got 20 or 30 years of paradigm. So for me, when I’m working with a leader, the first step is to get the leader to work on themselves right. The only way I can lead a team powerfully, with a mindset, and with better thoughts is to start practicing myself. So I always encourage the team leader to start doing some introspective work to look at. You know, if I have, you reach for a really big goal. What are the reasons you tell yourself you can’t have it? Those are some of your self, I mean beliefs.

And then, as you start to understand that for yourself, you can start looking at your teammates and saying, What is this person’s self? Let me believe what is holding them back. Do they complain about the price? Do they complain about the process? Is there not enough time in a day? Why are they drawn to negativity? Are they talking about the economy in the news? And you know, once you get good at identifying programming paradigms.

You can diagnose not only your teammates but also your prospects on what’s important to them and where maybe they’re stuck in their thinking. And so that’s how I work with the team and the journey for everybody. If I’m working with a team is identified, the first question is, what do you want? And now, what do you think you can have? What do you want? Set some big goals unless you want to. But my thought is if I know how to do it. It’s not big enough. I want someone who said, I don’t know how I could hit that number this year, or I don’t know how I could get in that kind of shape, or I don’t know how I could love myself that much, but that’s the goal. And then, as I think about that, the reasons that come over my mind of why I shouldn’t want or have that.

That’s where I need to start working on my mindset, and you know I’ve got I’ve got. I’ll use an example I’ve got a roofing company that I’ve worked with for quite a few years they’ve been in business for a long time. Right now. They’re having a little bit of a sales slump, and the entire sales team has jumped on the bandwagon that their price is too high.

Once the team thinks the price is too high. Guess what? The price is too high, too high. And so the owner, he had a sales manager in place that quit. He’s now got a sales team that’s like a band of pirates right now trying to get him to lower the price. There’s no lowering the price. Will one fix the sales? Problem or 2 leads to a profitable future for the company? And so this and he does a lot of mindset work with me. So, Shawn, I have to reinstall belief, and I don’t like getting owners back involved in the sales seat. But he started running leads.

He’s currently 7 out of 10 in the home improvement industry. 3 out of 10 is good. He’s at 7 out of 10. It’s not the price. It’s not the price. So now he’s proved it. Lead by example. Lead with belief in yourself, and then you can slowly. It’s still an uphill battle. I’m going to be working pretty closely with this team over the next little bit to get them to realize where they’re holding themselves back. But hopefully, that answers your question. I kind of went around a little bit

00:30:26.570 – 00:30:54.069

Bob Woods: Yeah, I mean, I actually had like 8 follow up just because of that, because because I find this fascinating, too. But I’ll just wrap up this little section with 2 questions. One, do a lot of limiting beliefs, beliefs function in a top-down type way. And I’m not talking about from the corporation as much as from the team leader down to the teams. To the team members is that most of it is that a little bit of it, or does it depend, or.

00:31:01.790 – 00:32:16.139

Shawn Feurer: 100% of it. And one of this other concepts I want to share here. There’s, this idea called the Pygmalion effect, and the Pygmalion effect is that the belief of a leader can impact its followers. One of the examples that I heard early on was with A class, a teacher was given 20 students and was told that 5 of the students were above average IQ above average test takers and that these 5 were gonna perform best out of the 20. Now, the truth was.

All 20 students had the same IQ, just average intelligence. At the end of the semester, the 5 that the teacher believed to be better were top performers. And so when I’m talking to a sales manager, instead of belittling and beating up people who already doubt themselves and beating them down. Believe them up. Believe them up hiring you. I thought. You’re gonna be one of my top reps. I’m currently not seeing that. Can we talk about what’s going on? Because I know you can sell. I know you’re good with people. You present yourself very well. The results I’m seeing are up to the level of belief I have in you and your potential. And I’d like to see you live up to your potential because you’re one of my best people.

Pinellas, affect them to be the best I can. I’ve created greatness all around me by believing in people more than they believe in themselves.

00:32:17.130 – 00:32:29.470

Bob Woods: So the other part that I want to talk about out of out of what we’re just talking about is prospects. You said that. You know you could apply this when you’re dealing with prospects, too, and that fascinates me. How how does that work? My God, share, spill the Tea.

00:32:32.630 – 00:33:55.289

Shawn Feurer: Yeah, yeah, so, and all the sales training I’ve ever done is about a needs discovery, a good assessment part of the process, right? And any good sales process has a lot of questions.

I wanna have questions that are asking not only about the project I’m looking at, but also about the prospect, and I can hear things about the way they’ve shopped in the experiences they’ve had in the past, and I can find out what paradigms they have, you know. Are they a budget? Only shopper? Are they somebody who’s really in their ego? And it’s all about them. And so, just with my line of questioning and a realization of how someone does. One thing is how they do everything I can. I kind of identify, you know again, a lot of my reference comes from home improvement when I get to a house, and I see certain light fixtures, certain appliances.

