The Pavilion Podcast
The Pavilion Podcast

Episode · 9 months ago

Ep 45: Mindset Is Everything with Tom Short

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Mindset Is Everything with Tom Short  

...a what? Everybody. Thank God it'sMonday. Welcome back to another episode of the revenue collective podcast. Thisis your host, Tom Alamo. I'm here to help you up. Level your game on aMonday morning before we get to today's episode. I just want to give a quickshout out to our sponsor. This month. Sponsor is six cents six cents. Thenumber one account engagement platform helps you identify accounts that are inmarket for your solution. Prioritize your efforts, engage buyers the rightway with highly relevant messaging and measure what actually matters. With sixcents platform, you're able to get into more deals. Improved win rates,increase overall pipeline and optimized budget. Spend toe. Learn more of hissix cents dot com slash revenue Collective for this week's episode.I've got Tom Short. He's the chief growth officer at Lapin 1 80. He isfrom beautiful Indianapolis, Indiana, and, uh, you know, a good friend andmentor of mine. You wanna have Tom on the show to talk about his? His wholekey is mindset. Is everything right? So what we do get tactical into what hedoes as a chief growth officer and how he helps to run the business and helpsdrive revenue for lap in 1 80. A lot of what we talk about is mindset. Howattitude mindset really is everything. So it's a wide ranging conversation. Wetalk books. We talked leadership. We talk personal development. I thinkyou're really going to enjoy our conversation. If you do, the only askthat we have is go to Apple podcasts and just leave a review and subscribe.If you hit a five star review, that's what helps us to grow this show. Ithelps us to get better guessed. It helps us just really just put togethera better show for you. And at the end of the day, all we're trying to do isprovide value to you, the members of this community. So please, you couldcheck us out there. You can always add me on. Linked in my name is Tom Alaimoagain? I'd love to chat with you. I'd love to hear any feedback you have onthe show. I'm out here in San Francisco, So without further ado, let's getstraight into this conversation with my good friend Tom Short. Mr. Mindset, the king of the coldcalled Tom Short. Welcome to the podcast. Thanks for having Tom happy tobe here. One of my favorite people to have a conversation with. And that'show I get to kick off my Tuesday mornings. I appreciate you joining, andI didn't even have to pay you to say that. So I appreciate that. Absolutely,man. Absolutely. So I wanna just jump right in. I'm not one for too much chitchat or talk about the weather, and I think that's pretty poignant to you aswell. And and the first time we met. I've told this story before, but it'stoo good not to tell. Uh, the first time that we talked on the phone. Ithink we met through linked in. I think the first question you asked me was notlike, you know, where are you or what's the weather like or what's your job? Oranything like that was like, What are three books that you've read that havechanged your life or changed you as a person? And that really took me took meback and I'd love to hear a little bit of context around why you ask that andeven what your answer would be to a question like that. Sure, It kind ofspurred time out of, you know, everyone was doing a lot of zooms and as a wayto stay connected when everything started last March. And so I justpersonally was like, I'm tired of going through the song and dance of all thequestions you just laid out. And as an avid reader, I was like, You know what?I'm gonna flip the script. I'm going to just ask what are three books, and asyou mentioned, it's a two part question. So not just books you recommend. Buttell me three books that both describe you as a person, right? So if you toldme those three books, I might be able to get a little insight. Obviously, I'mgonna have some follow up questions. So three books that both describe you andthen tell me one thing that you've...

