Episode Transcript
[00:00:00] Speaker A: Welcome to the Power of One More. I'm Julie Duncan, and today we explore how small steps, bold faith, and relentless resolve shape us. You're watching now Media Television. Welcome to the Power of One More, where we explore how one more decision, one more act of faith, and one more step forward can change everything. I'm your host, Julie Duncan. Today's conversation is for anyone who has been showing up, doing, doing the work, and wondering why the results haven't caught up yet. I'm joined by Dr. Deepak Butra, leadership coach, systems thinker, strategic advisor, and author of Rise up your coach Reclaimed. Deepak helps leaders and professionals grow with clarity, emotional intelligence, and purpose without burning themselves out.
This first conversation centers on patience, persistence, and trusting. The unseen process that's happening behind the surface.
As we begin, we're grounding ourselves into reality. That progress doesn't always announce itself loudly, but it rewards those who stay faithful to the process. One more day.
Many people feel discouraged when effort doesn't lead to immediate results. This segment helps the audience understand that progress often shows up quietly and that consistency, not speed, is what creates lasting impact and growth.
Welcome to the show. Dr. Deepak. I am so excited you are joining us today on the Power of One More.
Can you share with us how do you help leaders and sales professionals stay patient when results seem to lag behind effort?
[00:01:43] Speaker B: Oh, Julie, it's a power of one. Thank you very much for having me here. And boom, straight to business. Love that. Love that.
Julie. Here's the fun part, right? So I'm a sales specialist, and one of the things I realized with salespeople is that you always need to reframe the problem with them. These people actually think that when they are. So let's say that they think that impatience means that they lack discipline. And that's not what we're actually saying. What we're actually saying is that the real challenge is that when you're waiting for a result, you're actually biding your time because it's an uncertainty. And in selling, we call that no man's land. You're now burning in the desert and you have no clue what's going on. So when there is uncertainty, the issue is that salespeople work very hard. But the problem is that if you are uncertain that your effort will pay off, then your brain is going to start going all over the place. Right? So this is where I typically tell them, remove the uncertainty and simply ask a simple question to yourself. So, okay, fine. Let's assume I don't win this deal. Did I learn something from it. Am I really falling behind?
Then you start understanding and you start chipping away, you know, then it becomes less about the outcome that matters, but more about the learning along the way. And there's a lot of things that happen to salespeople that they cannot control. Revenue, promotion, recognition and so on. And I typically tell them those are lagging indicators. Success are lagging indicators. Look at the leading indicators. Did you prepare well? Did you have a quality conversation? Did you do the right follow through? These are things that they can fully control. And if you focus on that, then the uncertainty starts, obviously, I would say fading a little bit, it doesn't go away, but you get to manage it better. That's how I would kind of give you a perspective on how I recommend salespeople handling that situation. Uncertainty is the killer.
[00:03:24] Speaker A: Wow. Very powerful answer. Doctor, thank you so much for pouring into our listeners on that one question. It's gonna be a great show. I can tell already. And two things that stood out was giving back control. And we do that through helping them to reframe the situation and reframe their thoughts and reframe the. Like I said, what's happening. So thank you. Thank you.
And so what signs of progress do people often miss because they expect instant results or instant wins? That's oftentimes what we see in the coaching leadership space, right?
[00:03:59] Speaker B: Yes, you are right. And here's the fun part with salespeople, right? They have been. They're like Pavlov's dog. Until the winning bell does not ring, I am not going to salivate. And I tell them, no, Wait, wait, wait, wait, wait. Even looking at the bell should make you salivate. Do you understand the subtlety there? It's not the ringing of the bell, it's the presence of the bell. So here's the problem with salespeople. You know, most of these guys are trained to look for loud winds. Ting, ting, ting, ting, ting. I want to deal.
No, no, no, stop.
Did you have a great meeting? Yes. Celebrate. Did the customer ask the right questions? Celebrate. It's not about only deal closure. It's about the little things. You know, the little things that you need to start noticing those because I really believe that, you know, small wins add up. And here's the fun thing about salespeople, and this is something I want to share with you, Julie, which is salespeople will tell you that they like to make a lot of money. But I'll tell you what, 90% of them really love the thrill of the chase and the Problem is in the thrill of the chase. Once they get that hair, the proverbial wolf wants his snack, right? And what I'm telling them is, that's awesome. The chase is there. It's a destination that you don't care about the journey. Now, along that journey, there's other things that happen, right? The rabbit went down over a hill and you could anticipate, so you turned around this corner. That's a win. Your brain work differently, so salespeople celebrate that way as well. And this is how I would say to you, signs of progress people miss is that they're so fixated on the big win, they want something. And of course, instantly, right? It's like, you know, salespeople. The best way I explain it to them is that you want to go to gym. I get it right now. What happens at gym is that even after your first session, your muscles aren't bulging, but. But you feel different, right? And here's the reality. No one focuses on that difference. People focus on the physical attributes by looking in a mirror. And that's where the problem is. Your strength improves before the mirror will change. That's how I would position it, Julie. So if you really only measure results, you will miss the growth. You need to measure the input that you did to get to that output. And this is what I focus with salespeople. If your inputs are something that you're proud of and you celebrate those inputs when the output arrives, it'll not surprise you because you're not hungry for that success because you know you earned that success. It's a mind shift. And it makes a lot of sense when you put it that through that way. Right? It's not about the scoreboard. It's about the system. Track through the system. Wash, rinse, repeat.
[00:06:20] Speaker A: Wow. Yes, another powerful answer. And it reminds me of trusting the process, but also who you become along the way and celebrating who you become, because that is just as important, if not more important sometimes than the end result. Would you agree with that?
