Weldon Long

Subconscious, second nature system decisions. But every time we make a decision, we pull out a little piece of our life. The question then becomes what's in there and where did it come from? And most of it came from when we were kids and other people put it in there. Well, what if I want something different than my dad wanted? What if I want to be a better father, a better husband?

Subconscious, second nature system decisions. But every time we make a decision, we pull out a little piece of our life. The question then becomes what's in there and where did it come from? And most of it came from when we were kids and other people put it in there. Well, what if I want something different than my dad wanted? What if I want to be a better father, a better husband?

What if I want to be wealthy instead of broke like my dad was? Well, as long as I'm making decisions based on what he put in here, I'm screwed. I've got to change the contents of the box. That's what The Power of Consistency, my second book, is all about. How do I change the contents of that box?

What if I want to be wealthy instead of broke like my dad was? Well, as long as I'm making decisions based on what he put in here, I'm screwed. I've got to change the contents of the box. That's what The Power of Consistency, my second book, is all about. How do I change the contents of that box?

Yeah. Well, you walk into any HVAC company and get a group of technicians, comfort advisors, even people in the office, installers, and ask them what the first word comes to mind when you say the word salesman. And what I've been doing this 20 years, 70% of them have a negative word comes to mind. Now stop and think about this. We're in a sales-driven organization, a marketing-driven organization.

Yeah. Well, you walk into any HVAC company and get a group of technicians, comfort advisors, even people in the office, installers, and ask them what the first word comes to mind when you say the word salesman. And what I've been doing this 20 years, 70% of them have a negative word comes to mind. Now stop and think about this. We're in a sales-driven organization, a marketing-driven organization.

That's what our business is. And 70% of the people in our companies have a negative impression of sales, high pressure, sleazy, whatever, dishonest. And we wonder why so many small service companies struggle with the sales because they don't have a sales culture because the belief is, the mindset is that sales is sleazy. It's high pressure. It's whatever.

That's what our business is. And 70% of the people in our companies have a negative impression of sales, high pressure, sleazy, whatever, dishonest. And we wonder why so many small service companies struggle with the sales because they don't have a sales culture because the belief is, the mindset is that sales is sleazy. It's high pressure. It's whatever.

And so the first thing that we do when we work with an organization, for example, is we change the mindset. It doesn't matter how good a sales system is if you've got 70% of the people that refuse to use it. You know? So I got to get there and change it.

And so the first thing that we do when we work with an organization, for example, is we change the mindset. It doesn't matter how good a sales system is if you've got 70% of the people that refuse to use it. You know? So I got to get there and change it.

Yeah. So I think it goes back to the Great Depression because everybody in this country is two or three generations removed. And kind of the mindset, the scarcity mindset, the anti-business, the anti-sales mindset, in my mind, started then. If you think back to your high school history class, we had a name for those successful guys, right? The robber barons. Vanderbilt, J.P.

Yeah. So I think it goes back to the Great Depression because everybody in this country is two or three generations removed. And kind of the mindset, the scarcity mindset, the anti-business, the anti-sales mindset, in my mind, started then. If you think back to your high school history class, we had a name for those successful guys, right? The robber barons. Vanderbilt, J.P.

Morgan, J. Paul Getty, all those guys, right? They were bad names. When I was growing up, my dad used to tell me rich people were crooks. Where do you think he learned that? From his father that grew up in the Great Depression. So I think a big part of it, Tommy, is... We first have to identify the problem. So I'll say, what do you think about when I say salesman? They give me some negative word.

Morgan, J. Paul Getty, all those guys, right? They were bad names. When I was growing up, my dad used to tell me rich people were crooks. Where do you think he learned that? From his father that grew up in the Great Depression. So I think a big part of it, Tommy, is... We first have to identify the problem. So I'll say, what do you think about when I say salesman? They give me some negative word.

How do you think that's going to work given the fact you're in sales? How is that going to work for you? If you think fundamentally that sales is sleazy, high pressure, whatever, and so hopefully getting them to recognize the problem. And then talk about where those beliefs came from, right? It's probably something, what I call junk in the trunk, some idea we picked up along the way.

How do you think that's going to work given the fact you're in sales? How is that going to work for you? If you think fundamentally that sales is sleazy, high pressure, whatever, and so hopefully getting them to recognize the problem. And then talk about where those beliefs came from, right? It's probably something, what I call junk in the trunk, some idea we picked up along the way.

When you're 10 years old and your dad says rich people are crooks, you don't second guess that. That's gospel. My grandfather, Tommy, when we would do like a big meal, my mom, my grandmother cooked these big meals. He'd have us say a blessing. And after he said amen, he would say, look how good the po-folk is eating tonight. I think is rooted in the Great Depression.

When you're 10 years old and your dad says rich people are crooks, you don't second guess that. That's gospel. My grandfather, Tommy, when we would do like a big meal, my mom, my grandmother cooked these big meals. He'd have us say a blessing. And after he said amen, he would say, look how good the po-folk is eating tonight. I think is rooted in the Great Depression.

And unless your name's a Rockefeller or Vanderbilt or Morgan or J. Paul Getty, you probably were poor. Your family was probably poor in the Great Depression, just like my family was. And so we had this animosity, and it's been growing for 100 years. And I think we're just seeing the total manifestation of it. People think they can't do it. They think there's something wrong with it.

And unless your name's a Rockefeller or Vanderbilt or Morgan or J. Paul Getty, you probably were poor. Your family was probably poor in the Great Depression, just like my family was. And so we had this animosity, and it's been growing for 100 years. And I think we're just seeing the total manifestation of it. People think they can't do it. They think there's something wrong with it.