Dream BIG: What Every Sellers Must Do To Shatter Their Dreams | Jason VanDevere - 2012

Jason VanDevere: Um.

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Donald C. Kelly: For many of us, we're dreaming way too small because we have the limitations that we set on ourselves. But what if we got the permission to dream big, set a goal behind that and were able to shatter our numbers? I'm telling you this can happen and a lot of it has to deal

Narrator: with the way that, that we think.

Donald C. Kelly: On uh, today's episode I have amazing guest. His name is Jason Vandeveer and he's going to tell us a story about a car dealership. Millions of dollars, big dreams and a 90 day plan. Check it out. Hey, hey, hey everyone. Welcome to another great episode of the Sales Evangelist podcast. I'm your host Donald C. Kelly, the Sales Evangelist. Uh, and I'm so excited for another great episode. I'm so excited to be here with you today. On this episode I have Jason Vandiver coming on a podcast. Now Jason has a story. But besides that, the message today we're going to be talking about is about setting these goals, about having big dreams and about how we can accomplish those things. Many, uh, of us as sales reps, we know we want to earn money or we want to use that money towards an end goal. I've spoken about a why before, but do we have a straight plan to do that? And Jason's going to lay out a plan on how you can do that. There's five steps, and I know you're going to love it. If this is your first time listening to our podcast, subscribe because we're going to notify you every time we drop a new piece of content. If you're a longtime listener, you're loving a podcast. Thank you so much. I appreciate that. I want you to share it with one other person that can get benefit from it. Listen as we dive into the content today, how you can take these principles and help you or your team to be able to exceed your quota, make a lot more money in a process. Check it out. Jason, welcome to the show.

Jason VanDevere: Thank you. I'm excited to be here with you, Donald.

Donald C. Kelly: I appreciate it, man. I'm. I'm looking forward to this conversation, especially around this idea of goal setting. I feel that it's one of the things that's helped me the most in my career is being able to have a, um, having something to look forward to and having a plan towards achieving that. The times where I've been the most unsuccessful is when I've been scatterbrained, not having a plan and just winging it. So I'm really looking forward to this. I bragged about you a little bit in a teaser. I told him a little bit about that. Your story is remarkable and what led to this. But I would like for you to just dive deeper into this and tell me you can give us a little more of that real story you from, uh, understand you started off at a. Your dad has a car dealership, and you had an opportunity to go and inherit the kingdom, so to speak, but you did not decide to do that. So you're not a used car sales guy. So. But. But talk to me about that, though, and tell me what you decided to do when it comes to the dealership.

Jason VanDevere: Yeah, so the background. So, uh, I grew up working for my dad, right. He owns five car dealerships here in Akron, Ohio. So if you ever come here, you'll see our last name Vandiver all over. Vandiver, Buick, Kia, Cadillac, five dealerships. So I would have been the fourth generation to own and manage those. Now my dad and my uncle own them together. So luckily my uncle does have kids that are going into the business, so I wasn't kind of let the family business just die down. And that probably took some of the pressure off.

Donald C. Kelly: We need to get off this podcast

Jason VanDevere: and go sell, Sell some cars. But my dad, uh, he was preparing me to be a car dealer. So he had me work in every department for maybe six months, maybe even a couple years to start learning the business. And somewhere in that process, I just felt like I didn't enjoy it. And I could tell it was clear because my dad loves it. Like, if you walk in one of those dealerships, you'll know if he's at that store, because he's so excited. He loves it. It's an extension of himself, and he's built an incredible business. But I knew I wanted that, but I wasn't going to find it there. So, uh, eventually I decided to leave. I started my business selling planners to help people set goals. I, uh, also have some rental properties. And then the planner business has turned into other things. Uh, podcasts, courses, coaching programs. I recently wrote a book, and that's kind of been my journey.

Donald C. Kelly: How was your dad when he, uh, took, uh, the news?

Jason VanDevere: It was hard for him to understand. I was terrified to tell him. That was, like, the hardest part. So me and my dad are very similar personality types, skills. And I think it was hard for him to wrap his head around, why aren't I enjoying this? Right? Like, he loves it. It was just like, you can get it. Why don't you love it as much as I do? But I would say, like, that first conversation, it was hard. But he has been incredibly supportive of me leaving and helping me with my other ventures. But, uh, I didn't come across his disappointment. I'm sure a dream of his is still that I will come take over the dealerships.