...taken away or one thing that still hadan impact on you to this day since you read that book and what I found is whenyou ask that question one or two things, you're gonna go down a great path withsomeone and have ah really insightful conversation or someone will just say,Hey, I don't read. And then and then that's when I hang up. No, I'm justkidding. But it'll it'll tell you a lot of insight into someone. Andi, I thinkthe second part of your question was, you know, if I had to answer that as Imentioned to you always the first book I'll respond with always have as my topand it's a man's search for meaning really powerful, highly recommend it.Victor Frankel concentration camps back in World War Two, and he essentiallyhas one quote in the book of many. But you know, you can take everything froma man you can strip everything away. The one thing which you cannot touch ishis attitude and how he chooses to respond any set of circumstance. Andwe're talking about somebody who endured unthinkable circumstances, losthis whole family, lost his life's work, and he still had the wherewithal to say,I'm not gonna let any of that affect me because you can kill me. But you cannever take away how I respond to something, and that's pretty powerfulwhen you let that sink in the other two. I always like to mix up all through anew one in or when I mentioned with you before, but the courage to be disliked.I think that is really powerful for anyone, not only in sales or business,because there's this human nature for us to be liked by other humans. I wasoriginally recommended this book back when I was officiating, and officiatingis just a human cascade of emotions. You're dealing with rejection and nodifferent than sales. And you're dealing with high conflictconversations no different than sales or business. And so that really made meturn my framework. Thio. You know when I walk on the court or if I walk into a,um, business conversation, I don't want that person toe like me, but they willrespect me, right? I'm going to be respectful, but I want them to trust me,and that's gonna The trust is going to be earned over time. But I'm not thereto make friends and just be this likable, likable person. And I thinkthat's something that we can all take from that, and then the third one, Iwill probably add in there, which is which is new. Your Tom and I was liketoe to switch it up, but I would I would go with Peak. It's one of thebooks I just read this year, um, from Dr Ericson, who recently passed away.But secrets from the science of expertise. I'm sure a lot of yourlisteners will know about Malcolm Gladwell and how he talks about the10,000 hours of practice. He actually Cherry picked that from one of DrErickson's experiments, and he actually calls it out in the book, but it reallydives into it. There's no such thing as this innate talent. People just thinkthere's child prodigies and all this. There's certain circumstances that kidsin the environment that they're in that encourages them to want to get betterat something, and it goes and dispels all these innate things. But heessentially says that expert performers in any walk of life have two things incommon. One. They prioritize sleep in recovery, which I love to hear that,and two, they have deliberate, intense our long practice sessions, and thenthey walk away to just free up their mind, clear their mind, and then theyget back into it. So it was that deliberate, intentional picking onething to get better at and not doing it for four or five hours at a time, doingit really intense for an hour and then stepping away. So those are my threebooks that I give your listeners today. Man, I love that. I've read the firsttwo. I haven't touched the last one, though I was recommended it a long timeago. It's on my list, but now I think it's it's definitely moving up thatlist that might get purchased today. I love the sound of it, so I mean, Ithink that's a great networking. You...

...know, I hate to use the word hack, butwhat kind of a hack of of the way to break through that, You know, normal 20minute conversation and break through the pleasantries and get really to themeat and potatoes of how you get to know someone I'd love to hear. And andmost of the folks listening to this are part of revenue. Collective are mostlymost likely bought in on the power of networking and building out yournetwork and spending time to do that. I'd love to hear as an executive as a Csuite member, Like, what is your strategy for building out a reallystrong network? Tom, that's a really great question, because it's likeanything else that you want to dio. There needs to be some intentionalitybehind it, and what I mean by that is, if you would've asked me six months ora year ago, I would have thought I'm pretty good at networking, right? Itcomes natural. I enjoy meeting new people. I like asking questions, thiscuriosity, to understand how someone thinks or why they do what they dio.But and I started asking more and more people as I'm networking, I'm like, Hey,can I Can I ask you how How do you go about this? How do you structure?Because for me, there's a a famous study out there, and I can't rememberhis name. But it's like the rule of 1 50. Have you heard of this? As far aslike, yeah, Dunbar principal or something that was only like, 150. Andso I set out and I was like, Okay, I wanna be intentional and I don't havethe perfect system. So any any of the listeners. If you've developed a systemand come up with something great, reach out to me because I wanna I wanna getbetter at this. But I've essentially set up free hub spot CRM account. AndI'm now putting people in there that I network with and I wanna be mawrconsistent, Almost like almost like prospects, right? Like we've got. I'vegot a process for that. But I've never had a process or system in place fornetworking. So I want to know that, all right, when I talked to Tom and hetells me that he's into a B and C and he shares this, that I want to knowthat if if I read an article or I come across a podcast, I want to be able togo in there and say who in my network could could benefit from this, And Iwant to be able to shoot off a text or an email and say, Hey, was thinkingabout you heard this, you know, based on our last chat, thought you mightenjoy this. And I also want to know Hey, I haven't reached out to that person inin two months. E I want I want to catch up with them and see how things weregoing. They had mentioned, you know, they were struggling with this beforein their life. I'm genuinely I care about this person, and I want to seehow things were going. So I've really put some intentionality. By no means doI have it. Have it figured out. But I've found myself mawr consistent andmore in a groove when I am connecting with people and taking notes and beingable to follow up in a more consistent manner. So do you keep that number to 1 50 orless? Or is it just everyone that is top of mind? And maybe there'sdifferent tiers or priorities of people you know? I'm still I'm still teasingthat out, right? I think I just looked at it the other day. I was, like, rightaround like 100 and 2526. I think so. I'm not quite there, but I could seehow, after 150 it just it's There's only so much time in the day, right?And so I don't I don't know if that I haven't I don't know if you've reallygoing deep on Dunbar's principle or philosophy. I'm sure there's somepsychology behind it. I think that seems to be like a good number for me.And I'm sure, is my network grow. It's like anything else, right? You you meetpeople, you just have a stronger connection with you. And I've had areally strong connection since we meet, and then you're those people stay topof mind. But I think just having something in place where I can fallback on my notes and say Hey, Tom and I talked about this. Hey, I talked aboutthis. I'm going to check in with, you know, catch up with this person, so Ihaven't figured it out. But that number seems there seems to be some solidbacking behind that. And is there a...

