please type this back without the time stamps
00:00:00.240 this is all my best presentations and
00:00:02.879 videos on sales you could call it my
00:00:05.200 Ultimate Guide enjoy selling with logic
00:00:08.119 to make lots of money and so this will
00:00:11.799 either be the best presentation on sales
00:00:14.400 you've ever heard the worst presentation
00:00:16.760 on sales you've ever heard or somewhere
00:00:18.720 in between that is a promise all
00:00:22.199 right and so I thought it would make
00:00:24.480 sense to start with this we have a high
00:00:26.400 this is <PRESIDIO_ANONYMIZED_PERSON> who's probably
00:00:27.560 like my number one hero in this season
00:00:29.359 of My Life
00:00:30.480 um we have a high moral responsibility
00:00:32.119 to be rational and I think that getting
00:00:34.440 someone to rationally decide is
00:00:36.079 important because emotional buyers often
00:00:37.680 times get excited they'll buy and then
00:00:39.960 who's had somebody who calls him two
00:00:41.200 days later it's like I don't know why
00:00:43.120 anybody raise your hand just so you know
00:00:45.039 you're not alone okay and what happens
00:00:47.399 is it's just like dating I think Lea
00:00:49.120 talked about it yesterday if you have a
00:00:51.160 rational foundation for a relationship
00:00:53.160 or a decision when the emotions fade the
00:00:55.840 logic will continue and so it's good to
00:00:58.280 to answer both sides of the
00:01:00.160 decision-making process the short-term
00:01:01.960 side is the emotion that gets you to
00:01:03.840 decrease your astion threshold and take
00:01:05.519 a step right but the logic is what makes
00:01:07.680 it stick and actually makes a great
00:01:09.000 customer all right and so for me and I
00:01:12.560 think that the further along you get in
00:01:13.880 business and the higher up you get in
00:01:15.479 business the more you'll see people who
00:01:17.000 tend to make more logical decisions more
00:01:19.000 logic first decisions and fewer and
00:01:20.720 fewer emotional decisions all right so
00:01:24.520 what does being a rational sorry what
00:01:26.280 does rational logical have to do with
00:01:28.000 selling well you have logical buyers and
00:01:31.000 you have emotional buyers in general
00:01:32.840 right most people sit on this Continuum
00:01:35.799 one way or the other and emotionally
00:01:39.880 people want to believe you people want
00:01:42.280 to buy you must help their logical
00:01:44.719 brains justify to decision that they
00:01:46.600 already want to make think about it that
00:01:49.520 way they want to buy from you you have
00:01:51.680 to help them all right so who here
00:01:55.880 identifies actually I'll skip through
00:01:57.439 this emotional logical you're probably
00:01:59.920 in between anybody in between these two
00:02:02.280 anyone all right then you'll love this
00:02:05.360 so before we get started I thought I
00:02:08.758 would give you a few beliefs about
00:02:10.119 selling that have served me very well
00:02:11.640 throughout the years number one people
00:02:14.319 want to believe you they want to buy you
00:02:16.239 must help their logical Brains Brains
00:02:18.120 justify the decision two selling happens
00:02:21.400 before you ask for the sale closing
00:02:24.680 happens after so you're selling for a
00:02:26.920 lot longer period of time but the moment
00:02:28.800 you kind of like take your pants
00:02:29.879 yourself and you're like this is what it
00:02:31.040 is that's when you're closing
00:02:33.840 right you have now
00:02:36.879 solicited now you
00:02:40.080 close three it's easier to handle
00:02:42.640 obstacles than objections I'll get to
00:02:45.360 what the difference between those are in
00:02:46.519 a
00:02:47.760 second that being said expect and plan
00:02:51.239 for no it is not failure it is expected
00:02:55.920 so stop being surprised it's one of the
00:02:57.680 first things we talk new sales guys into
00:03:00.000 is expect no that's not like that's a
00:03:02.959 part of this if they already were going
00:03:05.519 to say yes then you are not necessary no
00:03:08.560 is the job right if they could make the
00:03:11.480 decision on their own they would just
00:03:13.480 send you the money right the reason
00:03:15.239 they're struggling is because they can't
00:03:17.680 and they need your help which is why
00:03:19.440 sales is actually the first step in
00:03:21.879 coaching and I see sales as power if you
00:03:25.000 can have the ability to direct or
00:03:27.519 influence others that is power and I
00:03:30.319 feel like it should be made much cooler
00:03:33.200 than I feel like it is five if you
00:03:35.080 didn't get a gasp from a price tag you
00:03:36.920 didn't go high enough this is another
00:03:39.360 belief so for those of you who are
00:03:41.000 afraid to raise your price if you're not
00:03:43.400 getting gasps you're not going high
00:03:45.640 enough straight up and when you do it
00:03:48.519 that way you can always walk down and
00:03:50.080 have a beautiful price anchor right when
00:03:52.360 you say $100,000 first a grand feels
00:03:54.439 like a rounding error it's true but when
00:03:56.280 I say $10 first like I'm saying right
00:03:58.560 now $10 and I say a thousand sounds way
00:04:02.239 [ __ ] bigger doesn't it so you got to
00:04:04.400 get the gasp and you got to train your
00:04:06.000 guys if you have a team they have to be
00:04:08.439 comfortable with the no and they have to
00:04:10.159 be comfortable with the gasp they got to
00:04:12.040 go for the gasp be like dude you should
00:04:13.720 have heard the gasp on this one right
00:04:16.478 there we go seven selling properly is
00:04:19.238 the first step becoming a coach right
00:04:20.639 your first impressions the expectations
00:04:22.520 you set dictate the relationship how you
00:04:24.600 sell the fact that you use logic in the
00:04:26.800 sale will set you up for success and
00:04:28.680 your client for success in the long run
00:04:30.320 eight selling is helping prospects make
00:04:32.320 decisions to help themselves like you
00:04:34.120 are helping them help themselves that's
00:04:36.199 where the power comes from you are not
00:04:37.880 helping them you're helping them help
00:04:39.600 them see the difference it's nuan but
00:04:42.400 it's real nine keep the prospect not the
00:04:45.680 sale as the priority it's not about us
00:04:49.520 the more you can vanish in the sale and
00:04:54.000 and magnify them the better your selling
00:04:57.080 conversations will go because it's not
00:04:58.800 about us they don't care about you they
00:05:01.320 only care about them and they will talk
00:05:03.039 about themselves as long as they'll let
00:05:04.840 them this is a really important one
00:05:07.120 especially when you starts to getting
00:05:08.120 into closing seek to understand not to
00:05:12.440 argue and the way that I train our sales
00:05:14.880 teams around this is childlike
00:05:17.440 curiosity so when someone says when
00:05:19.759 someone objects to something it's like
00:05:21.880 ha that's so weird I wouldn't have
00:05:23.680 thought that tell me more about that
00:05:25.840 right and you get to be able to maintain
00:05:27.960 that childlike curiosity the same way
00:05:30.199 they train fighters to not breathe too
00:05:32.199 much during a fight through exposure the
00:05:35.639 more more times you get into these
00:05:38.240 uncomfortable high stakes closing
00:05:40.199 scenarios the less weird and high stakes
00:05:42.840 they become because they become what you
00:05:44.840 do every day and the good thing is you
00:05:47.360 get to have this conversation hundreds
00:05:49.440 and thousands of times and they only get
00:05:51.120 to have it once so you [ __ ] better be
00:05:52.960 better at it than them closing is a
00:05:55.039 dance not a fight it's seduction not
00:05:59.240 rape
00:06:01.400 I mean I'm being super serious about
00:06:03.520 this the goal is not to beat them into
00:06:06.319 submission the goal is to sell from your
00:06:09.080 back foot it's like I'm good I want to
00:06:12.240 help you help you and if that means not
00:06:14.479 doing this then I [ __ ] love it I'm
00:06:17.000 with you I'm on your team and I'll give
00:06:20.080 you a bullet around that in a second
00:06:21.919 selling is a transference of belief over
