Brainwash Yourself Into Closing 90% of Your Deals (+4h Full Course)

https://www.youtube.com/watch?v=OgyRHvBw1kc

[00:00] The Roman philosopher Horus said over 2,000 years ago, "Rule your mind or it will rule you."
[00:07] Now, this statement perfectly captures why mastering your mindset and mastering your internal state as a closer is one of the biggest levers you can pull to start making more money right away.
[00:20] So, what I'm going to give you is the exact blueprint that I used to master my internal state and mindset that got me to close over 90% and making $60,000 per month as a closer.
[00:32] Now, this is not only just work for me.
[00:34] I've taken dozens of closers through this to make 30, 40, and 50 plus thousand each and every month as a closer.
[00:41] Before we actually dive into the training, understand one thing.
[00:43] I know there are some people that are going to say, "Hey, your internal state, internal mastery, that's all you need to make money as a closer."
[00:50] And then you have people on the other end saying, "Hey, that's all [ __ ] You don't need mindset.
[00:53] You just need skills."
[00:55] The truth is, it's somewhere in the middle.
[00:57] Will your mindset and your internal state make up for a shitty skill set?
[01:01] State make up for a shitty skill set? No, it will not.
[01:03] No, it will not. But what it will do is it'll make it a lot easier to actually get that skill set and it'll make you a lot more consistent showing up every single day confident on your calls and make that skill set go a lot further.
[01:15] For me personally, the last year or so in sales when I was selling full-time, I didn't really focus much on skill set at all.
[01:24] Just more internal mastery to make sure I was taking it to the next level.
[01:27] So, you need both internal mastery and skill set.
[01:31] So, let's go ahead and let's dive in on the internal mastery.
[01:33] So, the first thing that we're going to be covering is going to be monk mode.
[01:36] So, this is how we're going to be able to really spark our focus to make whatever we do much more effective.
[01:44] Let's dive in.
[01:46] So, what we're going to be chatting about today is going to be either your biggest asset when it comes to being successful or it's going to be your biggest detractor that's going to keep you from being successful.
[01:56] What that is is your ability to focus.
[01:58] So, what is focus? It's your ability to do one thing
[02:01] focus?
[02:03] It's your ability to do one thing and have delayed gratification for an extended period of time in order for you to actually get what you want.
[02:07] Right?
[02:09] Like that's basically in layman's terms what it is going to be.
[02:11] Most people when they think about focus, they think about doing more.
[02:14] But often times in order to focus, we need to be focusing on right doing less.
[02:19] So, it's about taking things out of your life that's going to be able to give you the ability to do more in the select few things that you are going to put up on your hierarchy of what needs your attention.
[02:31] So, the reason why focus is so hard in this day and age is there has never been more things to do.
[02:36] And with more things to do, your focus, cuz you have a finite amount of focus, is going to be spread out so thin.
[02:43] and understand that all these companies that are looking for your attention, Amazon Prime, Netflix, uh Instagram, Pornhub, whatever it might be, has spent millions if not billions of dollars understanding the human brain to hijack it in order to strip you from your focus.
[02:59] So, if you
[03:02] strip you from your focus.
[03:03] So, if you want to combat this, you have to want to combat this, you have to understand a little bit about how your brain actually works.
[03:05] And the biggest thing that we really just need to understand is a neurotransmitter called dopamine.
[03:11] Okay?
[03:11] So, what dopamine is is it is a chemical that makes trying and doing things feel good.
[03:18] Okay?
[03:22] So, back in the caveman days, if you went out and you went and you hunted a buffalo or a mammoth, like that required a lot of effort.
[03:27] So, our brains to reward us gave us a lot of dopamine.
[03:29] You felt really good when you stabbed that [ __ ] in the heart.
[03:34] Okay?
[03:36] So generally speaking, what it's always been is the more effort you put in, right, the more dopamine you would get, right?
[03:41] So most things that you would be doing in your day-to-day life would be under this umbrella here.
[03:48] Okay?
[03:51] Now, the issue with that now is there's so many things out there that give you just as much dopamine as you would from like slaying a woolly mammoth that requires a lot of effort here.
[03:54] and
[04:04] that requires a lot of effort here.
[04:06] and it gives you the same amount of dopamine it gives you the same amount of dopamine to just pull up your Instagram and just
[04:09] to just pull up your Instagram and just go ahead and get a like or whatever it
[04:11] go ahead and get a like or whatever it is, right?
[04:13] It really shortcircuits the brain.
[04:17] So, the issue is most people, they stay over here.
[04:19] They don't want to put the effort in because it doesn't feel good, right?
[04:21] Because we've really short circuit our brains to get the maximum amount of dopamine without the effort.
[04:23] And just understand, your brain is not there to help you like be successful.
[04:24] Your brain is there to survive.
[04:26] And before it required a lot of effort to get dopamine, right?
[04:28] Because you probably doing something that furthered your survival.
[04:31] So when your brain gets this amount of dopamine, it thinks you're doing something really, really good.
[04:33] So it's just going to tell you to do more more and more of that regardless of how you feel about it or what you think about it.
[04:36] That's how people can become addicted to a whole host of things.
[04:38] And that's how you can even say like, "Hey, I'm not going to do this thing or I don't want to do this thing.
[04:39] I want to focus. I want to focus on the business, all these different
[05:05] on the business, all these different things.
[05:06] I want to focus on getting better at sales.
[05:08] But you find yourself just doing a bunch of [ __ ]
[05:10] That doesn't actually help you because getting better at sales, doing the things we need to do, that is high effort, which can give you higher dopamine, but it's going to take a lot longer.
[05:18] Your brain just wants the least amount of effort to get the highest amount of dopamine, which is going to be something like social media.
[05:26] Okay?
[05:26] So, your brain is going to focus on this.
[05:28] So in order for us to actually address this, we just need to understand that if we allow these things, if we allow these things over here that are high dopamine and low effort, then we're never going to want to do these things that might even be like lower dopamine, okay?
[05:45] Over here, we're never going to want to do these things.
[05:47] Our brain is always just going to be telling us to do this.
[05:49] So then we're relying on a bunch of willpower to like okay like I want to do this stuff over here which just isn't going to work because willpower is a muscle at the end of the day.
[05:59] So how do we actually combat this?
[06:02] Well we just need to eliminate these things.
[06:04] So if we
[06:07] need to eliminate these things.
[06:08] So if we eliminate these things just understand eliminate these things just understand that dopamine just like everything else
[06:11] that dopamine just like everything else like you have a baseline of dopamine.
[06:13] So like you have a baseline of dopamine.
[06:16] So you have a baseline of what is a good amount of dopamine for you.
[06:19] So if you are at the point where you are doing high dopamine like your baseline, right?
[06:21] high dopamine like your baseline, right?
[06:24] Let me let me make that another color.
[06:27] Let me let me make that another color.
[06:30] Okay, your baseline is going to be all the way up here.
[06:32] And the thing is if anything is below this, which most things will, you're just not going to want to do it
[06:34] things will, you're just not going to want to do it and you're just going to want to stay up here.
[06:37] But if we eliminate these things, your body does go back to normal.
[06:39] Your brain does go back to normal.
[06:41] Just understand that most people throughout all of human history did not have social media.
[06:42] So if we can lower our dopamine, then we can find things that might be higher effort, but you know, get us dopamine here that are actually good for us that we're actually going to want to do.
[06:44] So if we're able to help our brain do that, then this will just make it to where you don't have to try as much in order to be
[06:45] So if we're able to help our brain do that, then this will just make it to where you
[06:48] then this will just make it to where you don't have to try as much in order to be
[06:51] find things that might be higher effort, but you know, get us dopamine here that are actually good for us that we're actually going to want to do.
[06:53] but you know, get us dopamine here that are actually good for us that we're actually going to want to do.
[06:55] So if we're able to help our brain do that, then this will just make it to where you don't have to try as much in order to be
[06:57] So if we're able to help our brain do that, then this will just make it to where you
[06:59] then this will just make it to where you don't have to try as much in order to be
[07:02] don't have to try as much in order to be
[07:04] don't have to try as much in order to be
[07:07] don't have to try as much in order to be successful, right?
[07:09] It's just something that you actually want to do.
[07:12] And if you really think about this, like people back even like a hundred years ago, you read about some of these people who are really great and and had like great lives, like these people would like read so many [ __ ] books and like all these different things.
[07:25] And I've always thought like how the [ __ ] they do that, right?
[07:29] Like it I I could never even conceptualize it in my mind.
[07:31] But it's because that is the only way that they would get dopamine.
[07:36] Like learning and doing those different type of things that we would see as like great achievements back then was the only way to achieve dopamine.
[07:43] It's the only way that they could actually give their brains the good chemicals that they are doing something.
[07:49] So now because we have a ton of different ways to get even more dopamine for a lot less effort, that's why our brain is shortcircuiting.
[07:56] Okay.
[07:56] So what do we do?
[07:59] Now, there is a big notion out there of like monk mode, right?
[08:04] So, it's like monk mode is the way to go ahead and reprogram your brain.
[08:06] So, that way we we really lessen
[08:09] brain. So, that way we we really lessen the dopamine effect and we lower the dopamine effect and we lower basically our threshold of like what is basically our threshold of like what is a good amount of dopamine for us to feel a good amount of dopamine for us to feel good.
[08:19] So, when you're looking at a monk right now, me personally, I'm an Orthodox Christian.
[08:24] I don't really care too much about your beliefs, but when I think about monks, these people are going to be the most focused individuals out of like everyone in the world.
[08:33] And they follow a tradition that has gone back for like 2,000 years.
[08:38] Okay? So, and again, when you're talking about their focus, it's not that they're doing a bunch of different things.
[08:41] They focus solely on one thing their entire life.
[08:46] Like there have been some people that again they were born in monasteries or came there as babies and they were raised their entire life just on this one sole thing which is communion with God right that's the sole focus of their entire life and there's a big phrase that has came out of the monastic lifestyle like the monk lifestyle which is like death to the world okay
[09:11] is like death to the world okay now when you hear that phrase it sounds
[09:13] now when you hear that phrase it sounds a bit radical
[09:16] a bit radical And on some level, it's supposed to be
[09:18] And on some level, it's supposed to be it's supposed to be radical because this
[09:20] it's supposed to be radical because this understanding and this idea of like
[09:23] understanding and this idea of like being able to have one focus throughout
[09:25] being able to have one focus throughout your entire life is a radical notion. It
[09:27] your entire life is a radical notion. It just really is. But when they when they
[09:30] just really is. But when they when they say death to the world, they don't mean
[09:32] say death to the world, they don't mean like, oh, they're going to kill people
[09:34] like, oh, they're going to kill people or anything along those lines. What the
[09:36] or anything along those lines. What the world is is the passions. So what are
[09:40] world is is the passions. So what are the passions? So passions are things
[09:43] the passions? So passions are things that take you away from your focus.
