The Commission Code for Success

Conversations That Close With Chris Smith

• The Commission Code For Success from Sims Training and Consulting, LLC

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Sales gets a bad rap when it’s all pitch and no pulse. We flip that script with Chris Smith—author, digital marketer, and former one-call-close pro—who shows how real conversations, thoughtful pauses, and data-backed timing lead to consistent, ethical wins. We dig into the science he learned in the boiler room and refined at billion-dollar companies: your job is to get someone more emotionally excited than the cost within the time you have their attention. From there, we build a toolkit you can put to work today.

You’ll hear why curiosity outperforms charisma, and how the digging deep technique turns short answers into rich discovery. We unpack what separates top performers from the pack: longer quality talk time, patience before the close, and tone that passes the trust test when body language is off the table. Chris walks through FBT—feature, benefit, tie-down—to secure micro-commitments without pressure, and he shows how silence can be your ally when questions get tough. The result isn’t manipulation; it’s earning the right to recommend.

We also connect sales to marketing and tech, where true conversion lives at the center of that Venn diagram. Learn how to spark enough excitement to win the click or email, then sustain it through authentic dialogue that leads naturally to appointments and decisions. Whether you sell services face-to-face or products over the phone, you’ll leave with practical steps to improve trust, timing, and outcomes—without changing who you are.

If this conversation helped sharpen your craft, subscribe, share it with a teammate, and leave a quick review. Tell us: which question will you ask on your next call?

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SPEAKER_01:

Probably the biggest challenge people have is that it's not a monologue, you know, it's a dual log, it's a conversation. You know, I say in my book, conversations 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.

SPEAKER_00:

Welcome again to the Commission Code Podcast. We appreciate you taking the time to listen and join us here today. We're here to help you increase your business revenue and have time to enjoy it. I'm your host, Morris Sims, and I've been consulting and training business people for, well, let's just say over 40 years. We're focused on increasing revenue and having time to enjoy it. After years as a professional salesperson, I spent 32 years in the corporate world. I retired as vice president and chief learning officer of the sales department of a large insurance company where we designed and built and delivered training for over 12,000 professional salespeople. Now I get to consult one-on-one helping people grow their business and organize themselves to make the most of the time they have. We also build online courses to support business owners in their work as they strive to build the business that they've always wanted. Our objective is really very simple. It's this we're here to help you get what you want from your business and your life. So, right now, let's get on with this episode. 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 missing 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 for joining us.

SPEAKER_01:

Yeah, I'll I will do my best.

SPEAKER_00:

I'm sure you will. Well, tell us a little bit about you and and sure, all that you do with digital marketing.

SPEAKER_01:

Well, I think my journey, yeah, I just want the journey that I've been on to be relevant to the audience. You know, the the the idea that you're a digital marketing expert is obviously a self-proclaimed title that way too many people use. Um so, but it is what it is. You know, 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. Uh, 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. Yeah, he's a creepy, awful person, but he was a genius when it came to that era. You know, he was literally kind of the godfather of boy bands, and so he had a spin-off company where people from all over the country, because this is way before YouTube, you know, 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 like trainers. The the amazing, and it ironically, after I left there, I realized they had been arrested for telemarketing fraud in the 80s. Yeah, the the guy that was my main coach, he was so good, David Williamson. And so I didn't even work there that long, you know, 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, at my own company. I made the ink lists, but uh everything I've done since then is just basically an iteration of what I learned working for Lou Perlman.

SPEAKER_00:

Yeah, it's amazing how that happens to all. I I think it happens to most of us, really. It I my my uh original job out of college was chemical engineering, did that for five years, decided that was no fun. The um 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 uh legal, uh, which is a good thing, right?

SPEAKER_01:

That's right. Yeah, I I say I 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, you know, are the best every month. Um, but you know, the what the one lesson that I really was like my first day, and he drew on the he had a chalkboard, you know, this is old school, this is like oh two, oh three, um right around that time, and he drew like an XY 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 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 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, uh that's that seems uh 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 mortgages, selling real estate, selling shoes, like it really can be that easy. But uh the the probably the biggest challenge people have is that it's not a monologue, you know, it's a dual log, it's a conversation. You know, I say in my book, conversations 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, uh 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, what where are the leads coming from? You know, oh, they're coming from Zillow. Oh, cool. How much does that cost? You know, like just kind of like we called that the digging deep technique.

