646. You consume what you assume. Lead your assumptions, don't leave them.

assumptions are like two year olds, right? You don't leave a two year old. In the kitchen with boiling water and the knife drawer all out. No, you you're watching them at all times. And that's the same thing you have to do with your assumptions. Your assumptions are good. I want you to assume, I want you to take on, I want you to adopt that you will get the goal, that you will lose the weight that you will get the promotion That the customer will say yes, I want you to assume those things, but understand you cannot leave assumptions on their own. You have to lead the assumptions. Don't leave the assumptions. Welcome to another edition of The Sales Life. I am your host Marsh Buice, and The Sales Life is not just a sales podcast, but it is a selling podcast. You may not be in the profession of. But you're in the life building skills of selling, because everything that you've accomplished in life is all due to selling everything that you have not accomplished in life is due because you have not been selling, but no fear, man. Don't worry about it because your own team TSL, we're going to help you develop the skills that we learned by the profession. I've been in the sales business for 23 years and all the skills that I've learned by profession. I've been able to apply to my personal life and it's helped power me through some of the roughest times. And I've been able to have more, do more and be more. And that's what I want. I'm so happy that you're back here with me episode 6 46. And I want to, I want to put a thought in your mind today, man, you consume what you assume. Now, let that slosh around in your brain a minute. You consume what you assume. So last week, you know, I went on vacation and so before I went on vacation, I'm kind of the leasing expert here. Uh, you know, I'm in the car business and we've been running a special leasing program and because I'm the only one who really embraces the leasing, all the deals come to me. So before I went on vacation, these deals they basically have become like their counters for the store, but there there's just really no profit baked into them. They help our until count, but overall, it was just, you know, from a finance standpoint, it's like a another deal. And most of these buyers they're well qualified and they're all over the United States. I go on vacation. I teach one of my younger managers how to do the leasing while I'm out and I come back and he's made money. So I asked him, I said, dude what, what did you do? And he was like, well, what do you mean? I did everything you asked me to do. I, I followed the steps. I said, no, you, you did well. You made money. What'd you do? He's said, I didn't do anything other than what you told me. I just structured it all, how I was supposed to. And I made the offers. And I just ate that. I'm like, whoa, well, isn't that a novel idea? Make the offer and then adjust as needed. Let the buyers tell you otherwise, let me tell you what I was doing. I was consuming. What I was assuming. See, I was assuming after, I dunno, three, four in a row that all the buyers were going to be the same. So I was treating them all as if they all lived in the same house. Yet these deals that have been working they're all over the United States, none of these buyers know each other, yet. I was treating them as if they all lived under one roof. I assumed that they were all gonna buy like the previous buyer or not buy like the previous buyer. So they're not going to buy anything. So let me just get this deal in and out, move on down the road. I assumed it. So I consumed that idea. And I got the results accordingly, bro. I was like you idiot! And it just goes to show you how assumptions can be deadly. If you put them on autopilot, assumptions are good. And I'm going to get to that in a minute. The assumptions are good. As long as. You fuel them, as long as you put some expectations on those assumptions and you fuel accordingly. And it makes me think how much of your life do you live on assumptions, but they're the wrong kind of assumptions you assume. You'll never get out of the neighborhood. You'll assume that you'll never get the promotion. You'll assume that you'll always stay broke. You'll assume that you'll never lose weight. You assume that you'll always be unhealthy. You assume that all of your relationships are gonna be toxic. You assume that. And because you assume that you eat it, you consume it. So why in the hell would you think that you're going to get any different results? Right. I mean, we think about, oh my God, man. I wish God, I wish things were different. Well, what are you doing different first of all, are you assuming different? Because if you're assuming the same thing, then if that's what you're assuming then you're going to act accordingly. You're going to consume that mentally. You're going to approach everything as if it's a dead end and that's exactly what you're going to get. Yeah. Now when it comes to assumptions, I don't mean that you assume that I'm going to be seven feet tall. I can assume that all day long. I don't mean that it's blow pops and rainbows and unicorns. So you're not blind to the failure or the risk of failure, but you're not ignorant to the effort. And