87: Better Sales Leadership, Mental Health in Sales & Other Wisdom from the Weisses

0:08 Scott Ingram: You're listening to the Sales Success Stories podcast, where we deconstruct world-class sales performers to provide insights and strategies to help you improve. To learn more, visit us at top1.fm. Here's your host, Scott Ingram.

0:24 Scott Ingram: This episode of the Sales Success Stories podcast is brought to you by the 2020 Sales Success Summit coming to Austin, Texas on October October 12th and 13th. For all the details, go to top1summit.com. Today I am sitting in the home of David Weiss in Houston after a comedy of errors with a whole variety of issues that are keeping me from releasing the regular episode that I had planned to release. It's Sunday early in the morning, and we're recording this 2 days before this episode will go live. So David, thank you for bailing me out once again.

0:57 David Weiss: Anytime, my friend.

0:58 Scott Ingram: So for those who don't know David Weiss, David is now a sales leader at ADP. He came onto the podcast. I'll have to look up the episode numbers. I should have done that. I know the last one you were on was 75. We had you back on last August as we talked about your transition into the leadership role and what that has meant and the success you've had. So David was a top-performing seller, then transitioned into a leadership role and led a team of the same performers to record-breaking performance. So if you want those details, I know that's in episode 75. The original one, if you go to top1.fm/ David-Weiss, that will get you to the original episode where we talked about the success you were having as an individual contributor. So what I thought we would do today is cover a couple of things. We've got a really big surprise for the second half of the episode because we're basically going to talk about or talk to David's secret sauce. And I believe one of the big contributors to your success. Is that a fair statement?

1:59 David Weiss: Oh, absolutely. Yeah. So it's my therapist.

2:01 Scott Ingram: So we're going to bring David's therapist onto the line, which will be fantastic. I'm really looking forward to that. I'm not kidding, folks. But first, why don't we just do a little bit of an update? And you and I were also kind of catching up on one of the things you're seeing as really a big gap in the broader sales environment that we're not addressing. So I'll just leave it there. Let you do your thing. Bring us up to speed. You're about halfway through your fiscal year. So how's that going and kind of set us up for the conversation and this topic you want to dig into?

2:32 David Weiss: Absolutely. Well, Scott, first of all, thank you for having me back on. I appreciate it. And for the folks that weren't part of the summit the previous year, just wanna let y'all know it's a fantastic event. I'm gonna be there. Bunch of great salespeople, sales leaders are gonna be there. So highly recommend you looking into it and joining if you can. So to catch you up on where I've been and what I've been working on over the last close to a year now, full sales leadership, managing a team now of about 9 people, and things are going really well. Team is about 120% year to date right now. Our fiscals are June through July, so we're about 8 months through the year, 7 months through the year at this point.

3:13 Scott Ingram: July through June, right?

3:14 David Weiss: July through June.

3:14 Scott Ingram: Unless you have a 13-month year.

3:16 David Weiss: July through June. July through June. We're now about 7 months through the year and things are going really well. 120% year to date. My team's been just doing a fantastic job. I mean, everybody's been very consistent. Everyone's working really hard and should be a good back half of the year. So excited about that.

3:31 Ehrin Weiss: Yeah.

3:31 David Weiss: What else can I talk about?

3:32 Scott Ingram: Yeah. So let's talk about the gap that you're seeing in the marketplace and, and where the conversation maybe needs to go a little bit more.

3:39 David Weiss: Yeah. So I'm seeing a lot of still talk about the individual, the individual's performance, how they can accelerate their individual performance, whether it be prospecting, whether it be authenticity and mindset, which is, by the way, a topic that is increasing more and more. And I think that's phenomenal. And we absolutely need to continue to do that and talk more about that in as a sales profession. But I still feel like it's very focused on individual performance. And the more and more I've gotten into sales leadership, the more and more I read about team performance and what drives ultimate performance. One thing that I don't feel like we're spending enough time on is the next level, the next generation of sales leadership. What's happening a lot is you have these individual performers And I was one of them that do a really, really good job at selling and have, I don't know if it's mastered or, or at least got up to an expert level of where they can execute on what makes them a great seller on a consistent basis. But those people then get tapped on the shoulder quite often to then lead salespeople. And what we're seeing right now is that you have a lot of kind of first-generation leaders that are coming out into the workplace. And they've never been taught sales leadership. They assume that because they were a great salesperson, they can become a great leader and lead sales teams. And what we're finding, or at least what I'm seeing, is that it's potentially a harder transition than a lot expected.