[09:44] that take you away from your focus. These are things that take you away from
[09:46] These are things that take you away from your purpose. They could be like social
[09:48] your purpose. They could be like social media. They could be porn, right? Porn.
[09:51] media. They could be porn, right? Porn. Um, they could be whatever it is. Like
[09:53] Um, they could be whatever it is. Like for me personally, that like the two
[09:55] for me personally, that like the two biggest things that would were my
[09:57] biggest things that would were my passions were women and politics.
[10:03] passions were women and politics. Politics. Did I spell that right? Right.
[10:05] Politics. Did I spell that right? Right. Politics. Okay. Like these are the two
[10:07] Politics. Okay. Like these are the two biggest things that really
[10:11] biggest things that really would infect my brain. And the thing is
[10:14] would infect my brain.
[10:16] And the thing is about passions in general, just like we were talking about before, like these things are addictive and everyone has different inclinations.
[10:22] Like some people might be alcohol.
[10:24] I've never had that problem.
[10:25] Never had the problem with drugs.
[10:27] But like when it came to like women, especially when I was a complete degenerate, like it was all I thought about.
[10:32] And then when it came to politics, again, it was constantly in my mind and it can really take over.
[10:38] So when they say death to the world, it's it's supposed to be a jarring thing.
[10:42] It's not a passive thing.
[10:46] Okay?
[10:48] If your right hand causes you to send, like you cut it off.
[10:51] And what that tells you is a few things.
[10:53] Like number one, it is not passive.
[10:55] It is aggressive.
[10:57] So if we're taking these passions out of our life, it needs to be aggressive.
[10:59] And when we're talking about cutting off a hand, it's not only aggressive, it's permanent.
[11:05] So the fact of the matter is if we take aggressive permanent action to take away these passions, whatever these passions are for you, okay?
[11:12] You're going to have to sit and actually understand like, hey, what am I
[11:14] understand like, hey, what am I susceptible to?
[11:16] Like for me, I don't susceptible to?
[11:18] Like for me, I don't need to structure my life around not drinking alcohol.
[11:20] Again, if I never drinking alcohol.
[11:22] Again, if I never drink alcohol again in my life, I maybe could count on two two hands the amount
[11:24] of times I've dranken alcohol in my life, I'm 28.
[11:26] Okay?
[11:29] It's never been a problem for me.
[11:30] But if that's a problem for you, then you need to structure your life a little bit differently.
[11:31] Like for me, like women for example, like I got married and I don't talk to any other
[11:33] women besides maybe business and that is it.
[11:35] There is no communication outside of that.
[11:38] I don't go places where they are.
[11:41] Again, I'm eliminating that completely from my life.
[11:43] So that way I can just focus on my wife and then now my child, right?
[11:45] So also politics as well is again eliminate anything that has these things on it.
[11:47] Like for me it was social media, YouTube, X, Instagram, whatever it is.
[11:49] Like what actually allows you to have these passions and fall into these passions?
[11:51] We need to eliminate this with aggressive action.
[11:55] And what we do not what we do not rely on is going to be discipline
[11:56] aggressive action.
[11:58] And what we do not what we do not rely on is going to be discipline
[12:01] aggressive action.
[12:03] And what we do not what we do not rely on is going to be discipline
[12:05] aggressive action.
[12:08] And what we do not what we do not rely on is going to be discipline
[12:10] aggressive action.
[12:13] And what we do not what we do not rely on is going to be discipline
[12:15] discipline because discipline ultimately is finite.
[12:18] because discipline ultimately is finite.
[12:22] We are creatures that can fall into the passions too much.
[12:25] And if we're relying on discipline or willpower, for example, understand willpower, discipline, these things are muscles.
[12:31] Now, in order for you to go ahead and get started, when we're talking about, you know, death to the world, like killing the passions, crucifying the passions, yes, you do need to have a little bit of discipline to put these things in place.
[12:45] But then after they're in place, we need to go ahead and just make sure we have systems in place to go ahead and make sure that there is nothing that can come in that can be these passions.
[12:56] Like for example, when we're talking about these monks here, right?
[12:57] Most focused people in the world, at least in my opinion, they focus on just one thing.
[13:01] If you go to Matt Aos, which is the holy mountain in orthodoxy, you cannot bring any women inside.
[13:11] You no women are allowed in Matt Aos.
[13:14] Why?
[13:16] It's not because these people are not disciplined enough to deal with this disciplined enough to deal with this temptation.
[13:20] But why would they even temptation.
[13:23] But why would they even allow the temptation to be in their midst?
[13:25] Because they have one sole focus and anything that takes them away from that focus, it is eliminated.
[13:29] Swift action, death to the world.
[13:31] It is so stringent that even if you bring a female animal is not allowed in Matt Alos.
[13:37] So not a human female and not even a female animal.
[13:41] They are very very stringent on this because anything that takes them out of this focus, they eliminate this.
[13:47] So, I'm not saying you have to be as stringent of living on a mountain and not having any contact with with with females, right?
[13:54] Like, I obviously don't live that life.
[13:58] You're here.
[14:00] You don't live that life.
[14:02] But what it does is it gives us an understanding of what true focus actually looks like and how people can have this level of focus and this level of tradition for 2,000 years without it being corrupted is being stringent.
[14:14] Right?
[14:15] Again, cutting off your right hand if it causes you to sin.
[14:15] So what has really helped me
[14:19] you to sin.
[14:22] So what has really helped me is really limiting my focus.
[14:24] Now I don't have one focus in life and it's going to be hard to have just one focus in life.
[14:30] But if we can have three to five okay focuses in life.
[14:37] And then from that ideally one main focus.
[14:46] Okay.
[14:48] So, if we have one main focus and three to five total focuses, then we're going to really eliminate a lot of the different things that could prevent us from getting what we want.
[14:59] So, you're here, you're looking to get better at sales.
[15:03] I would suggest like for me, my number one main focus right now is going to be business.
[15:09] Okay?
[15:11] My number one main focus and for you like again, I'm a business owner.
[15:13] I, you know, it was sales before.
[15:15] It should be sales, right?
[15:17] This is like your main focus.
[15:17] This is a thing that is elevated.
[15:19] Focus.
[15:19] This is a thing that is elevated above everything else.
[15:21] Especially if you above everything else.
[15:21] Especially if you want to achieve mastery as something.
[15:24] If want to achieve mastery as something.
[15:25] If we want to achieve mastery, just understand mastery is a unique thing.
[15:28] Understand mastery is a unique thing.
[15:30] Okay?
[15:30] It is not something that is common.
[15:32] So if we assume that we can just do common things to achieve this unique thing, like we're going to have a hard time.
[15:35] Okay?
[15:37] So for me, like after that, like uh the the next biggest thing is going to be my family.
[15:39] Okay?
[15:42] So like wife and then my daughter.
[15:46] Now these things obviously are super important.
[15:48] So it's like sales wife and daughter.
[15:50] And again for me right now because I just had a I just had a baby.
[15:51] These are like the closest they've ever been, right?
[15:53] So it's like I'm not saying it needs to be one focus is like 90% and then the rest is you're splitting it up between 10%.
[15:55] But one should be your main focus and then we have these other focuses below it.
[15:57] Okay.
[16:00] Next for me is going to be after that is going to be like my health.
[16:01] Just because again if my health is not where it needs to be um then nothing else really matters like I can't be there for my daughter I can't
[16:04] Okay.
[16:05] Next for me is going to be after that is going to be like my health.
[16:08] Just because again if my health is not where it needs to be um then nothing else really matters like I can't be there for my daughter I can't
[16:09] Like my health.
[16:12] Just because again if my health is not where it needs to be um then nothing else really matters like I can't be there for my daughter I can't
[16:14] Just because again if my health is not where it needs to be um then nothing else really matters like I can't be there for my daughter I can't
[16:16] Um then nothing else really matters like I can't be there for my daughter I can't
[16:19] Like I can't be there for my daughter I can't
[16:21] I can't be there for my daughter I can't you know be there for you guys focus and you know be there for you guys focus and and do all these different things and and do all these different things and then fourth for me is going to be then fourth for me is going to be theology theology hopefully I spelled that right okay so hopefully I spelled that right okay so for like for me uh you know like for like for me uh you know like theology reading like books different theology reading like books different things along those lines that bring me things along those lines that bring me in more communion with God like this is in more communion with God like this is something that's super important for me.
[16:42] something that's super important for me.
[16:43] Doesn't have to be important for you.
[16:45] It's just we need to be able to limit our focus, okay, to three to five focuses in life with the one main focus that is clear at least for you.
[16:53] And then I would assume since you're here, okay, sales is going to be the main focus.
[16:58] Now, what does that mean?
[17:00] So, anything that is outside of this, right, outside of my business and sales, family, health, and theology, like I just don't do.
[17:12] And I purposely do things that are going to give me dopamine in a more elongated like sense.
[17:18] Like for example, like I've never been big on reading.
[17:20] But if you eliminate everything and you just
[17:22] if you eliminate everything and you just start reading, like this is something
[17:24] start reading, like this is something that helps like reprogram your mind
[17:25] that helps like reprogram your mind because you're getting dopamine, but it
[17:27] because you're getting dopamine, but it requires more effort.
[17:29] Okay? And again, what does the books need to be about?
[17:31] what does the books need to be about? Like this is a theology book, right?
[17:33] So it's in one of my actual focuses. Like
[17:35] I'm not going to be reading like sci-fi
[17:37] fiction, you know what I mean?
[17:39] Cuz it's not in one of these things. I'm not
[17:40] not in one of these things. I'm not doing things just for the enjoyment.
[17:42] It has to be in one of these focuses. Cuz
[17:44] if it's not, then it's taking me away
[17:46] from like ultimately what I want to
[17:48] achieve in life. So if it is anything
[17:52] outside of that, so if you notice like
[17:53] it's not like, hey, drinking, going out,
[17:55] socializing, it's not, you know,
[17:57] watching YouTube, politics, whatever it
[17:59] is, whatever is the passions for you,
[18:01] like they're completely eliminated. And
[18:02] if they're not into one of these three
[18:04] to five things, I just don't do them.