...frequency that you try to keep up withpeople like once a quarter once a month? I mean, obviously, you know, it's it'snot a perfect system by any means, but I'm just curious if you try to makesure Hey, I haven't reached out to this person x amount of time. I'm gonna Oh,yeah. I'm gonna find a reason, Thio. You know, shoot him a text and justmake sure everything's all do it over there. Yeah, mine's 60 days. Eso I'm,uh, again don't have this mapped out and it's, you know, all I'msure I'll come up with different versions of it. But 60 days seems to belike, you know, that doesn't mean I mean, I've shot off text to you morefrequently if, like, hey, I came across this, you might enjoy this, or but it'sjust it's knowing that people that you know in that I'm networking with andand I'm sharing information like we were generally like the same things andread the same things and go back and forth on some topic. So I'm like,Alright, if it's, you know, if it's beneficial to me, this person mightfind some value or they might enjoy this. So yeah, I find it to be about 60days and find a reason if I have it to reach out to that person. If for noother reason. Just say, I've been thinking about you. Let's grab a cup ofcoffee and catch up. Yeah, I heard a new interview a while ago with um, I'veheard two different people that I look up to or that I respect say somethingsimilar. One was Buzz Williams, who's a college basketball coach who you may befamiliar. Maybe you left one of his games on the other one is e okay. Andthe other one is the other one is, uh, Jesse Itzler, who's, you know, anentrepreneur who's, you know, relatively well known what relativelyfamous. And both met a similar system of like either sending an email or atext or a hand written letter to, you know, the list was smaller. It wasmaybe, like 30 22 30 to 50 people and trying to do that, you know, once amonth or every other month. And Buzz Williams was so crazy about it. He hewas talking about like, every single month for like, 10 years in a row. Hehad these 30 people that he'd write a hand written letter to, which is reallyintense. But I've tried to take some of those principles and, like I've got arunning sheet of people that some folks that are, you know, ahead of me in mycareer, some that are you know, maybe more on the same plane with in terms ofexperience and age and things like that. And then some people that are youngerthat I tryto, you know, have some sort of touch points. But now that we'rehere, I mean, what's the Buzz Williams story? Well, so real quick, cause Ithink I might have seen this. Was that his interview with Jon Gordon? It waasYeah, that was a great That was a great interview. It's funny, Right? When Iwas in officiating, I didn't like a lot of coaches and it was probably mutual,and I'm okay with that. And I was younger and not as mature, but I'veactually started following buzz a little bit. Kind of pains me to saythat, and I like a lot of the stuff he says. I really dio I've gotten thatinterview. He's There's another talk he gave at a high school coachesconference, but anyway, I digress. So this the buzz stories and for those ofyou that don't maybe just provide a little context to the listeners Iofficiated Division One basketball and feeble, which is international for 10years, just recently stepped aside just prioritize family and work and otherthings. So anyway, there's all these pre season tournaments. I say preseasonthere at the beginning of the season before conference play, and it was downand, um, Orlando. And there's no one really there, right? This is like theday before Thanksgiving, The only people in the stands. It kind of lookslike Cove it now, right, like the only people in the stands are like family ofthe team and supporters, whatever. So we're shooting free throws. And who wasTexas A and I'm playing. I can't remember if it was Harvard or I can'tremember and he's yelling across the...