I know what type of buyer this is right when I start talking about what they do for fun and hobbies, and I do. I mean, I make friends with my prospects. I find out. You know I used to practice this on Uber drivers, you know, in a 10 min ride and Uber. I can have an Uber driver thinking I’m his best friend because all I did was talk about him asking, and as he’s talking, guess what I’m hearing his paradigms his programming is, is he? Is he a 0 set point, Guy, and a lot of people? Their money mindset is set as 0. Anything is a lot of money compared to 0.

00:33:55.290 – 00:33:56.060

Bob Woods: Right? Yeah, that’s interesting. That’s really interesting. So I think we’re gonna start wrapping things up. But before we do that I love those one thing you can do right now, types of takeaways. And we do this in every show that I do. So, Shawn Feurer: What’s one actionable tip? Someone can do it right now. Well, not right now. As soon as you know this.

00:34:16.900 – 00:34:18.669

Shawn Feurer: As soon as they’re done listening here. Yes.

00:34:19.093 – 00:34:27.570

Bob Woods: To start incorporating the enjoy, the ride mindset into their daily routines to improve both their professional and personal lives.

00:34:28.360 – 00:36:22.349

Shawn Feurer: Alright, and my answer may surprise you a little bit. It may not, but the one thing that you can do every single day to get more of everything you want in your life is daily gratitude, and practice, and you know I grew up in a community. The religion was all about gratitude I’d heard about it. I always felt like I tried to be thankful. But I never truly lived it until I made it part of my daily practice and got it as part of my subconscious mind. And so I recommend it. And then, right now, if you, Google, a brother, David, a grateful day.

You’re going to find a 5 min meditation. And in this 5-minute meditation, Brother David, who’s an Austrian monk, with a beautiful accent. He talks about the concept that today’s your first day today you woke up wherever you were, and I add this to the to the meditation. When I think about it, I imagine. Yes, yesterday I was in 2,014, dealing with my mom, dying, dealing with being, you know, starting over my career, and all of a sudden I woke up today in this life I’d be so happy for everything my touch. Button, coffee maker, my beautiful wife, everything would be. Yeah. And if you pretend you were homeless yesterday and today you woke up in your life, how can you have a bad day? You just be grateful for anything. You’d be grateful that your eyes opened. You had air in your lunch, right?

And then same moment, Brother David describes, what if today’s your last day. What if today’s all you get and you can’t say, well, I wouldn’t do. I would take the day off. No, you have to do your day, but it’s your last day, so I listen to that. Every single day for 5 min I get myself in a good vibration. I share with my daughters, you know, on the way to school a lot of times. We’ll listen to it on the drive to school in the morning and it just sets a pillar for the day. Today is my first and last day. I’m Gonna make today’s count. I’ve got, you know, a podcast with the amazing Bob Woods. Who’s the voice I didn’t even know before I got on here today? I’m gonna bring you all my energy, and I’m gonna pretend this is my last. Podcast. I never do. And you get all my energy today. Right? That’s how I make it a great day. And that’s how I enjoy the ride.

00:36:22.650 – 00:36:36.125

Bob Woods: Excellent, excellent, excellent! Thank you. I appreciate that. We’re also going to add to the show notes the grateful Living Youtube channel, which which I think is what you’re referring to. I’m.

00:36:36.480 – 00:36:39.230

Shawn Feurer: It’s it’s gratefulness.org, I believe is the website.

00:36:39.380 – 00:36:41.582

Bob Woods: prayfulness.org. Okay, we will.

00:36:42.260 – 00:36:44.459

Shawn Feurer: And I can. I can send you that. So you make sure you have a.

00:36:45.290 – 00:36:55.557

Bob Woods: gratefulness.org that works. We will add both of those to the show notes as well to make it even easier for people to get on that so very.

00:36:55.900 – 00:37:08.180

Shawn Feurer: And if you listen to it every day for 30 days, take a 30 day, challenge and listen to it. 5 minutes a day for every day, and see how you feel. In 30 days, I guarantee you’ll be happier and more grateful about everything that’s going on in your life, even if there’s a little bit of a challenge.

00:37:09.110 – 00:37:10.020

Bob Woods: I’m doing it.

00:37:10.350 – 00:37:11.627

Shawn Feurer: I love it, I love it.

00:37:12.210 – 00:37:16.120

Bob Woods: I’m doing it, and I’m gonna be more accepting of my top voice thing, too. So.

00:37:16.120 – 00:37:18.468

Shawn Feurer: Yeah, own that man own that.

00:37:19.130 – 00:37:30.210

Bob Woods: So Shawn Feure is a mindset matter who is definitely enjoying the ride. I think we have proven that time and time again today. Thank you for joining us in Making Sales Social.

00:37:30.390 – 00:37:32.139

Shawn Feurer: Thank you for having me. It was a pleasure.

00:37:32.470 – 00:37:43.270

Bob Woods: Very much. So very much so thank you for streaming this episode of Making Sales Social. So remember when you’re out and about this week. Be sure to make your sales social.

Outro:

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