5:08 Scott Ingram: Yeah, and I don't ask about it quite enough explicitly. But having done 80-some-odd of these interviews, I can't think of a single instance where somebody has been the number one top performer in their organization despite their boss, right? That's really difficult to overcome. And more frequently, they've got a great leader that is really helping them to perform at that higher level. And, you know, one of the things we were chatting about earlier is how do you develop as an individual contributor if you have that aspiration to move into leadership, especially if you're in a situation where you don't have a great leader to look up to, for you to emulate?

5:52 David Weiss: So I think the first part is start doing the job you want before you have it, and also make sure you like it. So seek out people to mentor. You know, if you want to become a future leader, find salespeople in your organization right now that are struggling, and also find high performers and see if you can help them be better and reach that next level. So what you'll often find is You're able to sharpen the edge of a high performer by identifying a couple key areas, but with a lower performer, there may be multiple things, or you may need to treat them differently. But that's what leadership is. Leadership is seeking to understand where every single person that you're working with is at, at all the different tasks or skills that they have, and then supporting them in whatever way they need support on all of those things. So start doing that within your own organization. New hire classes, see if they'll let you join them and speak at them. People on your own team, see if you can host a team meeting or pull someone aside and say, hey, I heard you say this, or I heard you were trying to do this, or, you know, help me understand how you approach this. And just ask them questions and understand and then be like, okay, cool. Are you open to some feedback or are you open to, you know, maybe a different way or different, you know, idea? And then if they say yes, because you need to make sure that someone's willing to hear you before you start speaking, help them with those things and then continuously check in on them and see how they're doing and see if they're making that consistent progress. If you enjoy those activities and those people are willing to take your coaching and then try it and see improvement, man, you're kind of on your way to what sales leadership is. And you'll know really quickly if you feel like it's right for you or not.

7:33 Scott Ingram: Yeah, I think that's a great, great point, right? Is this may seem like what you want, but until you have that experience and maybe you're thrown into the fire, so that's a great way to, why don't you dip your toe in the water first and make sure you're kind of comfortable with it's going to be like to submerge yourself in that. You talk about consistently a couple of books that really seem to guide your sales leadership philosophies. Can you tell us what those are and how they impact the way that you lead?

8:01 David Weiss: Yeah, so there's One Minute Manager. One Minute Manager is definitely one to look into. It's super easy, fast read, and it hits a lot of different highlights of leadership. Ken Blanchard's Situational Leadership, which I'm going to unpack for us in a second, is a really, really good one. Radical Candor is another awesome one and kind of talks through how to have tough conversations because a lot of leadership is having coaching or sometimes uncomfortable or harder conversations with people on things they're struggling with and giving them feedback they may not want to hear. Then there's some great books. I'm trying to remember it. And Scott, we'll, we'll take a walk over to my office in the library afterwards and maybe we'll, we'll give a few extra ones for the audience to take away from. But Understanding motivation, intrinsic, extrinsic motivation. Books on those things for me have always been super helpful when I'm working with salespeople. So one book I recommend that people really look into is Ken Blanchard's book methodology around situational leadership. And situational leadership is all about understanding not the person, but the task and where that person is at any individual task. You and I were talking kind of before this episode. Scott is an expert on sales. He is an expert on sales process. He's interviewed how many salespeople by the, at this point?

9:17 Scott Ingram: Well, this'll be episode 87.

9:18 David Weiss: 87 salespeople at this point on what makes them great sellers. So, I mean, if you tried to coach Scott on sales, I'm sure he's a humble dude. He'd probably listen to you and, and wanna hear your thoughts and advice, but Scott probably doesn't need a lot of help there. But then we were talking, Scott's never cooked a Thanksgiving dinner before. By himself, end to end. So if he was doing that for the first time, he may need a recipe. He may need some direct guidance throughout it. So it's kind of the same thing as you don't… it's not about the person; it's about what task are they doing and what can you learn about their experience within that task, and then aligning your coaching and your talk and how you support to that individual thing. And that's one of the really key aspects of leadership because if I tried to tell Scott how to sell, well, you know. But if I helped him with something he couldn't do, he's going to be way more open to that feedback and need that help.