[18:07] Okay, that is the biggest thing. Now for
[18:10] you again, you have to pick
[18:15] it like at least right now this has to
[18:18] be the case at least for a season. Okay,
[18:20] at least for a season. When I say a
[18:22] season, we're talking about anywhere
[18:25] season, we're talking about anywhere from like 6 months to a year.
[18:29] from like 6 months to a year.
[18:29] that this has to be the case.
[18:31] Especially if we want to do anything great, that we have to severely restrict what our focus is to achieve great things.
[18:33] if we want to do anything great, that we have to severely restrict what our focus is to achieve great things.
[18:35] have to severely restrict what our focus is to achieve great things.
[18:38] is to achieve great things.
[18:38] And if we can do this for 6 to 12 months, then like the amount of actual space and things we're able to cover is going to be so great, then maybe at that point we can pull back a little bit.
[18:41] can do this for 6 to 12 months, then like the amount of actual space and things we're able to cover is going to be so great, then maybe at that point we can pull back a little bit.
[18:43] like the amount of actual space and things we're able to cover is going to be so great, then maybe at that point we can pull back a little bit.
[18:44] things we're able to cover is going to be so great, then maybe at that point we can pull back a little bit.
[18:46] be so great, then maybe at that point we can pull back a little bit.
[18:47] can pull back a little bit.
[18:47] We can allow a little bit more in, but just understand you're not going to excel at the same level when you do that.
[18:49] a little bit more in, but just understand you're not going to excel at the same level when you do that.
[18:50] understand you're not going to excel at the same level when you do that.
[18:52] the same level when you do that.
[18:52] So, it just depends on like what you actually want.
[18:54] just depends on like what you actually want.
[18:56] want. But ideally, we're doing this for at least 6 to 12 months.
[19:00] at least 6 to 12 months.
[19:00] And again very very very stringent on not allowing things to the best of our ability that are outside of these things.
[19:02] very very stringent on not allowing things to the best of our ability that are outside of these things.
[19:04] stringent on not allowing things to the best of our ability that are outside of these things.
[19:06] best of our ability that are outside of these things.
[19:09] these things. Okay. So for me that is again going to be limiting my activity but then also limiting my ability to get access to things that would you know make me fall into the passions.
[19:10] again going to be limiting my activity but then also limiting my ability to get access to things that would you know make me fall into the passions.
[19:13] but then also limiting my ability to get access to things that would you know make me fall into the passions.
[19:15] access to things that would you know make me fall into the passions.
[19:17] make me fall into the passions.
[19:17] So something I want to go over here that has really helped me.
[19:19] something I want to go over here that has really helped me.
[19:22] has really helped me.
[19:22] Okay, really really helped me is going to be um
[19:28] really helped me is going to be um is going to be let me pull this up here.
[19:31] is going to be let me pull this up here like eliminating the ability to do things.
[19:34] Okay, eliminating the ability to do things.
[19:37] because again the biggest thing is we cannot rely on willpower.
[19:38] If we rely on willpower, then we're in a position to where it like it it just it gets weak.
[19:41] And when things get weak, we're in weak moments, we've had a rough day or different things like that, we just fall back into the passions.
[19:44] And we fall back into the passions.
[19:48] It might happen a little bit at first, but then over time it will build.
[19:51] So we need to create systems again, systems, and not allow the passions in.
[19:53] Death to the world.
[19:55] Again, be brutal and efficient with it.
[19:57] So, one of the ways I do this, and I highly recommend you guys do this as well, is make it absolutely impossible for you to do the things that would make you fall into the passions like social media.
[19:59] Social media is probably going to be one of the biggest distractors that you could actually have in your life right now.
[20:00] Okay?
[20:02] Very
[20:29] in your life right now. Okay? Very rarely is it going to be a net positive
[20:31] rarely is it going to be a net positive in your life. And let's just say, for
[20:33] in your life. And let's just say, for example, uh you like a certain social
[20:35] example, uh you like a certain social media thing and it's in one of your top
[20:38] media thing and it's in one of your top five things that you're focusing on.
[20:40] five things that you're focusing on. What you should do is if they have uh
[20:43] What you should do is if they have uh you know uh premium content, just
[20:45] you know uh premium content, just [ __ ] pay them for it. Pay them for it
[20:47] [ __ ] pay them for it. Pay them for it and get yourself off of the apps because
[20:49] and get yourself off of the apps because there are going to be distractions. For
[20:51] there are going to be distractions. For example, like I'm uh uh uh one of the
[20:54] example, like I'm uh uh uh one of the ones that like I am a part of is like
[20:57] ones that like I am a part of is like Orthodox Ethos, right? like they have a
[20:58] Orthodox Ethos, right? like they have a YouTube channel and all this stuff, but
[21:00] YouTube channel and all this stuff, but they also have a Patreon, right? So when
[21:02] they also have a Patreon, right? So when I go on Patreon, I just have them. So if
[21:05] I go on Patreon, I just have them. So if I'm wanting to watch some theological
[21:06] I'm wanting to watch some theological videos or something along those lines,
[21:08] videos or something along those lines, like I just have that. I'm not in the
[21:10] like I just have that. I'm not in the point to where I can get distracted or
[21:12] point to where I can get distracted or fall into the passions in terms of
[21:14] fall into the passions in terms of curiosity on YouTube, all this other
[21:16] curiosity on YouTube, all this other stuff. Like is if I go here, if I go on
[21:18] stuff. Like is if I go here, if I go on YouTube, right, it's just completely
[21:20] YouTube, right, it's just completely blocked, right? No internet access,
[21:22] blocked, right? No internet access, anything along those lines. And I'll
[21:23] anything along those lines. And I'll show you exactly how to do that. Two
[21:25] show you exactly how to do that. Two ways that I'm going to do that is what
[21:27] ways that I'm going to do that is what uh what is uh this website that I found.
[21:30] uh what is uh this website that I found. It's called Tech Lockdown. Okay, it's
[21:32] It's called Tech Lockdown. Okay, it's like 15 bucks a month, I'm pretty sure.
[21:34] like 15 bucks a month, I'm pretty sure. So, what you would go ahead and do uh is
[21:38] So, what you would go ahead and do uh is you're going to go ahead and set up your
[21:41] you're going to go ahead and set up your device. You go to this website, you sign
[21:43] device. You go to this website, you sign up, and then you're going to go ahead
[21:45] up, and then you're going to go ahead and set up your device. So, for me, I
[21:47] and set up your device. So, for me, I have an iPhone, and it'll take you
[21:48] have an iPhone, and it'll take you through everything, right? So, if we see
[21:50] through everything, right? So, if we see it here, it'll take you through
[21:52] it here, it'll take you through everything. Make sure I'm recording,
[21:54] everything. Make sure I'm recording, right? So, it'll take you through
[21:55] right? So, it'll take you through everything and you'll set up your iPhone
[21:57] everything and you'll set up your iPhone to where you can go ahead and then
[21:59] to where you can go ahead and then you're going to come down to here to
[22:01] you're going to come down to here to configure generator and create one for
[22:03] configure generator and create one for your iPhone. So, in here, you're going
[22:06] your iPhone. So, in here, you're going to go through apps and you're going to
[22:08] to go through apps and you're going to go through web and cause it to where you
[22:11] go through web and cause it to where you eliminate all these apps on your phone.
[22:15] eliminate all these apps on your phone. Okay? So, it's like YouTube, Snapchat,
[22:17] Okay? So, it's like YouTube, Snapchat, and once you start typing it in, it'll
[22:19] and once you start typing it in, it'll just give you suggestions. Tik Tok,
[22:21] just give you suggestions. Tik Tok, Rumble, any type of dating stuff, any
[22:23] Rumble, any type of dating stuff, any type of like Netflix, Spotify, whatever
[22:26] type of like Netflix, Spotify, whatever it is, right? Whatever is like holding
[22:28] it is, right? Whatever is like holding you back in terms of what could be
[22:30] you back in terms of what could be preventing you from going ahead and like
[22:32] preventing you from going ahead and like falling into the passions and not being
[22:34] falling into the passions and not being able to focus. And then also come in
[22:36] able to focus. And then also come in here to the web as well. Okay, so again,
[22:39] here to the web as well. Okay, so again, I would always tick on like automatic
[22:41] I would always tick on like automatic enable adult content filter and then put
[22:44] enable adult content filter and then put custom website block list. For me,
[22:46] custom website block list. For me, again, it's going to be like X, uh,
[22:49] again, it's going to be like X, uh, Rumble, YouTube, Facebook, uh, anything
[22:51] Rumble, YouTube, Facebook, uh, anything that could again cause me to like look
[22:54] that could again cause me to like look into politics or whatever it is that
[22:55] into politics or whatever it is that just takes me away from what my focus
[22:57] just takes me away from what my focus is. And then from there, once you do
[22:59] is. And then from there, once you do your apps and you do your web, you're
[23:02] your apps and you do your web, you're going to go to configure preferences.
[23:04] going to go to configure preferences. And what you're going to do is you're
[23:06] And what you're going to do is you're going to pro protect configure from
[23:09] going to pro protect configure from removal. So, what you're actually going
[23:12] removal. So, what you're actually going to do is you're going to sync to device
[23:17] to do is you're going to sync to device and you're going to scan this and you're
[23:19] and you're going to scan this and you're going to download this app on your phone
[23:23] going to download this app on your phone from this website. And what it'll do is
[23:26] from this website. And what it'll do is it will make it to where is absolutely
[23:28] it will make it to where is absolutely impossible, absolutely impossible to get
[23:31] impossible, absolutely impossible to get YouTube anything on your actual phone.
[23:34] YouTube anything on your actual phone. It will eliminate the app if it's on
[23:36] It will eliminate the app if it's on your phone or if it's not on your phone,
[23:38] your phone or if it's not on your phone, you've deleted it for whatever reason,
[23:40] you've deleted it for whatever reason, if you try to download it or you try to
[23:42] if you try to download it or you try to get into one of the websites, it will
[23:45] get into one of the websites, it will not allow you. That's what this will do.