[00:06:38] Speaker B: I would agree with that. At the end of the day, you know, there's this old thing, you know, the ancients said a lot of good stuff to us and we ignored those. One of them was, you're known by the company you keep. And I initially thought that that was a weird thing to say, but that was the rebellious Deepak. But as I grew up, I realized that they were absolutely right.
In the same way, the way you go about doing things, the way you look at your inputs, the way you look at your outputs, and how you think about things matters a lot. So you're absolutely spot on. I would agree with you on that statement, man.
[00:07:05] Speaker A: Yes, yes, yes. It reminds me of mindset isn't something, it's everything.
And we're learning that today. So thank you.
So how does. And you just spoke about this trusting the process. Very important. How does trusting the process reduce burnout and frustration over time? That actor.
[00:07:24] Speaker B: Here's the fun thing in salespeople, what I've noticed is burnout is not about the workload. I must be honest with you, Julie. It's something else. It's the way that these people emotionally relate to the outcome. Oh, I lost my deal. Oh, therefore my, my role versus identity mix up, right? My self worth is up to bat. And that makes it very, very interesting for them. Now, when you trust a process, right, the reality is that if you have a process, then you stop judging yourself on a daily minute, second by second basis. It's not about did I win today, did I move the needle? It's simply about looking at a constant performance, doing a self evaluation that's not self exhausting. And that's where these guys go overboard right now. When we have a system, the first thing you need to do is that you need to have a process on a system that works for you. And to do that, you need to change the scoring system. Also, previously it used to be about I'm at 92% of my quota. Now it's about, I have six clients who I have delivered results that have changed the way that they measured their ROI and delivered this impact that changes. And that shift matters to me because you need to move away from this daily self judgment nonsense that people do, right? And a lot of people don't understand the concept of energy. Also a lot of people think of energy as something you eat. But there's emotional energy, right? Emotional energy also matters. And this is why I say we need to help salespeople figure out that relief valve. And that one of those things is that I want you to stop tying yourself for to external validation. It never works.
Your frustration will drop instantly. I lost a deal. So what I learned X. Let's move on. At the same time, a lot of people will tell me, do you not want me to ruminate and discuss how to get better at it? I said no, be upset, but your recovery is what matters. So when I'm upset, as an example, Julian, as a salesperson, when I used to lose a deal, I would take the dog for a walk. My dog loves it. He wants me to lose six deals a day. But here's the thing. I go for a walk, I come back in 10 minutes, and I have allowed myself to cleanse from it. And I come back and then I decide what would my next step be and not jump straight to the next step. So that's kind of one way to measure that metric and manage it.
[00:09:27] Speaker A: Yes, yes. Giving the brain a rest. I love that.
So along those lines, what's one simple metric people can track to stay encouraged during slow seasons?
[00:09:39] Speaker B: You know, here's what happens with slow seasons. People go nuts because they start looking at this, let me call this, let me call that. Here's what I tell people what to do in slow seasons. Just simplify things, right? The more complex you make your mind to run around, the more things you do, the more you're going to feel frustrated. Because at the end of the day, you can do tons of things, six things at the same time. But if it's a slow season, deal is likely not to happen. And it's not going to be because of your effort. It's going to be because they are not ready to buy yet.
So sometimes it's not about you, it's about the other party. Right now the question is, ask yourself, is this going to last forever? The answer is no. Seasons come, seasons go. That's the whole point of life, right? I mean, you and I have been around the block a few times and we know that presents come, presents go. What's left is our neighbors. We need to live together. So that's the best way I would put about this, right? And I always tell people that, you know, it's not about shrinking on ambition. It's not about filling the void that you have. Since I don't have enough deals, let's do this, let's do this. At the end of the day. Let me ask a simple question to salespeople. If season is down and you have more time, would you qualify more deals?
And they suddenly look at me, what does that mean? I says, what I'm saying is, since you don't have enough work, would you then pick up any deal or would you still apply a qualification process? He says, I would still apply a qualification process. Then I tell him, then what's the issue?
Then what's the issue? You have to just manage your time. You may not have a full agenda, but there's other things that you can do and make sure that you focus on one or two things and that's about it. And at the end of the day, I can tell you one thing, one. When the world goes silent, right? Your integrity and how you operate is going to become the most important thing to focus on.
[00:11:11] Speaker A: Oh, I love those last words. Your integrity.
And what was the other one? Integrity and.
[00:11:19] Speaker B: Oh, I say a lot of things.
When the world goes silent. I think I said, your integrity becomes a scoreboard. And I also threw in one or two more words in and now I can't remember. I'm so sorry.
This is the fun with slogans, right? I'm going to go print them on T shirts and I'm going to keep them with me. But I make up a lot of slogans and I'll tell you why. Because salespeople tend to be like that. They want that instant dopamine hit. But they also want, and they're not the type of people that are going to read long literature. They want the TLDR version. And to me, these slogans matter a lot. That when the world goes silent, your integrity becomes the dashboard or the scoreboard. That's what I was trying to say.
[00:11:56] Speaker A: Integrity becomes your dashboard. When the world goes silent. I would have a T shirt that said that. Dr. That is beautiful. And it's so very true.
Yes, yes, yes. Okay.
So along those lines, why does consistency often outperform talent in the long run?
[00:12:14] Speaker B: I got this answer listening to a badminton coach once and the badminton coach told me, and he was talking to a group of people that had come together and I didn't expect to get anything from a badminton coach, right? But he said something as follows. There are people that are extremely talented and talent is very powerful. But the reality is that consistency is what really matters. If you're going to be inconsistent with your talent, then you are going to struggle because that consistency means that you perform in the quarterfinal, you perform in the semi final, and you perform in the final. And if you have got talent but not consistency, what's going to happen to you? And I really love that, what he said that day, and I'm putting it back to. And he says, so someone asked him, what, what does consistency mean? He says, consistency is as follows.