Donald C. Kelly: Well, uh, he's probably hoping grandkids now is like, all right, they gotta get one of these grandkids from Jason.

Jason VanDevere: Yes.

Donald C. Kelly: Yeah, but this is. But you'd left that clearly a successful path. It's been going for four generation. It would be fourth generation, and it's still going. Everyone still needs a car. There's money there. You left that for something else that you are passionate about. And that's where I want to go into this episode. And I feel you're such a good candidate to talk about this because so many of us as salespeople, we might do a sales job, just do a sales job because we want to get to the next thing, or this is our thing. We love selling or love selling a solution that we have, but how do we really use. We, uh, may not be maybe achieving our dreams. The job may be something to help Us get to that dream that we want to get to. And, uh, I would love to just tap into your brain on that. Like, what are, like when it comes to dreams, like, break that down for me. Is it important? Why is it important? What, yeah, what's the process? And how do I identify what I'm dreaming of? That's going to be actually fruitful because you did yours and you created a business, so you probably can, you know, use yourself as a study.

Jason VanDevere: Yeah. Let me kind of connect these together, because I think one of the reasons why I had the confidence to do that was one, I had a dream that I loved, that I wanted to do, but my confidence in the goal setting systems gave me confidence that I can do this. So, uh, I want to kind of, before we get into the goal setting, I feel like there's this prior step which is dreaming. And I really quickly want to define what I mean by a dream versus a goal. I bet everyone who listens to your podcast, they're clear with what goals are, right? They're. They're clear, they're specific. The whole smart goals thing, that something you actually plan on doing with your life. When you're dreaming, though, dreams, you're just asking your heart, what would I love to do? What would I love to experience? And you let your heart speak to you without limits. These are things you may do, you may not do. You're just dreaming. And once you have these dreams, then you can set goals that are aimed at making those dreams happen. Your dreams will give your goals purpose because now they're aiming at something bigger than themselves, and it'll fill your life with purpose. I think a problem with goal setting is lots of people skip this dreaming step and they don't have any dreams. You can still have goals without dreams, but they're not aiming at anything. And because of that, if you don't have dreams, your goals will lack meaning. And when you don't have any meaningful goals in your life, you end up in this place that I call survival mode, where you're just working to stay afloat. And many people, that's what their goals are. Their goal is to just pay the basic necessities. They're just trying to stay afloat when once you have goals, then you have meaningful goals and then you can fill your life with purpose again. So, uh, hopefully that helps you understand kind of the context of what I mean with dreaming. And I can talk specifically more about how to do that.

Donald C. Kelly: But, uh, yeah, go deeper into how you do it, because one of the things you talk about this idea of dream without limits. I, I think like, I think the, the opposite of that. Dream with limits. And you may think, well, people really do that. And I feel like we do sometimes we may dream with limits, saying like, well, you know, I would like to do that, but that can't be done for us. Or based on my family line. We've never ever done that. Or I've never traveled or never lived abroad, so it's not for me. But I can dream of maybe, you know, traveling to California. That's my limitation. Do we put limitations on our dreams? And what exactly is dreaming without limits? And I know you have an exercise of what you do.

