The Commission Code for Success
Does your gross revenue come from commissions, fees, and other types of 1099 MISC income? If you answered yes, then the Commission Code for Success is a podcast created specifically with you in mind. Each episode is designed to deliver a concept or idea that will help you increase your revenue and have more time to enjoy it.
If you are an employee on 100% commission or an independent contractor you are a business owner when it comes to how you go about doing your daily work. The mindset of a business owner puts you in exactly the right spot to maximize your revenue and maximize the impact you have with your clients and customers.
The Commission Code is the library of knowledge and the set of skills you need to grow your business and reach your desires. Please join us and our guests at The Commission Code Podcast! I look forward to seeing you there, I'm your host, Morris Sims.
The Commission Code for Success
From Boiler Room to Best Practices: Mastering the Art of Professional Selling
Professional sales is about earning the right to make recommendations through genuine conversation and relationship building. Sales is a noble profession when approached with the customer's interests at heart.
• Monologues kill sales – the longer a salesperson talks uninterrupted, the lower their conversion rate
• Top performers close around 45 minutes into calls versus average performers who attempt to close at 12-15 minutes
• The science of sales involves getting people more emotionally excited than the cost during the time you have their attention
• FBT (Feature-Benefit-Tie Down) technique creates a series of small agreements leading to the final close
• Professional salespeople focus on understanding problems before offering solutions
• Authenticity matters – the best salespeople don't "act like salespeople" but remain true to themselves
• Strategic silence or "the pregnant pause" demonstrates confidence and gives everyone space to think
• Digital marketing follows the same principles as sales – creating enthusiasm and building relationships
Visit morrissimscom for more information and to learn how to find your own commission code to success.
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You have to have a back and forth. There's a really crazy chart in my book where they talk about monologues which is uninterrupted talking from the salesperson. If you look at the conversion rate on a sales call, the longer you go uninterrupted the lower and the lower the sales conversion rate becomes. So what they taught us was this is something I think your audience would love which is FBT feature benefit tie down.
Speaker 2:Welcome to the Commission Code Podcast. We're here to help you overcome the challenges that most of us face in our business. From time to time, you know things like feeling like you're on a plateau and you just can't seem to grow your business. Or maybe feeling overwhelmed, just trying to make ends meet and yet it seems like you're always working. Or maybe you've done quite well for a while, but now nothing seems to be working anymore. Well, we want to help you solve those problems and many more. Our objective is to provide you with practical solutions so you can grow your business and have more time to enjoy the fruits of your labor.
Speaker 2:My name is Morris Sims and I'm going to be your host for this show. I've spent years okay, decades really in the corporate world teaching business owners how to increase their revenue and use professional sales processes and run their business more effectively and efficiently. I started my own consulting and training business about seven years ago, I guess, and I'm helping my clients do just exactly that Get more revenue, increase their revenue and have more time to enjoy the fruits of their labor. But I got to tell you I'm having more fun than ever helping people build successful businesses. So, with all that said, let's get on with today's episode of the Commission Code for your Success.
Speaker 2:Today, chris Smith is our guest on the Commission Code and I'm excited to have Chris here. Chris is an author and digital marketing expert, which is something that golly gee. The more I learn, the more people I talk to, the more I realize that if you don't have a good, positive digital footprint and you're not utilizing it for what it's worth, boy, how do you miss in a bet? So, chris, we're really excited about having you here and you can teach us and help us do a lot better job of digital marketing. Thanks for joining us.
Speaker 1:Yeah, I will do my best.
Speaker 2:I'm sure you will Well tell us a little bit about you and all that you do with digital marketing. Well, I think my journey.
Speaker 1:I just want the journey that I've been on to be relevant to the audience. You know, the idea that you're a digital marketing expert is obviously a self-proclaimed title that way too many people use, but it is what it is. It's one of those things that you have to try to find the signal through the noise on the internet, and I'd like to think that I'm signal. I started my career in phone sales, dialing for dollars, working in a boiler room for a billionaire. His name was Lou Perlman. I'm in Orlando and he is the guy that discovered NSYNC and the Backstreet Boys and Britney Spears.