...court, one of my partners, and normallyif this is a game with a bunch of fans, you're not gonna hear him. But it'sjust echoing throughout the gym, and I just I've never had buzz before thegame, and I just turned around very point and I said, Hey, Buzz, he'll beover here in a second to talk to you, just just giving them chance. We notgoing help anyone. If you're yelling across the court and Buzz wants to goon about, do you know who I am? and all this and I'm like, in my mind, I'm like,Alright, just compose yourself. Don't react, just respond. And so the nexttime going down the court, he wants to start it again. Do you know who I am?You're not going to talk to me like that. And I was like I said, Yeah, Iknow who you are. We both have something in common. We've neveradvanced in the N C a a tournament, and I just walked away. Eso he didn't Hedidn't. But there's some coaches They want to know where the line in the sandis, right? Like they want to know. How far can they push you? And I justwanted him to know back to courage, to be disliked. Hey, I'm gonna berespectful of you. But if you start on this, do you know who I am? You're notgoing to play that game with me. And so I had to just tell them and it was verystern when I said I said that, you know, because we've got something very muchin common. I know who you are. Either one of us in advance in the tournament,and he kind of looked at me like This guy is crazy And I always had a mentorsay that as an official, you want the coaches to think you're a little bitnuts so that they don't mess with you and so that that's my That's my BuzzWilliams story. That's hilarious. I didn't know reps talk smack like that.I didn't when I started. Right? And it Z you've got, it's it's It's like sales,right? You've got to kind of have your own personality. You can't just take a,uh you know, if if Leonardo DiCaprio gets a script right, he's going to sayit a lot different than you and I, and so is an official. You just can't be arobot. And you've got a You know, you're only as good as your last call.So you've gotta have this, you know, kind of gut. So inside. And thatswagger. Confidence, too, because I I very much switching into a differentperson when I was on the court. But it's almost like creating this personaof like I'm gonna be fair, but I'm gonna be firm. I'm gonna put the linein the sand so you can't just be a first year official and come out andmake those comments. This was, you know, I think the last year I officiated, soI had some experience under my belt, but yeah, there's definitely, ah, gamewithin the game, you know, inside the inside the lines, for sure. I love that.I love the inside scoop there. I want to make a little bit of, ah, of a pivothere and knowing that, you know, you're a C suite chief growth officer at nobusiness that you folks have. What about a half a dozen employees? Is thatright? So for the small business, you know, owners for the folks that areworking at at small startups right now, I love for you to to talk a little bitAbout what? You know what's top of mind for you as a business like we're going,you know, we've kicked off 2021. Last year's was tough for, you know, mostbusinesses I know that. You folks, I think we're we're traveling doing a lotof sales, trading and things like that before, So I imagine it was a It was achallenging year. I think it was for all of us. So but what are some of thethings that you keep top of mind that are really key priorities for you, a ZAleader this year and knowing that you probably have 17 hats you're wearing atsuch a small organization? So for me, right, it's first andforemost, you know, new sales, right? And bringing in new clients that notnot only bring in a client for the sake of bringing a client bringing in theright clients, because it's easy to just bring in anyone and everyone. Butif it's not a right fit, you're gonna what's the cost of the long term right?Like, yes, there's some revenue on the front end. But if if what's the costgonna be? So you know, first and foremost, and I talk about this withpeople that either you know, p piece of sales or, you know, people starting outin their first role of sales is you've...

...got to become really good at saying noand understanding. You know Gary Keller talks about in his book the one thinglike What's your one thing in your role? What is that one thing? That one goalthat. You know, if you got that right, everything else will fall into place.And so it starts with with time blocking. It starts with knowing thateverything you say yes to. Because regardless, if you're in ah, first yearrole as a salesperson or you're like, there's always gonna be things to sayyes to. And I don't know if I've shared this with you before the average eliteperformer. Have I asked you this question before? Do you know how manytimes you know, for every time? Okay, this is a great question for youraudience to if you had to guess so. Elite performers in all walks of lifebusiness, sports performers, whether it be artists or musicians or actors,whatever. Do you know how many times you had to guess? The average times?Number of times they say no forever. Yes. What would your guest be? 20 7000one. Think about that. My my original guest was like, I don't know, like157,000 to 1 meeting. They will say no 7000 times before they say yes. Now,granted, that might be a stretch, but if you look at any elite performer,regardless of industry or feel there's a lot of similarities, right? I You andI have talked about this a lot. Kobe was he would say, I don't I don't carewhat your craft is, what you do like if you are elite, I can learn from you.And I think that's the biggest, like take away I got was It doesn't matterwhat, like I want to study elite. If you're the best person at foldingtowels like tell me your process. What's your morning routine like? Howdo you How do you stay focused? How do you like I can learn something from you?And so, yeah, saying no is probably the biggest you know, to kind of circleback to your question, being able to say no in realizing we're not thatimportant at the end of the day, right? Like we're all replaceable. So how doyou stay in that mindset to say no for everything that you could say yes. Towhich ties back into your one thing and that. Is that how you determinewhich is that? Yes, if it ties directly back to that one thing or what's yourfilter? Yeah, So you know, mine is ah is a revenue goal. Right? So I know.Okay, it's X. That's my for for professional. Obviously, I've gotpersonal and everything else that is my filter, but Alright, my and I takegoals and I look at him and then I put him away. I don't look at a goal andpeople gonna That's the most ludicrous thing. No, I have a process. I knowthat if I if my effort is consistent every single day, I know that the astBill Walsh would say the score will take care of itself. I'm too focused onevery single day showing up that I don't care about what the end goal is.So to back up, I've got my one goal. My one thing. Right. So now how Doe Ibuild out a daily schedule and weekly schedule that is going to give me thebest chance to succeed, and you and I have talked about it with theprospecting blocks and blocking off my schedule on knowing Okay, these areeither revenue generating activities or their non revenue generating activities.And if I start to get more non revenue generating activities, that's a redflag. And so for me, it's just alright. Blank slate of a calendar each week,all right? And I know I'm gonna map out these things, and then I'm gonna fillin the networking, and then I'm gonna fill in Lincoln, and then I'm gonnafill everything else gets filled in after those revenue generatingactivities, not the other way around. And what percentage of time, if youworked for, you know, I'm not gonna...

