Jason Cooper

This conversation with sales trainer and coach, Jason Cooper, was recorded in January 2022 on Clubhouse. Jason is the host of The Global Sales Leader podcast on which Catherine was a guest in 2021. Jason shares about his plans for 2022, how he makes time for reading, what he thinks about New Year Resolutions, and so much more. Find out more about Jason at his website: https://www.jasoncooper.io

Joining Catherine in this conversation are some of her fellow https://www.b2bsalesmagic.club moderators: Yoram Stone, Susie Mathieson, and Rick Janezic.  

Music composed and arranged by Luke Brown. Find him on TikTok @lukasaftermidnight

Transcript

Do you think sales is a bad word? When you hear the word sales, I wonder what images come to mind, whatever your relationship is with selling. I'm glad you're here. Let's have a conversation about how to sell like good humans. Hi, and welcome to conversations with good humans. I am your host, Catherine Brown author of the book.

How good human sell today on conversations with good humans. I'm talking with my friend and fellow good human who sells Jason Cooper. Jason is a like-minded sales coach based in Dublin, Ireland. He also has his own podcast, the global sales leader on which I had the pleasure to be a guest. This recording was part of a clubhouse discussion where Jason was invited to share what he planned to do with his own sales in the new year.

I chose the conversation for the podcast because I loved hearing Jason's super succinct. Answer to the question about the role that personal development plays in sales success. I hope you enjoy the conversation. Jason, I'll share your links and contacts and give you a chance to talk all about that. So would you introduce yourself to us to kick us off?

And also with that introduction, would you answer the question to you? What does it mean to sell like a good human. 

Thank you for that. And I'm loosely prepared today. Cause I'm only just back off holiday and it seems like the, everything is coming all at once. And I started back from vacation yesterday.

So, uh, lots of stuff to do, but. Um, I'm a sales relationship coach. I've been working in sales and marketing for probably about 25 years, as you can probably tell from my accent I'm English, but, uh, after 17 years I've been living and working in Dublin. Yeah, Arland, um, that Emerald isle, as some people might say, um, and collect it background of corporate, uh, and lots of startups, I've also, co-founded two startups.

One is in online fashion. Uh, you want to tell it that the way I dress, but you know, that's the way it is. And I've also poked founded, uh, Phew, um, on mine, uh, exhibitions and stuff like that. So about six, seven years ago, I started to study, uh, about being a coach and using and utilizing all of my sales skills and sales strategies around that.

And just to really, really focus that over the last two or three years, mainly just before we went into lockdown, I rebranded myself as sales relationship. Coach. And the reason I did that is because everything is about relationships. Everything that we do when we build nurture and cocoa, uh, businesses, we want to make a relationship with that end user, that client, and hopefully that potential client.

So really the, my whole strategy is really behind. Behaviors of how people and how salespeople work and the psychology behind that. So it was studied lots of collective ways around that neuroscience, psychology behavior, behavior, economics neuro-linguistic program, maybe even studied hypnosis really more for the language and the linguistics around that.

Not to put people into a trance, but really understand their behaviors, how people work. Um, so. With this, uh, over the last few years. And thank you, Katherine, for welcoming into this group B curse, how human cell. It is about connection. It is about trust. It is about that relationship and what I liked and what I loved about your book, it is that connection.

And there is that connection ability with the other person. And it is about rapport. It is about trust. It is about understanding other people from an empathetic point of view. It's not about us. We have all these wonderful tools and strategies and whatever else, but it's about your customer. So the more you understand your customer buys through some really wonderful, smart questions and listening to understand the better that you're going to be more relatable to them.

Hopefully, that was an answer to your essential question. So thank you for that, 

Jason, thank you so much for that. I did not realize that the relationship, the sales relationship coaching was rebrand right before the pandemic course, you couldn't have known that was going to happen. So. That was really great timing.

Um, would you also mention the interviews and podcasts you do? I want to make sure that our early listeners, um, who might not be able to spend the full hour in conversation with us, know where to find you on that. And then I'm going to go to Yara next. 

Yeah, I've um, uh, over the last 18 months I started my podcast.