I hate cold calling, but I call 10 times a day because I know if I don't do that math, I will not get two customers at the end of the day. And he says, that's consistency.
You can be the most talented, but if you cannot consistently expose your talent to greatness, then you are dead. And I was like very, very impressed by that. And here's what I would say to you, since you like slogans, right? Talent Opens doors, but consistency keeps them open, ma'. Am. So they do not swing back and hit you in the backside. Talent opens doors. Consistency keeps them open.
[00:13:31] Speaker A: Wow.
Okay. That was so very well said. And keep your slogans coming because they're really powerful. Thank you, doctor.
Coming up, we'll talk about what happens when life knocks you down and how rebuilding one step at a time can create unexpected strength. We'll be right back with more stories, strategies and inspiration to help you press beyond what seems possible.
This is a power of One More on NOW Media Television.
And we're back. I'm Julie Duncan and you're watching the Power of One More on NOW Media Television. Let's dig deeper into the journey of becoming.
Welcome back to the Power of One More. I'm here with Dr. Deepak Butra. And now we're stepping into a moment when many people know all too well the season after a professional setback. When starting over feels exhausting and overwhelming, setbacks often feel like failure. But they are frequently the beginning of re innovation. This segment reframes recovery as a series of small, intentional steps rather than a rushed reset.
So, Dr. Deepak, can you share with us how do you help someone emotionally process a setback without getting stuck there?
I think about being stuck and how powerful that can be in a very not, you know, kind of a negative way. So how do you help people get unstuck?
[00:15:07] Speaker B: So here's something that I've mastered for myself. First tested it on myself. Then I tested on some of my customers and I came to a very simple reality. And it's completely counterintuitive. Do not rush to lessons learned or judgment.
One thing I realized is that you do need to process emotion. And I say this with very, very, I want to be very careful how I say this. Julie. Right. During COVID Julie, I lost my brother in law. My sister became a widow. And that reality hit me. But at the same time, I did not actually do a good job of expressing my emotions because to me, my sister needed me at that point and I had to stand up for her. And she had two kids who had just started calling college. And I really focus on that for two years. My mind was in absolute turmoil and I actually had to seek external counsel to get guidance. Sometimes coaches need coaches. Right. But I actually went for a therapist.
[00:15:54] Speaker A: Yes.
[00:15:54] Speaker B: And this is really powerful. You know what I was told to me that Deepak, you had a philosophy that you deployed very well in selling, which is but when it came to your own personal grief, you never grieved.
Let's help you through that. Let's get you through that. Tell me how you're feeling. And I can tell you one thing. That's the best, longest ball I've ever had. I just cried like a baby.
And when I was done with that, it was very cleansing. And that's when I tell people sometimes getting a setback is important.
It's not just grief. It's not about embarrassment. It's the fact that, yes, there's an emotion that's been triggered. Don't label the emotion.
Don't ignore them. Also, you ignore it. Most likely you're going to harden your belief in life and stuff. What I tell them is that I just want you to focus on one thing. What do you need to do at this moment? Walk away.
Like I mentioned earlier, I go take the dog for a walk. When I have my down moment, I figure out that's my moment of truth. Another thing is that I always tell people is don't make any decisions on what you want to do next until you have kind of processed what's happened. Let the emotion talk to you. Yes, you're upset. Scream, shout to the gods above, but then come back and say, it's still in my control. And God also helps those who help themselves. Right. If you want to win the lotto, you gotta buy the ticket, baby. That's how they say, right, Julie? That's what I'm telling people.
[00:17:06] Speaker A: Yes, yes, yes.
[00:17:06] Speaker B: So for me, an event is not your identity. A setback is something that happened. It's not who you are. Right.
It's not easy. You are disappointed. Yes. Feel the disappointment. Taste it, but don't let it settle in. Now move on. What are you going to do now? What is interesting is that when I take this approach, it allows people to understand that emotion is good, it's not bad. Emotion should not be ignored. But do not ruminate for too long with that emotion. That's the message, Julie. I'm giving to people.
[00:17:33] Speaker A: Yeah.
Wow. Yes. Don't let it define you. And I think our listeners could certainly relate to loss, grief, setbacks, who can't? Right? And I also lost breath.
Yes. I was 17 years old and lost my brother in a triple fatality car accident. And I didn't know how to process the emotions at all. Carried on, went to college and then I got out of college and I find myself needing to talk to somebody because I had never processed the emotions whatsoever. And it was time to go out and get a job. I was no longer focusing on college. So having the opportunity to then process the emotions. I came out a different person.
So, yes. Don't let that define you. Understand that that's just part of the process.
So powerful stuff.
[00:18:18] Speaker B: That's very powerful. It's very powerful stuff. And thanks for that validation. And since you like slogans, right? There's a slogan that I actually wrote on the board once, and someone said to me, I'd like to correct it for you. I said, yeah, please help me. He says, we were talking about processing pain, right? And I said, you know, if you don't process pain, then you'll realize that something else will process you. And he says, no, no, wait, wait. It's the pain itself that can process you, but in the way that you process a piece of meat in a plant. And I'm like, what? So basically process the pain so it doesn't process you. That's what that slogan became.
And that slogan is in the sense that the pain will process you. The way that meat or a product is processed in an industrial thing, it changes shape. It loses its vitality. It loses its vitamins. And that's why you need to make sure that you process the pain and not let the pain process you. Because in that process, it will hurt you. It'll take out the stuff that is good and leave you bare and nude. It was weird. It was very interesting. And sometimes the best learnings come from customers, you know, in a workshop. And we're talking about this. And also, I must be honest with you, I come from a background where I became an ICF coach about 12 years ago. And I became an ICF coach, Julie, because my boss told me, you are a bad manager.