Speaker 1:Yeah, he's a creepy, awful person, but he was a genius when it came to that era. He was literally kind of the godfather of boy bands, and so he had a spinoff company where people from all over the country because this is way before YouTube, this is before social media and so it was called an event vacation where you'd come to Orlando three days, two nights, actors, singers, comedians, and you could walk the runway, you know, for modeling agencies. You could sing for lou perlman right, he might discover you as the next big thing. And it was all boiler room phone sales. But the, the guys running the boiler room were like Alec Baldwin, glenn Gary, glenn Ross level trainers Amazing, and ironically, after I left there, I realized they had been arrested for telemarketing fraud in the 80s.
Speaker 1:Yeah, the guy that was my main coach. He was so good. David Williamson, that was my main coach. He was so good, david Williamson, and so I didn't even work there that long, maybe six months, but I was really good right away and he taught me the science of sales. And so, really honestly, since then and I've picked up a lot of other information from running my own companies and working for billion dollar companies like rocket mortgage and, uh, you know startups that are acquired for a hundred million dollars by zillow. You know my own company. I made the ink list, but everything I've done since then is just basically an iteration of what I learned working for Lou Pearlman.
Speaker 2:Yeah, it's amazing how that happens to all. I think it happens to most of us, really. My original job out of college was chemical engineering. Did that for five years. Decided that was no fun. The thing about sales, though, is what you learn. First you learn best, I think, and then you can morph that into what it needs to be, and obviously you morphed it into something positive and something legal which is a good thing. Right, that's right yeah.
Speaker 1:I say it was like a Spider-Man. I use my powers for good because once you really understand the techniques and tactics the Wolf of Wall Street type stuff it's incredibly powerful. And it is something where it's not an accident that the people that are the best are the best every month. But the one lesson that I really was like my first day and he drew on the he had a chalkboard this is old school, old school is like 0203, right around that time and he drew like an X, y axis and he put a heart on the left side and he put a clock at the bottom and then he drew a dotted line across the axis and he said your job is to get people more emotionally excited than the cost during the time that you have their attention. So when I say he was teaching the science of sales, it was literally like so it was like the hard okay, so I have to get people more excited than the cost during the time they have my attention. And so I said well, coach, how do I do that? You know that's that seems very easy. And he said then he drew on the chalkboard the word enthusiasm and he said the reason enthusiasm ends with IASM is because I am sold myself those two sort of call it tips that has been rinsed and repeated and used selling software, selling mortg estate, selling shoes. It really can be that easy.
Speaker 1:But probably the biggest challenge people have is that it's not a monologue, it's a duologue, it's a conversation. I say in my book conversations create customers, conversations create commission, create customers, conversations create commission. So to get people more excited than the price. There's obviously a lot more that goes into it but it really just comes down to like curiosity. You know, there was another lesson I was given that was like, just act like a five-year-old, just say why. After everything, someone says like you know, oh, why do you need a new crm? Well, you know our leads are falling through the cracks. Well, where are the leads coming from? You know they're coming from zillow. Oh cool, how much does that cost? You know, like, just kind of like we call that the digging deep technique.
Speaker 2:That's yeah, no, absolutely so it's all about discovery conversations, build relationships is is one of the key things that I believe strongly is, if you want to build a good, positive relationship with someone, be it, uh uh. If you're a gentleman, a very nice looking young lady that you'd like to spend time with, it's all about having a good conversation. If I want to talk to you about buying my, whatever, it's going to start with a really good conversation to build a relationship, a positive, trusting relationship.
Speaker 1:It's funny that you say that because my grandfather, he was not a big advice giver, so I remember all of the advice he gave, because there's only two things. And he said, chris, I want to talk to you about girls. And I said, ok, let's, let's talk. He said you got to talk to him. Eventually I was like OK, I got you, I got you.