Jason VanDevere: Yeah. So I do agree with you. Lots of people do dream without limits. I think it's a muscle that they've never worked. They probably don't even feel like they have permission to let themselves dream like that. Yes, when it's a muscle, you got to dream. I think most people, they do the exact opposite. They worry without limits. Maybe you can relate to that. And they view that as being constructive. Where now it's like, look, I'm not asking you to do something completely different here. Rather than imagining the worst case scenario, what would the dream look like? And so for me, uh, this has looked like a couple ways. But I think the most tangible for your listeners is I dedicate 10 minutes every day to dreaming. I will put my headphones in, I'll listen to some music that gets me excited, and I'll walk around in my basement and just dream about the type of life that I want. And doing that does two things for me. One, it gets me super clear on what I want to do. Because I'll have dreams that come up that I might dream about for a few days, few weeks, but then they just come and pass where I have these other dreams that I can dream about again and again and again. And it just gets more exciting. It lights this fire within me that this is what I want to do with my life. And then it gives me motivation. Because when I can see that dream so clearly in my head now I'm willing to put in the work because I know what I'm working towards. Tying this back to my story. Everyone, everyone, even my dad at first told me it was a crazy idea to leave the car dealership. It was the golden ticket, right? All I had to do was stay alive and I'm a millionaire in my 30s. Uh, it was good advice to tell me it was crazy. I agree with them. But I was so clear on the dream that I wanted, I knew I wanted to leave. And then even when I was still at the dealership, maybe the like final six months after I told my dad I was going to leave, I was re energized some because I wasn't just showing up to a job anymore. I could see how working those next couple months were directly connected to a dream. I was working towards freedom, that I could then leave this job and start a business that I would love. I would go even one step further here, kind of tying this back to limits. What you dream about will define your life. If you dream about going out and getting drunk with your friends every night, I bet you your life will look like that. If you dream about being the top performer at your organization, I bet you're going to put yourself on that trajectory. And if you have no dreams, just like I talked about earlier, it's still going to define your life because you end up in survival mode. You're not working towards anything bigger. So hopefully that kind of bridges some of those gaps there.

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Donald C. Kelly: Give me some examples of what are some dreams you work with a lot of clients. What are some of the dreams that people have set? Because again, maybe I have limitations on what what is possible for me. Can you give me some ideas of some of the things your clients have dreamt about and achieved?

Jason VanDevere: Most of them are wanting to start businesses are typically the clients that I'm working with. So I start a business, write a book. Yeah. Now I would say more specifically what I want to help somebody clarify is the lifestyle that they want.

Donald C. Kelly: Got it.

Jason VanDevere: Because really your Business. If you're starting a business or even your job, that should be the means, not the end, right? Like if you make your business, and I'm sure you can relate to this, if you make your business the end goal, often you succeed and it completely overtakes your life. Right?

Donald C. Kelly: Yep.

Jason VanDevere: Versus hey, here's the lifestyle I want. This is the end. Now I can create the vehicle that I'll create it. So I'm helping them clarify. Here's the lifestyle. Maybe they need to start a business, maybe they don't. Maybe some of your other listeners, that's where they can find. Hey, I can actually just create some boundaries within my current position and keep a sales job and still live the dream lifestyle that I want.

Donald C. Kelly: Yeah, no, that's really good. Ten minutes a day. We should be adopting towards this dream. But you're going to go into some of the. You said you, most of your clients are trying to do businesses and, and so forth. But this idea is to. We should do this 10 minutes a day, this activity, willingly letting ourselves dream. And is that you mentioned, like you know, sometimes dream, you know, idea, may fate. Is this like if I have a clear vision of what I want, that clarity, am I looking at and thinking about that same thing every single day? Like you're saying that, uh, ten minutes.

Jason VanDevere: I would say it's. If it keeps filling you up, then I would keep dreaming about it.

Donald C. Kelly: Got it.

Jason VanDevere: People will ask me like, well, Jason, I don't know what I want to do with my life. And I'd say, great, what do you dream of doing? And very often they do have a dream they share with me, but almost more common they say, well, I don't know, it's like, okay, well how often do you dream? Never. Of course. You don't have any dreams. You got to start dreaming. Then, uh, you're going to uncover what you actually want to do with your life.

Donald C. Kelly: Yeah, well, I want to roll into the next component because this. You got me. This has been great so far. But goal setting comes right after this. Now.

Jason VanDevere: Yes. So now we need goals aiming at these dreams. So where I would start there is long. Creating a long term goal or a long term vision. And I have my clients fill out two prompts that the listeners can do. Ten years from now, my age will be and my life will look like. And just. It can be bullet points, it can be run on sentences, a paragraph. But 10 years from now, my age will be. My life will look like. And after that we do. Three years from now, my age will be and my life will look like. And they create the vision. And I would say, like, doesn't have to be super realistic, but I would. You're creating the vision. What do you want? This isn't. Do you want to go to the moon? This is maybe, uh, it is. But what's the dream lifestyle?