Do coaching so that you do two is to one. And I'll tell you what shocking. I will be the first to admit it changed my life. It changed my career trajectory by becoming a coach.
Not because I changed people's lives, because I became a better manager. That was astounding for me, and that's a bit of a digression, but I had to throw that in for you.
[00:19:47] Speaker A: Wow, Love that. Very powerful. And I can relate to that on many levels as well. I'm a great employee and I will do everything you asked me to do. But inside, it's kind of this burning desire to be an entrepreneur. And my background coaching is where it's at for me as well. So totally relate to that.
[00:20:05] Speaker B: There you go. Yes, ma'.
[00:20:06] Speaker A: Am. So thinking about the power of one more, what is the first one more step someone should take after a professional loss.
[00:20:17] Speaker B: Can I tell you what not to do first. Don't work harder, don't plan bigger, don't be out to prove something, because all of those techniques backfire. The small thing that you really need to do is start with an honest conversation and bring agency back to your thought process. You own it. Right? Because when you lose control, confidence follows.
So you need to bring your confidence back by remaining in control. And that's the one thing I would tell you what you need to do. And this is also, you know, since we like slogans, if you remember, we talk about strategy, you know, Philip Kotler, Peter Drucker, these guys spoke about the fact that, you know, culture eats strategy for breakfast. Well, in this context, I would say to you, stability before strategy will help you a lot.
Stability will eat strategy for breakfast also. So before you strategize on the next steps, focus on stabilizing your thought process, stabilizing the next step, and then taking there. Because that small element of control will give you the confidence that you need. Back to you, Julie. That's the point I'm trying to make over here.
[00:21:16] Speaker A: Yeah.
And to go back to question number one, you can do all that once you've emotionally processed what has happened, then you can be very strategic about what's next. Next, next.
[00:21:28] Speaker B: And the trick is, how long do you take to processing? Some people will lie in bed for one day recovering from it. People like me who have worked hard at it will do away for the 10 minute walk and come back ready to change the world. I think that's the issue. Everyone should ruminate. The duration of the rumination is what we need to figure out.
[00:21:45] Speaker A: Yeah, yeah. And it can be different for everybody. It could be different depending on loss. I mean, there's so many variants there. The depth of the loss, how it affected you.
[00:21:55] Speaker B: Agreed.
[00:21:56] Speaker A: But those are things that go into the equation. Yes.
Okay. Well, I'm excited for this next question. Are you ready? Because I think you'll have a powerful answer. Can you share a real story where rebuilding slowly led to greater strength for you? Doctor?
[00:22:15] Speaker B: No, I refuse to. I already gave you the story. No, I'm joking, Julie. Do you remember the story about my brother in law?
That was the genesis of it. Right? This is a true story where I actually felt that I didn't know what was going on because now my focus had changed. Here's what happened though, Julie. At that point I got very frustrated with life in general and I asked myself, wow, where did Covid come from? I don't want to be a corporate guy anymore. I want to do Something different. But Julie, here's what I actually did. I also realized that I don't want to jump to do stuff. I was actually doing my job. I was making good money from the job.
So I actually took two years, Julie, to figure out how to slowly come back. In those two years, I actually sat, journaled, wrote down, thought, discussed. And then on the 1st of April, 2024, I said to the wife, I am now ready. I know what I need to do. I want to be an entrepreneur. I want to be a sales coach. I want to go into sales training. And on September, the first week of September 2024, I actually became an entrepreneur. But that journey till that first April, and on the 1st of April, I logged and I formed my LLC. And they said, what will you do with this LLC? Give us a code. I have no clue. So I just used consulting because it's such a generic word for everything. Right. And Julie, that's what I'm trying to tell people. Look, once I made a call, I move fast.
And the issue is, so this is what we call in sales.
Qualify slow to win faster.
Same thing here. Process your rebuilding. Structure it in such a way that it seems like because it's like building a house, spend time on the foundation, the construction will be easier. The foundation and design are solid. If the base design is bad, you can put the windows anywhere you want. But they aren't going to be helping you at all.
[00:23:55] Speaker A: Yes, yes. I use that house analogy a lot. We need a solid foundation. Very well said. Thank you for sharing that.
[00:24:02] Speaker B: Absolutely. And the slogan that I'll offer to you is quiet work. Yeah, sorry, sorry. Quiet work prevents loud failures. That's the slogan that I loved on that one.
[00:24:10] Speaker A: Uh huh, uh huh.
Very good.
So how does self compassion matter during recovery seasons? And when you were speaking about it, I could hear that you had a lot of self compassion for yourself during those two years.
So can you speak a little more to that topic? Self compassion?
[00:24:28] Speaker B: Here's the funny thing I ask salespeople. When you are disappointed in your performance and lose a deal. You talk to yourself in a certain way, but let's park that to the side. Tell me, when a colleague of yours loses a deal, what do you tell him? And they tell me, I tell him, hey buddy, hang in there. You're amazing. I've seen the work you can do. Now the question I ask them is, do you talk to yourself like that? And they'll look at me like in shock.
Is that funny? Julie, we are so gracious with compassion for others. But when it comes to talking to ourselves, the first thing we say is, you idiot, how could you?
And I must be honest, I still do that sometimes. But like I said, it's part of my process. I understand it and it's unique to me. But you know what's really fantastic is that you need to, and I've always told the guys, instead of punishing yourself, ask supporting questions to yourself. What broke down? What system is missing in what I need to do over here? What is the next step? You know, and that's very important. And to me, honestly, when they tell you on an airplane, put your mask on first. I used to hate that line because I never understood it. But as I became a coach, I actually understood it.