[23:48] not allow you. That's what this will do. And if we do this then and and we
[23:51] And if we do this then and and we configure it in a way that we protect it
[23:53] configure it in a way that we protect it from removal, then the only way to
[23:55] from removal, then the only way to actually remove it is to get back on
[23:57] actually remove it is to get back on this website and download another app to
[23:59] this website and download another app to remove it. Now, how do we stop ourselves
[24:02] remove it. Now, how do we stop ourselves from doing that? Cuz like for me, if
[24:04] from doing that? Cuz like for me, if there's any type of like loophole that I
[24:06] there's any type of like loophole that I can get out of something, I'll just
[24:08] can get out of something, I'll just [ __ ] do it, right? Uh so I've tried a
[24:10] [ __ ] do it, right? Uh so I've tried a bunch of different app blockers and this
[24:13] bunch of different app blockers and this one and this one is the only ones that
[24:16] one and this one is the only ones that actually work. So what is this? This is
[24:18] actually work. So what is this? This is called the self-control app. If you
[24:20] called the self-control app. If you notice, it's at 1,362
[24:24] notice, it's at 1,362 hours. So I don't know how many days
[24:26] hours. So I don't know how many days that is, but anytimes it gets under
[24:29] that is, but anytimes it gets under a,000 hours, I'll go ahead and I'll
[24:30] a,000 hours, I'll go ahead and I'll increase it. So, what you'll go ahead
[24:32] increase it. So, what you'll go ahead and do, okay, and I'll do this later for
[24:35] and do, okay, and I'll do this later for me because I need to add this back on my
[24:37] me because I need to add this back on my phone. But what you'll do is you add
[24:40] phone. But what you'll do is you add everything that you do not want to get
[24:43] everything that you do not want to get on on your actual computer. Everything
[24:46] on on your actual computer. Everything like YouTube, whatever it is, Buzzfeed,
[24:48] like YouTube, whatever it is, Buzzfeed, like I think I have Vine. Like, I'll
[24:50] like I think I have Vine. Like, I'll just you can either ask ChatGBT or
[24:53] just you can either ask ChatGBT or whatever it is like, "Hey, give me a
[24:54] whatever it is like, "Hey, give me a list of all the distracting websites."
[24:56] list of all the distracting websites." And just go ahead and upload this to the
[24:59] And just go ahead and upload this to the self-control. And what this will do is
[25:01] self-control. And what this will do is if I come here, right, like for example,
[25:04] if I come here, right, like for example, and I try to get on YouTube, what it'll
[25:07] and I try to get on YouTube, what it'll it will just will not allow you to
[25:09] it will just will not allow you to connect. It just says no internet
[25:11] connect. It just says no internet connection. So that's what it'll go
[25:12] connection. So that's what it'll go ahead and do. And then once you're done
[25:14] ahead and do. And then once you're done actually connecting this to your phone
[25:17] actually connecting this to your phone where you eliminate all the things on
[25:18] where you eliminate all the things on your phone, you're going to take this
[25:21] your phone, you're going to take this and actually upload this to your block
[25:24] and actually upload this to your block list. So you're going to add to your
[25:26] list. So you're going to add to your block list and upload this. Now, again,
[25:29] block list and upload this. Now, again, I'm going to do this a little bit later,
[25:30] I'm going to do this a little bit later, but that way there is no way that you
[25:34] but that way there is no way that you can actually get these apps back on your
[25:36] can actually get these apps back on your phone. There's no way that you can
[25:38] phone. There's no way that you can actually do these things on your phone.
[25:40] actually do these things on your phone. There's no way you can do it on your
[25:42] There's no way you can do it on your computer. No way you can do it on your
[25:43] computer. No way you can do it on your phone. And again, swift aggressive
[25:47] phone. And again, swift aggressive action. Set up your lifestyle to where
[25:49] action. Set up your lifestyle to where it is almost impossible for you to fall
[25:52] it is almost impossible for you to fall into the passions. it's almost
[25:53] into the passions. it's almost impossible for you to go ahead and you
[25:56] impossible for you to go ahead and you know not be able to focus. So this is
[25:59] know not be able to focus. So this is what I would highly recommend and again
[26:02] what I would highly recommend and again at least do this for 6 to 12 months. If
[26:05] at least do this for 6 to 12 months. If we do this for 6 to 12 months where this
[26:07] we do this for 6 to 12 months where this is our sole focus, right? To where we
[26:09] is our sole focus, right? To where we eliminate everything else. We eliminate
[26:11] eliminate everything else. We eliminate all the distracting stuff. You will find
[26:13] all the distracting stuff. You will find you have much more time than you really
[26:16] you have much more time than you really thought. And with that more time,
[26:18] thought. And with that more time, hopefully you're like, you know,
[26:19] hopefully you're like, you know, focusing doing sales, you're going to
[26:21] focusing doing sales, you're going to make more money. And then if six months,
[26:23] make more money. And then if six months, 12 months pass, you're like, "Hey, I
[26:25] 12 months pass, you're like, "Hey, I want to rain, you know, rain it back a
[26:27] want to rain, you know, rain it back a little bit." That's something that you
[26:28] little bit." That's something that you can choose to do. I'm not saying you
[26:30] can choose to do. I'm not saying you have to do this for your entire life.
[26:32] have to do this for your entire life. But this is something that again, at
[26:34] But this is something that again, at least for a period of time, is going to
[26:36] least for a period of time, is going to be super beneficial. So I highly
[26:38] be super beneficial. So I highly recommend you go ahead and do this. Do
[26:40] recommend you go ahead and do this. Do not wait. Do not negotiate with
[26:42] not wait. Do not negotiate with yourself. Again, swift action. Okay? If
[26:45] yourself. Again, swift action. Okay? If your right hand causes you to send,
[26:47] your right hand causes you to send, like, cut it off. That's what we're
[26:48] like, cut it off. That's what we're going to do now. Death to the world.
[26:50] going to do now. Death to the world. Swift action. If you do this, you'll be
[26:52] Swift action. If you do this, you'll be able to go ahead and focus a lot more,
[26:54] able to go ahead and focus a lot more, make a lot more sales. All right,
[26:55] make a lot more sales. All right, hopefully this helps. So, the next thing
[26:57] hopefully this helps. So, the next thing we're going to be focusing on is how do
[26:59] we're going to be focusing on is how do we actually reprogram the thoughts and
[27:02] we actually reprogram the thoughts and the feelings and the emotions that are
[27:04] the feelings and the emotions that are holding us back? In order for us to
[27:06] holding us back? In order for us to change other people, we need to
[27:07] change other people, we need to reprogram ourselves first. Let's dive
[27:10] reprogram ourselves first. Let's dive into it. All right. So, in this
[27:11] into it. All right. So, in this training, we'll be covering why it is so
[27:14] training, we'll be covering why it is so important to make sure you're
[27:16] important to make sure you're reprogramming yourself first. become the
[27:20] reprogramming yourself first. become the best sales rep that you could possibly
[27:21] best sales rep that you could possibly be. Cuz just understand that really
[27:25] be. Cuz just understand that really often times when it comes to sales
[27:26] often times when it comes to sales conversations and when it comes to
[27:28] conversations and when it comes to overcoming people's objections, it comes
[27:32] overcoming people's objections, it comes down to like who has the strongest
[27:34] down to like who has the strongest belief. And the reason why I'm able to
[27:37] belief. And the reason why I'm able to sit and like have dragout conversations
[27:39] sit and like have dragout conversations where I never waver is because I have a
[27:43] where I never waver is because I have a deeprooted belief in whatever it is that
[27:46] deeprooted belief in whatever it is that I'm saying that their objection truly
[27:48] I'm saying that their objection truly isn't real. It doesn't help them and
[27:51] isn't real. It doesn't help them and it's never going to help me to buy into
[27:54] it's never going to help me to buy into their belief. So strong beliefs can
[27:57] their belief. So strong beliefs can really help reprogram your entire life.
[28:00] really help reprogram your entire life. It's my belief system that took me from
[28:03] It's my belief system that took me from somebody who was, you know, from Kansas,
[28:06] somebody who was, you know, from Kansas, living in a trailer park, one of six,
[28:10] living in a trailer park, one of six, you know, with five different baby dies
[28:11] you know, with five different baby dies in the home, why all my brothers are in
[28:14] in the home, why all my brothers are in prison now and I'm not. And really, the
[28:16] prison now and I'm not. And really, the biggest thing is how we view the world.
[28:17] biggest thing is how we view the world. What's the belief system? That's really
[28:19] What's the belief system? That's really the only difference, right? Because they
[28:21] the only difference, right? Because they have the same intelligence, everything
[28:23] have the same intelligence, everything along those lines. But your belief
[28:24] along those lines. But your belief system really is going to help you
[28:26] system really is going to help you program and help you really get the
[28:29] program and help you really get the results that you're looking for. And if
[28:30] results that you're looking for. And if you don't have the right belief system
[28:32] you don't have the right belief system when you do run into objections and you
[28:34] when you do run into objections and you do run into other things or when it does
[28:36] do run into other things or when it does get tough, okay, these limiting beliefs
[28:38] get tough, okay, these limiting beliefs are going to hold you back from actually
[28:40] are going to hold you back from actually getting to what you truly want, which
[28:42] getting to what you truly want, which should be, you know, making as many
[28:44] should be, you know, making as many sales as possible or whatever area that
[28:47] sales as possible or whatever area that you're looking for like in life. Okay,
[28:49] you're looking for like in life. Okay, so let's go ahead and let's dive into
[28:51] so let's go ahead and let's dive into it. Okay. So, number one, like what is a
[28:54] it. Okay. So, number one, like what is a nature uh the nature of belief? So, this
[28:58] nature uh the nature of belief? So, this is something that I run into quite a bit
[29:01] is something that I run into quite a bit when it comes to people in the
[29:03] when it comes to people in the mastermind is they sit and they have a
[29:08] mastermind is they sit and they have a certain type of objection. Okay? And
[29:11] certain type of objection. Okay? And often times like I'll tell them like,
[29:13] often times like I'll tell them like, "Hey, this is what you say. This is how
[29:14] "Hey, this is what you say. This is how you overcome it." And no amount of word
[29:16] you overcome it." And no amount of word tracks is going to help them actually
[29:19] tracks is going to help them actually start to consistently overcoming these
[29:20] start to consistently overcoming these objections. Like why? Because if you're
[29:24] objections. Like why? Because if you're still buying into their objection, okay,
[29:26] still buying into their objection, okay, if you're still believing in this
[29:28] if you're still believing in this objection, if you're still living your
[29:29] objection, if you're still living your life as though this objection that the
[29:31] life as though this objection that the prospect is telling you is true, okay,
[29:34] prospect is telling you is true, okay, you're never going to consistently get
[29:36] you're never going to consistently get that person across the line, okay? Cuz
[29:38] that person across the line, okay? Cuz you can't lead someone out of like a
[29:40] you can't lead someone out of like a trance, out of a belief that you're
[29:42] trance, out of a belief that you're still living it. Because that's really
[29:44] still living it. Because that's really what all these limiting belief systems
[29:46] what all these limiting belief systems are. Like there are trance. There are
[29:47] are. Like there are trance. There are like delusions that people have that is
[29:50] like delusions that people have that is preventing them from getting what they
[29:51] preventing them from getting what they want. Okay? Because if it wasn't like if
[29:55] want. Okay? Because if it wasn't like if it wasn't a trance, if it was completely
[29:57] it wasn't a trance, if it was completely true, then them believing that should
[29:59] true, then them believing that should get them closer to their goals. The only
[30:02] get them closer to their goals. The only difference between somebody who has
[30:03] difference between somebody who has everything they want versus somebody who
[30:05] everything they want versus somebody who doesn't have everything they want is the
[30:07] doesn't have everything they want is the person who has everything they want has
[30:09] person who has everything they want has a tighter grip on reality because they
[30:12] a tighter grip on reality because they know like the outcomes and inputs they
[30:15] know like the outcomes and inputs they put in gets them the outcomes. Like they
[30:16] put in gets them the outcomes. Like they have a clear understanding of reality.