00:06:23.880 a bridge of trust therefore there are
00:06:26.479 two things that are required You Must
00:06:28.800 Believe so that you can transfer it and
00:06:31.400 you must have trust to make the transfer
00:06:33.960 because if you truly believe and a lot
00:06:35.360 of times you anyone been on a hot streak
00:06:38.160 when they're selling anyone anyone who
00:06:41.120 just had their hand up ever been on a
00:06:42.520 cold
00:06:44.880 streak most times you go from hot to
00:06:47.319 cold not because you forgot how to sell
00:06:49.319 because you stop believing in why you're
00:06:50.680 selling you have the same skills as you
00:06:52.599 did the day before but sometimes you get
00:06:55.039 a text you get an email get a pain in
00:06:57.199 the ass customer you ask for a refund
00:06:58.639 whatever the hell it is right and then
00:07:00.280 you question yourself and so that bridge
00:07:02.599 might have been created but there was
00:07:03.599 nothing to walk across it because your
00:07:05.240 cup wasn't full and so that's why
00:07:07.080 especially it's you in the beginning but
00:07:08.199 your teams over time the process of
00:07:11.319 filling conviction is one of the easiest
00:07:14.440 and best ways to increase someone's
00:07:15.560 closing percentage better than any of
00:07:17.440 the training in the world if you get
00:07:19.280 someone to believe they will sell the
00:07:21.280 right way because they're doing it not
00:07:23.560 to make the deal because they want to
00:07:25.039 help the other person 16 you can only
00:07:27.199 build trust if you genuinely want to
00:07:28.479 help and humans are exceptionally good
00:07:30.400 at sniffing out intention is a survival
00:07:32.560 mechanism you have to know if someone's
00:07:33.919 trying to double cross you we're very
00:07:35.840 good at smelling it out and the reason a
00:07:37.960 lot of you guys can't close is because
00:07:39.479 you only care about closing belief and
00:07:41.879 Trust are a Continuum not binaries so
00:07:44.400 it's not you believe or don't believe
00:07:45.759 it's not they trust you or don't trust
00:07:47.120 you but how much do they trust you how
00:07:49.599 much do you believe how deeply do you
00:07:52.400 believe because anyone ever been around
00:07:54.360 somebody who just believes balls to
00:07:55.800 Bones something that you think's batshit
00:07:57.560 crazy like I mean all the way so much so
00:08:01.560 that you start to question what you
00:08:03.800 believe that's what real conviction does
00:08:07.120 18 closers ask hard questions and it's
00:08:09.280 because you genuinely care that's why
00:08:11.560 you do it it's why we're here who here
00:08:13.919 wants to impact thousands of lives and
00:08:15.680 help people then you got to [ __ ] ask
00:08:17.960 hard questions because it's the only
00:08:20.000 thing that's going to actually Pierce
00:08:21.280 someone's hard and actually get the
00:08:22.440 transformation to happen if you can't
00:08:24.120 make if you cannot have transformational
00:08:25.759 conversations you cannot coach and this
00:08:28.280 is the first step
00:08:30.280 the person who cares the most about the
00:08:32.080 prospect wins the sale that includes
00:08:35.599 them so if you care more about their
00:08:38.000 well-being than they do you will win and
00:08:40.880 if you are more convicted they will
00:08:43.320 question their own excuses because you
00:08:44.959 are so
00:08:46.440 certain little TI Little Nugget for you
00:08:48.680 record all your sales by the way because
00:08:51.279 when you do get on that hot streak right
00:08:53.160 when you get on that hot streak and then
00:08:54.480 you get cold
00:08:55.839 again watch your hot streak see where
00:08:59.079 you pause what jokes you made when you
00:09:00.880 asked for the sale when you didn't how
00:09:02.519 you overcame it and it'll get you back
00:09:04.839 in the flow much faster than trying to
00:09:07.040 question yourself what do I do what do I
00:09:08.320 do always record all your sales it's
00:09:10.160 also the easiest way to train new people
00:09:12.640 and then lastly
00:09:14.160 21 power is the ability to direct or
00:09:17.040 influence people if you want to be
00:09:19.440 powerful you must understand this skill
00:09:23.240 and that's what we're going to talk
00:09:24.160 about cool awesome when does selling
00:09:27.720 happen does it happen when they're a
00:09:28.959 lead does it happen when we're
00:09:30.120 qualifying them does it happen when we
00:09:32.279 solicit the sale does it happen when we
00:09:34.959 close the sale when does the selling
00:09:37.720 happen all the time the entire time
00:09:40.320 selling is happening but what are we
00:09:42.600 going to talk about today just this just
00:09:46.360 closing everything you have to do after
00:09:49.560 asking someone to buy why are we doing
00:09:52.320 that rather than the entire process
00:09:53.800 beyond the fact that we'd be here all
00:09:55.079 day the other reason and I love this is
00:09:58.279 that closing has one of the highest
00:10:00.160 predictors of success in business and
00:10:02.680 here's an analogy for it everyone
00:10:04.680 familiar with the NFL yeah great so
00:10:07.880 here's an insane statistic the top five
00:10:10.519 Red Zone offenses in the league now last
00:10:14.680 five years made the playoffs 90% of the
00:10:17.760 time here's why this is interesting and
00:10:19.680 crazy there's a million other stats they
00:10:22.279 could have horrible defenses they could
00:10:24.480 have terrible coaching they could have a
00:10:26.440 terrible whatever it is right they could
00:10:27.880 have all these things that are wrong
00:10:28.959 with their they could have Terrible
00:10:30.079 Special Teams
00:10:31.440 whatever but just this one set if
00:10:35.000 they're in the Red Zone they [ __ ]
00:10:37.880 close and I can tell you if you have
00:10:40.240 this ability if you have this skill it
00:10:42.560 will make up for a tremendous amount of
00:10:44.560 deficiencies in other areas of your life
00:10:46.360 and business and it will buy you time to
00:10:49.040 learn those but if you can't close it's
00:10:51.839 very difficult to grow in business
00:10:53.880 especially in the beginning because it's
00:10:55.079 probably you that's why we're talking
00:10:56.760 about closing why is this important from
00:10:59.279 Money Getting
00:11:00.360 perspective well first off if you have
00:11:02.360 100 people walking the door 10% are
00:11:05.000 never going to buy just accept that
00:11:07.000 right problem is you don't know which
00:11:08.320 10% it
00:11:09.760 is but 10% are ever going to buy 10% are
00:11:13.360 always going to buy you just got to not
00:11:14.839 [ __ ] it up and most of you guys these
00:11:17.000 are the only sales you're getting
00:11:18.360 they're like well I already I'm already
00:11:20.000 here my friend told me about you I have
00:11:22.480 my credit card out and some of you like
00:11:24.160 well you know let's make sure you're
00:11:25.360 like just shut the [ __ ] just take the
00:11:26.760 card you know what I mean like shut up
00:11:29.000 right that's like hey my friend's so
00:11:31.200 awesome you got to meet him and she's
00:11:32.399 like oh my God he's great and then the
00:11:34.240 guy starts talking and she's like oh
00:11:35.519 just kidding you know
00:11:37.279 like terrible right but this is what we
00:11:40.800 fight for this is what we train and if
00:11:43.079 you want to make a big impact that's
00:11:45.279 what we're fighting for it's the middle
00:11:47.079 80 why this presentation will make you
00:11:49.200 money if after this presentation you
00:11:51.120 just have one more bullet one more play
00:11:53.560 In Your Arsenal to close where I get you
00:11:55.480 one more deal a month I'll feel like my
00:11:57.480 job was done all right and hopefully if
00:12:00.240 you just do that it'll pay for your
00:12:01.880 entire weekend all right that's my goal
00:12:03.440 for the presentation that everything
00:12:04.440 that you guys have done for this whole
00:12:05.560 weekend is paid for is that cool Fair
00:12:07.399 outcome all right so this is one of my
00:12:10.440 favorite sayings you're only one
00:12:12.880 decision away from changing your life
00:12:14.320 forever and whenever I feel overwhelmed