Speaker 2:So yeah, actually.
Speaker 1:I have a book called Exactly what to Say and it's for real estate agents and the author's name is phil m jones. It's a great book. Everybody that's in sales should read it, listen to it. It's the most listened to audio book like in the history of audible for business and he kind of sums it up nicely that sales is earning the right to make a recommendation.
Speaker 2:Yes, that's all it is. Yeah, yeah, oh, I love that Cause.
Speaker 1:That is so so true, wow, and he's British when he says it, so it just sounds even so, much better, much better than my Alabama accent when it kicks in.
Speaker 2:I'll tell you that. Yeah, the recommendation point is, I think, very important, especially when we're talking about a sales situation, where we're talking about a service product or something along those lines. It is in a commodity world where you know the first thing is, what kind of price are you going to give me on this? Or I'm going to give you a quote and the first thing in my mind is I got to go get another quote so I can compare it. Yeah, I've. I've been teaching people for years now. You're a professional salesperson, that's right. You make recommendations, you don't. You don't push, pull or motor or manipulate. You make recommendations and all you have to do is say which one of these do you think is right for you and your family? Yeah, that's about it, that's exactly right.
Speaker 2:It really comes back down to that, to being able to do that and do it on a basis of trust, where you've built some trust and some positive, trusting business relationship.
Speaker 1:Yeah, you're looking for solutions, people are buying solutions and you can't really help somebody figure out what the solution is unless you truly understand the problem. And so really that's kind of what sales is is establishing the issue they're having and then seeing if your solution you know there's a book called go for no. I love that kind of the challenger sale, I love all that stuff where it's just sort of like you know, I I've had sales calls where you know people are calling about getting help with social media marketing, right, and they're going on and on and telling me how great they're doing, and so I'll just say why are we on?
Speaker 2:the phone man. Why'd you call me? Sounds like you got it all figured out?
Speaker 1:No, no, no, no, you know the takeaway is what we call that. So, yeah, it's a. It's one of these things that the word you use that is so important is professional. Because if you, if you were to say, hey, what are some of the words that come to mind when I say realtor, you know it's going to be sleazy, overpaid, lazy, pompous, right. And then, but if I say what, if I say professional realtor, timely, intelligent, negotiator, marketer, so that word professional and to be a professional at anything, you have to study.
Speaker 1:And so I think you mentioned what you learn first, you carry on with you, but what if you don't learn the right stuff first?
Speaker 1:That's where I think it's really a challenge, because I was blessed to work for billion dollar organizations and they had their training down to just a beautiful process, like at Quicken Loans, which is now called Rocket Mortgage. We had to work for five hours, 50 weeks per hour, before we were ever allowed to even pick up a phone. You know, and I just think, I think a lot of people sort of skip that. You know they, they sort of skip the training and you know they're oh, I'm a good people person, or like even I was complimenting on your tone. Tone of voice is so important in sales, but if you really think about the people that are the best at what they do, if you're a professional athlete, you're in the gym. If you're a musician, you're playing music, and so that's one thing I think most people would agree is like they didn't get enough training, and so that's why podcasts like this are so important, because you can self educate nowadays.
Speaker 1:Oh yeah, you don't need to get lucky and happen to have like one of the world's best sales coaches. Now the world's best sales coaches are putting all of their best advice on the internet, on YouTube, for free.
Speaker 2:And I got to tell you Zig Ziglar had it right Automobile University was real. Back in the days when I was driving around New Orleans trying to find folks to do business with, I had a cassette tape, Chris. You remember those things.
Speaker 1:Yeah, I had those.
Speaker 2:Put the pencil in to get it right.
Speaker 1:I'm a 70s baby, so I'm okay well, you remember those things, man.