SPEAKER_00:

That's yeah, that's 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 uh buying my whatever, it's gonna start with a really good conversation to build a relationship, a positive, trusting relationship.

SPEAKER_01:

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 it's only two things. Yeah. And he said, Chris, I want to tell you about girls. And I said, Okay, let's let's talk. He said, You gotta talk to them eventually. I was like, Okay, I got you. I got you. So yeah, um, and actually, I have a book called Exactly What to Say, uh-huh, 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_00:

Yes, that's all it is.

SPEAKER_01:

Yeah, yeah.

SPEAKER_00:

Oh, I love that because that is so so true.

SPEAKER_01:

Um, wow, and he's British when he says it, so it just sounds even so much better.

SPEAKER_00:

Much better than my Alabama accent when it kicks in, I'll tell you that. The the recommendation point is uh I think very important, especially when we're we're talking about a sales situation where we're talking about a service product or or something along those lines. It is in a commodity world where you know the first thing is what kind of price are you gonna give me on this? Or or I'm gonna give you a quote, and the first thing in my mind is I gotta go get another quote so I can compare it.

SPEAKER_01:

Yeah.

SPEAKER_00:

I've I've been teaching people for years now. You're a professional salesperson. That's right. You make you make recommendations. You don't you don't push, pull, or motor or 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 that's about it. But it's it really comes back down to to that, to being able to do that and uh and do it on a basis of trust, where you've built some some trust and some positive, positive trusting business relationship.

SPEAKER_01:

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. Yeah, 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 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 uh 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 the phone, man? Why'd you call me? Sounds like you got it all figured out. No, no, no, no, you know, the takeaway is what we call that. So yeah, it's uh it's one of these things that people 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 gonna be sleazy, overpaid, lazy, pompous, right? And then, but if I say, what if I say professional realtor? Oh, right, timely, intelligent, negotiator, marketer, like so that word professional, and to be a professional at anything, you have to study. 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? 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 uh 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 you know, if you really think about the bet people that are the best at what they do, you know, they're in the you know, if you're a professional athlete, you're in the gym, you know, if you're a musician, you're you're playing music, you know, like 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. Oh, nowadays 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, and and I gotta tell you, I Zig Ziggler had it right.

SPEAKER_00:

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. And Chris, you remember those are those things that you used to put the pencil in to you know right.

SPEAKER_01:

Uh I'm a 70s baby. So I'm okay.

SPEAKER_00:

Well, then you you remember those things. Man, 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.

SPEAKER_01:

That's right.

SPEAKER_00:

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_01:

Oh, cool.

SPEAKER_00:

And and he taught me how to do that, and it was just, and he taught me in my car. As I was driving around the streets of New Orleans, he taught me in my car how to do that. I think you're absolutely right. It is about listening to people and and learning and becoming that professional where you walk into it with the other person's interest in mind. Just like I'll I'll share the the what happened to us as we started the conversation. Before I could get it out of my mouth to say, Chris, what's gonna make this a great podcast for you? You had already asked me the question.

SPEAKER_01:

Yeah.

SPEAKER_00:

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 gonna easy, I gotta make a sale because the mortgage is coming due.

SPEAKER_01:

Yeah. Oh they pick up all that. By the way, they can feel that.

SPEAKER_00:

Oh, yeah. How much, how much, oh, how much commission am I gonna make on this sale? When when that fills your mind, everything falls apart.

SPEAKER_01:

Yeah, because you're not laser focused on them.

SPEAKER_00:

Exactly. And as you said, they can feel it.

SPEAKER_01:

Yeah, that's right.