00:12:17.160 or I feel like I'm decreasing like I
00:12:18.560 feel powerless or I feel like I have
00:12:20.000 less power than I want to have I always
00:12:21.839 say this to myself because it's like I
00:12:23.800 can take one decision and change [ __ ]
00:12:25.560 everything you know what I mean like I
00:12:27.320 can I can drink a bottle of Jack get the
00:12:29.320 car I can change everything with one
00:12:31.600 decision right I can make a step to to
00:12:34.360 invest in something I can buy something
00:12:36.399 I can invest in myself I can I can have
00:12:38.079 a terrible conversation with Laya or I
00:12:39.600 can have amazing conversation with Lea
00:12:41.240 but just one decision and that's always
00:12:43.120 given me power but the thing is is that
00:12:45.279 instead of changing our lives we blame
00:12:48.480 when I say blame I want you to think
00:12:50.320 give power to sources outside of our
00:12:52.959 control and this is what you and this is
00:12:55.560 what your prospects and your customers
00:12:57.240 are doing and this is why so many people
00:12:59.519 are Weak and Powerless and so we're
00:13:01.880 going to do a fun activity today because
00:13:03.199 I want you to be involved so you can
00:13:04.199 learn it and we're going to do this so
00:13:05.839 that one you can help decisions to help
00:13:07.399 yourself with whatever decisions you're
00:13:08.680 facing two you can use these Frameworks
00:13:10.639 to help prospects help themselves and
00:13:13.079 then three become more powerful so but
00:13:15.800 rather than keep this hypothetical I
00:13:17.040 need you to visualize the decision that
00:13:18.399 you need to make all right can you do
00:13:20.480 that for me fantastic and this is why I
00:13:23.839 want you to actually think through a
00:13:25.680 decision together because this is a
00:13:28.560 statement from confusious I hear and I
00:13:30.360 forget I see and I remember I do and I
00:13:34.120 understand so my goal here isn't for you
00:13:35.839 to take screenshots of every picture of
00:13:37.959 every slide that's not my point here
00:13:39.279 because the thing is is when you do that
00:13:40.760 and you kind of I mean this is why I do
00:13:42.399 it I take pictures so that I don't have
00:13:44.480 to remember it but I don't want you to
00:13:46.160 remember it I want you to understand it
00:13:48.320 if you understand it you won't have to
00:13:50.160 go back to your notes because let's be
00:13:51.399 real half the time you're not even going
00:13:52.680 to open these notes up again you're here
00:13:54.399 now with me try and understand if you do
00:13:56.959 that it can change your life because
00:13:58.759 what we're going to do is not going to
00:13:59.839 be some scripts that you have to
00:14:01.000 understand but the logic behind the
00:14:03.040 arguments that people will give you as
00:14:04.759 to why they are not choosing to become
00:14:06.320 more powerful and if you can unlock that
00:14:08.160 you people will feel more powerful
00:14:09.720 talking to you and they will want to buy
00:14:11.480 from you because of the feeling they
00:14:12.920 have does that make sense and so that's
00:14:15.199 when you're using logic to create an
00:14:16.440 emotion so you here here's an easy one
00:14:19.240 for it anyone here presented with the
00:14:20.440 decision last 24 hours yes great
00:14:23.399 fantastic so who thinks the a decision
00:14:25.680 could change your life for the better
00:14:27.240 great for the worse knows all right
00:14:30.320 let's go so here's my goal I want to
00:14:32.279 show you as though you were Prospect how
00:14:33.759 to think through a decision and help
00:14:35.320 others using these Frameworks right what
00:14:36.800 you want what you don't want maximize
00:14:38.600 the left minimize the right so here's
00:14:40.759 what this is translated to if you decide
00:14:43.079 to buy the offer you feel more certain
00:14:44.639 about your decision if you decided not
00:14:45.720 to buy the offer you feel [ __ ]
00:14:46.880 certain about the decision and if you're
00:14:49.480 undecided you make a [ __ ] decision
00:14:52.079 all right and you feel good that it's
00:14:54.120 the one that has the highest likelihood
00:14:55.519 of you getting you close to where you
00:14:56.720 want to go and this is what we have to
00:14:58.560 walk through with with our prospects
00:15:00.480 when you're looking at them you have to
00:15:01.639 be like I don't want you to buy I want
00:15:04.880 you to decide for you not for me I'll be
00:15:07.519 the same either way right you're like
00:15:09.120 I'm going to be ripped and in shape it's
00:15:10.199 not going to change me right like that's
00:15:12.320 not going to change but like it will
00:15:13.959 change for you right so quick note on
00:15:16.680 sales ethics and then we'll dive in
00:15:18.240 helping someone make a decision to help
00:15:19.560 themselves does not mean buy from you
00:15:20.639 that's a reiteration you have to keep
00:15:22.399 their goals at the center of the
00:15:23.399 decision and you should be happy I mean
00:15:26.199 this because if you can shift this truly
00:15:29.279 if you can be happy when someone decides
00:15:31.360 to own the power and not work with you
00:15:33.800 then the pressure around sales
00:15:35.680 disappears it evaporates there's no
00:15:38.040 stake the stake is did I help them does
00:15:40.360 that make sense and that means that you
00:15:41.480 can win every sale because you change
00:15:43.680 the metric you're measuring Yourself by
00:15:45.600 that's the superpower like and that's
00:15:48.279 where you do make the most sales because
00:15:49.880 you don't care about the sale because
00:15:51.199 you care about the person and the people
00:15:53.600 pay the people who pay the most
00:15:54.959 attention so what I call it paying
00:15:56.480 attention they pay for it they pay for
00:15:58.519 you to pay attention rather than talking
00:15:59.800 about yourself right CU they don't care
00:16:01.839 about you cuz they're thinking about 100
00:16:03.440 other things and this is why most
00:16:05.720 importantly make high stakes decisions
00:16:08.360 to help your prospects in order to best
00:16:10.000 serve them okay so I told you earlier I
00:16:12.880 was going to talk about the difference
00:16:13.800 between obstacles and objections couple
00:16:15.839 of you guys raised your hands about the
00:16:18.120 differences I'm not going to ask I'll
00:16:19.839 tell you what it is obstacle is a thing
00:16:21.759 that blocks one's way or prevents or
00:16:23.920 hinders progress when you disagree with
00:16:27.920 them that is an obstacle this happens
00:16:31.040 before you solicit the sale someone says
00:16:33.920 some [ __ ] before you even get to the
00:16:35.519 sale that's an obstacle a simple example
00:16:38.360 I hear all the time hey why'd you hop on
00:16:40.199 the call today hey why'd you walk in the
00:16:41.639 gym today whatever it is right them I
00:16:44.519 just wanted to find out a little bit
00:16:45.440 more about the program first 10 seconds
00:16:48.519 obstacle you're not here to find out
00:16:50.279 more about the program I'm here cuz
00:16:51.240 you're fat but they got to say it so
00:16:54.480 you're like oh so you finding out like
00:16:56.279 do you do this all the time do you go to
00:16:57.480 lots of different programs it's find out
00:16:59.199 information or is there a problem you're
00:17:00.279 trying to solve they're like oh well you
00:17:02.800 know I'm trying to lose weight like oh
00:17:04.240 got it so you're not just hopping on 100
00:17:05.439 calls a day cuz I was like that would be
00:17:06.480 a very weird existence right you just
00:17:08.039 hop on for information all day ha great
00:17:12.400 fantastic I've had this conversation
00:17:14.439 before right so that's an obstacle right
00:17:17.720 and the thing is it's easy to confront
00:17:19.359 and Destroy obstacles before you ask for
00:17:22.000 the sale once you've asked for the sale
00:17:24.839 you switch to objections objections is
00:17:27.359 when they disagree with you do so it's
00:17:29.960 much easier to be on the other side
00:17:31.760 disagreeing and helping them break their
00:17:33.080 beliefs before the stake has been
00:17:35.320 presented after after the after you're
00:17:37.679 in the Red Zone it's all closing it's
