The Proven Formula to D2D Success with Lenny Gray

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Hello and welcome to today's episode of sales coaching superstars.

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Today's episode features Lenny gray.

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He's the founder, CEO, and author of door-to-door millionaires.

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And on this episode, he breaks down his proven formula to

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having success as a salesperson.

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Even if you're not technically knocking on doors, this advice

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can help anyone looking to take their sales game to the next level.

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So here's the proven formula to door-to-door success with.

Lenny: 00:00:47

Hi, it's Lenny gray CEO of door-to-door millionaire

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and Rove pest control.

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Also author of door to door millionaire, secrets of making the sale.

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Now, in my 20 years of doing door to door sales.

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There are three fundamental principles that make sales reps successful.

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I call these in my book door to door millionaire.

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I call them our values of victory and they are this hard work, mental

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toughness and commitment today.

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I want to focus on hard work and explain really what that means.

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It's interesting as a business owner, as I've interviewed hundreds of potential

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sales reps over the years, one of the questions I ask in an interview setting.

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I say, what characteristics, what traits do you have that will make

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you successful at door to door?

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99 times out of a hundred.

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One of those things, one of those characteristics that somebody will

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say is, well, I'm a hard worker.

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And what I found is that's a very subjective term.

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What is hardworking for one person compared to another person can mean

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two completely different things.

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For instance, I might interview a kid who's a raised on a farm, say he's an

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Idaho boy and raised on a farm and he gets up at four o'clock every month.

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Gets his farm chores done, goes to school.

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Most of the day comes home from school and before dark, he's got a whole

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bunch of other chores to get done.

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And in that kid's mind, he's a hard worker.

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I could interview another kid, same age, but maybe a different background.

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Maybe he's brought up in a city and maybe his family's well to do also.

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And for him hard work was, Hey, listen, I cleaned my room every day

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and I took out the garbage when my mom asks Two completely different

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definitions of what hard work means.

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But in both of those people's mind, they were hard workers.

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So what we've tried to do is define what does it mean to work hard on the doors

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and what bare minimum breaks down to is you have to be able to stand in front

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of people and talk to them, meaning.

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Crazy enough.

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You have to be on the doors.

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You have to be working.

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You have to physically be there because you're not making any

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sales, unless another human being is standing in front of you.

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And you're having an interaction, you're having a conversation with them.

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And so to me, hard work is getting in front of a certain number

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of people every single day.

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Some of you may know I practice a Brazilian jujitsu.

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That's one of the things, one of the hobbies that I have that I really enjoyed.

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Every week and in jujitsu, the first black belt ever in the country

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of Ireland is John Kavanaugh.

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John Kavanaugh is Europe's most sought after.

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And then they coach, in fact, he coaches the likes of Conor McGregor.

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And others that may have heard of in the UFC and in other in other fighting arenas.

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Anyway so John, he started a gym in Dublin, in Ireland.

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In fact, it's just blocks away from Conor McGregor's hometown of Kremlin, Ireland.

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And I was able to go to Ireland here recently.

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And I spent some time in that gym, just interacting with some of the

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people there and on the walls of this gym was a quote from Conor McGregor.

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Again, Connor McGregor was held two belts at the same time and

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sales, more seats in arenas than any fighter out there right now.

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And in John, Kevin knows Jim, he's got this quote of Connor

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McGregor and basically it reads.

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It says there's no talent here.

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This is hard work.

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This is an obsession.

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Talent does not exist.

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We are all equals as human beings.

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You could be anyone.

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If you put in the time, you will reach the top.

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And that's that.

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I am not talented.

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I am obsessed.

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And really that to me fundamentally is.

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The greats in door to door sales or in any industry, in any business, in

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a family, in whatever organization is the most successful people are

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the people that put in the work that are obsessed with being the best.

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Listen, I don't have any crazy God-given talents that make me be able to go sell

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1200 accounts in a summer or all the accounts 5,000 plus accounts in my career.

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because I've worked hard.

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It's because I've been out on the doors I've been in front of you.

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I've learned tendencies that people have in communication.

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I've learned how to read non-verbal skills and understand what people

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are telling me without their words.

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And that can come to you as well.

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That can come to anybody who puts in the time and effort on the door.

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So never mistake hard work.

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If you're being recruited by a certain company or you're working

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for a company and hard work, isn't a primary piece of what they teach

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you and how to be successful.

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They're missing the point.

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I don't care how talented you appear to be.

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Or lack of talent that you have, if you put in the time you'll maximize what you

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can do, you'll maximize your earnings.

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So anyway, hopefully I get into here in the coming blogs in the coming months,

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I'll get into a little bit more about my take on the other two aspects, the

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values of victory that we have in the company and that's mental toughness.

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What does that mean?

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And then also commitment and why that's so important, but

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I appreciate your time here.

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In fact just a reminder, if you haven't purchased my book door to door

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millionaire, you can get that on Amazon.

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I've also got an audio.

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That is really helpful if you're out driving around going to, and

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from your areas or driving out to your offices in the summer.

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And also don't forget the D to D millionaire conference coming up

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specifically designed for business owners, sales managers that are looking

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to increase their ability to either run a door to door sales program,

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or increase the efficiencies within their door to door sales program.

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You can go on my website, Lenny gray.com/conference to find more about.

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Also other blog posts that I've had in the past@lennygray.com as well.