I thought I'd just pushed myself out of my comfort zone and interview global leaders. Uh, I started off interviewing, uh, coaches, mentors, psychologists, uh, on my mindful leadership podcast where I originally started. And then I re pivoted to the global sales leader podcast. And I've been recognized as in 2021, a podcast on sales leadership to watch out for in 2021.

Now in 2022, um, I want to be going up the ladder with that. Uh, the reason why I do it is so I can learn from experts around the globe. And if it takes off, which it has done and it's done really well. Um, I can share my knowledge when I train and coach people. So that was really the fundamental behind it.

Uh, I know obviously yourself, Catherine, I interviewed yourself because I understand that. I know that you are an expert in what you do. So I learned from the likes of yourself and everyone else that I've interviewed the lights of the son of the legendary Zig Ziglar Thompson. I've interviewed in twice actually, and a phenomenal amount of blown in neuroscience, a lot of experts in the areas of neuroscience, which I love.

Um, and now I do LinkedIn live as well as doing my podcasts in which I, which I was already loved. And last year, and this year I've been, um, awarded, I don't know how I've been awarded this, but, uh, I will take it by corporate vision. Magazine as the, uh, sales relationship expert in Ireland as a trainer and a coach.

So I'll take that on the chin. I'll have that as well. So I always appreciate that, but I'm also very humbled by that as well. So, uh, if I get recognized for stuff, I always appreciate it. 

So one of my favorite things to do Jason is to. Assemble groups of people who are like-minded. I look back and, um, my mother has a picture that she used to share that my fifth grade teacher took during a class party.

And I'm literally sitting in the middle of the class and I'm like holding my. Punch up, you know, like as, as if I'm saying cheers, you know, to the teacher and I am in the middle of the class, it's hilarious. It is a hilarious picture. You are so good at this too. And the reason I want people to know like-minded people to know about the podcast is because I'm sharing my little secret here, which is.

I follow very closely who you interview and then I just go follow them and read everything they do. So I let Jason and who he chooses, inform my reading list and whom I follow on LinkedIn and on other platforms, because you're such a good chooser. Jason's I really want to recognize that and to encourage others to do that because they will.

Learn so much about human motivation, leadership, emotional intelligence, and how to sell if they do that. So, uh, thank you for that. Thank you for the work you've done. And I'm so glad you're being recognized for that. Your, um, I want to give you a chance to also speak, to introduce yourself briefly. And what would you like to ask?

My name Yoram stone on speaking to you from another cold calls cold day in New York city. Um, although as you can tell by my accent like Jason, I started off my life in the UK and I am. Got a lot of experience in SAS sales. And I'm very lucky to have amazing wife and two beautiful children who slept through the night.

Whoop and I, Jason, I had another question prepared, but just something you said got me thinking there's actually something I was discussing last the end of last year. And I do believe you're right. Salespeople should know. It's amazing. Actually, this pandemic has helped me achieve something where I felt I was meeting the same type of people over and over again, great people, but by choice.

But the pandemic has sort of forced me to bust out my shell. Be it geographically, um, all the same. Kind of people. So I've met a lot of people lie, including everybody in this room by also got me thinking most of our knowledge 

comes from other 

salespeople. We read up just looking at my bookshelf, a whole lot of sales books, and I'm starting to think about, you know, what can I learn from the world around me?

So I'm trying to, if you're somebody, if you, your advice to salespeople apart from reading sales book and listening to your podcast, which I highly recommend as well. How do you go about expanding your horizons? What should you be looking for in the world outside sales, which is going to help you be a better salesperson, B close, more deals, and more importantly, do better job for your clients.

I would be cheeky enough to reach out to people and ask them questions, whether it's by LinkedIn, uh, whether it's by your favorite personal leader, I've reached out to loads of people in the past, uh, by LinkedIn. I'm a bit stuck here, but I need your insights. I know your CEO, but I'd love to understand where you see X a question that I posted them and I've done that loads of times.

And I always like to be quite humbled by asking the question, because.

People are more, 

uh, given then you actually, you think sometimes, especially in this room, this is awesome because people answer lots of questions that you're, you might be stuck in, but sometimes you have to be like for your ego to one side and go look, I'm a bit stuck here. Could you help me here? I ring up people, my friend.