[30:18] have a clear understanding of reality. That's why they get what they want. So
[30:20] That's why they get what they want. So if you don't have what you want, you
[30:22] if you don't have what you want, you have to take a look back at your beliefs
[30:24] have to take a look back at your beliefs and what's preventing you from getting
[30:25] and what's preventing you from getting what you actually want.
[30:28] what you actually want. Okay? So you have to understand your
[30:29] Okay? So you have to understand your mind is the biggest thing that can hold
[30:32] mind is the biggest thing that can hold you back especially when you're talking
[30:34] you back especially when you're talking about being able to actually overcome
[30:36] about being able to actually overcome objections. Okay? It's the ultimate
[30:39] objections. Okay? It's the ultimate programming platform. So your beliefs is
[30:43] programming platform. So your beliefs is a symptom of self-hypnosis.
[30:46] a symptom of self-hypnosis. Understand every phrase that you repeat
[30:48] Understand every phrase that you repeat becomes your mental programming. Every
[30:50] becomes your mental programming. Every thought creates your reality. And like
[30:52] thought creates your reality. And like you're already in a trance. Like you're
[30:54] you're already in a trance. Like you're already hypnotized. The question is whe
[30:56] already hypnotized. The question is whe it's not whether you're hypnotized, it's
[30:58] it's not whether you're hypnotized, it's who wrote the script that's running in
[31:00] who wrote the script that's running in your head. Cuz most people have ideas.
[31:03] your head. Cuz most people have ideas. Most people have strongly held beliefs.
[31:06] Most people have strongly held beliefs. But if you really dig down deeper into
[31:08] But if you really dig down deeper into and beneath the surface, most people
[31:10] and beneath the surface, most people don't even understand where these
[31:12] don't even understand where these beliefs came from and who put them in
[31:15] beliefs came from and who put them in their head. And if you really did sit
[31:18] their head. And if you really did sit and think about it, like who put this in
[31:19] and think about it, like who put this in your head? Does that person actually
[31:22] your head? Does that person actually have your best interest in heart when it
[31:24] have your best interest in heart when it comes to like these beliefs? Like I know
[31:26] comes to like these beliefs? Like I know I can talk for myself like growing up
[31:28] I can talk for myself like growing up like money was always really tight. So
[31:30] like money was always really tight. So the belief that was drilled into my head
[31:32] the belief that was drilled into my head for a very long time is like money is
[31:34] for a very long time is like money is scarce. And it's not to say like hey the
[31:37] scarce. And it's not to say like hey the my parents or well my mom right who put
[31:40] my parents or well my mom right who put this belief in my head was like a bad
[31:42] this belief in my head was like a bad person or she was trying to do anything
[31:43] person or she was trying to do anything wrong. What it is to say is do I want
[31:47] wrong. What it is to say is do I want the financial situation like of my mom.
[31:49] the financial situation like of my mom. So, does it actually benefit me to
[31:51] So, does it actually benefit me to believe the same way that she did about
[31:53] believe the same way that she did about money? And it does that have to be true?
[31:55] money? And it does that have to be true? Well, obviously it doesn't have to be
[31:57] Well, obviously it doesn't have to be true because there are many, many, many
[31:58] true because there are many, many, many people out there who have tons of
[32:00] people out there who have tons of [ __ ] money and never worry about
[32:01] [ __ ] money and never worry about money. So, once I actually like let go
[32:04] money. So, once I actually like let go of that belief of like, you know, money
[32:06] of that belief of like, you know, money is scarce since like actually not have
[32:07] is scarce since like actually not have an attachment to money. That's when a
[32:09] an attachment to money. That's when a ton of money came my way. And it's just
[32:11] ton of money came my way. And it's just because of the way that I viewed money,
[32:12] because of the way that I viewed money, right? If you don't believe that it's,
[32:14] right? If you don't believe that it's, you know, scarce, you believe that it's
[32:16] you know, scarce, you believe that it's abundant, you're more likely to do the
[32:17] abundant, you're more likely to do the things you know you need to do, you're
[32:19] things you know you need to do, you're you have an easier time asking people
[32:21] you have an easier time asking people for money and pushing for money when you
[32:23] for money and pushing for money when you truly need it. But if you get to the end
[32:25] truly need it. But if you get to the end of the sales call and somebody tells you
[32:27] of the sales call and somebody tells you like, "Hey, dude, I just don't have the
[32:28] like, "Hey, dude, I just don't have the money." And money is scarce and like, "I
[32:30] money." And money is scarce and like, "I can't come up with the money. I can't
[32:31] can't come up with the money. I can't get resourceful." And you actually
[32:33] get resourceful." And you actually believe them. You've never gotten
[32:34] believe them. You've never gotten resourceful yourself. You hold on to
[32:35] resourceful yourself. You hold on to money tightly. You're going to have a
[32:37] money tightly. You're going to have a hard time actually overcoming it. All
[32:38] hard time actually overcoming it. All right? So you just have to see exactly
[32:41] right? So you just have to see exactly who put these things in your brain to
[32:43] who put these things in your brain to begin with, right? Because we got two
[32:45] begin with, right? Because we got two operating systems. Okay? So we got the
[32:47] operating systems. Okay? So we got the reality operating system. This processes
[32:49] reality operating system. This processes information as true as true or false,
[32:52] information as true as true or false, right or wrong, facts and logic. Then we
[32:54] right or wrong, facts and logic. Then we have the belief operating system. This
[32:56] have the belief operating system. This processes information as useful or
[32:59] processes information as useful or limiting, serving or sabotaging,
[33:01] limiting, serving or sabotaging, empowering or restricting. Okay. So we
[33:04] empowering or restricting. Okay. So we have two things. So we have our actual
[33:07] have two things. So we have our actual reality. This is when I look outside
[33:10] reality. This is when I look outside what is reality. Okay. And then we have
[33:12] what is reality. Okay. And then we have our beliefs, right? This is how we
[33:14] our beliefs, right? This is how we interpret reality. Okay? Because there
[33:17] interpret reality. Okay? Because there are cold hard facts. But then everything
[33:20] are cold hard facts. But then everything else is how do we interpret that fact?
[33:22] else is how do we interpret that fact? Like that's our belief operating system.
[33:24] Like that's our belief operating system. So we have to understand that there's a
[33:26] So we have to understand that there's a difference between the two. Okay? And
[33:30] difference between the two. Okay? And sales is the process of transferring
[33:33] sales is the process of transferring beliefs, transferring your belief
[33:36] beliefs, transferring your belief operating system onto the prospect.
[33:39] operating system onto the prospect. Whether it's conviction and the product,
[33:40] Whether it's conviction and the product, whether it's the ability to bet on
[33:42] whether it's the ability to bet on themselves, it is transferring belief.
[33:45] themselves, it is transferring belief. And you can't transfer what you don't
[33:47] And you can't transfer what you don't possess. You can't lead where you won't
[33:50] possess. You can't lead where you won't go. If you're asking a prospect to do
[33:52] go. If you're asking a prospect to do things that you would never do yourself,
[33:54] things that you would never do yourself, like you're there's always going to be a
[33:56] like you're there's always going to be a slight disconnect in what you're doing.
[33:58] slight disconnect in what you're doing. Okay? So it's like you have to
[34:00] Okay? So it's like you have to understand just generally speaking what
[34:02] understand just generally speaking what is a default hypnosis and the problem
[34:05] is a default hypnosis and the problem that most people are living in. Okay. So
[34:08] that most people are living in. Okay. So most people live in like the default
[34:09] most people live in like the default hypnosis like they're the mental scripts
[34:11] hypnosis like they're the mental scripts that are installed by like either
[34:13] that are installed by like either parents or family. Okay. Money doesn't
[34:15] parents or family. Okay. Money doesn't grow on trees. We can't afford that.
[34:17] grow on trees. We can't afford that. That becomes like your financial
[34:18] That becomes like your financial programming. School and society. Okay.
[34:21] programming. School and society. Okay. Play it safe. Don't take risk. You know
[34:24] Play it safe. Don't take risk. You know that becomes your limitations. Past
[34:26] that becomes your limitations. Past experiences. I've been burned before
[34:28] experiences. I've been burned before become your relationships, trust and
[34:30] become your relationships, trust and barriers. So you you have to understand
[34:33] barriers. So you you have to understand the the biggest breakthrough when it
[34:36] the the biggest breakthrough when it came to like me understanding like what
[34:38] came to like me understanding like what my programming was is if you want to be
[34:42] my programming was is if you want to be exceptional, you can't have the same
[34:44] exceptional, you can't have the same thoughts. You can't have the same
[34:46] thoughts. You can't have the same beliefs as everyone else. And most of
[34:49] beliefs as everyone else. And most of society is not built for exceptional
[34:51] society is not built for exceptional people. Exceptional people win
[34:53] people. Exceptional people win regardless of what system, regardless of
[34:56] regardless of what system, regardless of what society, successful people win
[34:58] what society, successful people win regardless. No matter where you go in
[35:01] regardless. No matter where you go in the world, there are going to be people
[35:03] the world, there are going to be people who are at the top of that hierarchy.