...make up a number of how many hours youwork in a day or a week, but maybe a percentage Like how? What percentage oftime is focused on that one goal and what is everything else? Because,obviously everyone, especially executives, you have a lot of, you know,things that you have to take care of that are, you know, not ideal that arenot necessarily directed to that one goal that our obligations and some sortthat you have to take care of. So what would be the rough percentage that youwould say? You're working on things that are tied to number one goal? Yeah,and I get your question. It's just it's so hard to put a number to that right,Like I can say 60. But maybe for some people it needs to be 80. Or maybe itneeds to 90. Or or maybe it's only 50 because you've you're in a group andyou're so like, I understand your question. I don't know for me to justthrow a number out there that would be so arbitrary, and I feel like it wouldbe fluctuating for so many different people. You know it. Hearing thatquestion, Tom reminds me of, you know, when people when I used to hear howoften people read from like, a time standpoint, I'm like, How do you How doyou read that? How do you How much? How do you have that much time? And then Iread a study where the average person a day has 3.5 hours of unintentionalreading. So whether that's social media, whether that's various thingsthroughout the day, of just meaning, like scrolling through LinkedIn readingstuff, and I'm not saying none of that's important, I'm just saying whenyou start to switch your mindset and your perspective of if it matters,you'll make time for it. That's when I think you'll be able to figure out yourpercentage right because it's so easy to say I need to do this or I have todo this. But you really have to I don't know. I can't answer that for people.But when you start to switch and become or intentional about why you're doingwhat you're doing, that's when you'll start to figure out maybe whatpercentage of your day needs to be tied to that. Okay, so So maybe I'll wanna get itthis in another angle. So it sounds like you're also taking time to, youknow, block time on your calendar for those activities. And then everythingkind of falls falls around that the, you know, the networking, the LinkedIn,the whatever else that that may come up in a week, the internal meetings. Couldyou go through what your process is like when you do it, and some of thethings that you make sure that you schedule in in as much detail as you'dlike to get into, uh, you know, Hey, I always sit down on Sunday morning. I'vegot my coffee and I'm always looking at, you know, lock down my prospecting andyou know, maybe my morning routine. I have that blocked off in my calendarand maybe have time with my family in the afternoon. And then I feel ineverything else. I just made that up, but but anything? Any details aroundthat I think would be helpful for people here to, uh, you hit it right onthe head. It starts on Sunday blank calendar, and I know that. You know,there's certain things I need to do every day and every week and so lookingat that blank calendar, and I've just shifted where now my entire Monday ismaking prospect videos. That's all I do on Monday. No more networking. I'm justrecord. I'm 78 hours. I'm in front of a screen. It becomes a little daunting,but I'm just sitting there and I'm recording videos and I'm I'm sendingthose out. So Monday's I've changed are just videos. That's all I'm doing andthen similar to you. I do have my morning routine where it's blocked outtwo hours, no screen exercise, journal, meditation and personal reading. Sothat's that's a non negotiable Monday through Friday. I like to make calls inthe morning, just gets me going. I'm a morning person. That's where my energyis. So I like to have now pivoted as...