00:17:39.600 all objection overcomes right example
00:17:41.799 that like I don't want to buy right now
00:17:43.320 and you're like totally understand what
00:17:45.280 are the main criteria you're thinking
00:17:46.360 through which is always funny because
00:17:48.080 people are like I need to think about
00:17:49.160 I've never had someone like leave
00:17:50.400 because they need to think about it I'm
00:17:51.559 like cool what are you thinking
00:17:53.200 about and they're like oh I'm still
00:17:56.840 here right like so learning how to talk
00:17:59.600 through these high stakes decisions with
00:18:00.840 yourself or others is the purpose of
00:18:02.000 presentation and as a result you'll
00:18:03.159 become more powerful okay so before I
00:18:05.320 dive into these AR each of these
00:18:06.520 arguments I have to make this one
00:18:08.240 statement is that the person must really
00:18:09.919 want the
00:18:11.000 goal and believe three things one which
00:18:15.520 you'll get to it there we go the product
00:18:17.159 will get them the goal comma the way
00:18:19.320 they want to get there and I learned
00:18:21.159 that second half the hard way because we
00:18:23.600 found out in gym launch that people
00:18:26.320 would say no sometimes to buying
00:18:27.679 memberships right or buying challenges
00:18:29.679 or whatever but when we offered them the
00:18:31.799 ability to come back the next day help
00:18:33.400 them for free we'd sell them $400 of
00:18:36.080 supplements and they just said no to a
00:18:37.679 $100 down service thing I'm like what
00:18:40.840 the [ __ ] it's because they want to lose
00:18:43.799 weight but they want to lose weight
00:18:45.559 their
00:18:46.440 way and so that's when I started
00:18:48.159 learning like oh not only do we have to
00:18:50.240 make sure that they want the goal and
00:18:52.280 they believe that the product's going to
00:18:53.480 get them there it has to get them there
00:18:55.000 the way they want to get there this
00:18:56.520 gives you ammo for the questions that
00:18:58.000 you're going to ask does this make sense
00:19:00.480 okay the second thing is that you and
00:19:03.480 others will support them like are you
00:19:05.679 telling me the truth is this really
00:19:07.000 what's going to happen will other people
00:19:08.480 around me support this decision and the
00:19:11.320 third is that it will work for them and
00:19:13.520 not just everyone else sure I've seen
00:19:16.440 the people who step on the stage but
00:19:18.880 they're different than me I'm a
00:19:20.640 snowflake I have metabolic thyroid keto
00:19:23.760 osis right whatever I have zero
00:19:26.880 influence oler whatever you know what I
00:19:29.120 mean like I have no following is itis
00:19:31.919 right whatever it is right whatever
00:19:33.840 [ __ ] you tell yourself and what you
00:19:35.880 have to do in this situation you have to
00:19:37.320 Pride proof so that it'd be more
00:19:38.840 unreasonable not to believe than to
00:19:40.200 believe and this is a logical close this
00:19:42.760 is not a this is not an emotional close
00:19:45.200 this is when you look at someone and say
00:19:47.360 how many people would you need to see
00:19:49.360 for it to be more unreasonable for you
00:19:50.640 not to believe than to believe at what
00:19:52.480 point is it 10 is it 50 here's a
00:19:56.559 thousand tell me when to stop
00:19:59.240 okay okay okay great so that's not the
00:20:01.280 real reason and then you can confront
00:20:03.120 the real [ __ ] all right so otherwise if
00:20:05.159 they're not sure of those things if they
00:20:07.000 don't actually want to lose weight if
00:20:08.320 you don't actually want to make money
00:20:10.320 doing online fitness then it doesn't
00:20:12.480 matter what Jason says you don't want to
00:20:14.400 make money doing online fitness then
00:20:15.880 you're not going to buy right if you do
00:20:18.200 want to make money doing online fitness
00:20:20.080 then you go down you go down the Train
00:20:21.400 the train tracks that make sense okay
00:20:23.880 again this is why you expect no at first
00:20:25.880 because if people could make the
00:20:26.760 decision they would have already made it
00:20:28.159 all right out of the main course Richard
00:20:30.240 feeman besides Charlie one of my
00:20:32.200 favorite thinkers of all time he was
00:20:33.520 like the second guy on uh the atom bomb
00:20:36.120 sounds negative brilliant teacher he's
00:20:37.880 known for this understand don't memorize
00:20:40.159 learn principles not formulas and that's
00:20:41.600 what the rest of this presentation is
00:20:42.600 about is the principles behind
00:20:45.400 overcoming these distortions that people
00:20:48.080 have and so this is me asking you for
00:20:49.799 your own sake don't take pictures of the
00:20:51.480 slides it's because all the stuff's
00:20:52.960 going to be in the recordings but you
00:20:54.120 are here now so be here now so you can
00:20:56.080 understand it okay so there are three
00:20:59.760 sources this is a huge breakthrough for
00:21:02.159 me so I'm going to share it with you
00:21:03.120 this first time try share to life there
00:21:04.840 are three sources that we cast our power
00:21:06.600 to okay and it took me a very long time
00:21:09.200 to get through this because I looked at
00:21:11.440 Grant and he had his you know you got
00:21:13.480 stall decision maker money then you talk
00:21:16.200 to Barry who owns Sage she's like you
00:21:18.120 got time fit uh money fear shame right
00:21:22.720 those are hers and then Jordan Belford's
00:21:24.279 got his and so everybody's got like
00:21:25.880 these are the only overcomes right I was
00:21:27.640 like there has to be
00:21:29.039 an actual truth here like there has to
00:21:31.000 be something that's true that's
00:21:32.799 uned and so trying to figure this out I
00:21:36.080 actually went back to Dr Albert Ellis
00:21:38.559 anybody who know who he is no one great
00:21:41.520 um who here knows what cognitive
00:21:43.080 behavioral therapy is CBT he invented it
00:21:46.760 smart
00:21:48.240 dude and so what he noticed is that he
00:21:50.799 originally had 11 distortions of reality
00:21:53.120 then he dropped it to nine then to seven
00:21:55.760 and then he came to three and the three
00:21:57.600 stuck and the three are what I'm about
00:21:59.320 to share with you you're like why is he
00:22:00.480 talking about this about sales because
00:22:02.440 the objections that people offer you
00:22:03.919 where they cast their power to are
00:22:05.600 distortions of
00:22:07.159 reality they are the things we use to
00:22:09.240 upset
00:22:10.559 ourselves these are the three
00:22:13.120 circumstances and this is the irrational
00:22:15.120 statement that people make I must get
00:22:17.720 what I want when I want it I must not
00:22:20.039 get what I don't want if I don't get
00:22:21.919 what I want I can't stand it that's when
00:22:24.799 people blame their emotional
00:22:25.840 disturbances on emotional disturbances
00:22:28.200 on circumstances two others other people
00:22:31.960 must treat me fairly and kindly and if I
00:22:33.880 if they don't they are no good and
00:22:35.080 deserve to be condemned and punished
00:22:37.480 it's like your animal brain right three
00:22:41.080 self I must do well or else I am no good
00:22:44.120 these are the three core distortions
00:22:45.840 that upset people this is like mental
00:22:48.039 illness right and so I'm not saying
00:22:50.720 anyone has mental illness if they don't
00:22:51.799 agree with you it's more so that these
00:22:53.360 are distortions that are not real and if
00:22:56.159 you can understand not memorize if you
00:22:58.320 can understand this then you can have
00:23:00.120 these high stakes conversations
00:23:01.559 understanding exactly which Distortion
00:23:03.400 they're suffering from and I'll show you
00:23:04.799 how to overcome them okay and so I like
00:23:07.520 to consider like the onion of blame
00:23:09.480 people this is like one of the bigger
00:23:10.919 breakthroughs I had they start with the
00:23:12.919 outside they blame
00:23:15.000 circumstances time money other [ __ ] and
00:23:18.840 then the step next to that they start to
00:23:20.720 blame other people my spouse my kids my
00:23:22.799 employees and then finally they say like