[35:05] who are at the top of that hierarchy. Winners win. Society for the most part,
[35:09] Winners win. Society for the most part, especially in the west, is made so uh
[35:12] especially in the west, is made so uh losers don't lose that bad and the
[35:15] losers don't lose that bad and the middle are like taken care of. Okay? So
[35:17] middle are like taken care of. Okay? So society is set up to really, you know,
[35:21] society is set up to really, you know, take care of the slowest members, okay?
[35:24] take care of the slowest members, okay? The people who have to play it safe, but
[35:26] The people who have to play it safe, but you're here, right? You know, you can do
[35:29] you're here, right? You know, you can do more. You know, you want to be
[35:30] more. You know, you want to be exceptional. So you have to understand
[35:32] exceptional. So you have to understand when you take a look at your default
[35:34] when you take a look at your default hypnosis, your default programming, it
[35:37] hypnosis, your default programming, it was made for people who are not looking
[35:39] was made for people who are not looking to be exceptional. And if we want to be
[35:41] to be exceptional. And if we want to be exceptional, the first thing we have to
[35:43] exceptional, the first thing we have to understand is we can't be okay with this
[35:45] understand is we can't be okay with this default hypnosis.
[35:47] default hypnosis. So the key insight if you don't install
[35:49] So the key insight if you don't install your own beliefs somebody else already
[35:51] your own beliefs somebody else already has okay whether it be your family
[35:54] has okay whether it be your family whether it be school whether it be your
[35:57] whether it be school whether it be your peers your environment whatever it is
[36:00] peers your environment whatever it is these people are already going to be
[36:02] these people are already going to be implementing beliefs inside of you and
[36:04] implementing beliefs inside of you and if you're not present if you don't
[36:06] if you're not present if you don't actually pay attention to it you're
[36:08] actually pay attention to it you're going to have their beliefs
[36:10] going to have their beliefs and you haven't even dictated it
[36:13] and you haven't even dictated it yourself. Okay, most people who are
[36:16] yourself. Okay, most people who are unconscious of their unconscious mind of
[36:19] unconscious of their unconscious mind of their unconscious beliefs will do things
[36:21] their unconscious beliefs will do things their entire life and call it fate. But
[36:24] their entire life and call it fate. But really what it was was their
[36:25] really what it was was their programming, right? It's it's their
[36:27] programming, right? It's it's their belief system.
[36:29] belief system. So we have to understand what one's
[36:31] So we have to understand what one's default script like you inherited about
[36:33] default script like you inherited about money, relationships, and success that
[36:35] money, relationships, and success that still runs in your head today. Okay? And
[36:38] still runs in your head today. Okay? And take a moment to identify the voice that
[36:40] take a moment to identify the voice that isn't yours. It's the limiting belief
[36:41] isn't yours. It's the limiting belief that programming uh that programmed you
[36:43] that programming uh that programmed you into uh before you had the awareness to
[36:46] into uh before you had the awareness to choose. I know the one for me and again
[36:48] choose. I know the one for me and again it's it's going to be best if you can
[36:50] it's it's going to be best if you can actually give it a name. For me, it's my
[36:52] actually give it a name. For me, it's my [ __ ] voice of every single time like
[36:55] [ __ ] voice of every single time like I'm telling or I'm telling myself that I
[36:57] I'm telling or I'm telling myself that I shouldn't go for it. I shouldn't invest.
[36:59] shouldn't go for it. I shouldn't invest. I shouldn't do something. I shouldn't
[37:00] I shouldn't do something. I shouldn't take risk. There's always that [ __ ]
[37:02] take risk. There's always that [ __ ] voice that is in the back of my head
[37:04] voice that is in the back of my head telling me to get out. Don't do it.
[37:07] telling me to get out. Don't do it. Don't go for it. Okay. Why is that
[37:10] Don't go for it. Okay. Why is that there? I know a big one for me,
[37:12] there? I know a big one for me, especially when I came to relationships,
[37:14] especially when I came to relationships, a script that was put into my head is
[37:17] a script that was put into my head is relationships don't last, right? Because
[37:20] relationships don't last, right? Because every single time, like growing up, like
[37:21] every single time, like growing up, like my mom's been in tons of different
[37:23] my mom's been in tons of different relationships and they never lasted. So,
[37:25] relationships and they never lasted. So, that was ingrained in my head. But now,
[37:27] that was ingrained in my head. But now, like I had to, you know, defrag that,
[37:30] like I had to, you know, defrag that, self-reflect, find that out. And only
[37:32] self-reflect, find that out. And only after I found that out and let that go
[37:34] after I found that out and let that go was I able to find my wife. Right? So,
[37:36] was I able to find my wife. Right? So, it's like we all have these different
[37:37] it's like we all have these different things. And for everyone, it's going to
[37:39] things. And for everyone, it's going to be slightly different. Now, there are
[37:40] be slightly different. Now, there are going to be some things that are going
[37:41] going to be some things that are going to be the same, but it's something you
[37:43] to be the same, but it's something you have to look inside yourself of like
[37:45] have to look inside yourself of like what are some of the beliefs that could
[37:46] what are some of the beliefs that could be holding you back currently preventing
[37:49] be holding you back currently preventing you from moving forward. Okay? Generally
[37:52] you from moving forward. Okay? Generally speaking, especially when it comes to
[37:53] speaking, especially when it comes to sales, the biggest limiting beliefs are
[37:56] sales, the biggest limiting beliefs are going to be about money and success.
[37:58] going to be about money and success. We'll definitely dive into what are some
[37:59] We'll definitely dive into what are some of the biggest limiting beliefs.
[38:02] of the biggest limiting beliefs. Okay? So, and we need to make a critical
[38:04] Okay? So, and we need to make a critical critical shift
[38:07] critical shift like stop asking, hey, is this objection
[38:10] like stop asking, hey, is this objection true and start asking does believing
[38:13] true and start asking does believing this help them move forward? This is
[38:15] this help them move forward? This is especially when it comes to objection
[38:17] especially when it comes to objection handling. But this is also a critical
[38:19] handling. But this is also a critical shift that you need to make for yourself
[38:21] shift that you need to make for yourself because when you're talking about
[38:23] because when you're talking about beliefs just in general, okay,
[38:26] beliefs just in general, okay, we are not God or whatever you believe
[38:29] we are not God or whatever you believe in. So you're never going to know what
[38:32] in. So you're never going to know what is objectively true, right? Like at the
[38:34] is objectively true, right? Like at the end of the day, that is outside of the
[38:36] end of the day, that is outside of the purview of the human mind, but what you
[38:39] purview of the human mind, but what you can know at least to some inkling is is
[38:42] can know at least to some inkling is is it beneficial? Does it actually help me?
[38:46] it beneficial? Does it actually help me? Does me believing that the sky sky is
[38:49] Does me believing that the sky sky is red, does that help me make more money?
[38:51] red, does that help me make more money? If the answer is yes, then I'm going to
[38:53] If the answer is yes, then I'm going to believe that that's true. So, I am only
[38:55] believe that that's true. So, I am only going to believe things that are true
[38:57] going to believe things that are true that actually help me. It doesn't really
[39:00] that actually help me. It doesn't really matter if it's objectively true because
[39:02] matter if it's objectively true because that is outside of your knowledge.
[39:03] that is outside of your knowledge. You're never going to actually know if
[39:05] You're never going to actually know if anything that you actually see like
[39:06] anything that you actually see like you're not God. You're not you're not
[39:08] you're not God. You're not you're not omnicient. You're never going to know if
[39:10] omnicient. You're never going to know if the things are actually true. But we
[39:12] the things are actually true. But we need to start understanding like, hey,
[39:13] need to start understanding like, hey, does it actually help me to believe
[39:15] does it actually help me to believe this? For example, I'm a lucky person. I
[39:19] this? For example, I'm a lucky person. I am a lucky person, right? And I'm
[39:20] am a lucky person, right? And I'm telling you this like as a lucky person.
[39:22] telling you this like as a lucky person. Now they've done studies on people who
[39:25] Now they've done studies on people who are lucky and the one thing that they
[39:29] are lucky and the one thing that they found out with people who are lucky what
[39:31] found out with people who are lucky what they all had in common is they thought
[39:32] they all had in common is they thought that they were lucky. So the belief of
[39:35] that they were lucky. So the belief of them being lucky just believing that
[39:38] them being lucky just believing that actually gave them luck. Okay? And it's
[39:40] actually gave them luck. Okay? And it's just having that strongly had belief of
[39:43] just having that strongly had belief of like does it actually help me to believe
[39:44] like does it actually help me to believe this? Does it help me to believe that
[39:46] this? Does it help me to believe that I'm lucky that like I'm optimistic
[39:48] I'm lucky that like I'm optimistic things work out for me? So, if you
[39:50] things work out for me? So, if you believe those things, well, guess what?
[39:52] believe those things, well, guess what? You're more likely to actually try. And
[39:53] You're more likely to actually try. And if you try and you actually do [ __ ]
[39:55] if you try and you actually do [ __ ] well, guess what? You're going to be
[39:56] well, guess what? You're going to be more lucky because you're doing more
[39:57] more lucky because you're doing more things and it's more likely something's
[39:59] things and it's more likely something's going to pan out. So, it's like it's
[40:01] going to pan out. So, it's like it's not, "Hey, is this true?" It's, "Does
[40:03] not, "Hey, is this true?" It's, "Does this actually help me?" And when you're
[40:05] this actually help me?" And when you're in objection handling, it's not, "Hey,
[40:07] in objection handling, it's not, "Hey, is this objection true?" It's asking,
[40:09] is this objection true?" It's asking, "Does this actually help them like move
[40:12] "Does this actually help them like move forward and achieve all their goals?"
[40:14] forward and achieve all their goals?" Okay? Them telling you it's like, "Oh,
[40:17] Okay? Them telling you it's like, "Oh, like I can't do it. I don't have any
[40:18] like I can't do it. I don't have any money in my bank account, right? Like it
[40:21] money in my bank account, right? Like it doesn't matter if that's true. It
[40:22] doesn't matter if that's true. It matters is like, hey, I can't do this
[40:24] matters is like, hey, I can't do this because I don't have money. Is that
[40:26] because I don't have money. Is that going to help them move forward if they
[40:27] going to help them move forward if they have this belief? If the answer is no,
[40:29] have this belief? If the answer is no, it is your job to help shift it. So
[40:31] it is your job to help shift it. So belief and action, two examples. So
[40:33] belief and action, two examples. So limiting belief, believing I don't have
[40:34] limiting belief, believing I don't have money that keeps people broke, stuck,
[40:37] money that keeps people broke, stuck, and looking for excuses to stay small.