Speaker 2:I tell you what. I had a whole stack of them, and it was one right after the other, and when I got done with that stack I just started all over again that's right I would never have learned to close with implied consent if it hadn't been for this one particular guy whom, luckily, I got a chance to meet one day.
Speaker 1:Oh cool.
Speaker 2:And he taught me how to do that. And it was just. And he taught me in my car. Yeah, as I was driving around the streets of New Orleans, he taught me in my car how to do that.
Speaker 1:I think you're absolutely right.
Speaker 2:It is about listening to people and learning and becoming that professional where you walk into it with the other person's interest in mind. Just like I'll share what happened to us as we started the conversation Before I could get it out of my mouth to say, chris, what's going to make this a great podcast for you? You had already asked me the question.
Speaker 1:Yeah.
Speaker 2:Because you were more interested in my desires than you were in getting whatever it is you wanted out of the deal. It's when you walk into that sale with all you can think about is golly, gee, I've got to make a sale because the mortgage is coming due.
Speaker 1:Yeah, they pick up on that too, by the way.
Speaker 2:They can feel that oh yeah, how much, how much, oh how much commission are we going to make on this sale, when, when, that fills your mind everything falls apart. Yeah, because you're not laser focused on them exactly and, as you said, they can feel it yeah, that yeah. Every time they can feel it. Chris, I'd like to go back to the phone for a moment, because it sounds like when you were on the phone, you were talking to people and you wanted to close a sale right there on the phone. Is that correct?
Speaker 1:We had to. Yeah, it was a one call close or else you never would hear from the person again. And so with Lou Pearlman's company it was $1,200 to come to the event vacation three days, two nights, meals included, but not the flights of 200 or six payments of 205 after the initial payment. So really we needed to get a credit card for 199. And there were people that we'd have to get them over to Western Union, like pull it up out and get the Western Union because they didn't have a creditor debit card but they really wanted to be there. But yeah, it's a one call close and that's why that chart was so important.
Speaker 1:And the same thing with Quicken Loans If you don't close the person on the first call, then they're going to either call another bank or just the way they routed the leads it didn't just come back to you if they called back, back to you if they called back and so you have to really get people dialed in on making a decision. But that's why talk time is so important. If you look at some of the data from my book, average performers in sales are attempting to close between 12 and 15 minutes into a call, and the top salespeople are closing around 45 minutes into a call, and so they used to tell us, like you think somebody wants to talk to two salespeople, they don't even want to talk to one salesperson, and there's a lot of data that backs up. Like you don't even have to be the best, you just have to be first, but it's a combination of being first and best I mean, it's a timing thing, it's a did you catch me on the day that this was important to me?
Speaker 2:but yeah, I mean 45 minutes. It's about that relationship again, isn't it?
Speaker 1:yeah, because think about it and I mean that sounds like an eternity in today's world. In 45 minutes I'll probably watch 300 TikToks. People don't have that mindset and so that was part of the technique, was this is going to have to be a conversation, and let me tell you, getting credit cards is hard. So like, and let me tell you, getting credit cards is hard, getting social security numbers, especially in 2006,. You know what I mean.
Speaker 2:Oh, my God, yes 2007,.
Speaker 1:people were not just freely giving out their social over the phone, because for us to actually give them a mortgage, we had to know what their credit was.
Speaker 1:Yeah, yeah, and so that was like people had never done a loan other than just going down to the bank, going down to the credit union, and so that was actually one of the more difficult chores and we didn't wait till the end of the call. We had to do that in the first five minutes because without that we really couldn't do anything else. So, yeah, it was social security number up front and then a credit card on the back end. That's the deposit for the appraisal, because you have to get your home appraised when you refinance. And yeah, it's wild that people will do it.