...well. I like to schedule my calls inthe morning. Now I'll do some in the afternoon as well, but I get a lot ofenergy and I make this. You know, I challenge myself. Go have threeconversations before noon, right? Like e don't know if anything is going tocome from it, but that's how I'm pushing myself. I'm game of fighting itlike let's go talk to three VPs of sales and, you know, see if it makessense to have a conversation. So I'm making it a game for myself. So that'swhat I like to dio break for lunch. And I like to get away from screens. I'mnot looking at a screen anymore when I'm eating. That really helps withmindfulness and being aware of what I'm doing and all either, you know, setaside 30 minutes for lunch and then either 30 minutes to just get outsideand walk, depending on the weather here in Indiana or back in a book for 30minutes. So some variation of that. Then, in the afternoon, the firstcouple hours is is either gonna be email or follow up, you know, ondifferent prospecting and things that you know, tax, I need to follow up. Andthen I'm going to do another 20 minute meditation to break up my day. So forme, that's just an anchor that brings everything back. It helps break up myday. It gets me refocused on why I do what I dio. It helps me get present inin the moment so that anything that I am going to interact, any person I'mgonna interact with, I'm going to respond to not react. That's a hugedifference. Responding, verse reacting and in the rest of the day is is whereI like to schedule now, like networking or I'll take time Thio, you know,schedule out networking for the week, but and then the kind of the last piece,right? You know, I said, going from no to yes, But you know, my goal each weekis to schedule a least five networking one on ones, but not mawr than twomeetings and or networking in the same day. Does that make sense? So I veryeasily toe schedule three or four networking, you know, coffees or drinksor whatever. On one day, I just I cap it it to two a day. So it could be twoon, you know, Tuesday, Wednesday, Thursday, Friday. So, eight, No morethan eight in a week and no more than two a day. Um, and same with meeting.Because I feel like you could just now sometimes that, you know, internalwhatever could get broken. But I'm really steadfast on the holding myselfto that no more than two a day. So I don't know if that was too much detailor not enough detail, but that's that's kind of my process of how I moveforward. And I just know that every single day, right, I'm gonna treat eachday like the first day, right? I'm gonna show up. How can I change theroom that I walk in? How can I bring my effort and energy an attitude into thatday? Because that's the only thing I control. I've got my week set up. Buthow can I become the best version of myself for today? If I love process? Ilove it. I love it. And I wanna put a pin in the first day. I want to getthere in a minute, but I think that that structure is really helpful,probably for people to hear that. You know, I think we're all operating onless time, probably than we were a year and a half ago for working from home.If we have, you know, family obligations if the kids Aaron zoom ifall the different things that are happening. And so I think having thatstructure is important, so it's, you know, kind of following. The principleof discipline equals freedom, right? If you have the discipline toe, getcertain things done, then you will have the freedom to be ableto, you know,spend time with family or, you know, be able to read or network or whatever,because you already got those key things done. And I know that you have.You know, I believe a second kid on the way. And maybe by the time we put thisout, you they might already be in the world, depending on when this getsreleased. But I'd love to hear just any thoughts or tips around how you've beenhandling the situation of Cove. It,...

...while being a working parent andeverything going on. I think again that's something that a lot of folksare have been struggling with. Every everyone has a different system and andcan relate to it. So I'd love to hear if you have any tips. If you have anyprocesses that you found helpful anything like that, the short answer isimplement the Derek Jeter rule. Do you know about the Derek Jeter rule? Italked about a za Red Sox fan. I've probably tried Thio avoid any articleslike that, but I'm open to hearing it. Okay, so we'll let me let me firststart by saying Our daughter is is a lot younger and she's not worryingabout Zoom. So she's actually at school during the day. So let me just make acaveat by I'm not experiencing nearly the troubles of some of my friends andcolleagues who have, you know, three kids that air 8 to 15 and threedifferent rooms and zoom. So I I don't have all the answers. Let me just saythat. But what I can offer is So Derek had Derek Jeter had a rule when he wasplaying. I don't know if this is still true. I think he's married now, is he?I don't know. Anyway. Okay. Okay. So he had a rule that when you came over tohis house, right, you had to physically take your cell phone out and put it ina basket. It didn't matter who you are. If it was Joe Torry, if it was TinoMartinez, it didn't matter. Right, Mariana Rare. It didn't matter or orfriends. He met at a social environment, right? We'll leave it at that. Buteveryone that came over to his house had to put their phone in a basket. Now,look, I don't have that role when you come to my house, but I am cognizantthat when I come home, I want to be where my feet are. So I have a placewhere my phone gets plugged in it at night and it goes right there. So Iwant, you know, for that hour and a half, two hours. You know, after I gethome when I'm, you know, spending time with my wife and daughter. That phonegoes there, and I'm able to be present because you can be somewhere physically.But mentally, you could be a mile away or 20 miles away. And so one of theways I'm able to do that is by not having my phone with me physically,because I know that that time is now. There's like they don't care that fiveVP of sales hung up on me at work. They don't care that nobody thought to talkabout coaching for their sales team was relevant. They don't care about any ofthat. And they also don't care if I didn't sleep well and don't feel likeit because they expect me when I come home to be husband first, Dad's second.And so I've got to put all that aside. And so one way that I'm able tophysically do that is by putting the phone there. That's almost like myattachment to anything with that day is staying there, and I'm able to justshow up and be present. So again, I don't have all the answers I'veimplemented that that rule myself. I still, you know, work at that and andstruggle with that from time to time. But I found that to be a reallypowerful way of being in the moment and owning your little box and being whereyour feet are. And and that's how I'm able to change the room by beingpresent. God, I love that rule and not I mean, you know, I guess, for peopleyou know that come into your house, that that's kind of an interesting one,especially if you're serving dinner or something like that. But just to holdyour own self accountable. And I'm talking about even if you are workingfrom home, right, you're not going to an office like like may leave the phonein the office or the living room, or wherever you know you're you're doingyour work before you go out and interact with, you know, your family orwhoever it is that you're interacting with. So I love that rule, and I thinkI do a pretty good job of it sometimes that there's other times where you know,if the phones in the pocket, it's just...