[40:39] and looking for excuses to stay small. Okay. Empowering belief, believing I
[40:41] Okay. Empowering belief, believing I must move fast to fix this. This creates
[40:44] must move fast to fix this. This creates urgency, action, and transformation. So
[40:47] urgency, action, and transformation. So you're always looking when you're either
[40:48] you're always looking when you're either when you're looking at your own beliefs
[40:51] when you're looking at your own beliefs or beliefs that you are seeing in other
[40:53] or beliefs that you are seeing in other people, you're seeing how you can shift
[40:55] people, you're seeing how you can shift them from a limiting belief to an
[40:57] them from a limiting belief to an empowering belief.
[40:59] empowering belief. Okay? Because you have to understand
[41:01] Okay? Because you have to understand that sales is a mirror. So you have to
[41:04] that sales is a mirror. So you have to look at yourself first and seeing how
[41:07] look at yourself first and seeing how you're showing up to life, seeing how
[41:09] you're showing up to life, seeing how you're leading yourself. And that's
[41:11] you're leading yourself. And that's going to bleed into how you lead other
[41:13] going to bleed into how you lead other people. Because again, sales is a
[41:16] people. Because again, sales is a transfer of belief. It is leadership.
[41:18] transfer of belief. It is leadership. But if you're not leading yourself, if
[41:20] But if you're not leading yourself, if you're falling into your own limiting
[41:21] you're falling into your own limiting beliefs, how are you going to sit across
[41:23] beliefs, how are you going to sit across from somebody and get them to take
[41:25] from somebody and get them to take action? Okay? So, for example, if
[41:28] action? Okay? So, for example, if somebody tells you like, "I don't have
[41:29] somebody tells you like, "I don't have time, right?" And you tell yourself
[41:31] time, right?" And you tell yourself that, "Oh, I don't have enough time, but
[41:33] that, "Oh, I don't have enough time, but you're scrolling on social media." If
[41:35] you're scrolling on social media." If you're telling yourself you need to do
[41:36] you're telling yourself you need to do something, but I'll start at Monday. and
[41:39] something, but I'll start at Monday. and you get calls at the end where there's
[41:40] you get calls at the end where there's like, "Oh yeah, I'm gonna do it. I'm
[41:42] like, "Oh yeah, I'm gonna do it. I'm just going to start it Monday." You're
[41:43] just going to start it Monday." You're gonna run into it. If you can't make
[41:46] gonna run into it. If you can't make actual action, you need to think about
[41:48] actual action, you need to think about it. While opportunity passes, your
[41:50] it. While opportunity passes, your prospects are going to run like the same
[41:52] prospects are going to run like the same scripts you run on yourself. And you're
[41:55] scripts you run on yourself. And you're going to have a hard time overcoming it.
[41:57] going to have a hard time overcoming it. The reason why I can sit there and I can
[42:00] The reason why I can sit there and I can go head on to any objection or anything
[42:03] go head on to any objection or anything coming in is because I don't believe
[42:05] coming in is because I don't believe them in my own life. If I hop on a sales
[42:07] them in my own life. If I hop on a sales call, like best believe I don't really
[42:09] call, like best believe I don't really care on bite, okay? Just at the end of
[42:11] care on bite, okay? Just at the end of the day. And I never tell myself it's
[42:14] the day. And I never tell myself it's okay to push things off for a day. And
[42:16] okay to push things off for a day. And that's what I truly believe. And there's
[42:18] that's what I truly believe. And there's so much conviction behind it. That's how
[42:21] so much conviction behind it. That's how you're able to get people across the
[42:22] you're able to get people across the line is because your beliefs are so
[42:24] line is because your beliefs are so strong that anyone you run against,
[42:27] strong that anyone you run against, you're going to have such a strong
[42:29] you're going to have such a strong belief that you swallow theirs. Okay?
[42:31] belief that you swallow theirs. Okay? So, this has nothing to do with Word
[42:33] So, this has nothing to do with Word Tracks. It comes down to the conviction
[42:35] Tracks. It comes down to the conviction and the level of intensity that you hold
[42:37] and the level of intensity that you hold your own beliefs. And this will impact
[42:40] your own beliefs. And this will impact every area of your life, not just sales.
[42:43] every area of your life, not just sales. Okay? So, how do we actually engineer
[42:45] Okay? So, how do we actually engineer these beliefs? Now that we know they're
[42:46] these beliefs? Now that we know they're important, how do we [ __ ] engineer
[42:48] important, how do we [ __ ] engineer them? Okay. So, really, there's three
[42:50] them? Okay. So, really, there's three steps. First and foremost, we need to in
[42:53] steps. First and foremost, we need to in like identify the trance, the belief,
[42:55] like identify the trance, the belief, like what is the limiting script that
[42:58] like what is the limiting script that we're currently running. Okay? Get
[43:00] we're currently running. Okay? Get specific about the exact words and
[43:02] specific about the exact words and phrases. Okay? Then we need to create
[43:04] phrases. Okay? Then we need to create the opposite. Write an equal and
[43:06] the opposite. Write an equal and opposite hypnotic command that serves
[43:08] opposite hypnotic command that serves your goals and empowers you for the
[43:10] your goals and empowers you for the future. Number three, we need to
[43:11] future. Number three, we need to reinforce this daily. Okay? So this is
[43:13] reinforce this daily. Okay? So this is not something to where it's like, hey,
[43:16] not something to where it's like, hey, um, you do it once, you sit and forget
[43:17] um, you do it once, you sit and forget it, and it's like, dude, now you had the
[43:19] it, and it's like, dude, now you had the strongest beliefs ever. No, this is a
[43:21] strongest beliefs ever. No, this is a constant process. If you reflecting on
[43:23] constant process. If you reflecting on your beliefs, what beliefs are holding
[43:25] your beliefs, what beliefs are holding you back? Really being able to
[43:27] you back? Really being able to understand it, create the opposite, and
[43:29] understand it, create the opposite, and reinforce it daily in your brain so it
[43:31] reinforce it daily in your brain so it no longer comes up. And then it's on to
[43:33] no longer comes up. And then it's on to the next belief and the next belief and
[43:35] the next belief and the next belief and the next belief. This is a never- ending
[43:36] the next belief. This is a never- ending process to constantly uplift yourself
[43:39] process to constantly uplift yourself and become a better person. Like even to
[43:41] and become a better person. Like even to this day, I'm constantly doing this,
[43:43] this day, I'm constantly doing this, right? One of the biggest ones that I'm
[43:45] right? One of the biggest ones that I'm really addressing right now is like not
[43:46] really addressing right now is like not being enough, right? Like I'm not good
[43:49] being enough, right? Like I'm not good enough to really get everything. Like
[43:51] enough to really get everything. Like now that I'm reaching success and
[43:52] now that I'm reaching success and different things along those lines,
[43:54] different things along those lines, there's a feeling of like unworthiness.
[43:56] there's a feeling of like unworthiness. Like where does that come from? Why is
[43:57] Like where does that come from? Why is that there? Who gave me that script? And
[43:59] that there? Who gave me that script? And then it's being able to find that create
[44:02] then it's being able to find that create the opposite of like I actually am
[44:04] the opposite of like I actually am worthy. I deserve everything that comes
[44:05] worthy. I deserve everything that comes to me. I put in the work and I reinforce
[44:07] to me. I put in the work and I reinforce that daily. Right? So that way I can sit
[44:09] that daily. Right? So that way I can sit here confidently telling you like this
[44:11] here confidently telling you like this is how you switch your beliefs and I'm
[44:13] is how you switch your beliefs and I'm worthy enough to tell you this is how
[44:15] worthy enough to tell you this is how you do it. Okay?
[44:17] you do it. Okay? Okay. So there are four core domains of
[44:21] Okay. So there are four core domains of every area of life that you need to
[44:24] every area of life that you need to understand and these are going to be the
[44:26] understand and these are going to be the four core domains that typically if you
[44:28] four core domains that typically if you are not aligned that hold people at hold
[44:31] are not aligned that hold people at hold people back okay every high performer
[44:33] people back okay every high performer most reprogram these fundamental areas
[44:36] most reprogram these fundamental areas okay so it's like domain number one is
[44:39] okay so it's like domain number one is your fitness and your vitality okay so
[44:41] your fitness and your vitality okay so it's like old script I get sick I slow
[44:44] it's like old script I get sick I slow down with age my body breaks down okay I
[44:46] down with age my body breaks down okay I get injured a lot This was one was big
[44:48] get injured a lot This was one was big for me. So like a new install like I
[44:51] for me. So like a new install like I don't get sick and I grow more youthful
[44:53] don't get sick and I grow more youthful and energetic like every year. Okay. So
[44:56] and energetic like every year. Okay. So if this is something like this is really
[44:57] if this is something like this is really important because if you're showing up
[44:59] important because if you're showing up to your calls your energy is low, right?
[45:03] to your calls your energy is low, right? Maybe one of your beliefs is well like I
[45:05] Maybe one of your beliefs is well like I can't take 13 calls a day, right? I
[45:08] can't take 13 calls a day, right? I don't have the energy for it. Right?
[45:10] don't have the energy for it. Right? That's your limitation. That's your
[45:12] That's your limitation. That's your limiting belief. So when you show up to
[45:13] limiting belief. So when you show up to calls on hour 12, hour 13, you don't
[45:15] calls on hour 12, hour 13, you don't show up the way that you need to. You
[45:17] show up the way that you need to. You don't show up with the energy that's
[45:19] don't show up with the energy that's going to actually help lead the person
[45:20] going to actually help lead the person across from you. So, what is a new
[45:22] across from you. So, what is a new install? I could take 15 calls a day. No
[45:25] install? I could take 15 calls a day. No problem. Energy every single time. Okay?
[45:27] problem. Energy every single time. Okay? I have perfect energy. 16 hours a day.
[45:30] I have perfect energy. 16 hours a day. I'm energetic all day for every single
[45:32] I'm energetic all day for every single call. And then I tell myself that every
[45:35] call. And then I tell myself that every single time I'm not feeling energetic.
[45:36] single time I'm not feeling energetic. And I sit and I feel it. And we'll get
[45:38] And I sit and I feel it. And we'll get more into it.