that's where we go wrong. See, we assume just like what I did, I assume the customer's not going to buy, so I make the decision. I'll take the bullets out of the gun. I don't even squeeze the trigger. I don't even try I say, oh, they're not going to do it and see that's being ignorant to the effort. Okay. You know what assume means? I looked it up. I had a general idea, but I looked it up, I assume, means to adopt it means to takeon so if I'm going to assume anything, why would I take on, why would I adopt the mindset of being broke, poor failure, quitter, loser, ugly, never, or out of my league. It's crazy to me. And how much of your life is run on assumptions? It's scary to think that you just run on autopilot. That was a stark reminder. I was like, dude, I'm 23 years into the business. How mean that's 1 0 1, make the damn offer and adjust accordingly. I teach my guys that yet because I'd gotten into a little bit of a rut and I started stringing the guests. One deal after another. I violated what Martin Seligman. It's the three PS it's personalization. When you're in a, when you're on the skids, you personalize it. You think it's permanent and you think it's pervasive, right? You personalize it. Oh, it's me losing my touch. You think it's permanent. That's what I was doing. I was assuming it's permanent. All these buyers on these special leases, they don't buy nothing. They're bottom feeders. They don't appreciate any longer-term protection. So I let it bleed. I let it be pervasive on all the other deals. 1 0 1 in sales and it's 1 0 1 in your sales life. And so you don't even fill out the application. You don't even step up and, and try for the promotion. You're not going. Can't give it to me already heard who they're going to give it to. You don't even apply for the loan. You don't even ask the girl for the number. You don't even ask your customer to buy. You don't even go out there and okay. You don't have enough money for a gym membership. You don't even go outside, walk a mile on your road. You assume. So you consume and you get the shit ass results. Hello. Come on bro. Come on. Marsh. You consume what you assume. So assumptions are not the end. All be all. Assumptions are not the worst thing. You need assumptions, but you've got to put some guidance on those assumptions. Assumptions are like two year olds, right? You don't leave a two year old. In the kitchen with boiling water and the knife drawer all out. No, you you're watching them at all times. And that's the same thing you have to do with your assumptions. Your assumptions are good. I want you to assume, I want you to take on, I want you to adopt that you will get the goal, that you will lose the weight that you will get her number, that you will get the promotion. That the customer will buy that the customer will say yes, I want you to assume those things, but understand you cannot leave assumptions on their own. You have to lead the assumptions. Don't leave the assumptions. So if you lead the assumptions, just like a parent you're alert at all times. I don't leave my baby in the backyard and say, oh, if you fall in the pool, holler at me. Yeah. That's what we do. We say, oh, well, my assumptions will leave me in the right, directions-no they won't. You have to walk those assumptions. You have to walk those things and say, this is what I see. I expect to be the best podcast or in the world. I expect to be able to help millions of people. I expect to go all over the world. I expect these things. Walk with those assumptions. And I put some expectations on those and I'm going to take that mindset on and I'm going to consume the action accordingly. I'd rather know than assume I'd rather know it. I'd rather assume an act than to assume and take no action at all. Do you assume and take no action or if I'm going to make the assumption, I take the action and I know for sure. Okay. I get rejected. The door gets slammed. She says, no, the buyer says no, , I don't get the promotion. , the, the plan didn't work, whatever. It's cool. Again, I'm not blind to the failure, but I'm not going to be ignorant to the effort. And you know, we hear that all the time, people that are on their death bed, they don't regret the things that they did. They regret the things that they never tried. God, I wish I had more time. God, I wish I would've done this dude. Lay it on the line. So walk with these assumptions, lead these assumptions. By the hand, they are your two year olds, assumptions are dummies. They can't think for themselves, assumptions cannot think for themselves, walk with these assumptions. Please walk with them, lead them in the right direction, put an expectation on it, adopt that mindset of what that goal needs to be, and then act according. They say assume will make an ass out of you and me. Not no more. Assume can make an ass out of you, but it damn sure ain't going to be me. I'm going to lead these assumptions , I won't leave the assumptions and let them try to manage themselves. Thanks so much for pushing play. If you found value out of today's episode, man, share this with somebody else who needs to hear this episode remember, the greatest sale that you will ever make is to sell you on you. I mean that because you're more than enough, stay amazing. Stay in The Sales Life.