10:06 Scott Ingram: Yeah. So we will go visit your library. I'm going to take a picture. Cool. And then folks go to top1.fm/87 because I actually know what the episode number is going to be this time. We'll have that up there and we'll have links to a couple of the additional motivation books that you're speaking to. Is Drive one of those, the Daniel Pink book?

10:23 David Weiss: That's what it was. Yeah. Thank you. Yes. You'll find that in there.

10:26 Scott Ingram: Yes. There's a lot of good Daniel Pink stuff. I enjoy his books quite a lot. You started to kind of hint at it earlier on, but I want to have you do my job here and talk to the person listening to this about the Sales Success Summit. And specifically, I mean, you have really been in so many ways kind of a pillar of this community. I mean, nobody else has been on the podcast 3 times. Thank you for that. Well, and part of it's because, again, you're bailing me out, but it was, it was a very good, generous offer of you when I called and was like, dude, what do I do? And the other part is, I mean, you've been a part of the first 2 summits, you'll be a part of the next one. You've been a part of all of the books and done all of this. You are really about giving back to this community and being a part of this community. Just talk a little bit more about that experience, what you've gotten out of it, and who you think it's the right fit for when they look at what they ought to be doing this coming October.

11:22 David Weiss: Yeah, no, and that's a good question. And you can get the content online. You can watch the livestream, you can watch and buy the videos, and that's all fantastic. It's great sales training methodology training, but what you're missing, and arguably the most important part, is experiencing the community itself. You know, one amazing takeaway from the last summit, it was just a great group of individuals where we'd have coffee together in the morning and talk. We'd, you know, spend time over the breakout sessions and the lunches and just talk. We would after hours meet at a house that we got and with, you know, 20, 30 people at that house, just being human, sharing stories, doing things along those lines. And those takeaways around the community and around the interpersonal struggles that everyone was having and how they were kind of getting past those things and managing their own sales demons. And going more into what makes us human and that experience and how we all worked through that together. It was beyond any sales training, any sales coaching, anything like that. It was so, it was such great community and such great sharing and real true, like personal interaction, man. Like it's visceral and you have to be here to experience it. And I really, really hope you are.

12:54 Scott Ingram: Yeah, it's something that I really intentionally try and do really early on. I mean, just this last Friday, once a month, everybody that's already registered for the summit, which is still in some ways unbelievable to me because what, it's like 7 months away, 8 months away, and we've already sold, gosh, 40 tickets or something like that. And when people are shelling out their hard-earned cash that early, I want to be able to provide some value. So once a month, we do this optional Zoom call and just come together in community and talk to each other. And it's really interesting. Sometimes, I mean, they're always on Friday and sometimes they're just wacky and fun. And this last one was super deep. And I blame Jack Wilson because Jack really kind of started things and I didn't have a good plan for the call. I was like, you know, I always have everybody kind of introduce themselves and what they're up to, but we try to go a little bit deeper. I'm like, Jack, you're responsible for asking the question here. And he asked really about what the why behind the why was. And man, that call got deep and What I loved about it is it's what's at the heart of this community. I think there's so many stereotypes that are so, so wrong about what great salespeople really are. And you heard it in that conversation. It was really just this deep, deep, deep desire to help people, to make a difference, to impact communities and lives and all of these things. And I think that's kind of the core of what this was. So there were some parts of the conversation that were kind of downer, but in a really empowering, powerful Way, so it was. There's no sales bro culture here.

14:25 David Weiss: It is authentic. It's real. It's raw, and you walk away with a deeper feeling of purpose in the world and a deeper feeling of community. And it's something that I've never felt at any other conference I've ever been part of. Man, just come. Just enjoy it. It'll be well worth the time.

14:43 Scott Ingram: That was a long commercial. So those details are at top1summit.com. And the deal is, I mean, the earlier you register, the better it is for you. So the price increases fifty dollars every month until we're sold out, and I'm sure. We'll sell out at least a couple of months in advance. In fact, David and I and a bunch of others in the community were trading texts over the weekend because somebody just asked me, they wanted to set up a program within their company and bring a few dozen people to the summit. And I was like, yeah, you know what? As much as I appreciate that and would love that, I think we're going to limit that to 10 people, you know, and so that no one company represents more than 5% of the audience because the other power there is it's just, it's diversity in so many different ways, right? So obviously we want to and are including many women and many people of color and all kinds of different backgrounds, but it's also different professional backgrounds so that when we come together, again, it's that diversity of thought that I think is so, so important in driving just great conversations and not having 45 people from the same company who have all kind of think the same way.