Self compassion will always fuel the right correction. That's another slogan I can give you, Julie.
[00:25:39] Speaker A: Yes.
It reminds me of would we talk to our best friend the way we talk to ourselves? Would we talk to our spouse the way we talk to ourselves? Would we talk to our most loved team member the way we talk to ourselves? No, we wouldn't.
[00:25:55] Speaker B: No.
And you're spot on. And in fact, this conversation is very powerful because I give the perspective of talking to yourself the way you talk to others. And what you're saying is that when you talk to yourself, do you use that same language with others? What a brilliant way of actually saying that there's two parts of the equation and on both parts, you will fail, my friend, if you don't make a change. I love that. Thank you, ma'.
[00:26:15] Speaker A: Am. Yes. Yep.
If this conversation resonates, take a moment today to identify your next one more rebuilding step, small, doable and grounded.
Up next, we'll explore discipline. What carries us forward when motivation fades? We'll be right back with more stories, strategies and inspiration to help you press beyond what seems possible.
This is the Power of One More on NOW Media Television.
And we're back. I'm Julie Duncan, and you're watching the Power of One More on NOW Media Television.
Let's dig deeper into the journey of becoming.
Welcome back to the Power of One More. We've talked about patience and recovery.
Now we're focusing on what sustains progress when motivation runs out.
Motivation comes and goes, but discipline creates momentum. This segment helps viewers understand how routines and consistency support growth without leading to burnout. So, Doctor, I would love to hear what you think about motivation. And let me flesh this out for a minute because we always hear about motivation, but what does that term really mean?
So here we go. Are you ready?
Why is motivation unreliable?
Why Is motivation unreliable, especially in long term growth?
[00:27:48] Speaker B: Because motivation is. I don't know how to say this too, but motivation to me is fluctuating because it's a very big emotion, right? And emotions have a habit of fluctuating. For me, the reality is that your long term objective is not going to wait for your feelings. It doesn't care about your feelings. Right. I need to lose £40, but I'm feeling down today, therefore I need to have my ice cream. Is not going to be something that's going to get through for your long term goal now. So for me, if you want progress to be consistent, then you need to understand one simple reality. Discipline is a protection. It's actually a safety net. And to me, to be honest with you, motivation is like money. It comes, it goes.
But the only thing that's going to stay with you is your discipline. When it comes and goes, what discipline do you show at that point? Right? So for me this is very, very important. And I've always told people as follows. Motivation is the engine starter. Julie. Right.
Discipline is what going to make sure you finish it. And remember James Clear in his book, you know, Atomic Habits. And I really like the book because it actually simplified some of the things that I've been trying to explain to people. Right? It's the same thing. Julie, you asked a powerful question and this is how I would position it for you.
You may rise as high as you think based on your motivations, but you're going to always fall back to the discipline that you have in how you go about achieving that motivation. That's what I would plagiarize from James Clear to give you context on how I answered that question of yours.
[00:29:12] Speaker A: Yes, I love your identification of atomic habits because if we form the correct habits, then we can then motivation is not at the helm of anything. It's had discipline, consistency and having the right habit, correct habits on a daily basis. So well said. Okay, so along those lines, how do routines support consistency when emotions fluctuate, which you just addressed?
[00:29:39] Speaker B: Too many big words in there. Right. But let me give you a simple sales example, Julie. Sales are notorious, right? Yes. Salespeople have routines. What is a routine?
A routine is something that gives you consistency. It's a behavior in how you do things. And routines are typically measurable.
This sounds profound, but let me tell you what that means. When I am dealing with salespeople, I actually tell them you will win because you have a system in place, because you have a method in place. You're not going to win on Shared bravado, sheer bravado, is going to tell you, I'm going to call 20 people a day. Awesome. But when you start calling 20 people a day, you realize you don't have the frameworks or the time or the systems to scale to do that. So this is what this happens. Routine means that you have set aside specific times and you're honoring specific commitments that you've made to people and deadlines, and that's what you do. Now, a lot of people tell me, doesn't routine make it more stringent? Deepak, Aren't we like, isn't that like Nazification of my diary? And I'm like, no, it's actually setting your diary free. Because what you've now done is that you've told yourself, this is where I need to double down. And these are the times when I'm not available to the best of my friends. But then it tells you, but wait, I have gaps everywhere else. That's where I'm going to socialize with my friends over here. Right. So what routine does for me is, you know, is routine replaces willpower. You decide once, but then you execute that method daily. And that's exactly the best. Top salespeople are very clear. And in fact, the top salespeople always tell me that, hey, Deepak, thank you for helping me develop a structure, because that structure creates calm, because I don't panic. And the reason why they need structure is that Julie's structure allows you to scale.
It's like when you have a structure, you can scale, but if you're unstructured, you cannot scale. And if you want to double your income, you want to grow more, you want to make more quota, you have to have a system. And this is what shocks people. Oh, my gosh, I thought, I need to have ambition, I need to talk the leg of a dog.
No, you need structure. Wash hands, repeat at scale. It's like productization, Right? So, Julie, if I take your Persona as an AI and I put it you into 10,000 computers, you have just used a system that has magnified your impact.
So that's what I try to tell salespeople.
Allocate time, figure it out, and then take it from there.
[00:31:50] Speaker A: So thank you. That was like a little mini business course 101 right there. Thank you for sharing that. I know our business audience is going to appreciate this very much.
So what's one daily discipline that builds momentum quietly over time?
Momentum matters.
So what's one daily discipline that can help to build that momentum?