Donald C. Kelly: You know, you can create a lot

Jason VanDevere: of change over three years, 10 years. Yeah. What might seem unrealistic now, once you start getting started, your, your growth starts to accelerate. So that's kind of the next step to bridge, uh, it. And then after they set those long term goals, then I want to make it a little bit more tangible. We set a one year target. And specifically I want them to set what I call a breakthrough goal every year. I said, I encourage. I have my clients at one breakthrough goal per year. And what I mean by that is that is a goal that is so big that right now you can't achieve it. This goal that you're setting is outside of your current capabilities. That way, the only way you can achieve that goal is if you force yourself to improve. It's kind of like, I don't know if you've, uh, listened to Tony Robbins much. So big fan, right? One of the things he says that I love is it's not about the goal, it's about growing to become the person who can achieve the goal. Right. This goal should force a better version of you to break free and live. Because if you set a goal for me that you already have complete confidence that you can do, right now, I'll tell you, Donald, that's not a goal. That's a to do list item. Get it done. Right. This is something that should force you to grow and then that's kind of the next step. And uh, I'll, uh, see if you have any thoughts around that before I keep going.

Donald C. Kelly: No, I love it because you're totally right. The who I am now may not be able to accomplish that particular goal. I'm growing towards that person. I develop and become that, um, phenomenal.

Jason VanDevere: And that's almost like the immediate questions I have after I set one of those goals. I'm thinking, what skills am I going to need to develop? What fears am I going to have to overcome? Right. You've got lots of these salespeople. If they're afraid of asking for high dollar sale figures, it's probably gonna be a limit to go after those bigger clients. Or if they're afraid of cold calling people on the phone, it's gonna hold them back. But when you find a Breakthrough goal. It should be something that you're super excited about. Now I'm willing to push my comfort zone to go do those things, to go acquire those skills, push past the fears to do it.

Donald C. Kelly: Well, you bring up a good point and one that I knew that I had was I was very comfortable selling to the SMB market. Mid market was okay, but then as I started looking at enterprise, it just made them like the, you know, extremely large company. I was like, man, boy, that's so much harder. But if I was a, uh, sales rep going back into that, I could start saying I'm going to close x amount of 7 figure Enterprise level deals this year. Well, let's say that's my breakthrough. Some of the things I'll need to do to overcome that is I need to get, uh, better at confidence, talking to, you know, big executives and I, you know, reaching out to a larger organization. Some of those limiting belief. But so again, like you're saying with a Tony quote, the Donald that would do that isn't the Donald that's starting off now. I've evolved, so to speak. You know what I mean?

Jason VanDevere: Yeah, you've grown. And even if I tie this back, the dreaming, if that younger you was dreaming about closing those big deals every day, yeah. He probably would start taking those actions sooner.

Narrator: Right.

Jason VanDevere: But if he had the limit on there, that's too big. I don't even think about it. You don't dream about it, you're never even going to take action towards it. Right. You got to start with a dream.

Donald C. Kelly: Yeah, man, uh, got to see my stripe. I'm driving my Maserati around. I gotta, gotta keep thinking of that, man. Uh, speaking of that, I need to make sure I come to you guys to get the. You guys have any exotic cars? I'm just kidding.

Jason VanDevere: We do have a Cadillac dealership, but. Super excited. Yeah.

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Donald C. Kelly: team can show you exactly what we did. It's amazing. So we just dreamed, now we set our goals. How do I find, like, one of the things you and I touched base on was finding people who have done it before that could help you to do it.

Jason VanDevere: Yeah.

Donald C. Kelly: Can you go deeper on that?

Jason VanDevere: Yeah. Okay. So once they get this breakthrough goal, they're probably thinking like, how the heck do I do this? Right?

Donald C. Kelly: Yeah.