00:23:25.159 it's me it's my fault and so you might
00:23:28.240 have to overcome multiple layers as you
00:23:30.600 peel back and based on the objection
00:23:33.080 they give you you can know where you're
00:23:35.120 at you can know how close you are if
00:23:36.880 someone just says I have to think about
00:23:38.039 you're like great I'm talking to the
00:23:39.400 person who's in power and the decision
00:23:40.880 maker and I just need to get them to say
00:23:42.480 yes if they're like I don't have they're
00:23:45.600 casting the power away and some of you
00:23:47.480 guys are probably casting your power
00:23:48.840 away on decisions you need to make which
00:23:50.480 is why I'm making this presentation even
00:23:52.400 though that these are the things that
00:23:53.480 distort people's realities cuz you're
00:23:54.720 like no one's ever said circumstances
00:23:56.360 are getting in my way right like no says
00:23:58.720 that right they manifest in five ways
00:24:01.039 that I want to equip you to deal with
00:24:02.679 all right for yourself and others so
00:24:05.080 these are the five most common excuses
00:24:07.679 scapegoats that people use for circum
00:24:10.679 and if you find other ones these are the
00:24:12.360 biggest buckets because I didn't want to
00:24:13.520 have a hundred things here but the big
00:24:14.679 three buckets are circumstances others
00:24:16.559 and self right but they manifest with
00:24:19.760 time in multiple ways and I'll show you
00:24:21.440 how value price money Etc fit I'm a
00:24:25.120 special snowflake others which is I
00:24:27.000 don't have the authority to make the
00:24:28.000 decision
00:24:29.159 and then finally self which is what if I
00:24:31.919 just don't make the decision let some
00:24:33.520 let life make it for me right avoidance
00:24:35.880 stall you go from surface level to core
00:24:39.200 and as a side note you should never get
00:24:41.640 stuck on the stuff near the top and
00:24:43.880 ideally you really never get stuck
00:24:45.480 anywhere on this equation if the person
00:24:47.399 wants what you have and you truly
00:24:49.679 believe in what you have to help them
00:24:51.880 and I mean that like if you understand
00:24:54.159 this thoroughly you can walk someone
00:24:56.080 towards helping themselves okay okay
00:24:58.880 this is what they look like or this is
00:25:00.080 what they sound like in
00:25:01.399 reality not a good not a good time right
00:25:03.760 now I'm really busy right that's time
00:25:07.279 can't afford it too expensive fit not
00:25:10.159 sure if it's for me I hate broccoli I
00:25:12.279 can't do a plan with broccoli right
00:25:14.480 can't do a plan where I have to DM
00:25:15.679 people every day it's against my brand
00:25:17.120 I'm poor but it's against my brand right
00:25:20.360 Authority have to talk to my partner
00:25:22.520 spouse I have to talk to somebody who
00:25:23.600 has more power than me it's funny
00:25:25.080 because when you start thinking this way
00:25:26.240 it sounds silly
00:25:28.480 and then avoidance I need to think about
00:25:30.039 it clearly let's think about it now all
00:25:32.640 right and so I told you I want you to
00:25:34.120 think about the principles Behind these
00:25:35.480 things not memorize you've got
00:25:37.960 circumstances you got other people and
00:25:39.919 you have yourself and we drill down so
00:25:43.000 quick test who here is physically in the
00:25:44.600 room raise your wonderful arms are
00:25:47.159 working we're rocking so here's my ask
00:25:50.559 raise your hand if you or your prospects
00:25:53.159 present with this
00:25:56.000 Distortion so who here is a Time person
00:25:58.399 I'm busy it's not a good time maybe in
00:25:59.960 the future anyone deal with these
00:26:01.840 sometimes it's yourself totally so I'm
00:26:04.159 also going to tell you a secret about
00:26:05.640 this I think the reason I got pretty
00:26:08.080 decent at logical arguments is because I
00:26:11.039 am inherently skeptical and I will
00:26:12.760 paralyze myself from not doing anything
00:26:15.000 unless I have really sound reasons to do
00:26:17.159 it and I realized that I couldn't move
00:26:18.679 forward to make any progress in my life
00:26:20.240 until I had these Frameworks to think
00:26:22.360 through these hard decisions through so
00:26:23.760 I could start taking steps to where I
00:26:25.200 where I wanted to go it took me years to
00:26:27.240 get there and so so hopefully I can give
00:26:29.399 you some keys that help me unlock my own
00:26:31.559 head to get out of my own [ __ ] way so
00:26:33.399 that you can too and help your clients
00:26:34.880 all right so the way I think about time
00:26:37.440 and there's a lot of overcomes for all
00:26:39.799 of these things what I tried to do is
00:26:41.720 Bunch the three biggest ones that I like
00:26:43.760 to use most frequently and if I uh Veer
00:26:46.880 from like the the bullets on the screen
00:26:48.880 it's because I'm riffing with you and
00:26:49.880 I'd rather just kind of stay in the flow
00:26:51.159 is that cool okay fantastic so when
00:26:53.880 you're overcoming this one each of these
00:26:56.200 is kind of a specific angle that you're
00:26:57.799 attacking it from so macro is like I'm
00:27:01.320 this is a busy season for me got lots of
00:27:03.760 stuff going on right micro is like I
00:27:06.720 don't have any time in my day so you're
00:27:08.840 one person is saying I've got lots of
00:27:09.960 [ __ ] going on one person's like I can't
00:27:11.600 find the time it's different sounds
00:27:13.440 subtle but it's both about time but in
00:27:14.880 different ways all right and then the
00:27:17.039 the last one is well when when I have
00:27:19.320 time I'll start right everyone know this
00:27:22.080 [ __ ] horeshit but whatever okay so as
00:27:24.880 always we never disagree with prospects
00:27:26.840 because you're not in a fight
00:27:28.720 totally get it totally understand do you
00:27:31.399 think like do you want this to be
00:27:33.240 something that lasts for the long term
00:27:35.600 right it's a question you're like yeah
00:27:37.559 do you think that you're going to be
00:27:38.440 busy again in the future well yeah so
00:27:42.159 you want this to last in the long run
00:27:43.440 and you do think you're going to be busy
00:27:44.600 again in the future well then don't you
00:27:46.399 think it'd be best to start now when you
00:27:48.519 are busy because if you learn how to do
00:27:49.919 it when you're busy you'll be able to do
00:27:51.279 it forever if you can only learn it
00:27:52.799 during a perfect circumstance then
00:27:54.240 you're going to fall off when it gets
00:27:55.159 busy again and isn't that the time you'd
00:27:56.960 want to have the most support goes for
00:27:58.760 you guys too that's just number one we
00:28:01.240 got so many lore right and so when you
00:28:05.399 knock that out the goal is that the
00:28:07.000 person says well [ __ ] that's not a good
00:28:08.559 reason and you take one step towards the
00:28:10.960 truth so when you're thinking about it's
00:28:12.840 not like oh I've got to overcome this
00:28:14.159 one thing and then they'll buy you got
00:28:16.159 to keep peeling and if you have this
00:28:18.240 framework you understand the direction
00:28:19.880 you're going in and you can start
00:28:21.320 listening for the oh they're talking
00:28:22.600 about themselves now I've gotten two
00:28:24.039 layers deeper right so that's seasonal
00:28:27.360 micro you can't tell someone in a sale
00:28:29.880 hey take out your phone take out your
00:28:32.039 hours by week pull it up oh look 22
00:28:34.679 hours on social media this week you've
00:28:37.000 got time so you say it differently you
00:28:39.120 say you know what I had the same issue
00:28:40.880 and I used to complain all the time
00:28:41.840 about like how I didn't have time to to
00:28:43.120 be successful and do things I needed to
00:28:44.399 do and my wife got so sick and tired of
00:28:46.399 me saying this she pulled my phone out
00:28:47.760 and she was like look I guess I just
00:28:49.640 found your time didn't I I was like ah
00:28:51.840 [ __ ] and you can say it that way and
00:28:53.600 then a prospect feels better does
00:28:55.320 anybody here feel like they don't have
00:28:56.440 time right