[00:32:13] Speaker B: The most boring, but the One with the highest utility. I know it sounds weird because we tend to hate doing the boring stuff which has the highest utility. It's like, I don't know how to say this too, but in selling, if I need to sell, I need to actually work out convincing the customer by doing the right discovery process.
A lot of people hate discovery because discovery forces you to keep asking questions, to dig in deeper, and a lot of people fail in that process because they can see the customer getting exasperated from it. Right. This is what I typically tell them. Discovery is not supposed to be boring. You're making it boring because you're doing it in a routine way.
Don't choose 10 things to do, but choose to discover in a very powerful way. And this is what really happens if you can do something that I always tell people is that don't do 10 things at the same time. Choose one or choose two. Focus on those and take it from there. I allow two at least for salespeople because they typically tell me I'm multitasking. I have five bids at the same time. This one thing doesn't work for me. So I take that argument away and say, okay, make it two, but don't make it ten. That's the only argument I want.
And to be honest with you, one habit will always be 10 intentions. That's it. There's the next slogan for you. One habit will always be 10 intentions. End of story. Because an intention is nothing more than an aspiration. I love it when people tell me, what do you want to do in 2026? I want to lose £40. I want to train to get to base camp and then hit Mount Kilimanjaro. And I'm looking at this person's face, and this is a true story. Judy, I kid you not. I says, you want to do all that by what time frame? And he says, I want to do it in 2026. I said, you need to lose 40 pounds. You also then after losing those 40 pounds, you need to then train to get to base camp.
I said, do you understand? You have to train really hard. So not only do you need to lose £40, you need to have the right stature and the structure to. That's when people suddenly realize, oh, I says, how about breaking it up? Let's break it up. Take the 40 pounds, and instead of Mount Kilimanjaro, let's find the lowest hill and tell me you're going to get to the top of that without panting or breathing by the end of this year. Okay, I get it. That's the right way to break it down, then.
[00:34:14] Speaker A: Yeah, yeah. Breaking it down into doable steps that
[00:34:18] Speaker B: are achievable, but maybe boring, but achievable.
[00:34:24] Speaker A: Yes, yes, yes, yes, yes, yes. Because if they're not achievable, what's going to happen?
[00:34:30] Speaker B: It's. It's.
I'm assuming that's a metaphorical question, rhetorical question, nothing responsible, but yes, they're going to lose track. They're going to get. Remember, we also agreed, just a few. Just a few minutes back, we agreed that even small wins should be celebrated because they actually add on to the returns that you get from your experience. And for me, that's very important. Even the boring stuff can be very powerful. In fact, my mother's approach to me eating dinner was so hilarious. Julie, she would make me eat the stuff I didn't like first. She says, finish it off in the first one minute. Now sit for 25 minutes and absolutely luxuriate. Bathe in the stuff you enjoy. And I used to hate her for that, but today, when I think about it, she's absolutely spot on. Stop cribbing. You don't like vegetables, then quickly gobble them up.
Now sit there with your steak, slowly cutting it out.
[00:35:18] Speaker A: Ooh.
[00:35:18] Speaker B: Then put those mushrooms in your mouth and so on, so on.
[00:35:21] Speaker A: Yeah, yeah. I do that with everyday tasks. I get the ones that aren't so enjoyable or I think are the mundane. I get those out of the way and then.
[00:35:30] Speaker B: Mundane.
[00:35:30] Speaker A: Look at what I can do now that I enjoy.
[00:35:33] Speaker B: Absolutely, yes, absolutely. You're right.
[00:35:35] Speaker A: All right.
Yep. So how do you help people stay committed without becoming rigid or burned out? Burnout is a very real thing in the business world. How do you help people through that, Doctor?
[00:35:48] Speaker B: To be honest, I always tell them, no guilt.
No guilt. When you have missed an objective, no guilt. Always stay committed without getting rigid. Because if you get too rigid, you are going to either do some mistake or you're going to realize that you have missed an opportunity. And then you're going to. If you miss a gym session, don't ruminate. Resume the next day. No guilt. Life happens, right? Consistency is, to be honest. It is not about failing. You will fail. I'm not asking you to fail consistently.
What I'm asking you to do is that consistency is that when you fail, you return back to the point of start.
Not that this is the end of the road. I had to lose 28 pounds. I only lost 26. So therefore I'm not going to lose the remaining two because I lost track no, Even the same philosophy holds. I've lost only two pounds. I had to lose 28. Keep going. Your timelines have shifted, but don't allow that to derail you. And that's the problem that most people feel. Right. And I've always said if you are forgiving of yourself, then you will forgive a disruption also peacefully. That's the same self compassion lecture that we were talking about a bit earlier, Judy. Right. We tend to be again, hard on ourselves for failing. If you are showing more self compassion, then my prediction is that your progress will allow you to forgive the disruption because of that work that you've done with your inner self.
[00:37:00] Speaker A: Yes, yes, yes, yes. Be compassionate about yourself because we're certainly going to be compassionate about others and the world around us. Right.
So it needs to start with us.
[00:37:10] Speaker B: Agreed.
[00:37:12] Speaker A: Coming up next, we'll close with what it truly means to become the kind of leader others trust.
We'll be right back with more stories, strategies and inspiration to help you press beyond what seems possible.
This is a Power of One More on NOW Media Television.
And we're back. I'm Julie Duncan and you're watching the Power of One More on NOW Media Television. Let's dig deeper into the journey of becoming so doctor this has been amazing. You have really poured into our audience. I want to ask you some specific questions about leadership, which I know you're very skilled at. So are you ready? Let's go.
[00:37:57] Speaker B: Yes, ma'.
[00:37:57] Speaker A: Am. What behaviors quietly build trust over time without words.
Without words.
[00:38:06] Speaker B: Without words. I'll tell you one thing, just be consistent in being predictable.