Jason VanDevere: And I know last when we were talking, we talked about Dan Sullivan a little bit in his. Uh, yeah, but, uh, you got who not How. Yeah, yeah. So another book of his, I love who Not How. So this is like the first step. After you clarify this breakthrough goal, I want you to think, who else has already done this? It's kind of like the shortest distance between two points is a straight line. Right. So whenever I want to accomplish a goal, the quickest way to do there is find someone who's already accomplished a similar goal and ask them how they did it. Boom, straight line. So that's like my number one mission is how do I find these experts? So if this is a sales related goal or already in your industry, you probably already know these people. And if you don't know these people, then you might know people who know them. So I'd start with your warm market and start texting them. Hey, I'm trying to connect with people who have like, if you were trying to get into those enterprise sales. I'll start texting your, uh, warm market of, hey, I'm trying to learn from other salesmen who have made some enterprise sales. Who do you know who's done that? Or hey, I know you work a lot with these bigger companies. I'd love to pick your brain for 15 minutes. Can I get something on your calendar to, uh, ask you a few questions? Most people are pretty willing to help. I don't know if you found that in the sales industry where you are, but as long as you're not direct competition.

Donald C. Kelly: Of course. Yeah.

Jason VanDevere: So I'm trying to find. I'll go to networking events in person and online and I can talk about strategies for both of those. But I'm looking for the people who were not competing. But we compliment each other. Maybe you sell sales training and this guy sells leadership training. Boom. Amazing, right? You're both going after the same type of client, but if they do better, you can help each other succeed more. Yeah. So what are some thoughts there? And I can go through some more specific strategies if you think it'd be helpful.

Donald C. Kelly: No, no, this is good. I think it gives good context onto the matter. Like if I'm, uh. You don't have to. The piece that I get from this, I don't have to reinvent the wheel again or try to figure this out on my own. Somebody's done it. I can tap into that and I can use that. So love it. That's good.

Jason VanDevere: Yeah. So when I'm with them, um, probably what I'm looking for is the path. Right. What's the method that they've done? But I want to now clarify for myself a 90 day target. And I'm trying to ask them what should I be focusing on right now? And maybe, uh, you've read the book, the One Thing by Gary Keller.

Donald C. Kelly: Yes.

Jason VanDevere: Great book. So there's this question in there I love. It's what's the one thing I can do? And that by doing it, everything else will be easier or irrelevant. Right. And. And I'm going to be asking these people, I'm trying to find the answer to that question. Where should I be focusing right now? And I want to create a 90 day target. And I want that 90 day target, that 90 day goal to be something that's more action based rather than result based. Right. A result based goal. Earn $250,000 in commissions this year. But what's the action based goal? Might be make a thousand prospecting calls. I want to find what's the 90 day action based goal that I have confidence that I can hit because it's just taking the action. I'm going to learn that from them and that would be my next step in the process.

Donald C. Kelly: I like that one, the action base. Because now it becomes almost like in sales it's going to be the law of averages. I mean there's numbers, there's a numbers game to some degree, but it's in the not a spamming game. If you do enough of the right things, you're going to get the opportunity, right?

Jason VanDevere: Mhm.

Donald C. Kelly: So I love that aspect. 90 days, if I'm going to make X amount of calls towards my icp, I can actually do that. And if I'm dreaming of the end result, each call is going to be very precious to me at that point.

Jason VanDevere: Mhm. Yeah. And then if you get some no's or lots of no's, hey, you know, this is part of the process. I know I have to make a thousand of these calls and not everybody's going to say yes. Yeah. So I want to find those people making 90 day goals. 90 goal days is typically the right amount of time where you can accomplish a lot in 90 days, but it's still short enough. You can see the end at the light at the end of the tunnel to push through and make something happen. And then the next step would be creating a system for accountability which if it'd be helpful, I can break down please what I normally do with people. Yeah. So there's this very simple concept where your successful behaviors lead to your successes or your unsuccessful behaviors lead to your failures. So whenever I set a goal, I want to find out what are the successful behaviors that I need to do every day that's going to move me towards the success I want. And I need to find what are the unsuccessful behaviors I currently have that's moving me away. So once I clarify these behaviors and great thing is hopefully now you've met with these experts at what you're trying to achieve, you can learn these behaviors from them. But I create for myself a scorecard so what this looks like for me and you don't need one of my fancy planners, it'll help you. But uh, you can make one of these. I make a list of what are the 10 successful behaviors that I need to do every day that's going to move me to my goals. And then every night I'll use this scorecard and I'll go through and I'll give myself a grade. It matches up with these checkboxes in their planner. Where they go. First task, did I do that? Check yes. Second test, did I do that? No. Third yes. And I'll go down and I'll give myself a grade. If I did seven out of 10, I had a 70% day. And it's just a really easy way to hold myself accountable because I know if I do these 10 things every day, I'm going to reach my goals. Right. My successful behaviors lead to my successes. So all I need to do is make sure I do them. Um, and then I'm going to hit my goals.