15:50 David Weiss: I think you're spot on for doing that. I mean, again, it's, it's about the diverse thought. It's about the culture. It's about the community. When half the audience is of one company, that's, you know, those things don't happen as much. So good call on that.

16:00 Scott Ingram: Yeah, I guess if we ever do want to do that, if that's of interest to your company, we'll build you your own summit and we'll bring David and a few other folks that have been on the podcast and we'll deliver it for you, but not at the Sales Success Summit.

16:12 David Weiss: Their own regional kickoff.

16:13 Scott Ingram: Let's do it. There you go. There you go. So huge change of gears here because I'm gonna bring on David's secret weapon to success, and that is David's wife, Ehrin. Hi, Ehrin. Hi, Scott.

16:26 Ehrin Weiss: How are you? I'm really well.

16:29 Scott Ingram: So for those who are super fans of all things sales success, this would not be the first time you've heard Ehrin. You would've heard Ehrin one other time. She's covering your face right now on an essentially secret track. It's not at the end. It's in the middle of the Sales Success Stories audiobook, the very first one. And she sang a song about sushi. Ehrin, I'm not going to put you on the spot. You don't have to sing the song, but it is totally memorialized. And I appreciate you doing that.

16:58 David Weiss: You are famous.

16:59 Ehrin Weiss: You are famous, honey. So embarrassed right now.

17:04 Scott Ingram: So why don't we start with this? So tell us about maybe your professional background and contextualize this just a little bit and why you might be such a superpower for David in addition to being just a great life partner, obviously. Sure.

17:16 Ehrin Weiss: Well, I guess also for those who are Sales Success enthusiasts, you've probably read in David's stories that I'm a psychologist. I have my PhD in clinical psychology, and I have a private practice that I see patients for therapy. Excellent.

17:32 Scott Ingram: And I know David was joking about he gets daily therapy sessions to help him become a better professional. Yeah.

17:38 Ehrin Weiss: And I need those. Joking, not joking.

17:41 Scott Ingram: So first, why don't we do this? I would love to hear from your perspective. David's been really successful both as an individual contributor and now as a sales leader. What is it about him in each of those different roles that you think has made him such a strong performer?

17:58 Ehrin Weiss: That's a great question. Let's see. I think there's a lot of qualities that David brings that probably make him good at both of those. He always talks about his sense of urgency, which frankly drives me crazy sometimes. But in all honesty, I think as far as his work goes, that really is something that's very helpful for him, that he sees a problem, he finds a solution, he wants to get it fixed and taken care of as, as fast as possible. He doesn't really sit on things. So I think that that's one thing that's been really helpful for him. He's somebody who is always kind of learning and growing and trying to figure out how to get better at whatever it is he's set his mind to. As arrogant as he can sometimes come off, he doesn't just assume, and anybody who knows David knows that he doesn't just assume that he knows everything. He does really work at figuring out how to get better and looking to people who are experts and know more than him in whatever area to kind of grow in those areas. That's fantastic.

18:54 Scott Ingram: So I want to, and I guess you guys will have to hand the microphone back and forth here a little bit, but But I want to talk about just sort of your daily process and maybe we'll do it from both perspectives. So if you wouldn't mind lying down on the couch, we'll kind of talk you through this. Ehrin, we'll start with you kind of from your perspective. How do you and he work through the issues that are sales and what are those most commonly? The issues that are sales? Yeah. And not like the issues that are David. So just kind of separating the two. Right.

19:25 David Weiss: So, um, it's a much longer list than the other. Well, that's been a long process.

19:30 Ehrin Weiss: I think in the beginning there were issues around like David was selling like mats and towels and things like that. And again, he's talked about this in, in one of his stories that, you know, if, if someone wouldn't buy from him, then he'd be like, we're not going there anymore. So if he was trying to sell to a restaurant and they didn't buy for him, he'd be like, nope, they're out. So there used to be, I think, much more of a rollercoaster, which I'm guessing is probably pretty common. When people are starting sales that, you know, when things didn't go through, it hit him a lot harder. But he's much better at that now and kind of understanding that there's going to be the ups and the downs and they don't hit him as hard. So that's helpful for our relationship. It's a lot to handle. So now I would say it's just probably the stress and the pressure that's the biggest thing as far as the sales that we deal with, less than the ups and downs of whether people buy or not and just kind of navigate all of that because when he's stressed and I'm stressed, we can both get a little irritable. So that's something that we've needed to really work on, just talking through what's going on and, you know, how it's impacting each of us and trying to really be understanding of where each other are coming from. And the communication is really important as far as all of that goes.