Always follow through on what you said you're going to do. Always show emotional steadiness.
Always be consistent under pressure. Your values should not change because of the time of day.
You don't have to say a single word. But when people watch that, people will start realizing there's something about this guy. People trust patterns, not promises, nor will they people. You know, people tell me that, Deepak, I'm a great leader, therefore I have followers. I says, no, you are a leader because you have followers. You've done a great job in allowing these followers to see something from you. But the second you start framing it that way, you're going to do something that's going to take away, then you're going to. If you want to do without words, then you need to always remember servant leadership is one of those thought process. When I first came across at Julia, I actually didn't understand servant leadership, honestly, to be honest with you. But then when I looked at It I actually realized it's a very powerful way of looking at things right where it changes the context. Now there are many people that will do a lot of chest thumping. This deal is safe because I did this.
But then on the other hand, I do a lot of personal branding with senior execs. Julie. Right. And senior execs have. One thing that I've realized very, very powerful that works for them is they actually know the three things that they want people to remember them by. And then they make sure that every action they take delivers on that.
So I said to myself, that's really powerful. So I tell my execs that I work with, hey, sales leader, go and ask your salespeople, how do they describe you? And then take the top three that come up. Now take those top three and ask yourself, do they reflect upon you or is this what you thought you were living up to? If not, then change your behavior.
And if you don't, because it's not the words that are allowing people to people. It's about how you are building trust over time without saying anything. And that only happens through actions observance.
And when people observe what you're doing, that's how they know what you're doing. And I've always said this, guys, patterns should reveal themselves in your habits and what you do not in your speeches.
Your speeches will not change.
[00:40:12] Speaker A: That was a nice tie together.
I'm sorry. That was a nice tie together and I love that activity. Go ask your team, go ask your employees about three things they observe about you. That's gonna give you a lot of information.
Powerful. Okay.
[00:40:28] Speaker B: Yes, ma'.
[00:40:28] Speaker A: Am. So how does consistency outweigh charisma?
How does consistency outweigh charisma? We all wanna be charismatic, right? In leadership influence.
[00:40:40] Speaker B: You know what I want to say. This is such a cool question, and this is such a problematic question because we are now really getting into some really tough questions. Julie, I must be honest with you, right?
When I think about charisma, charisma is one of those things that attracts a lot of attention, right? At some point. I used to think it was an executive presence, but then I actually realized executive presence is not just charisma. Executive presence is also about the confidence that you're instilling in people when they watch your behaviors and your outcomes, right?
So this was a very important thing for me. Charisma is what I think inspires once only.
Consistency is what inspires permanently.
And I think that's very important. That's why I tell sales leaders, you are the world's best speaker on the stage. Lovely. Let's focus on what you're going to say, because if you are charismatic, it will shine. But don't lead with charisma.
And when you lead with charisma, you will then try to position a really bad speech, a very bad thought process, but thinking that your charisma will let you get through it. The world is not that forgiving anymore. And there's another powerful thing between charisma and leadership influence, and true leadership influence is that when times are tough and when you ask your team to do something for you, charismatic leaders who are relying totally on charisma or their personal aura or the way they talk or the way they hold their cigar while they pontificate right, are going to struggle to get the people to see their vision.
But true leaders who have been consistent and have built that capacity to explain, they have earned that charisma beyond the superfluous. It's coming from deep. That team will die for them. And I will take any bet from anyone listening to this conversation, Julie, that those companies that thrill survive, don't remember, I can put my boot on your neck and I can get performance for you. I'll get it for six months. I'll get it for one year, but at some point, or I can pontificate, but if my daily behavior. So I, you know, I love it when a CEO stands up and says, we take care. We pay our people at 75% of the market.
But then when you dig in deep, actually realize that half the people are never promoted and they just keep churning out, that's how he ensures that the remaining get 75% of the market. Then what's happening over there? So that's leading by charisma, charismatic words that are not bolstered or supported by his actions. And I think that's very, very important for me. Right. And I've always said to people that, you know, charismatic words will inspire you, but that inspiration will fade very quickly because ultimately only the reliability of the leadership is what's going to matter.
Can these people get me through the thick and thin of times?
[00:43:12] Speaker A: Yes.
[00:43:13] Speaker B: What charisma will get you through two weeks, but leadership reliability gets you through two decades.
[00:43:21] Speaker A: Wow. That was a really powerful answer. And as I was listening, and, you know, I'm thinking about our listeners listening to this conversation as well. Like, we all want to be charismatic. We all want to have a little bit of charisma, but what's really going to have us carry us through and be the strongest leader we can be. It's the actions, it's the consistency. It's a system. It's the things that we pour into our leaders. So we can maybe have a little bit of charisma. We all want to be charismatic, but have it balanced out with being the strongest leader that we can be.
[00:43:51] Speaker B: I like what you just said. And the way I would say this as follows, and Julie, is that don't lead with charisma, close with charisma. You lead with your reliability, your word, your accountability, your character.
My ex boss actually said something to me which really blew my mind. He said to me that, Deepak, dealing with you, everyone gets a sense of wholeness.
I said, what the hell? What is wholeness?
He says, wholeness means that you seem to be a man of integrity. You seem to be a man that deeply cares. And it seems that you are someone that when you get your mind to it, will get the job done. So there's something wholesome about you. Till this day, I've been scratching my head and I have no hair left. But it was an amazing way to explain to me that, Deepak, I like the fact that you connect the dots very well. But the reality is that the dots you're connecting are the right ones. And thank you for that. That's the message I wanted to share with your audience. So find the dots first. The story will follow. If your dots are based on conviction, that story you will create around it is going to give you that charisma that you really want to use. But charisma not to open doors. It's charisma to keep the door open, as you put it from the last discussion we had. Back to you, man.
