Are You a Trust Giver or a Trust Earner?

What do you think are the things that almost stopped you? Like what would have stopped you from letting go of the reins? Because it's a journey.

You know, it's easy to say, I can't be at all places.

I can't do all the things just because, you know, I can do this.

This is a skill and I enjoy it.

It doesn't necessarily mean it's the right thing for me to keep doing it.

And so many business owners, and you went on your own journey around this as well, without unintentionally become the bottleneck.

Because theoretically, we know that this is a good move for whatever reason, but the reality of actually stepping back and handing over and having someone else do what you've done for decades or for a really long time, what was the thing or what were the things that potentially would have stopped you from actually going through with taking a step back and building that autonomous team?

I think a big part of it in the early days was all successful salespeople have ego, right? And it's like saying, well, someone else is going to be doing it as good as me.

And even though we know it's the right thing to do and we know that we should do it, you can't help yourself.

But part of you loves the hunt and the chase and the win, right? That's just built into natural salespeople.

That's why we do it.

A, we love helping people.

We don't want to burn people on the way through.

But that thrill of actually...

Seeing that smile on a person's face when they've agreed to do it, you've implemented it, and it actually solved the problem, and they're so happy.

There's not a lot of places you can get that feeling.

Winning a car race is the same type of feeling.

It's a winning feeling.

It's not like you're...

It's just that dopamine or whatever it is, that thing you get when you win.

So giving that up is bloody tough, especially if you're a kind of driven person that needs to have that kind of thing in your life that shows you're winning.

So you've got to replace that with something else, right? So you can't just go cold turkey.

I tried it and what it became was sabotage, right? I would say, you can do the sales.

And then I would, around the corner, a customer would ring me and I'd keep this one to myself because that's a big one, you know? I'll come in on my shiny horse and save the day at the end of the quarter or the end of the month.

And one of the things we discovered on this journey and I've since learned from a lot of other people is because you're a good salesperson doesn't make you a good sales leader.