Speaker 1:But there's a chart in my book that shows if you want a human being to do something like if your goal is to make them take action and it could be you want them to buy your stuff, and so if you look at the way humans communicate, only 7% of human communication is words, and when you're on the phone, the number one thing is actually physiology, which is sort of like body language and expressions and stuff. So the only thing that's really left is 38% is tone. So that was something that I think I benefited from. I talked a little slower than a lot of the people. I'm from the South, I don't think I have a Southern draw, but other people did. You just sound so trustworthy. So it's a really good test for people to sort of record your own call, record your own sales pitch and put it through the test factor like the trust factor.
Speaker 1:Do I sound trustworthy, because that was so important in these jobs that I had over the phone. And, by the way, marketing, which we're not talking a lot about, it's all the same concepts as sales. You have to get people more excited than the cost of their email address. While you have their attention right, like that, you have to be so excited, like if I'm going to watch your Instagram reel, like I have to feel that enthusiasm or I'm going to go to the next one, so it's really not even that different and a beautiful company is when both are dialed in. And I talk about lead conversion. My book is ironically called the Conversion Code, ironically called the conversion code. And when you have marketing, sales and tech, kind of like that Venn diagram in the very middle of that is when you get the highest conversion rate possible.
Speaker 2:Wow, then, just then just makes so much sense. And it's interesting, though, back in the eighties, when I was was teaching people who, they came to us and chances are the last thing they saw was either Girl Scout cookies or greeting cards door-to-door for the Boy Scouts. It was all about sales and teaching them how to do this process because that's what it is it's a process and helping them understand that.
Speaker 2:In our case, we wanted to get face to face with people that's right so the the whole objective of the phone call was to make an appointment where we could sit down and see each other and build that trusting relationship. So it was belly to belly, yeah, yeah, toe to toe.
Speaker 1:Belly to belly, and that's what service businesses are still up against today, like when I work with I mostly work with realtors and they're trying to set an appointment because they'll all tell you if I can just get in, if I can get the listing appointment, I'll get the listing, you know.
Speaker 2:Absolutely.
Speaker 1:Yeah, it's, and that's where I think is different. Because when you talk about relationships, like a successful call in a service business is like then getting a chance to actually meet them and kind of jump through all the hoops. So yeah, it's a lot easier to sell books right and software than it is to sell services over the internet. But even if you look at the talk time of a cold call that leads to an appointment versus a call that doesn't, a successful cold call where an appointment is booked is about five and a half minutes and a successful cold call unsuccessful cold call is about three and a half minutes. So there's even a big disparity. Even when it's cold outreach with the goal of setting an appointment. It might not, you know obviously way shorter than the other call we talked about. That's 45 minutes, but it still goes to show you that like you have to have a back and forth.
Speaker 1:There's a really crazy chart in my book where they talk about monologues which is uninterrupted talking from the salesperson. If you look at the conversion rate on a sales call, the longer you go uninterrupted the lower and the lower the sales conversion rate becomes. So what they taught us was so. What they taught us was this is something I think your audience would love which is FBT Feature benefit tie down. And the tie down is what you would maybe think of as like a mini close Right. So it's like, hey, your new interest rate is going to be 3.75. That's the feature.
Speaker 2:Right.
Speaker 1:The benefit is that that's going to lower your payment by almost $300 per month. Right, your goal, like? That's the amount of money that you would need to save to do something like this today, correct, right?
Speaker 2:And it ties it up, yeah.
Speaker 1:Yeah, and so, like, when you think about that chart I mentioned earlier, where it's the science of sales, I just think of them as steps, fbt, fbt, cause. Then by the time you get to the last one, you've already gotten them to say, yes, like, trial closes is what a lot of people would call that. Hey, should I send the? Uh, when I send you the paperwork, should I send it to your personal email or your, your, your business email, like, and if they say, if they answer that they're good, they're in, you know, like that means they want to do it. Okay, great, I'll send it to your business email. And for the deposit for the appraisal, did you want to use credit or debit?
