The Sales Life with Marsh Buice

635. Half ass approach = low ass results. Creating "calculated confidence" w/ Josh Altman

Episode Summary

You think that you'll rise to the big occasion when in fact you'll sink to your level of of consistency.

Episode Notes

As a young man at football camp, a kicking coach gave Josh Altman some sage advice. No matter what’s on the line or the pressure you may feel, “always kick the ball the same.” 

Not only did Altman carry that forward as an athlete, but he carried it forward in his career as a highly successful real estate agent to LA’s rich & famous. 

Your inconsistency is due to your reputation. “When you half-ass your job, you’re hurting your reputation. Your reputation doesn’t just affect the way that others see you, it affects the way that you understand yourself.” 

When you give way to your assumptions, you give up your confidence. 

On today’s episode: 🔥 How did one lease lead to millions? 🔥 You’re getting beat because you’re trying to figure out if “I’ve got a buyer here...” 🔥You won’t be ready for the “big one.” 🔥 What is “calculated confidence?” Take The Sales Life to go with this and 600+ more episodes by subscribing to The Sales Life on your favorite #podcast app.

Episode Transcription

In grade school Josh Altman went to a kicking football camp and his coach gave him a piece of advice that he’s  forever carried forward. 

No matter what’s on the line or the consequences as a result of his actions, “Always kick the ball the same.“

Not only did Josh Altman carry that sage advice forward as an athlete, but he’s also carried it forward into his career as a real estate agent to LA’s rich and famous.

One time young woman asked Altman to help her find a condo to lease. Real estate agents hate leases because it’s just as much work as a real estate listing but the pay out is only fractional compared to a real estate deal. Keeping his mantra of always kick the ball the same, Altman treated it as if it were a payout from a multi million dollar listing.

Keeping his frustration at bay, Altman finally found the right condo for her to lease. Baby girl was so excited that when she called her dad to tell him the good news and how well she was treated the just so happens appeared. 

It just so happened that her dad was a high-powered executive who told his CEO of his daughter's experience at dinner one night. It  just so happened that the CEO was looking to list his multi million dollar home overlooking the Pacific Ocean for sale. 

Who do you think that CEO called?

At the open house, it just so happened that Altman met a celebrity dermatologist. The CEOs house was a little too small for him, the celebrity dermatologist was looking for a home in the $10 million plus range.

It just so happened that Altman had a house just for him. 

Through a string of just so happens that one lease lead to $24 million in sales for Altman. 

In his book, It’s Your Move, Altman writes, “When you half ass your job you are hurting your reputation and your reputation doesn’t just affect the way others see you it affects the way that you understand yourself.“ If you want others to see and value you differently then you must see and value yourself differently first. 

Always kicking the ball the same because how you treat the smalls is how you treat alls. 

Think about how much time  you waste in sales trying to figure out “what you’ve got?”

While you’re trying to figure out “what you’ve got,”  the one who always kicks the ball the same is working because you never know where it may lead.

When it’s the big one, sales people think that they will rise to the occasion but they won’t, they’ll sink to the level of consistency and if you’re not consistent, then you’re going to guess on the wrong one and that will be the one that was worth millions. 

Not only are your future earnings wiped out but so too is your confidence because you wished you would’ve treated that one seriously.

Why not treat them all seriously? Stay ready, don’t get ready because you will have a cocktail of small and big opportunities and if you’re always bringing your A game to every situation even when it feels like a B or C opportunity, you’ll prove to yourself that you were consistent, ready, and capable of handling the big ones when they come. 

 This is what Altman calls Calculated Confidence. “Calculated confidence is built through consistency. It’s having enough practice under your belt to be able to make the big decision calls in high-pressure situations.

My worth isn’t in this one deal or this one outcome, my worth is in the way I kick the ball. “Because the ball doesn’t matter, it’s who is kicking the ball that matters.”