...like a natural brain reaction that Ihave now that there's like, Oh, there's dead time, you know. Let's let's justopen it and let's go check email or linked in or instagram or whatever the,you know, pick your poison. So I love the thought of just taking it off thetable. It's almost like you're if you're trying to eat healthier. Don'tkeep Ben and Jerry's in the house. You know, it's like if you're not trying tocheck your phone, well, then just leave it in a different room for you know,the evening or whenever you're spending time with people. So I think that's agreat yeah, one other quick tip I might share time that I've I've done. And itmight seem counterintuitive to someone in sales. But, you know, if I lose thesale over it, that's, you know there's more important things in life. I'vecompletely disabled all notifications on my phone. Mhm. So outside of myphone ringing and I take that back. The alarm. I I do get the alarmnotifications on my on my phone, but ringing test. Not a text notification.So outside of the phone ringing, physical phone ringing or notificationsfrom my alarm, I don't get any notifications on my phone. No textmessages, no emails, no linked in updates. None of that And that has beensuch a huge help. It did it take some getting used to. Absolutely. But do Ineed to know a score and and in a Pacers game in the third? I don't needthat notification in my life. There's enough that we're dealing with duringthe day. So all notifications turned off. I would challenge some of thelisteners out there, give that a shot for a day or a week and and see if itdoesn't doesn't help you a little bit. Gain control of your day. I love that.I love that. Maybe even you start with with something that I've done. I thinkyou've done two of just like you don't have notifications, so maybe it'sdifferent. But keeping the phone on airplane mode the first hour of the dayor two hours while you're doing you're you're just getting thio know yourselffor the day. You know what I mean? Getting aware of your thoughts andwaking up and showering and doing all the things that you might do in themorning of just not having not having a random signal, right? Because you don'twhen you open up that phone that's someone compared it to like, you know,spinning uh, spinning the wheel and the price is right or something like youdon't know what that's gonna land on, right? Like that could be a greatsignal. Could be someone just wants to sign a deal with you. Or it could be,you know, a thing from you know, your CEO. That's, you know, a kind of astress email or whatever it might be. So not playing the lottery at whatevertime you're waking up in the morning, I think, has been something that help.May. Well, yeah, and that's that goes back to my respond verse. React right.That's why I don't I have my phone in my bedroom anywhere. It's like when Igo to plug it in when I come home like I'm not getting that phone until Ileave the house. And so no screen time when I say like I'm up at 4 30consistently, and if I'm leaving the house at seven or whenever, like I'mnot looking at the phone until then because if we pick up the phone and toyour point, we see the email from the CEO, we see that a deal didn't getsigned. We see for sports fan. The Red Sox lost three in a row. Like why isthat gonna Why are you letting that dictate how your day starts? Becausethen, from there, it's just you're playing the comparison game. You'replaying the reaction game. I'm going to decide how I respond to every externaland internal element in my life and that starts with not looking at ascreen, not looking at my phone. And I will dictate how my day is going to go.I'm not gonna let other people dictate that. And so if you don't have thoseexternal influences, how could How could your day not start? How you wantThio and look, I get it. We all have not we all. But some of us have kids.We have other things. Are there days like this morning? Did I get the fulltwo hours? No, because had to take my daughter to school and some otherthings. But the point is just to be work at it like Seinfeld works attelling jokes. Just don't let two days in a row go without seeing a red X. Yep,I love it. I love it. And one of the things I love about our conversationsis you seem to almost speaking in...