20:43 Scott Ingram: This is so huge. I didn't think this would work. Well, I didn't think it would work this well. Because what you're talking about, I mean, I want to dig into a variety of these issues, right? This profession, this role, I think is much more mentally taxing than most anything else I can think of. And to your point, I mean, so often we bring this stuff home. So you have to deal with our crud as we're trying to sort of process it. And obviously you're able to kind of help him process a little bit. Let me ask this. What advice would you have for the non-trained You know, obviously the spouses and significant others of those of us that are in this profession who don't have the training that you have, how would you suggest that they help their sales spouse through this stuff? I think listening is really big.

21:32 Ehrin Weiss: So just trying to understand where they're coming from, what they're going through, not offering advice unless they want it. So, you know, I'll ask David, do you want my opinion on this, or is this something you just kind of want to talk about. And then if they do want advice, you know, and you've got ideas, go ahead and share it, but don't assume they're going to just do what you say. And then when they say that they've had enough, being willing to stop, because I know that's something I sometimes like, oh, you've opened the doors, I can give you advice. All right, I'm just going to keep going and going and going. And then when he's like, okay, I've got enough here and I've got it, then I have to really say, okay, I'll back off now. Like, let me know if you want advice again in the future. Yeah. But I think that that's really Just trying to understand and listen and not assume, you know, if they're in a bad mood, don't assume it's about you or your family, you know, ask. But I think the communication is really the biggest thing.

22:26 Scott Ingram: Huge, huge, huge. David, from your perspective, why don't we start with the getting better at riding the roller coaster? So the early stuff, I think we all struggle with it to varying degrees, and I do think it is kind of maturity and maybe just the process of of having been through so many of the ups and downs that you just get a little bit better about moderating what that is.

22:48 David Weiss: How have you worked through that? Not to bring religion into this, but God grant me the serenity to accept the things I cannot change, courage to change the things I can, and the wisdom to know the difference. Serenity Prayer. It's that concept. If I can control something, I'm going to try and control it. If I can't, I need to learn and not let it affect me as much. And I need to really look at the world and say, what of these things is reality. The other part is experience. So, you know, when you're starting out and you're losing $5,000, $10,000 deals, that starts to become really painful. But then as you grow and you start losing $30,000, $40,000 deals, man, $5,000 to $7,000 doesn't seem that big anymore. I just lost $30,000 to $40,000. And then as you continue to grow and you lose $100,000 and $200,000 deals, well, man, $30,000 and $40,000 deals, not as bad. I just lost a $100,000, $200,000 deal. And, you know, I'm at the point right now where I'm working on million-dollar deals. And so you lose a million-dollar deal, you just, or $2, $3, $4, $5 million deal that you just spent a year to 2 years working. Man, that can hurt. But then when that happens to you a couple times and you're like, okay, I'm still here. I'm still breathing. My family's still okay. The world is still moving. And then it happens again and happens again over the course of years. And eventually it's kind of like anything else once you realize that you're not gonna die from it and the world isn't over and you're gonna wake up the next day and you're gonna be okay and you're just gonna go find the next one cuz you have confidence in yourself that you're going to and you will, you figure it out and it doesn't hurt as much.

24:15 Scott Ingram: Yeah. So I've got a daily sales tip here coming up that I think is fantastic. And the woman who shares the idea is about improving your recoil, right? Like how quickly can you recover and, and really kind of focusing on that speed of bouncing back from the highs and the lows. I mean, it's not just downs. You don't always just lose. Sometimes you have a big win and there's a giant commission check coming, right? That's pretty fun.

24:38 David Weiss: Oh yeah. That's why we do a lot of what we do and deal with the pain that we deal with. So for me, man, when I was first starting out, it would take, to my wife's point, I would stop going places. So like I'd hold a grudge. Then over time it may take a week. And then now when I lose a deal, it may not even faze my day. It may just be like, man, That sucks. Okay, let's go on to the next call. So I'm probably at a recoil of a couple hours, and for the really big ones, maybe a day, but it's quick and I'm able to pretty much always sleep that night. So that's important.