All the time, my networks, my network of coaches, my network of trainers. Uh, I belong to a school of facilitation, which I meet up once a month. And like we ask questions about, uh, how can we facilitate better? So don't ever be afraid to ask a question, uh, whoever they are, 

because people will come back.

That's that's my point of view like that. I liked to practice what I preach is all about that relationship. If you can build a relationship with someone happy days, and that's why I've done my podcast again, cause I know I can reach out to every single person within my podcast who I've interviewed and ask them a question.

And again, some of them become my friends now and that's what I want to do. That sort of answer your. 

Do you know, it's not the answer I expected, which is what makes it so good. And I think it's so important for all of us, not just to do the obvious, but actually listen different ways to approach things.

And I, yeah, it's incredible. I never thought to just reach out to, I've got loads of friends who bought. From salespeople, I should be reaching out to them and just ask them what they like and what their experiences are and what the challenges are. And I guess after a while you get a picture, 

I think that's a great idea actually reached out to buyers because, um, you might want to ask them what makes you want to buy from a salesperson.

Well, what gives you the insight? So I think that's a great thing to do. So again, I'm going to, I'm going to steal that. So thanks for that. No 

with pleasure. I mean, this is what this room is about. It's getting each other to think and getting us to think for ourselves about. New ways we can be better. What we do.

I 

love it. I want to give you a chance to introduce yourself too, and to ask Jason some questions. 

Hey, good morning. Uh, pleasure to be with you. My name is Rick Janice. I run a company called strike zone sales systems. We're a management consulting company focused on, uh, really everything that's customer facing from product development, all the way through to customer success, land and expand.

And, uh, retention, uh, Jason, you and I have had the opportunity to, uh, to chat before it's been a real pleasure. And I'm curious as you look at who you want to interview, that's a portfolio and I'm big on something. I call selection science and that's. The mechanics that you use to actually choose what you do.

It could be a partner, a relationship, a client to pursue a degree to go after whatever it is. It's the selection piece. That's really crucial. And that's, I think what separates winners and extraordinary people from others. So as you take a look at who you want to interview, bring us into open, do some open source with us.

How do you take a look at who to go and interview? I'd be fascinated with your answer. 

First off. 

I see if they can connect with me, um, then have a conversation online with them and find out what they're about. Obviously check their profile, profile out, see what they've done. Check their website out, check their Twitter profile out.

I'm looking for someone that's humble. Someone, we have a lot of knowledge and a lot of experience, and someone has interactive. I did make one mistake out of, uh, I'm not going to tell you who it is and there's no one here. Uh, and they didn't, I got them as a guest. Then I asked them to connect and share and do everything.

And they didn't, and they still not connected with me, which I find extremely frustrating. Um, but because. If I interviewed them, I want to gain knowledge for the listeners and listenerships, but if they're not willing to throw that content out afterwards, then it's it defeats the object of a social proof, social proof of me, but social proof of that.

Because it's all about everyone gaining some knowledge. So someone that's really surprised me was Chris craft. I thought he was incredible, uh, for people that don't know him, check him out. He is the number one trainer on, uh, LinkedIn learning. But also you to me is just absolutely fascinating. It was so good.

We went on for an hour and 20 minutes. That's splits it up into two episodes and that was. Characteristics of success. So those types of people that I love, that I engage in and give one for insights, but also ask for recommendations as well. Uh, but I, I do get people emailing me all the time where people that, uh, I want to interview and I, now I'm pretty strict with.

Who is an, if they can add value forward, depending on, uh, they're an eclectic background. If they got various good experience of business, uh, and sales and strategy and knowledge. So they have to have something, a different point of view from everyone else that I've spoken to. Hopefully that answered some of your question.

It does. I've got one follow-up for you. If you wouldn't like. If, if, if there's one person that you'd love to interview, I mean, the, yeah. 

There ya go 

Brian Tracy I've asked everyone if he can get me, I've emailed him. I've uh, I've. I've gotten on clubhouse. I've uh, I've tweeted him. Uh, Brian, Tracy. Sorry, I didn't mean to cut you off there, but uh, I knew the answer straight away, Brian.