00:28:58.960 and the first thing that any program is
00:29:01.240 going to do if it's a good program is
00:29:02.919 going to cut out the 90% of the [ __ ]
00:29:04.279 that you are doing which is causing you
00:29:05.679 to feel overwhelmed which is probably
00:29:07.279 the real reason you feel like you don't
00:29:08.760 have time Jeff basil got the same time
00:29:10.559 you do right it's just what are the
00:29:13.200 things that you're doing that he's not
00:29:14.960 it's not about adding [ __ ] to your plate
00:29:16.320 it's about removing the stuff that's not
00:29:17.480 working because clearly everything
00:29:18.760 you're doing that's filling your time is
00:29:20.159 not making you more money so you're
00:29:21.640 doing the wrong [ __ ] so there's going to
00:29:23.480 be plenty of time because all the stuff
00:29:25.080 you're doing now is not working right
00:29:27.799 not simple but that's the reason right
00:29:30.559 so we went
00:29:32.840 mael when then hey in the future when
00:29:37.880 I've got time I'll totally sign up for
00:29:39.200 your program right anyone heard this one
00:29:42.360 anyone say this
00:29:43.760 one right and again you want to you want
00:29:46.519 to empathize you don't say like Ah
00:29:48.399 that's [ __ ] you say totally
00:29:50.120 understand that's I was stuck like this
00:29:51.200 for years if you can step in their shoes
00:29:52.960 you're not attacking them you actually
00:29:54.120 go from the inside out you step into
00:29:56.200 their self and then you walk them
00:29:57.720 through the Epiphany that you
00:29:59.240 experienced and it doesn't feel
00:30:00.919 judgmental it feels helpful that make
00:30:02.760 sense I used to feel the same way right
00:30:05.519 and I found this out actually from Jason
00:30:07.679 Flatley and he was the one who told me
00:30:08.840 this it's a it's a logical fallacy it's
00:30:10.640 called the when then fallacy which is
00:30:11.880 why that's how I remember it and the
00:30:14.120 onein fallacy simply States when I have
00:30:16.960 X then I will do y but it flips sequence
00:30:20.440 so it's like when I get better I will go
00:30:22.200 to the
00:30:23.200 hospital sorry there's just so many like
00:30:25.679 hilarious ones about like money and
00:30:27.159 stuff like I start saving money once I'm
00:30:29.039 rich like all right but the thing is is
00:30:31.720 that we do this right we do this I'll
00:30:36.519 pay for the program that'll make me more
00:30:37.960 money when I have more
00:30:39.720 money that's the point of the program
00:30:42.080 I'll pay for the program that'll help me
00:30:43.440 get a sixpack once I have a
00:30:45.120 six-pack once I have more time which the
00:30:47.519 program is going to help me have you
00:30:48.360 know what I'm saying like it's just it
00:30:49.360 doesn't make it's a fallacy and so what
00:30:51.399 that means is it's a distortion it's not
00:30:54.519 real and so the goal of having these
00:30:56.919 high stakes conversations is simply
00:30:58.519 showing people we're not attacking we're
00:31:01.200 just walking them through it and be like
00:31:02.519 do you realize that this is holding you
00:31:04.200 back and I know this better than anyone
00:31:06.399 because I'm a skeptical [ __ ] the
00:31:07.919 reason I can do all these logical things
00:31:09.279 is because I'm the first person I'd
00:31:10.799 overcome right and you might be
00:31:14.440 too so once we attack time from these
00:31:18.240 three angles it depends which one they
00:31:19.399 present with if they present with one
00:31:20.480 and then move to the next you can knock
00:31:21.559 all three out you'll probably find some
00:31:23.159 that that make the most sense to you but
00:31:24.600 the thing here is it's not about
00:31:25.880 memorization you just got to get it
00:31:28.039 macro you're always going to be busy
00:31:29.679 once you want the most help when you are
00:31:31.480 busy so that it can stick forever yes
00:31:33.799 time my wife showed me my phone turns
00:31:36.679 out I got [ __ ] time but the reality
00:31:38.440 is it's not about what I am doing it's
00:31:40.240 about the stuff I got to stop doing and
00:31:41.919 that's what I'm going help you with
00:31:43.480 right this isn't scripting this is just
00:31:45.799 understanding it right and then when
00:31:47.760 then it's a fallacy it's a distortion
00:31:49.720 it's not real and then just use two
00:31:51.080 crazy examples like once I have money
00:31:53.399 then or I'll save money when I'm rich
00:31:55.000 right it's just like ridiculous okay so
00:31:57.320 what do we do
00:31:58.720 one reason down and we're getting closer
00:32:01.200 to the core right right so who here is
00:32:05.360 somebody who's like I can't afford it
00:32:06.679 it's too expensive or has heard this
00:32:07.960 from a prospect I like I better see
00:32:10.360 everybody's
00:32:12.000 hand especially if you're selling High
00:32:13.880 ticket which hopefully you get a gasp so
00:32:15.720 these are the four Frameworks that I
00:32:16.919 think through there's a million like
00:32:18.440 money closes but these are the ones that
00:32:20.320 I like the most and that that to me
00:32:23.720 resonate the best right and so why a lot
00:32:27.120 is good is kind of like my my my first
00:32:29.519 one here and so the reason that if
00:32:31.799 someone gasps or think that this is a
00:32:34.159 lot of money you just ask them is this a
00:32:35.519 lot of money to you and they're going to
00:32:37.000 say yeah if they say no then you're like
00:32:38.679 awesome buy it and if they say yes right
00:32:41.880 and if they say yes then you're like
00:32:44.120 that's the exact reason how you're going
00:32:45.120 to be successful because there's other
00:32:47.080 people who buy this thing and you know
00:32:48.760 what they're not all in on it but the
00:32:50.399 question is do you want to draw the line
00:32:51.360 in the sand and go all in do you want to
00:32:52.559 step over the line and be the person you
00:32:53.919 want to be because I can tell you that
00:32:56.000 this is not about what whether this
00:32:58.080 works or not I've already proven that
00:32:59.360 the question is whether you work or not
00:33:01.240 and so if you put more on the line then
00:33:03.760 you have a higher likelihood of being
00:33:05.039 successful so you should be the last
00:33:06.720 person to be worried about this I'm more
00:33:08.480 excited because the best stories are
00:33:09.639 always coming from people like you in
00:33:11.320 your exact situation so don't let that
00:33:13.360 be a reason not to do it that should be
00:33:14.399 the reason to do it so the next one is
00:33:16.880 like why is this not a lot so first is
00:33:19.399 the fact that it's a lot for you is good
00:33:21.279 it means you're going to try hard the
00:33:23.519 second one is like well it's a lot in
00:33:25.399 terms of absolute amount but relative
00:33:27.399 amount very little right because if all
00:33:29.639 this does is ADD $10,000 a month to your
00:33:32.600 income is it worth it if all this does
00:33:35.600 is get you into a bikini is it worth it
00:33:39.000 yeah and so then what happens and the
00:33:41.399 reason that this is a stepping process
00:33:43.559 right is that we're we're just taking
00:33:45.840 these objections out of the way so we
00:33:47.399 can get the person to confront reality
00:33:49.120 not a distortion they've created because
00:33:50.799 the reality is the thing they're afraid
00:33:52.120 of and so what happens is when they say
00:33:54.639 yeah if it did that it would be worth it
00:33:57.480 right the problem is they don't believe
00:33:59.440 you right and so it's like great then
00:34:02.760 it's not about the price it's about
00:34:04.600 whether you believe me so you can
00:34:05.760 sidestep it does that make sense we're
00:34:07.039 taking a step closer and then obviously
00:34:09.280 you can use a comparison you know
00:34:10.760 depending on what you're selling if you
00:34:12.159 can price anchor with like well here
00:34:14.239 they don't have a four-year degree for
00:34:16.000 doing online fitness that's why the
00:34:18.119 alternative education industry exists
00:34:20.839 and it's because the formal education
00:34:22.320 has failed most of us right anybody
00:34:24.679 graduate with here with a 4-year degree