SPEAKER_00:

Every time they can feel it. Hey, Chris, I'd like to go back to the phone for a moment. Because you 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_01:

We had to, yeah. It was a it was a one-call close, or else you never would hear from the person again. Yeah, and so with Lou Perlman's company, it was twelve hundred dollars to come to the event vacation, three days, two nights, meals included, but not the flights. But there was you could make five payments of 200 or six payments of 200, five 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 of get to Western Union because they didn't have a creditor debit card, but they really wanted to be there. But yeah, it's a it's a one-call close, and that's why that chart was so important. Yeah, and the same thing with quicken loans. If you don't close the person on the first call, then they're gonna either call another bank or just the way they routed the leads, like it didn't just come 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 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 it's a combination of being first and best.

SPEAKER_00:

Yeah, I mean it's a it's a timing thing. It's in didn't did you catch me on the day that this was important to me? But yeah, I mean 45, it's about that relationship again, isn't it?

SPEAKER_01:

Yeah, because think about it. And I mean, that sounds like an eternity in today's world. You know, I'm in 45 minutes, I'll probably watch 300 TikToks, you know, like there, like people don't have that mindset, and so that was you know part of the technique was this is gonna have to be a conversation. So, like and let me tell you, getting credit cards is hard, getting social security numbers, especially in 2006. You know what I mean? Oh thousand and seven, 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. Yeah, yeah, and so that was like people had never done a loan other than just going down to the bank, you know, going down to the credit union. And so that was actually one of the more uh difficult chores. And we didn't wait till the end of the call, you know, 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 uh it's wild that people will do it, but the you know, 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 go to the movie that you want to go to, not the one they want to see. It could be that you want your daughter to clean her room, you know. Obviously, it could be you want them to buy your stuff, and so the if you look at the the sort of like way humans communicate, only seven percent 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. Yeah, so that was something that I think I benefited from. You know, I was talked a little slower than a lot of the people. I'm from the south, like I don't think I have a southern draw, but other people did. Like, you just sound so trustworthy. So that's a 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. 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 if I'm gonna watch your Instagram reel, like I have to feel that enthusiasm, or I'm gonna go to the next one. So it's it's really not even that different. And a beautiful company is when both are dialed in. And I I talk about lead conversion. My book is 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_00:

Wow, that just that just makes so much sense. And it's interesting, though, in back in the 80s, uh, when I was was teaching people who uh they they came to us, and chances are the last thing they sold was either Girl Scout cookies or greeting cards door to door for the Boy Scouts. Um it was all about sales and and teaching them how to do this process because that's what it is, it's a process, and helping them understand that in our case, we wanted to get face to face with people.

SPEAKER_01:

That's right.

SPEAKER_00:

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 it was helping them, yeah, yeah, toe to toe, belly to belly.

SPEAKER_01:

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. Absolutely. So it's yeah, it's and that's where I think it's different because when you talk about relationships, like if a successful call in the service business is like then getting a chance to actually meet them and and kind of jump through all the hoops. So yeah, it's it's a lot easier to sell books, right, and software than it is to sell services over the internet. Yeah, but even if you look at the talk time of a cold call that leads to an appointment versus a call that doesn't, uh a successful cold call where an appointment is booked is about five and a half minutes, and a successful cold call, uh unsuccessful cold call is about three and a half minutes.

SPEAKER_00:

Yeah.

SPEAKER_01:

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. There's a really crazy chart in my book where they talk about monologues, which is uninterrupted talking from the salesperson. Yeah. If you look at the conversion rate on a sales call, the longer you go uninterrupted, the lower and the lower this 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. And the the tie down is what you would maybe think of as like a mini close, right? So it's like, hey, your your new interest rate's gonna be 3.75. That's the feature, right? The benefit is that that's gonna lower your payment by almost$300 per month.

SPEAKER_00:

Right.

SPEAKER_01:

Uh, your goal, like that's the that's the amount of money that you would need to save to do something like this today, correct? Right.

SPEAKER_00:

And it ties it up, yeah.

SPEAKER_01:

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. Because 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 bit 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 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?

unknown:

Boom.