Tracy's that my number one person I do want to interview. Uh, he has been on my tapes for the last 20 years when we had tapes and CDs, bloods, huge amounts from him. So, yeah, that's my goal. And that's my target of someone that loves to just have a conversation. And I think it's just a conversation with these people and I treat it like a conversation down the pub or cafe just really open and honest conversation and let people talk 

I'll work on that.

Yeah, anyone  Tracy, for me, I've asked Tom Ziglar if he can connect with me to Brian. Cause I know he knows him and a few other people and uh, but apparently he's getting a little bit frail and a slightly older bit. So he, he might not have a map is Ken Blanchard. Who's my number two, 

Rick. Thanks for that thoughtful question.

And I love Jason that you knew exactly what you wanted. From, uh, for, for that, uh, guest appearance. I heard a really cool statement the other day that I'll share with you that I'm going to do a quick reset. And then I'm going to ask you a question, Jason, and then I'm going to invite Susie, um, to speak to.

I heard an executive coach talk recently about this phrase as if that we act as if something is true so that we step into it. Believe as if something is true. We're thinking about our aspirational identity, who we want to become as professionals, who would, who we went to become in our personal life, how, how we want our relationships to exist.

And he said, I like to coach people to think and talk as if so, as you were talking, Jason, I was thinking, I wonder if there's an opportunity for a little tweak there where you say some Sunday soon I'll have Brian train. Alright, or someday soon I'll have like a little bit more as if, because I think you will.

I think you will. Does that make sense? 

I, yeah, I, I use visualization. I also meditate as well, so I visualize stuff as if, as if they go that it was actually happening, but I actually understand that, uh, Brian, Tracy has been a bit ill and I have been told that, so. 

Yeah, 

I, I will keep on system with him until he's well, enough to speak with me.

So it will be this year, 

Jason. Um, one of the things I feel like has come up as I've listened to your podcast is this idea of bringing your whole self to selling. And so my question for you is what is something in 2022 that you would encourage you. Clients your friends, your community to, uh, to do. And what are you practicing that is not about professional development, but it's more on the personal development side, something that you think helps you really show up regularly, um, that you plan to continue in 2022.

I'd love to hear about that. 

I can be very simple and very succinct is be yourself. That's it carry on being myself. Don't pretend to be someone that you're not the more that you're yourself, the more of your personality that you can project, the more likable that you will become. So that's as simple as that.

I've got nothing else to add to that is just be yourself. 

Thanks, Jason. So I'll go to Susie next. Susie. I'll let you know. Please introduce yourself and let you, um, ask about that. Or there might be something else you have been thinking about as we've been talking. 

Thanks so much Catherine, and to everyone on stage.

Great to be here for those who don't know me. I'm Susie Matheson and I'm a sales trainer and coach based in Germany. And I usually train in the German language. Of course you can hear, I originally come from England, so I'm able to do it in English too, but I typically work with clients in the German. Um, and I'm just really enjoying this conversation.

Um, and what Jason said about, um, be yourself and be, you know, bringing your whole personality to work and everything. Uh, but also something that I really, really admire about Jason is his thirst for knowledge. And he's talked about that already on stage and, and how. In my opinion and what I see from Jason and what he's confirmed is that he's always learning.

He's always wanting to hear from other people. He's always interested in that connection, that exchange of information, and just a really fascinating person. Jason, and I just wanted to say two things. One is that the power of networking and the power of clear. So whilst we've been talking, I've had a message from, uh, Leon in the audience saying that you should definitely drop him a line because his business partners, uncle is really high up in Ken Blanchard's company and should be able to put you in touch.

So, um, I know it's not. You're number one guest choice, but it's number two on there. So Jason, do you reach out to Leon and he might be able to get you in touch with Ken Blanchard's, which could be a good one for you? Um, hopefully that's good news. 

It's a number of my phone somehow some way, or we did have a conversation last year, so I will definitely reach out.

Fantastic. I'm really pleased. And that's the power of the network. Um, and something I definitely believe in. So Jason, what the question I just had for you was to come back to all of this absorption of information that you, um, that you have and, uh, uh, and your ability to consume books the way you do. And.

And sorry to consume content the way you do now, you're blessed with this, but not everybody is. And some people, and I'll put myself into this category as well. A not so good in inverted commerce at reading or consuming, via reading. Um, and so I wondered, I wanted to ask for those of us who maybe are short on time, or it's not the way we necessarily learn so much, what would be your one tip for a.