00:34:26.918 anyone immediately be able to use that
00:34:28.239 for degree to get leads make
00:34:30.639 sales no me
00:34:33.280 neither right and what's crazy is that
00:34:36.440 some of these degrees are 501
00:34:38.639 $200,000 and take four years when you've
00:34:41.639 got something that can help you make
00:34:43.719 make that entire amount of money in half
00:34:46.000 the time right for a tenth of the price
00:34:48.960 when you think about it like that frame
00:34:51.159 it's actually a great deal does that
00:34:52.199 make sense so you just frame it you have
00:34:54.440 to give context all right so number one
00:34:58.280 is the fact that it's a lot for you is
00:34:59.880 good means you're actually going to try
00:35:02.000 number two is if it does what we say
00:35:03.560 it's it's going to do the value is there
00:35:06.079 so that's not actually what you're
00:35:07.280 opposed to which then we can take the
00:35:08.520 next step all right number three is
00:35:11.079 what's money good for anyways this is
00:35:12.920 actually one of my favorite lines of
00:35:15.240 reasoning for a variety of reasons and
00:35:17.200 I'll get to it when you're looking at a
00:35:18.920 prospect or looking at yourself you're
00:35:21.160 going to spend this money either way
00:35:22.599 over the next 12 months you're going to
00:35:24.520 spend it right and in fact not only
00:35:27.400 you're going to spend it you're going to
00:35:29.040 buy the program the question is whether
00:35:30.760 you're going to pay for it in money or
00:35:31.839 pay for it in time and so like you can
00:35:34.160 learn every single lesson that's in this
00:35:36.280 program whether it's losing weight you
00:35:38.599 know uh getting leads selling online
00:35:41.000 whatever it is right you're going to
00:35:42.520 learn these lessons but do you want it
00:35:44.119 to take 12 weeks or 12 years and the
00:35:49.000 question is are you going to be able to
00:35:49.839 live a thousand lifetimes because of the
00:35:51.800 thousand people that we've helped just
00:35:52.960 like you and gathered all those lessons
00:35:54.960 and put them together so you don't have
00:35:56.200 to do the trial and error for that
00:35:57.599 entire period of time so the question is
00:35:59.079 not whether you're going to buy it or
00:36:00.560 not it's just how do you want to pay and
00:36:02.520 so for me this is a personal note and I
00:36:05.079 I'll probably say it at the end but like
00:36:06.960 the reason we've been don't move quickly
00:36:08.160 through life is that I will buy other
00:36:09.400 people's mistakes because it's just it's
00:36:11.440 the only way you can buy time in this
00:36:13.839 life is to buy the knowledge to take
00:36:15.920 less time from other people who have
00:36:17.839 taken their time and like if you think
00:36:19.440 about human civilization in general Edis
00:36:21.720 took however long to make a light bulb
00:36:23.240 and then we just bought the lesson from
00:36:24.480 him and now we have light bulbs right
00:36:26.000 and the next guy figures out the next
00:36:27.359 thing and then we just buy the lesson
00:36:28.880 from him and that's how we have to move
00:36:30.680 faster so you're going to spend the
00:36:32.319 money either way question is 12 months
00:36:34.079 from now is it going to be on [ __ ] that
00:36:35.119 didn't get you anymore or stuff that is
00:36:36.440 going to get you somewhere and no matter
00:36:37.720 what you're buying you're buying the
00:36:39.560 program just going to pay time or you're
00:36:40.720 going to pay with
00:36:42.319 money and if you're being real you've
00:36:44.720 probably been paying for time the last
00:36:46.599 six years how's that working for you do
00:36:48.240 you want to do more of that this is also
00:36:50.280 this is a this is a classic one it's
00:36:51.560 very easy one to remember but like who
00:36:54.400 here knows the difference between a
00:36:57.640 self-made billionaire when they had
00:36:59.359 nothing and where you're at right now if
00:37:01.480 you have nothing zero they both you're
00:37:04.720 both broke they were broke you're broke
00:37:07.400 whatever it is if that's where you're at
00:37:08.599 right now the only difference is that
00:37:10.599 that proves that if they were successful
00:37:12.960 it wasn't about the resources they had
00:37:15.359 is about how resourceful they were so
00:37:17.599 I'll tell you a quick story about this
00:37:19.040 so anyone here read uh shoe
00:37:21.480 dog right story of Nike so in the story
00:37:24.800 he talks about how he was about to lose
00:37:28.079 everything multiple times it's a crazy
00:37:30.040 story and this time it was like it was
00:37:33.119 it was going to go down like it wasn't
00:37:34.280 going to happen and he needed a
00:37:35.760 tremendous amount of money and he just
00:37:37.040 didn't have it he' extended all his
00:37:38.119 credit lines the banks wouldn't do it
00:37:39.560 and the next lenders said they they
00:37:40.680 canceled on him and the company was
00:37:42.640 going to fold because it was growing too
00:37:43.800 fast at that point he could have just
00:37:45.839 given up and said there's nothing I can
00:37:46.920 do I maxed out all my cards I maxed out
00:37:48.280 all my Banks there's literally nothing I
00:37:49.640 can do and his people had already worked
00:37:51.480 for free they were like we can't do this
00:37:53.920 anymore he went to his vendors and said
00:37:57.200 you need need to pay my payroll for me
00:37:59.280 he went to his
00:38:00.800 vendors anybody use like landing page
00:38:02.960 software anyone or anyone use something
00:38:04.960 from a vendor right it's like going to
00:38:07.359 that guy like going to your videographer
00:38:08.560 and be like listen you got to pay
00:38:09.440 payroll for me this uh this month
00:38:11.599 because otherwise I'm not going to be
00:38:12.680 able to keep doing business with you
00:38:14.000 because I'll be out of business
00:38:15.960 resourceful not
00:38:17.960 resources and the reason this is so
00:38:19.760 important is because when you have
00:38:20.839 nothing it's the easiest excuse to give
00:38:22.720 yourself is you're like well I have
00:38:24.480 nothing that's why I can't it's like of
00:38:26.480 course but every self made millionaire
00:38:28.000 and every self-made millionaire was
00:38:29.720 self-made and they started with nothing
00:38:31.680 which puts them in the exact same seat
00:38:33.000 you are so the question is do you want
00:38:34.720 to have power or do you want to not have
00:38:37.079 power you want to have power you're
00:38:39.560 resourceful not resources right and so
00:38:42.240 if we want to make these decisions that
00:38:43.319 are going to help ourselves we need to
00:38:45.240 step into that and so when you're
00:38:46.440 talking to your prospects it's the same
00:38:48.400 thing right does that make sense okay
00:38:52.119 rocking I mean and you can drill deeper
00:38:54.440 into this as like do you think there's
00:38:55.880 anyone else who's been in your situ
00:38:57.440 situation who's achieved this or maybe
00:38:59.640 worse than your situation the answer is
00:39:01.520 yes and if they can why can't you right
00:39:04.359 so we're taking steps closer is are you
00:39:05.839 guys digging this okay
00:39:08.839 cool oh
00:39:11.640 thanks
00:39:14.680 thanks I wasn't sure if it was WRA
00:39:16.960 attention or sheer boredom so we're not
00:39:20.680 you feel you feel we're progress are
00:39:22.359 making like the person presents this say
00:39:23.920 I don't have time shit's busy blah blah
00:39:25.880 and you're like nope Noe we're going to
00:39:27.599 take one step Clos they like you know
00:39:28.880 what but I I don't have the money or
00:39:30.680 it's too expensive you're like well if
00:39:32.640 you don't have the money you're going to
00:39:33.800 be successful it's worth it right yes I
00:39:36.400 understand why it's worth it well you
00:39:37.319 don't need money to begin with right you
00:39:39.920 got to be resourceful and you can find
00:39:41.280 the money cuz I'll ask you this is a fun
00:39:43.680 one for business owners who here has had
00:39:46.240 an unexpected bill ever come
00:39:48.480 up
00:39:50.200 taxes right yeah and then all okay so
00:39:54.880 everyone here is still alive who raised