...mantra as you know, you have a lot ofdifferent sayings and philosophies and and I'm the same way. And I gravitateto a lot of people that think the same way. And I'm just interested by that.So as we're wrapping this up, I love for you to just go off for a minuteabout you know, the wristband that you have right now and, uh, and what thatmeans to you. Yeah, so I I first got introduced to Dr Michaels Reveilleseveral years ago, and he works with Microsoft and the Seattle Seahawks.He's, uh, cognitive psychologist. I know he's a psychologist, maybe notcognitive, but, um, sports psychologist. What have you great great person tofollow and learn from and everything else. But, you know, he's got thisconcept of a personal philosophy right and and having, and there's a whole,you know, system of coming up with it and how you cultivate this, and it'sIt's really like the ultimate filter, right? It's It's ultimately your NorthStar, your guiding principle of how you are going to show up every day. And soit's one of those things, right? we hear about something, it's like I justpush that aside and then we hear about something, that same thing from someoneelse, and you're like, OK, this might be trying to get through to me And thenafter the third time, I'm like a rule of three like third time it's like,Okay, let's let's dive deep. And so I got into this personal philosophy and Iwanted to come up with one. And so, as you mentioned a wristband, how doe Iwanted to create this so that I can wear it every single day. And it's aconstant reminder of how I'm going to approach each day. And so you know, theone I came up with is, each day is like the first it's Each day equals firstday and each is capitalized, and the each It stands for four qualities thatif I embody those four qualities, and I'm conscious of tapping into thosequalities every day, I know I'm setting myself up for success, whatever thatmight be. And it doesn't have to be monetary success. It's just how I viewsuccess. My happiness, my, how I'm gonna show up as a dad. How I'm gonnashow up as a husband how I'm going to show up as a leader. And so the fourqualities the correspondent letter e for empathy. I certainly, you know,want to be a little more empathetic and everything and understanding thateveryone is going through something a authentic I'm unapologetically gonna beme. I'm not gonna be, you know, in your face about it. But I'm passionate andI'm just gonna be me because there's too many other people out there. We canonly be ourselves. See us for child. Like I think being a dad really helpsyou like you just have fun. Like kids smile 400 times a day. When we becomeadults, we smile like 12 to 15 times, which is pretty, like astounding. Sojust having that child like mentality that, you know, looking at things froma new perspective a beginner's mind, if you will. But I'm gonna have fun alongthe way. I'm gonna smile a little bit more and then h humility. I certainlydon't have all the answers, and I'm gonna do I'm gonna approach the day ina humble way, so treat each day like the first day and it's it's kind of Ah,like you and I talked about Tom like, how do we show up for our first day atwork, right? Like show up a little bit early. No one really expects anythingof us because we're the new guy or the new gal. We want to go out of our wayto help others because right, like we just we want to make that good firstimpression. And it's no different than your first date, your first anythingfirst day at school. And so how do we tap into that? So we don't lose becausewe all have that first day feeling and it's and it's exciting feeling youmight put out your clothes before the night before you might, you know, look,you know, kind of plan how that day is going to go, and then it's like Then webecome complacent and we take, we started. They takethings for granted. And so for me, this is a good reminder. And then kind ofthe second part I'll leave you with is, you know, change the room. And I knowthat every single room I walk into there's more than likely a door frame.So that's kind of my reminder of every single room I walk into. I have theability to change the room, have the ability to bring my best, mostauthentic self and let others feed off...

...of that energy. I can choose to justkind of go about my business and not ask how people are doing and not bringthat extra energy. And don't get me wrong. This isn't like a fake like, Hey,I'm here to pump you up type thing, But you can feed off energy. You can makepeople wanna be become better versions of yourself. And so for me, if I treateach day like the first day and know that each room I come into, I want tochange that room for the better I think I'm gonna make the people that Iinteract with a little better off than before. I was there, man, that's so good. That's awesome.I've got my I've got my, uh Each day equals first day wristband on havingtaken it off since you you gave me once. I appreciate that. And I certainlyencourage everyone to maybe try on your philosophy for a bit. See how it feels,uh, do some of the deep work to try to find their own. You're right, DoctorSurvey is a great resource is podcast. Finding mastery is outstanding, but Ithink these are all little lessons that are not complicated. You know, it'sit's simple, but not easy is how I'd like to say, you know, and and greatreminders for us. So I think that's a great place for us. To maybe Mike dropit for the listeners. And I'd love maybe just for a second if you couldshare where people confined you and connect with you and maybe ask youabout what your three books are. Yeah, obviously linked in is probably theeasiest. It's actually the only social media place so linked in mindset. Iseverything eyes my actual? What do you call that? Not profile, Tom, but likenot that you are or something. That's why you are all mindset. I don't knowif there's a lot of other top shorts, but mindset is everything is mine on.Then. Lapine won a dot com. We've got some cool things that there may notmakes sense for some people to check out, but yeah, Those were really thetwo places that you could get in touch with. I love it. Tom Short. Iappreciate you coming on the show, man. I'm fired up just like I am every timethat we talk. So I appreciate it. Thank you for having me. Hopefully, Hopefullythe listeners got something out of this. I'm sure they did. I'm sure they did.All right, that is that. That's the end of the episode. We appreciate youlistening while you're doing whatever you were doing cleaning the house,washing the car, walking the dogs, whatever it is. Thank you for listeningagain. Go over to Apple. If you like the show. Subscribe. And please leave areview for us five stars. It helps us to grow the show really quickly beforewe leave you. This episode was brought to you by six cents powered by AI andPredictive Analytics. Six cents helps you unite your entire revenue team witha shared set of data to achieve predictable revenue growth. That's allyou got from me for this week again. I'm Tom Alaimo until next Monday. Let'sget after.

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