And something, something to give us an impulse into sales that would help us move along the way that isn't necessarily consuming a whole book in one go, what would be your tips for some people 

like that? I think it's to do with habits really it's bite sized chunks. Uh, you know, as well as I do, when you play tennis, you didn't, you have to start somewhere and kick, uh, um, bashing the ball over the net.

That's, uh, I'm not practical in tennis, but. You have to start somewhere and get better and better and better at doing it. It's like me when I run, I love running mountains. Uh, I'm not the fastest out there by no means, but I'd love to do it. And what I love to do is to learn. When I was younger, I was never back practical, but I just got a humble and fast fit.

The older I get, the more knowledge I want to. And I just want to understand things from a practical point of view, whether it's by podcast or an audio book, uh, listening to other people. That's what I'm fascinated. How can I apply that to myself? And again, uh, I I'll answer from what you're and said earlier is to pick up the phone and speak to other people that maybe have the knowledge I spoke to a friend last night.

So I posted them a question. He actually came back to me. He's he's from Dublin, but he's actually in Mexico at the moment. He came back to me a couple of hours later. Like I'm really stuck with this. What do you think? What's your perspective on this? And he came straight back to me. This is what my perspective is on this.

And this is how you can maybe adapt that from a, that point of view. I went, okay, well, I sleep on that, but thank you very much. So I absorbed that question and then. I just take it in terminally, not overly to procrastinate on things, but to us, but we all procrastinate at times, but just to actually act on it.

So the ability to learn is just, if you're out on a walk, you listened to an audio book, or if your cycling like I do or run in, I might have something else that I listen to, but I do make a habit of every morning. I wake up, I read a book for about 30 minutes to just get my mind set for the day. And I do that Monday to Friday every single day.

And it's just those bite sized chunks. And then you can develop book in no time. That's the way I work, but it doesn't work for everyone. You just find the right space and the right time that you can actually sit down. I have kids, uh, soon as past two hits, uh, they'd be home, uh, kick and scream, and I have to focus my time on them.

Just find your quiet space, quiet time, just to learn something that you're passionate about and stuff that you love. We all love sales in here. So pick up something that is interesting within the realms of that. 

Thanks, Jason. I really appreciate that. And, uh, uh, I love the fact that you do your reading when you wake up in the morning, right?

So you do it the first, one of the first things you do before you get off, but do you do it in 

bed? 

No, no, no chance I get up. Uh, the key thing is, is not to get distracted by technology, get up shower, do whatever you need to do. Get the kids out, uh, uh, and then have that 30 minutes space. Um, I normally ran about how past seven to eight ish I read.

And then I. The kids to school or my wife does, but I have to have that 30 minutes and the book I'm reading at the moment. So the success factors is absolutely incredible, started this morning and I really love it. So, uh, I'm going to apply a love of the learnings in there. 

Jason, I really appreciate that.

You mentioned that you have adjusted your whole day's routine around that and. I recognize there's different chapters in people's lives. Um, sometimes they just have the nature of their family is that they'd have to get up at four in the morning in order to read before work. And they're just not willing to do that.

And that's okay. Right. There's freedom there. But I think when you, you constantly, you have this fresh start with a new year where you have a chance to say, what do I want that routine to look like? And, um, this is about halfway through last year. I did that as well. I started saying, you know what? I'm self-employed, these are my meetings.

This is, this is my company. And I can take responsibility for the fact that I want to make time to do this more. And again, that's not said it's, I'm not saying that to be in judgment of anybody else based on what they have going on or what. To Susie's point, they consume content that way by wanting to be a better reader.

And so I also, I actually set a timer and I read a minimum of 20 minutes. I know that's not very much, but you will get through a number of books a year if you do that, plus the audio. And so I have a couple of books going at a time. Okay. It also, not only does it feed your creativity, it gives me ideas about content.

So right now, for example, I'm reading through Brene Brown's latest book, Atlas of the heart. And I really appreciate the worksheets she's done on this because she is, um, she's identified 87 words that she is teaching on through the book because she feels like people have a low vocabulary about emotion.