25:12 Scott Ingram: Yeah, absolutely. Talk a little bit more going back to your process from your perspective. How are you using Ehrin to just kind of work through your stuff? I don't mean using, but, you know, leveraging.

25:25 David Weiss: So Ehrin and I, we talk a lot and when times are tough, we communicate even more. And I think that's important is like the worst things are, the more stress you're having, the more you need to talk, the more you need to get it out. And my wife's a phenomenal listener and I really appreciate her for that. Thank you. She's really good at helping me have empathy for the world and have empathy for others. And that's sometimes hard as a salesperson. You're kind of thinking about, you're in your head thinking about, okay, what can you control? What's the next step? What can you do? And it's helpful to have an understanding of, you know, putting yourself in other people's shoes, what they're experiencing. And so she really helps me with the empathy side of things. So I'd say those are the, the 2 main ways is that it's communication and then it's also kind of giving maybe a look on the other side of whatever's going on and the empathy for it.

26:14 Scott Ingram: Ehrin, one of the things that I'm really consciously working on this year in bringing into the content. So both from a summit perspective and some of the sales tips and some of these conversations is explicitly talking about the mental health side of sales, right? Because it is hard, right? And there's certainly varying degrees. I mean, I'm not a trained therapist and this can get really bad for folks and they can try and solve for it in a variety of different issues. Talk about if somebody doesn't have a significant other or somebody else in their life that they can have these conversations with, like at what point Or what are maybe even the signs that somebody should think about, I need to go actually talk to a professional here?

26:56 Ehrin Weiss: Yeah, so I think that there's things that people could definitely look for. David mentioned sleeping well at night, so not being able to sleep. Sleep is really huge for mental health and stability. So if you're finding that you're maybe not just for a couple of nights, but consistently having a lot of trouble sleeping, I think that's one sign. If you feel like it's really impacting your relationships with people. If you're finding that you're getting into a lot more arguments or fights, even if you feel like it's really everybody else's fault, like if this is different from how you're usually interacting with people, that's a sign. Changes in like your appetite or just your kind of overall view of the world. Really anytime that you're seeing that your functioning is being impacted, those are good signs that bringing someone else in, whether it's a therapist or a coach or, you know, getting involved in some kind of group of other people who you can commiserate with, something would be helpful. And what's the best place?

27:53 Scott Ingram: I mean, for folks that are kind of new to this, that, that haven't sought out those types of resources in the past, especially if they want to go down the professional route, what's the best way to find a good therapist and get that kind of help?

28:04 Ehrin Weiss: Word of mouth is always good. So asking other people who you know if they've got anybody they would recommend can be helpful. Google, honestly. You know, people have good websites that can mean something. Psychology Today has a really good listing of lots of different therapists as well. There's a Find a Therapist kind of locator there. Some people will ask like their primary care physician. Sometimes they've got connections with different therapists that they've gotten good feedback from their patients on. So all of those are good ways to try and find somebody.

28:35 David Weiss: And one thing I'll just add, I mean, mental health is so important and there's sometimes a stigma out there around it. I always look at it as it's coaching. If we want to get better at golf, we see a swing coach. If we want to get better at anything, we have coaches in our lives. Think of, you know, therapy as mental health coaching. I mean, just seek it out and embrace it. I mean, I've tried things like Reiki. I've tried things like consistent meditation, therapy. I mean, we have a stressful profession. Don't get in your head about these things. Humble yourself a little bit. Just accept the help. It doesn't say anything bad about you besides you're open to the world and you're honest with yourself and you want to get better. I mean, don't believe any of the stigmas or stereotypes or any of that stuff. Get out of your head with those things.

29:21 Scott Ingram: Just seek the help you need. Yeah, absolutely. And really viewing it as positive, right? So let's talk about the proactive side of it, right? So I mean, I think we've been talking about this more from a reactive perspective where you're sort of recognizing, hey, I need some help. I need to go seek this out. Give us, I don't know, just a couple of tips around how do we just better proactively maintain a good mindset and good mental health? That's a big question, Scott. I know, I know. That's what I ask.