Donald C. Kelly: Amazing, man. I love that. And I couldn't agree with you more on the. Just like tracking the behavior. Behavior leads to the end result, leads to the end outcome. I've seen that time and time again to be so darn true. Where we mess up is that we tend or um, let's speak for. Not to be general, but speak for myself is that I overexert myself with so many other things that are not going to lead to that goal, but I'm doing them and it's like, well, I don't need to do that stuff. It's not leading to the end result. And it's been very costly for me in the past.

Jason VanDevere: So, yeah, I think it's great. We got to track the behaviors.

Donald C. Kelly: Yeah, I love it, man. If folks want to get in touch with you, you know, Jason, they're like, this stuff makes sense. I want to get in touch with you. I want to buy a car or

Jason VanDevere: yeah, sorry, I can't help you with that anymore.

Donald C. Kelly: Yeah, I want to get with, uh, get the planner or I want to just have deeper conversation with you on what you're doing and how I can adopt this. What's the best way for them to be able to connect with you?

Jason VanDevere: Yeah, my website, goal crazy dot com. And that's goal like a soccer goal. G O A L. Don't go crazy. Goal crazy Goal crazy dot com. They can learn about my planner. They can find the planner on Amazon. But if they go to my site, they can do that there. They will see there's a coaching section. If they would like my help to clarify their goals, structure their time, hold themselves accountable, they can schedule a call with me and I can help. I would say one thing that I did want to give to your audience because I think this will just set the foundation is this goal setting process that, uh, we just talked through. This is the start of my planner. It's called the life crash course in there where they clarify their dream, break it down to the steps to get them there. And I'd like to give that to your audience completely free. So if they go to goalcrazy.com course, they can get the goal setting course. I've sold the exact same course they're getting over 40,000 times and I'm giving it to them for free goalcrazy.com course to help them make a plan for their goals.

Donald C. Kelly: Amazing. Well, uh, we appreciate that. We'll put it in a show notes so folks can get access to it. But appreciate that. Love it. Thank you, thank you, thank you for, for that and thanks for the tips and the ideas here. So as a salesperson, we know we need to go back out and as we are resetting for the second half of the year, we can, you know, set the right dreams. We can make sure we have some goals. We, uh, get the people who can help us to achieve that 90 day plan and having that accountability, that scorecard, so to speak, following that method and then more easily we can connect with you as well. So I love it.

Jason VanDevere: Yeah.

Donald C. Kelly: But Jason, thanks so much for taking the time to come on our show today, man. Appreciate it.

Jason VanDevere: Yeah, thanks for having me on.

Donald C. Kelly: Anytime. Foreign. Hey, that was Jason Vandiver. If you haven't done so already, go connect with him on LinkedIn. Tell him you heard him here on the Sales Evangelist podcast and I'm super, super, super grateful that he came. You, uh, can check out his planner. He has a good one as well and he has some great insights and ideas. He gave us a good deal to be able to connect with him and to get the planner. So, I mean, you can't beat that one. So you can find more details in the show notes below or you can go back to the Sales evangelist dot com. I want you to thrive. I want you to succeed. I want you to raise your level of thinking. I want you to make more money. I want you to dream and have that confidence and a permission to dream big and to put those things into action and get the results that you need. As always, I want you to go out and do big things. See you on the next one.

Narrator: The Sales Evangelist podcast is created by the Sales Evangelist sales training organization. It is produced by TSE Studios. Our podcast production manager is Nancy Paul. Our audio engineer is Jerson Obayo. Our video engineer is Dasan Cunardo. Guest management is done by Jill Vito and Christy Vertus. Our content writer is Carlisa Galbraith. Our graphic designer is Yurvish Savalia. And I'm your host and executive producer Donald C. Kelly. Sales podcast network.