And how can we talk about things like emotional, intense. In selling, if people have five words for emotions, which actually most people do happy, sad, angry, you know, et cetera. So that's an example where it just gets, it just stimulates my thinking too. Really appreciate, uh, what a great learner you are with that.

So, all right. Let me do a quick reset again. We're coming to the end of our time, but I want to give people a chance. I'm going to allow you to just unmute, ask Jason, whatever you'd like about his 2020 to pick his brain. Um, I'll go on mute and, uh, we'll be in popcorn style for the rest of this time. 

Hey, Jason.

Best advice that you've ever received. And the most frequent advice you give, I'll let you go to either one of those two or your favorite expression. And if you want to do all three, that would be a bonus. 

Uh, Rick, uh, when I first starts out into 

, if you ever get stuck in a conversation is always asking another question.

It's one of the things that always stuck in my mind from, uh, one of my very first mentors when I was working in the city of London and I was selling photocopies back then. And when I first met tough, one of the hardest and toughest jobs I've ever had to do, but, uh, the, the mental that. Helped me and supported me.

And, uh, it was, uh, it was about 30, 40 years older and he's recruited back into the organization. He just said, if you're ever stuck ask another question you've ever stuck in again and you freeze ask another question and I have generally freeze anymore, but, uh, it's really good advice. And it's really stripped me, uh, every single way, because the more you can ask about that.

The better, you can open up the conversation and each intently listened to what they say. Stuff that I S I say now is to find your passion, find your purpose, find what you love to do. Um, I found in my career some sales jobs I went into and I really didn't like, and I really couldn't sell it. Uh, and then you just re pivots and you find out something that you'd love, love to sell, but you also love to work with the clients that you work with.

That's why I love what I do now, because I, I think I found my passion in life. And it's taken me an awful long time to find out what I love to do, but now I love to do what I'm doing. Uh, love coaching, uh, love to see the little sparkle in people's eyes. I love to train people. And then just before this, I was just on a training call.

And before that I was on a coaching call, uh, just love to do it. And it's just, it just makes my day that I can see the progress in people that they're moving from one place to the next to the next. And I always ask them. What inspires them? What motivates them? That's really what, what, where I like to start, um, Gavin in their mind and their mindset, correct.

In the first place. And then start building. That's why I always, uh, that's always what I love to do, especially now, 

Jason, I just get back to something you mentioned earlier about motivation. I know you spoken about this. So Susie got me thinking about this cause you know, we're saying, oh, is it too late to say happy new year?

No, it isn't right now. This is a time where everybody's buzz. They've voiced site. It's a new year. I'm going to turn this around. Maybe the end of this pandemic might be insight this year. Who knows? You've got this energy now. The challenge is more than a couple of weeks time in mid February, March where it's the middle of the winter, depending on where you are.

You know, you're just back into the grind of things. How do you just keep yourself constantly motivated? Have you done that? Cause I know you're, you're one of these people is always driven. How do you keep yourself motivated and driven? 

Uh, I think, uh, new year's resolutions are a per crap and they don't work.

You should be doing stuff in December to get yourself excited for 2022. The amount of times that you here in January younger, we do a mess. I'm going to be doing this and you do this. That's great. And it's fantastic, but you should have already thought about that in 2021, you should have already planned your success in 2022 years should already know where you need to be going.

So you hit the ground running, or you've already got the ground money already. So once it turns, uh, first of Jan, 20, 22, you know exactly what you want to be. Planning and strategy and everything else should've already been done. Don't believe it until new year's resolution and all that other bullshit and whatever else, we've all done.

It. But it doesn't work because you've already should have done it already. You should have already planned next. You've already had your motivations set out your agenda for 20, 22 already set out in advance of that. I think Catherine and I spoke about this, uh, way back and it should, should have been done way back in.

If you're in retail in your home, uh, or whatever, they plan three months ahead, they plan six months ahead. So they know what's going into the shops already. They built all the stuff. So their plan that within their strategy, and it's the same as ourselves, we should have already planned. To get excited about 20, 22 and beyond, um, uh, February, March, April, may, July.

Whenever it is, it's, it's the key that motivation going, because you know exactly what you want to get, you know, what exactly your targets, you know, your plan, your actions, what you're going to do on a weekly week to week basis. So that should've already been done. That's the way I always look at things.