[00:45:01] Speaker A: Wow. And I always think of showing up as my best self and I coach to show up as your best self because if you do that, that's your charisma right there.
But that alone isn't going to work. You need all the other things that you just spoke about regarding leadership and so powerful stuff. Okay, what is one more choice leaders can make today to strengthen their credibility?
You just spoke about credibility.
What's one more choice leaders can make?
[00:45:30] Speaker B: Very simple. Do what you said you would do and just do it, please.
That's the only way to trust compound.
You cannot trust compound until you do not deliver on what you said. You deliver.
If you have told someone that I am going to work on your promotion this year, then make sure that you tell him that you are working on it. And even if you fail, he feels that you've done your best for him.
Even though people get very confused, you know, do what you said you would do means that, Deepak, if I make a promise to someone but I can't deliver it, then it's counted against me. I'm like, no effort matters. Look, at the end of the day, when I hired someone, I told him, if you do your job well, heck, you can last you for years. And you know what? Nine months later, I had to let him go because we had an economic downturn.
And when I finished with him, I said to him, I just wanted to check with you. I know you're not feeling the right moment. Do you want to go grab a coffee, discuss this with me? And he said to me something that really blew my mind. He said to me, deepak, you know what? I've been fired twice in my life before and let go.
But the way you did it today, it made me feel like a human being, that my dignity was not taken away.
So he said, I know that when you hired me, you said that you would do whatever it takes and that if I did my job, but today you reneged on it. Technically, you reneged on it. I'm fired, right? I'm not here anymore. So where did that longevity open? Instead of complaining, he actually said to me, the way you operated, the way you did, this conversation convinces me that you're always thinking about me, even though you could not deliver on that objective. So there is no malice. And I think that's what I always tell people that, you know what, guys? And people tell me, deepak, do you realize I have 10 people? I make lots of promises. And I said, then stop making promises. Right?
Then stop making promises. Because at the end of the day, you know, again, our ancients gave us these slogans, right? Keep small promises. Right, Right. They told us that. They said that, you know, if you tell someone that you will follow up or follow through, do it. It builds trust and credibility is extremely inconvenient. I get that. But you know what? Gotta do it, man. Gotta do it.
[00:47:27] Speaker A: Yeah. Reminds me of what's the saying?
Don't over promise, don't out, don't over promise, don't under deliver, but keep your
[00:47:40] Speaker B: promises, keep your promises, and to be honest with you, keep small promises also. Right? Sometimes people get caught up with massive promises.
If you break the statement down in the right way as an example, my job is to help you get better at what you do, and then hopefully we can promote you by the end of this year. There are two promises in there. If I can deliver the first half of the promise. And he says that at the end of the year, I feel that I have grown as an individual. Deepak, thank you. Then I have kept a part of my promise, which is a smaller part of it, but it's still there.
And sometimes that will get you the goodwill that allows people to forgive the latter half of the next promise that you did not deliver on. And this is a very powerful message that I keep telling people that, you know, when you're negotiating for deadlines, someone says, I need you to do ABC negotiate A, Monday, B, maybe Tuesday, and C, maybe defer to someone else. But people don't do that because we blindly say, yes, yes, boss, sure, I'll do it. And then you get into a bigger problem. And that's when your promises break. That's when your promises break. And if you're trying to build a culture of promise keeping, you are the promise bearer. Then you got to watch out. What are you committing to? Also matters.
[00:48:49] Speaker A: Yes, yes. Because that's part of promise keeping. And keeping our promises to ourself as well.
[00:48:54] Speaker B: That matters as well. Yes, absolutely.
[00:48:58] Speaker A: Because then we're modeling it and we're showing up as our best self because we kept our own promises.
[00:49:05] Speaker B: And it's like a flywheel.
The more you do it, the more people see you doing it, the more it builds this personal brand of yours. And actually it solidifies your own behavior as you keep growing.
[00:49:17] Speaker A: Yep, yep. Keep yourself in check as well. Dr. Deepak, I want to thank you so much for pouring into our community today. You have such wise words and such wisdom. I can see where you're a master in your field. So I want to thank you for coming to the Power of One More today. I know I've learned a lot and I know the audience will learn as well.
I know everybody.
[00:49:40] Speaker B: Thank you, Julie.
Sorry.
[00:49:42] Speaker A: Absolutely. And I know that people are going to want to learn more. Follow you. Where can they find you, Ma'?
[00:49:49] Speaker B: Am, I live on LinkedIn. LinkedIn is a great place to start for I'm the only Deepak Bhutra that managed to get. The others are 666 or 999 or something like that. So I'm old enough to have got my own name. Deepak Bhutra. LinkedIn is a great place. Drop me a DM. I love hearing from people.
I also have a website, www.deepakbutra.com, one of the few people that managed to get that website quickly. I took it. And that's how I build out and I do my outreach. That's how you can find me Julie. And then, of course, if you're on Amazon, put my name in. I now have six books to my credit. Would love to get your support on that as well.
[00:50:25] Speaker A: Wonderful, Wonderful. And you're a man after my own heart. I've done book collaborations. I haven't done my own book yet, but but I'm proud of the collaborations I've done. And my goal, one of my aspirations in 2026 is to write my own book called the Power of One More.
[00:50:42] Speaker B: Power of One More.
[00:50:43] Speaker A: Ah.
[00:50:44] Speaker B: Okay. Got it, Mev. Got it.
It's really interesting, Julie, because I love this conversation. Thank you for this. I really enjoyed it absolutely.
[00:50:53] Speaker A: Myself as well. And I know the audience is going to gain a lot from you today. Thank you for joining us. It.