Speaker 2:Yeah, Easy questions, making it easy on the client to answer, and it just makes all the difference in the world. My brain is rushing here. I love FBT. It sounds so much like Tom Hopkins and the mastering the art of sales. He teaches a tie down. That is just like that. It is wonderful. The beauty of the whole thing is that it works. It makes it easy on them, it makes it easy on me, and all I'm trying to do is help them get what's going to be good for them, to help them get what they want. Hell, if they don't want it, let's not have the conversation.
Speaker 1:Let's move on to somebody that does yeah, it's better for both parties, and that's why I get really mad when people think of sales as being manipulative or tricking people. That doesn't happen. People are smart, people have really good bs meters and they know like, like when you're saying you kind of, sometimes you have to pull them across the finish line, but you can't break their arm.
Speaker 2:No, and it is truly the difference between an amateur salesperson and a professional salesperson.
Speaker 2:That's right and you're going to run into the amateurs every now and again and the car salesman says gee, Mr Sims, what can I do to earn your business today? And you're going, good grief. How many times have they said that in a sales meeting? Every morning. And then the sales manager comes and asks the exact same question Amateurs versus professionals, who are trying to find out what is your problem, what is it that you need, what is it that you want, and can I do something to help you get there? Correct.
Speaker 2:Because, if I can, then we're all going to be winners, and if I can't, who can I send you to that can help you get that?
Speaker 1:Amen.
Speaker 2:And in the long run, everything is going to be so much better. But I so heartily agree with you. I've written several articles and things about the fact that professional sales is about helping the other people get what they want. It is a noble profession, Just as much as an attorney or a CPA or a doctor. They're helping you. They want to help you get what you want. A professional salesperson that's selling widgets wants to do the same thing. Oh, Chris, you got me excited. I'm sorry.
Speaker 1:It's okay, that's my goal. Maybe I should ask you for your credit card right now.
Speaker 2:There you go.
Speaker 1:You should, I'll sell you a book.
Speaker 2:My last question for you, I think on your website, about the importance of silence when you ask a question. Talk to me about your thoughts on that.
Speaker 1:Yeah, I think people feel the need to fill that space. It's more so when you get a question. So if you say, hey, chris, is your interest rate going to be as low as Wells Fargo's? And, to be clear, the answer was no. They always have better interest rates than us.
Speaker 1:But it's sort of a pause. You have to sort of digest it. I think it's sort of a pause, you know, like you're, you have to sort of digest it. I think it's incredibly difficult to have an instant answer to everything Somebody may ask now. You may not be silent per se. You might say you know what, morris, that's a really great question. I've never thought about it that way. Let me think about it for a second and then you answer it. But like it's, it's just like in real life in a conversation. How often do we like google stuff? Right, because you just don't know the answer. So in sales they call it the pregnant pause. I don't know why they call it that. There's also, uh, journalists who do interviews will do a fake pause where they will like, actually like, do it on purpose. It's a technique, but I think you not a lot of times you'll do it naturally. So it's like hey, chris, like why is curator better than boomtown?
Speaker 1:well, maybe we're not, you know, like, like I, I think it's you're dancing totally yeah and and so it's sort of like I would say the this idea that you have to rush to every answer is almost like if you're stepping on their foot yeah, totally.
Speaker 2:And the same thing, I believe, is true in the other situation where you ask a question. When you ask a question, you kind of give them a chance to answer it. If you keep talking, it's rude.
Speaker 1:That's right and it is. You know. You're trying to guide them through this process. Yeah, and there are times where and, by the way, the consumer is often rude. Yes the way the consumer is often rude yes, or standoffish is probably what a better way to say it yeah, where they're just giving you these one word. Like you come up with a really great questions like hey, so you guys are buying a house, like moving sucks, like why the heck you buying a house? Uh, kids moved out, you know, and it's like you're.
Speaker 1:You were expecting a longer answer yeah, yeah that is why the ddt, the digging deep technique, is so critical, because when all the kids moved out, where'd they move to? Oh, they went to college. Which school? Oh, they're at florida state. Oh my god, I went there. What are they studying? You know that that sort of you can't be idealistic, that everybody's just gonna open up to you, you know, yeah but you're back to.