Uh, I just think new year's resolutions don't work. Uh, it should have already been. Uh, if you're exercising, if you're in the health bars, you want to stop drinking or whatever it might be. Maybe you should have done it in December. Maybe if you want to start exercising and running, maybe you should have started that in November and then you're ready and hitting the ground running.

You go a bit faster in January, February, March when it's a bit quieter. That's the way I think. By learning that over many, many years, I just know it doesn't work that way. So that's, that's my thoughts behind it. But I'm interested to find out what, how you think about that as well. Yoram, 

I think come in agreement, I was, it dawned upon me that you should really set your new start, your new year's resolutions in Q4.

And start trying to make them happen. Then in Q4 of 2021 cars come Q1, January 20, 22, you already got some practice is that you want to go from zero to, you know, full throttle in one go. It just doesn't work. But I, I like what you say as well about breaking it down and having, you know, not just having this resolution, but actually broken down almost by week or almost by day that each week, each day, 

each month.

Taking yourself that's step closer. Um, and I think that probably leads me onto a quick up question. I think one of the biggest problems people have is they try to do too much at once or they just come up with a goal because everybody's doing it. It sounds good, but really they should be focusing on something else which is actually going to push them, but is achievable.

So I guess a follow up question is. Yes, you're right. A resolution by itself is not going to work, but there's some good energy around let's build 

on the energy. Let's maybe try and think of a 

way that we can actually have a goal on something we can work on consistently throughout the year. How would you recommend somebody go about thinking about 

what can make the biggest difference to the life?

What should they really be focusing on? That's a big question. As focus on themselves first, but just they're in bite sized chunks or do it by the 1%, the James clear way of building up a habit. You just do the 1% every day and over 365 days, that's 365%. So just do stuff gradually. If you want to retain and build a habit.

As we know, 21 days to build a habit, doesn't work is such a 66 days to actually maintain and create a habit that is life-changing. But I think everything that we do is consistent and consistently. If you post them on LinkedIn, you have to be consistent. If within a podcast, you have to be consistent. If you, if you're practicing what you preach, you have to be consistent in exactly what you're saying.

And you have to show up every day and believe what you're saying is true, because you're completely congruent with what you say and how people can actually recognize what sites, because we're audio here. You probably hear a little bit more of a passion in my voice, but if you actually see. It's all congruent because I believe it to be true.

So I think you have to look internally as well as externally to make that work both, but people can actually see whether you are congruent or not. 

You've got me 

thinking. I wonder if it's a matter of developing habits. Uh, maybe we should work on something which may not be rather than just thinking about, oh, God will scare.

Totally transformed. My life 

is just try and come up with something. Be it, 

like you said, drinking a little less exercising a little more. Um, I love the one that you said, just finding half an hour to read something or 20 minutes to read a book that's going to help you grow it. Doesn't have to be the most amazing book to begin with, but just get into that habit.

Keep doing that say till March. Um, and then you've got into the habit of actually. It's the habit of having a habit to improve yourself. I can't figure the best way to put it, but I think you'll get my juice. I'm going to stop now. Uh, 

the, by the point I was going to make, if you can take one thing out of everything that you do, I think it's always worth doing one conversation.

You'd be at one point out of it and all of what you've learnt. I think that's incredible. That's the, I've always thought that and. There's no such thing as a waste of time. If you can get one thing out of it, then it's worth your weight is worth your weight in gold. Got 

a followup question for you, Jason, if you wouldn't mind, you seem to be a guy who was always on every time I hear you there, you're um, very engaged, very energetic.

Um, and it transmits through your voice. So most people at some point find themselves not where they want to be from an energy perspective, from a focus perspective, is there a tip or a trick or a, a saying that you use, how do you help yourself get to the. To the energy level and to the focus that you want to be.

If you find yourself drifting away or some people call it a rut, I there's a variety of different expressions, but you know, when you're not where you want to be, what do you personally do? And what would you suggest that others consider doing? 

Thank you. Well, I suffer from tinnitus. Uh, and I dunno if you know, if you have it or 

don'ts, um, Catherine and I, and a couple of other folks were remarking about that yesterday.

I've I've, I've got that. 