00:39:56.599 their hands
00:39:58.200 who here was able to magically pull
00:40:00.920 money out of their ass and figure out a
00:40:03.319 way to do it raise your
00:40:06.000 hand here's what's crazy you have the
00:40:09.480 ability to be resourceful when it's for
00:40:11.200 someone
00:40:12.640 else and not for
00:40:15.440 you it's because you choose to be
00:40:17.480 powerful when someone else needs it but
00:40:19.240 not for
00:40:20.480 yourself [ __ ] up right so stop doing
00:40:24.520 that if you function like you you have
00:40:27.520 to make payroll tomorrow and like you
00:40:30.079 you're back on rent you're going to get
00:40:31.599 kicked out you think differently and if
00:40:34.240 instead of paying your landlord you're
00:40:35.520 paying you because that's what you want
00:40:37.160 to do it shifts internally because
00:40:39.640 everyone here just Prov the fact that
00:40:41.079 you can be resourceful when you choose
00:40:42.560 to
00:40:43.599 be so just choose to be so number three
00:40:47.720 is it's not not sure it's a fit for me
00:40:50.079 so be besides the obvious ones which is
00:40:52.359 like I don't want to work out broccoli
00:40:55.000 sucks I I can't do a program where
00:40:58.079 where I I can't do cardio whatever the
00:41:00.079 [ __ ] right um like I said I don't want
00:41:02.240 to do DMs I don't want to post on
00:41:03.520 Instagram I don't want to have a
00:41:04.319 Facebook group whatever right whatever
00:41:05.680 the [ __ ] is all right I'm not sure
00:41:07.319 if the vehicle is a fit for me so
00:41:10.880 usually you can overcome the easy ones
00:41:12.480 but if someone is just really sticking
00:41:14.400 hard these are the three that I use to
00:41:16.880 to shift perspective okay so this one is
00:41:19.839 new identity new priorities so it's good
00:41:23.200 to have cues for these things which is
00:41:24.560 like we vote with our dollars about the
00:41:25.680 things that we care about and if you
00:41:27.319 show me what someone is spending their
00:41:28.680 money and their time on I can tell you
00:41:29.839 what their future is and I'll tell you
00:41:31.640 an interesting story so um I had
00:41:33.760 somebody who was just like you who was
00:41:35.560 like you know what I don't want to do
00:41:36.480 this either and I told her this story
00:41:37.920 can I tell you it yes and this is what
00:41:40.280 you'd say to the prospect right so I was
00:41:42.760 with Lea and we went to Sephora which is
00:41:45.640 a makeup store
00:41:48.680 and and I show up like this um I feel
00:41:52.960 welcomed and so we're we're standing
00:41:54.839 there she's doing something and I
00:41:56.040 usually stand in the corner like this
00:41:58.680 um and I saw these two little girls it
00:42:01.160 might have been like I don't know girl
00:42:02.640 age so like 12 to 15 this like this this
00:42:07.480 and they were like giggly and so excited
00:42:09.599 and they had like the girl with the smok
00:42:11.359 came over was like helping her out
00:42:12.800 helping them out and she was like okay
00:42:15.720 this is like eyeliner and this is
00:42:17.839 lipstick and this is whatever blush um
00:42:20.880 I'm just like using words I've heard
00:42:23.240 uh this is how you paint your face and
00:42:25.880 the thing is the girls were like so
00:42:27.400 excited and then they were like right
00:42:29.000 before they left she was like girls
00:42:30.680 she's like you have to remember like now
00:42:32.440 that you're getting older and you're
00:42:33.680 becoming a woman you need to start
00:42:35.359 budging for this stuff all right so
00:42:36.760 you're going to start buying this every
00:42:37.800 month all right so like remember you got
00:42:39.400 to save some money for this so you can
00:42:40.480 have it and the girls were so excited
00:42:43.200 that they were like yes like we're
00:42:44.720 becoming women now and these are the
00:42:45.839 things that women do it's because when
00:42:47.760 you have new identity you have new
00:42:49.960 priorities and so you've had priorities
00:42:52.400 that are aligned with your old identity
00:42:54.359 right there's the you that goes out the
00:42:55.720 you that drinks the you that does the BL
00:42:57.240 blah blah blah blah spends money on [ __ ]
00:42:58.359 you shouldn't do spends time on [ __ ] you
00:42:59.680 shouldn't be spending time on and
00:43:01.040 there's the you that you want to be and
00:43:02.880 so right now we can draw the line in the
00:43:04.160 sand and be like do you want to keep
00:43:05.400 walking down the road that you have been
00:43:07.079 walking and if you don't then you have
00:43:09.760 to step into a new identity and with
00:43:11.640 that new identity comes new priorities
00:43:13.520 because people who want to be rich spend
00:43:15.160 money on themselves they spend money on
00:43:17.640 education they invest in their skill
00:43:19.680 sets because I want to align my identity
00:43:22.400 with the identity of those who came
00:43:23.720 before me who've done the things I want
00:43:25.400 to do right and just like those little
00:43:28.200 girls stepping into that identity we too
00:43:30.040 must step into the identity we want to
00:43:31.200 be does that make sense and so when
00:43:33.079 you're talking to somebody who's trying
00:43:34.359 to lose weight and they're like I can't
00:43:35.960 afford a gym membership and you're like
00:43:37.680 girl you're spending 200 bucks on your
00:43:40.079 nails and you've got a $1,000 outfit on
00:43:43.720 do you think another $1,000 outfit would
00:43:45.440 make you look better or your high school
00:43:49.240 weight
00:43:54.040 right do you think another ,000 outfit
00:43:56.400 would make you look better
00:43:57.559 or being rich as [ __ ] and I say that for
00:44:00.640 those of you who are thinking about on
00:44:01.680 the money side right like who waste like
00:44:05.640 some of you guys have bigger shoe
00:44:06.839 collections than like it's like Fitness
00:44:09.400 like Fitness people and shoes it's like
00:44:10.800 the weird like and Lululemon and the you
00:44:13.079 know spandex it's like a hundreds piece
00:44:14.960 of SP anyways so it's like your whole
00:44:17.480 wardrobe could be Consolidated into a
00:44:19.680 skill that could buy you as many
00:44:21.119 wardrobes as you want if you chose to
00:44:23.800 right okay rocket I don't like this
00:44:26.119 certain aspect this is one of my
00:44:27.960 favorite easiest ones to hit which is
00:44:30.520 like you got to change the change right
00:44:34.319 what you have been doing it's been
00:44:35.359 getting what you've been getting and you
00:44:37.240 got to change the change cuz like I
00:44:38.880 remember I would go through meal plans
00:44:40.119 with people and they'd be like well can
00:44:41.839 we change this because this is what I
00:44:42.800 eat for breakfast can we tell can we
00:44:44.480 make that the breakfast and I'm like
00:44:46.720 that breakfast makes you look like
00:44:52.960 you that way you spend your first four
00:44:55.160 hours of the day makes your bank account
00:44:56.640 looks like what it does look
00:44:58.280 like
00:45:00.040 ooh right right taking steps right we're
00:45:03.800 getting closer to the truth and so the
00:45:06.280 thing is is that it's going to hurt to
00:45:08.800 change because change hurts and you've
00:45:11.319 heard this one probably from Tony
00:45:12.319 Robinson if you haven't the question is
00:45:14.440 whether the pain of staying the same is
00:45:16.079 greater than the pain of change and
00:45:17.920 that's we just ask someone and this is
00:45:19.359 in the help part if someone's like the
00:45:22.200 pain of staying the same is not worse
00:45:23.559 than this Chang it's like then
00:45:24.800 girlfriend like gain 50 more pounds and
00:45:26.680 come back you know what I mean like get
00:45:28.520 there you I mean hit rock bottom this
00:45:30.520 isn't it for you I'm being
00:45:32.839 real some people Rock Bottom is 12% body
00:45:36.280 fat some people it's 500 lb but
00:45:39.400 everyone's got one you just got to know
00:45:41.520 where yours is and all you really got to
00:45:42.839 do is just move what rock bottom is for
00:45:44.359 you which is kind of interesting because
00:45:45.200 you start making a change here which is
00:45:47.119 kind of like interesting as a thought