29:48 Ehrin Weiss: Proactively. Well, I mean, there's, like I said, the typical things, exercise, sleep well, you know, take care of your physical health because that can impact your mental health. I'd say if you're dealing with something that's maybe a little bit more challenging and you're not sure how to handle it, you know, don't wait until you're feeling really bad to find someone to seek out, whether that's like a mentor or a business coach or reading books on things. I think just in general working on your perspective. I use a cognitive behavioral therapy standpoint. Actually, the methodology I use is called TEAM-CBT, which is kind of a more advanced form of CBT, but the idea is generally that the way that we think and behave in the world impacts our emotional well-being. And we all have different ways that we kind of distort reality with our thoughts, whether we have a mental health problem or not. So I think learning what those different types of distortions are and starting to be aware of how you're engaging in them kind of upfront, and then you use that to say, okay, so if this is distorted, what is reality? What's more accurate? And if you can realign your thoughts to what's accurate, that's a really helpful thing. David kind of mentioned knowing what you can and can't control. I think a lot of people are in the bad habit of trying to control the things they can't and then getting upset about instead of trying to work on the things they can. Because what the things we can't are like other people. So it's like we can put the blame outside of us, right? For the things we can are ourselves. And that can feel bad to kind of look at how we're contributing to things, but really being able to say, okay, everybody does this. How am I doing it? How can I better myself? How can I take responsibility for my own role in anything is a really proactive thing people can do.

31:44 Scott Ingram: Yeah. What are, what I heard in there that I just find for myself that helps a lot is when I find myself going down the wrong road, right? And I kind of feel myself getting down. It's, it's often getting into the right types of actions, right? Again, it's controlling the things I can control. And you know what, even though I may not feel like it right now, let me do a couple of things that I know proactively will be good things. And typically just through that process, hey, I feel better, right?

32:11 Ehrin Weiss: Yeah. So that's the way to handle like a bad habit is to just make yourself do it anyway. We can't wait for motivation. Motivation doesn't usually come first, but it often will follow action.

32:22 Scott Ingram: Ehrin, I really appreciate you taking the time and doing this with us today. I know it was totally out of left field. I think this all came together yesterday and I jumped in the car at 5 this morning.

32:31 David Weiss: Hey David, I'm gonna show up at your house at 9 AM and we're gonna interview your wife. Okay. Looking forward to seeing you, Scott. Yeah, something like that.

32:37 Scott Ingram: Well, and it just sort of evolved, right? It was, hey, okay, I think we could have this conversation. And then again, just that recognition of, wait a minute, Ehrin will be there. I think we can take advantage of that situation. So, So, Ehrin, I really appreciate you taking the time. And David, thanks as always just for being such a huge part of this community and helping me and everybody else really kind of dig into what, again, I think is a super important topic. Obviously, we've just scratched the surface and we'll continue to scratch at it. Any parting thoughts as we get ready to wrap things up in what may actually be the shortest interview I've ever done in my life?

33:10 David Weiss: So we've covered a couple things. One, leadership. If you want to be a good leader, Put in the same time and effort that you did to be a great salesperson into learning how to be a great leader, cuz they are different skill sets, different things. Press the reset button on you as a salesperson or what you think leadership is and start being a master sales leader and putting the time and energy into figuring that out. Next thing, summit. Without question, it's not about the content on stage and, well, it is about the content on stage, but it's also about all the camaraderie, all the authenticity, all the things that you can't get unless you're physically there. So show up to the summit. I hope to see you there. I want you there. And then lastly, mental health is no joke. Our profession is no joke around it. It's real serious. Make sure you're seeking out healthy ways to manage it, whether that's meditating and learning how to meditate and getting like Mindscape or an app on your phone, or actually seeking out Professional help, whatever it is. Get your mind right around our profession because if your mind's right around our profession and you're able to deal with the stresses involved, you'll be way more successful and frankly just way more happier and a better human for yourself and for the people around you and your family. So Scott, as always, thank you for having me on. Really appreciate it. It's always great catching up with you and to the rest of the sales community. Hope you guys are well and thank you all for listening.

34:33 Scott Ingram: It's Sunday. I'm gonna say amen. Thanks, David.

34:37 David Weiss: Thanks for listening to the Sales Success Stories podcast. To be sure you never miss an episode and for an invitation to our Sales Success Community powered by Influitive, subscribe to our newsletter at top1.fm.