Yeah. It's uh, well, you know it then, uh, it, it cause causes clouded foggy heads. I just have to like, uh, again, I'm getting a little bit of it now, but, um, I think he just had to take his. Um, to green space, I tend to tend to go just to go for a walk or something like that, or even close my eyes or try and meditate or do something just to stop the noise, um, because it can be distracting at times.

That's why I have to be a focus listener, because if you don't the, the whistling, uh, uh, uh, irritates me. So I really have to focus hard, uh, energy. Um, if I'm in the room, Uh, some of the Nigel Reznor, uh, told me, uh, last year, the year before, if you're in the room, be in the room, regardless of what ever else is happening in your life, you just have to focus and GSS use all of your energy strategically for that hour, that two hours, that three hours, whatever you're doing, then once you come off, take yourself away.

Of the situation off the screen or whatever, go out into, get some fresh air and then come back to it. Just take some time out. I think it's called the Pomodoro technique where you can, you prioritize your time of energy. And then once the energy is done, you finished and you go away and do something else.

That's why I like to do exercise. I love running, uh, because it just takes me off into different heads-up. Uh, and it just clears, clears all my mind of all of the crap that's going on in that day or the good, bad or indifferent. So I can refocus myself back to it. And Susie, I know that you play tennis and you're probably exactly the same.

It, it refocus you in a different way and allows you to concentrate on something. 

Absolutely agree with you there, Jason. Um, and I also, the Pomodoro technique is, is typically what you do though, is you set a timer for 25 minutes to concentrate and focus on a task. And if you get sidetracked from that task, you hit pause on the timer and you come back to it and then you hit play again on the timer.

So you're focusing on that. And then you go off, like you said, and you do something completely different. So. Uh, check your messages, go for a walk, whatever it might be. So it's a really good technique to look into, to help with focus. I definitely agree that, but I did just want to add a comment if I may about, uh, your challenge to not reset in January, but do it in December instead.

And I've just taken on a new client, a large American client and, um, their year runs. Uh, February the 1st of February, the first. And it was really interesting because I came on board with working with them in mid December. And it was just like normal. Like nobody was winding down. Nobody had either hit or not hit their targets for the air because their targets were set until the end of Jan.

And so it was a really, really different feeling for me to be working in this company and a real. There was a real energy there as well, which you don't typically have if you've got a year that you've run from January to the end of December. So I just wanted to say, I completely agree with you there. And I'm working with this new client of mine completely already seeing the benefits of working, not working a classic 12 month calendar.

We will know. So thanks so much for bringing that up as well. I thought that was a really good point. Jason 

and somebody asking me to do, uh, regularly now is take the first week off of January. Uh, never done it before. And this time last week I was laying by the pool, listening to this club and, uh, I just found.

Awesome to do it. Just take a week off just after Christmas, but I'd never done it before. So I'm opened by eyes to just laying back and just chilling and devouring. A couple of books. Uh, one was called the strategy book by max from clear and Fanny, incredibly good. And I've devoured it and plus the devout, uh, a, uh, online book as well at the same time.

Just give yourself a little bit of time. Don't be too hard on yourself. I always find who's good. 

Thanks. You could probably have a whole other blog. That's just all of your book reviews, things that things, information that you pass along. Cause you you're great at that. So really want to encourage you to follow as podcast, really want to encourage you to follow him and find him at jasoncooper.io.

Jason, anything else you'd like to say as an offer or call to action or anything else as we wrap up? 

Um, I'd just like to say thank you very much for having me on today. Uh, probably enjoyed it, uh, as always, uh, I really appreciate everyone in the room, so, uh, it's great to. Wonderful connections here. So appreciate that.

So 

thank you. We appreciate you and your commitment to help people be better. Relationship builders, especially sales professionals, and other kinds of leaders. And so, um, really want to encourage everybody to follow Jason and follow the other moderators here. They're all people who have been handpicked because they bring so much value.

To the business world, serving all different kinds of industries, all different size businesses with different kinds of training and consulting. So they're all certainly worthy of your worthy of your following and, um, and sharing what they're doing. Thanks, Jason.

I'm so glad you joined us today. If you would like me to come and speak with your organization about how to sell like a good human, please contact me through the website. How good humans sell.com. Thanks and talk with you again.