SPEAKER_00:

There you go. Easy, easy questions making it easy on the client to answer. And it it just makes all the difference in the world. My brain is rushing here. Um, I love uh FBT, and it sounds so much like Tom Hopkins, uh and and the mastering the art of sales. He teaches a tie-down that is it is just like that, and it's wonderful. The um 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, let's move on to somebody that does.

SPEAKER_01:

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 have sometimes you have to pull them across the finish line, but you can't break their arm.

SPEAKER_00:

No, and it's it it is truly the difference between an amateur salesperson and a professional salesperson.

SPEAKER_01:

That's right.

SPEAKER_00:

And and you're gonna 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 and you're going, Good grief, how many times have they said that in the sales meeting every morning? Yeah, then 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 it is, what is it that you need, what is it that you want, and can I do something to help you get there?

SPEAKER_01:

Correct.

SPEAKER_00:

If I can, then we're all gonna be winners, and if I can't, who can I send you to that can help you get that? Amen. And then and in the long run, everything's gonna be so much better. But I I so heartily agree with you. I've written several articles and and things about the fact that professional sales is about helping the other people get what they want, it is a noble profession.

SPEAKER_01:

Correct.

SPEAKER_00:

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_01:

It's okay. That's my goal. Maybe I should ask you for your credit card right now. There you go, you should. I'll sell you a book.

SPEAKER_00:

My my last question for you, my friend, is this I noticed in in um something I saw, I think, on your website about the the importance of silence when you ask a question. Talk to me, talk to me about your thoughts on that.

SPEAKER_01:

Yeah, I I think people feel the need to fill that space. It's more so when you get a question. So if you say, you know, hey Chris, is your interest rate gonna be as low as Wells Fargo's? You know, and to be clear, the answer was no. They always have better interest rates than us. But it's it's sort of a pause, you know, like you're you have to sort of digest it. I 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, it's they 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 boom? Well, maybe we're not. You know, like I I think it's you're dancing. Totally. Yeah. And and so it's sort of like I I would say the this idea that you have to rush to every answer is almost like if you're stepping on their foot.

SPEAKER_00:

Yeah, totally. And the same thing I believe is true in the other situation where you ask a question. When you ask a question, you gotta give them a chance to answer it. If you keep talking, it's rude.

SPEAKER_01:

That's right. And it is a little, 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.

SPEAKER_00:

Yes.

SPEAKER_01:

Or standoffish is probably what a better way to say it. Yeah. Where they're just giving you these one wording, like you come up with a really great question. It's like, hey, so you guys are buying a house, like moving sucks. Like, why the heck are you buying a house? Uh kids moved out. You know, and it's like you're you were expecting a longer answer.

SPEAKER_00:

Yeah. Yeah.

SPEAKER_01:

So that is why the DDT, the digging deep technique, is so critical because when the oh, 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.

SPEAKER_00:

But you're back to 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_01:

That's right. Yeah, and and that's something that you can actually in rare cases just say. Yeah, 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 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 gonna get back to you on that. Is that okay? Sure, Chris. Okay, perfect. And then it's like chat GPT.

SPEAKER_00:

What answer? And the the yeah, absolutely. And the thing I had to uh 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. Yeah, you know, the answer is that's a great question. I want to make sure I give to you the right answer. So let me do a little research and I'll get back to you, Chris.

SPEAKER_01:

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 da-da-da, back. Like, but it would there was still a version of that happening, yeah.

SPEAKER_00:

Totally. Yeah, and it it begins, it begins again that process of building a relationship when you share your authenticity and sincerity. When I am myself, I am a much better person than if I'm somebody else or trying to be someone else.

SPEAKER_01:

I can't 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, and the ones that were, it was just like like I I know West. You know, like West 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 in 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? It's like, I don't know, bud. 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. Our self 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 drop an F bombs.

SPEAKER_00:

Oh, yeah, yeah. Never thought about it that way. That's good. That's good. Oh, yeah. The the language changed entirely when I was in front of my mother. Um, no doubt. No doubt. And as a as a child, it was even words like, shut up. If you 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_01:

Happy to be here. Thank you for having me on, and hopefully, people got a couple little nuggets out of it.

SPEAKER_00:

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 Morris Sims.com 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.