Speaker 2:You're back to the conversation which builds the relationship, and if they're not willing to have a conversation, and I can't entice them into having a conversation with me then we got a problem.
Speaker 1:That's right. Yeah, and and that's something that you can actually, in rare cases, just say just say, hey, it doesn't sound like you want to be on the phone with me, you know like I get it. Like shopping for a mortgage is not fun, so, like, what can I do to make this process better for you? You know what? What can I, you know, talk you through exactly like it's okay to be? You know, we say human companies win, you know, and humans have flaws. So this idea that you're this polished, you know, three piece suit, got all the answers right. I think one of the best things you can say in sales is you know what? That's an interesting question. I've never had it before and I want to make sure I give you the right answer. So I'm going to get back to you on that. Is that okay? Sure, chris, okay, perfect. And then it's like chat, gpt, what?
Speaker 2:And the, the, yeah, absolutely. And the thing I had to teach young people who didn't know a lot about sales is that the answer to that question is not. You know, I just started and I'm really not sure.
Speaker 1:Yeah.
Speaker 2:You know the answer. Answer is that's a great question I want to make sure I give you the right answer. So let me do a little research and I'll get back to you.
Speaker 1:Chris, yeah, and the way that you become a professional. And, by the way, in the phone call sales that I was doing, we had to do the one call close, so there was no. Let me get back to you like later it was like you know what, let me ask my boss, give me, give me 30 seconds, hold the back, like, but there was still a version of that happening.
Speaker 2:Yeah, totally yeah, and it begins. It begins again, that process of building a relationship when you share your authenticity and sincerity. When I am myself, I'm a much better person than if I'm somebody else or trying to be someone else.
Speaker 1:That is probably the number one thing I noticed in the top salespeople was that their persona was them. Yeah, it wasn't like they weren't like trying to be a salesperson. It wasn't like they weren't like trying to be a salesperson. And the ones that were, it was just like like I, I know Wes, wes don't talk like that.
Speaker 1:You know, like Wes doesn't sound like that, you know and obviously you talk a little bit different based on who you're talking to, sure, but yeah, you have to find that zone of you you know and work within that zone and sometimes, by the way, I'm on an interview right now, I'm on a podcast with you I'm gonna go up a notch because that's appropriate for this setting you know, if somebody, if you were sitting right next to me at my desk, I would be talking exactly the same as this you know, but if it's like, hey, what do you want for dinner?
Speaker 1:It's like I don't know. But you know, what are you thinking you know? So there's uh, I actually studied sociology. There's a thing called the looking glass self, which is that we have thousands of selves. Ourself is us behaving the way we think the person in front of us wants us to behave. That's why you don't cuss around your parents, right, but as soon as you get with your buddies, you're dropping F-bombs.
Speaker 2:Oh yeah, never thought about it that way. That's good, that's good. Oh yeah, the language changed entirely when I was in front of my mother. That's right, no doubt, no doubt and is it? As a child, it was even words like shut up if you said that. Oh my, I was in for a spanking if I said that word, but uh, it's yo. That's cool. That's a great point, chris. I have so enjoyed this conversation. Thank you so much for being with us here today.
Speaker 1:Happy to be here. Thank you for having me on and hopefully people got a couple of little nuggets out of it.
Speaker 2:Oh, no doubt, no doubt. It's always fun to talk to another professional salesperson. Thank you, kind sir.
Speaker 1:No problem.
Speaker 2:Well, that does it for this episode of the Commission Code Podcast. This is the place where we want to help you find the commission code to success in your business. Remember, go to morrissimscom for more information and in the meantime, hey, have a great week, get out there and meet somebody new, and we'll see you again next time right here on the Commission Code. Best wishes. I'm Morris Sims.