[45:40] more into it. Okay. Daily ritual. Okay. If we feel
[45:43] Okay. Daily ritual. Okay. If we feel like for whatever reason like our uh our
[45:46] like for whatever reason like our uh our our uh our fitness our energy is like
[45:49] our uh our fitness our energy is like down like again we reenter we reenter
[45:52] down like again we reenter we reenter the vitality trans through movement
[45:54] the vitality trans through movement light and conscious breathing. Okay. So
[45:56] light and conscious breathing. Okay. So if your energy is low go out get some
[45:58] if your energy is low go out get some sun remind yourself that you're full of
[46:01] sun remind yourself that you're full of energy. Okay move around a little bit.
[46:03] energy. Okay move around a little bit. Get some push-ups and again like remind
[46:05] Get some push-ups and again like remind yourself that you're full of energy and
[46:07] yourself that you're full of energy and you can do 15 calls a day if that's what
[46:09] you can do 15 calls a day if that's what you're looking for. Okay. So sales
[46:11] you're looking for. Okay. So sales mirror low energy hypnotize prospects
[46:14] mirror low energy hypnotize prospects into mistrust. If your high vitality
[46:17] into mistrust. If your high vitality hypnotizes them into certainty and
[46:18] hypnotizes them into certainty and excitement about their future, your
[46:20] excitement about their future, your energies are first sale. Make it
[46:23] energies are first sale. Make it magnetic. Now this is not to say that
[46:26] magnetic. Now this is not to say that you're a wacky flavable flaming arm
[46:28] you're a wacky flavable flaming arm flailing tube man. Okay? So you're not
[46:30] flailing tube man. Okay? So you're not over the top, but you have energy. You
[46:33] over the top, but you have energy. You have a presence. So if you're showing up
[46:35] have a presence. So if you're showing up to your call without energy, without a
[46:37] to your call without energy, without a presence, you look like you're tired.
[46:38] presence, you look like you're tired. You don't really look like you want to
[46:39] You don't really look like you want to be there. that needs to be addressed.
[46:42] be there. that needs to be addressed. Okay? And that's how you're showing up
[46:43] Okay? And that's how you're showing up in life. And it's because of the beliefs
[46:46] in life. And it's because of the beliefs that we have.
[46:48] that we have. Okay. Domain two, money and finances.
[46:51] Okay. Domain two, money and finances. Okay. Old script. There's no money.
[46:53] Okay. Old script. There's no money. Money is not for me. Money only comes
[46:55] Money is not for me. Money only comes sometimes. New install. Money
[46:58] sometimes. New install. Money consistently flows to me. I am a money
[47:00] consistently flows to me. I am a money magnet. Okay. This one was a big one to
[47:03] magnet. Okay. This one was a big one to me. And I and I know it's it's
[47:05] me. And I and I know it's it's definitely tough to really instill these
[47:07] definitely tough to really instill these beliefs when money isn't actually in the
[47:10] beliefs when money isn't actually in the bank account, but understand every deal
[47:13] bank account, but understand every deal is proof that money flows, okay? And
[47:16] is proof that money flows, okay? And that it's real. This flow reinforces
[47:19] that it's real. This flow reinforces itself. So you only focus on when the
[47:21] itself. So you only focus on when the money comes in and you reinforce this
[47:24] money comes in and you reinforce this new belief because if money is scarce
[47:27] new belief because if money is scarce and you're worried about the money like
[47:28] and you're worried about the money like you don't have when you get to the end
[47:30] you don't have when you get to the end and you have to have a tough money
[47:31] and you have to have a tough money conversation, right? You're not going to
[47:34] conversation, right? You're not going to have the level of conviction to get
[47:36] have the level of conviction to get somebody across the line. Okay. So how
[47:39] somebody across the line. Okay. So how do we actually integrate it? So evidence
[47:41] do we actually integrate it? So evidence tagging. Every financial win becomes
[47:43] tagging. Every financial win becomes proof that your money script is working.
[47:45] proof that your money script is working. Tag it, celebrate it, reinforce it.
[47:48] Tag it, celebrate it, reinforce it. Every single time money hits your bank
[47:49] Every single time money hits your bank account, dude, feel it. Money is
[47:53] account, dude, feel it. Money is flowing. Money flows to me. Okay. So,
[47:56] flowing. Money flows to me. Okay. So, when you run money flows hypnosis
[47:58] when you run money flows hypnosis internally, you make you make ask
[48:01] internally, you make you make ask natural without tension, scarcity, and
[48:03] natural without tension, scarcity, and depression. If you have tension around
[48:05] depression. If you have tension around money, dude, when you ask about the
[48:07] money, dude, when you ask about the money, if you ask for like somebody's
[48:09] money, if you ask for like somebody's car details, and that's not natural to
[48:11] car details, and that's not natural to you, people feel that. It's going to be
[48:13] you, people feel that. It's going to be subconscious. They're not even going to
[48:14] subconscious. They're not even going to know, but that something you said like
[48:16] know, but that something you said like makes it where they don't trust you. So,
[48:19] makes it where they don't trust you. So, if you're able to actually truly believe
[48:21] if you're able to actually truly believe that money isn't scarce, it flows. Okay?
[48:24] that money isn't scarce, it flows. Okay? You're able to sit there and actually
[48:25] You're able to sit there and actually have a conversation, ask people for
[48:28] have a conversation, ask people for their money, and there be no intention
[48:30] their money, and there be no intention behind it that will give them pause. It
[48:33] behind it that will give them pause. It comes across confident. And if you come
[48:35] comes across confident. And if you come across confident asking for money, well,
[48:37] across confident asking for money, well, dude, you must get money a lot. So,
[48:39] dude, you must get money a lot. So, they're going to more likely want to
[48:40] they're going to more likely want to hand over their cash.
[48:43] hand over their cash. Okay. Relationships and people old
[48:45] Okay. Relationships and people old script. People judge me. I'll be
[48:47] script. People judge me. I'll be rejected if I lead. I need approval.
[48:50] rejected if I lead. I need approval. Okay. New installment. I am peaceful,
[48:53] Okay. New installment. I am peaceful, positive, and grateful. I lead
[48:55] positive, and grateful. I lead decisively. Okay. A hard partner,
[48:58] decisively. Okay. A hard partner, honesty, uh, conversation broke my old
[49:00] honesty, uh, conversation broke my old trance of hiding and people pleasing. I
[49:03] trance of hiding and people pleasing. I know for me, it wasn't until I actually
[49:06] know for me, it wasn't until I actually sat and broke the old trance of toxic
[49:10] sat and broke the old trance of toxic relationships and just a bunch of
[49:12] relationships and just a bunch of [ __ ] from my childhood that I was
[49:14] [ __ ] from my childhood that I was able to actually have really good
[49:16] able to actually have really good relationships, number one. But number
[49:18] relationships, number one. But number two, my level of empathy on calls and
[49:21] two, my level of empathy on calls and actually truly being able to connect
[49:22] actually truly being able to connect with people [ __ ] skyrocketed. Okay?
[49:25] with people [ __ ] skyrocketed. Okay? And it's just because for me, it wasn't
[49:28] And it's just because for me, it wasn't like, "Hey, people judge me." I was
[49:30] like, "Hey, people judge me." I was never worried about that. It was people
[49:33] never worried about that. It was people disappoint, people leave. Okay. And once
[49:37] disappoint, people leave. Okay. And once I fully actually broke that belief, that
[49:39] I fully actually broke that belief, that trance, that's when I was able to
[49:41] trance, that's when I was able to actually truly start to connect with
[49:42] actually truly start to connect with people like on sales calls, but also
[49:44] people like on sales calls, but also outside of sales calls, right? So, this
[49:45] outside of sales calls, right? So, this will impact like every part of your
[49:46] will impact like every part of your life.
[49:48] life. Okay. So, how do you actually integrate
[49:50] Okay. So, how do you actually integrate it? So, life integration better one deep
[49:54] it? So, life integration better one deep present hour with someone than eight
[49:56] present hour with someone than eight distracted ones. Okay.
[49:58] distracted ones. Okay. If you're hypnotized by unresolved
[50:00] If you're hypnotized by unresolved relationship objections, you'll believe
[50:02] relationship objections, you'll believe them and transfer that doubt onto
[50:05] them and transfer that doubt onto prospects. So, if you're having a hard
[50:07] prospects. So, if you're having a hard time in your relationship, if you can't
[50:09] time in your relationship, if you can't give the person that you're with like
[50:11] give the person that you're with like the actual time and like presence and
[50:14] the actual time and like presence and focus, and you have some holdups, you
[50:16] focus, and you have some holdups, you have some beliefs
[50:17] have some beliefs when you're talking to somebody about
[50:19] when you're talking to somebody about their partner and it's like, "Hey, you
[50:21] their partner and it's like, "Hey, you need to do this for yourself." They'll
[50:22] need to do this for yourself." They'll understand, right?
[50:24] understand, right? there's going to be something that's
[50:26] there's going to be something that's missing because you're bringing your
[50:28] missing because you're bringing your outside baggage like into the
[50:30] outside baggage like into the conversation. Okay? So, you need to be
[50:32] conversation. Okay? So, you need to be able to again make sure we're releasing
[50:34] able to again make sure we're releasing these beliefs that are hurting us in our
[50:36] these beliefs that are hurting us in our personal life. Therefore, when we hop on
[50:39] personal life. Therefore, when we hop on and we talk to somebody about the same
[50:40] and we talk to somebody about the same limitations that they're running into,
[50:43] limitations that they're running into, we can confidently help them actually
[50:45] we can confidently help them actually overcome them. Okay. Domain four, faith.
[50:48] overcome them. Okay. Domain four, faith. So, old script. Okay. I know for a very
[50:51] So, old script. Okay. I know for a very long time I was a materialist. Okay.
[50:53] long time I was a materialist. Okay. There's nothing out there. The universe
[50:55] There's nothing out there. The universe is against me. I can't access higher
[50:57] is against me. I can't access higher wisdom. Okay. New installs. I'm the
[51:00] wisdom. Okay. New installs. I'm the luckiest person in the universe.
[51:02] luckiest person in the universe. Everything works out for me. I know the
[51:05] Everything works out for me. I know the answer comes to me exactly when it's
[51:06] answer comes to me exactly when it's supposed to. Okay. So again, they have
[51:10] supposed to. Okay. So again, they have done studies on this. If you believe you
[51:11] done studies on this. If you believe you are a lucky person, you will become a
[51:14] are a lucky person, you will become a lucky person. Right? It's just a it's a
[51:17] lucky person. Right? It's just a it's a natural phenomenon. It's a phenomenon in
[51:20] natural phenomenon. It's a phenomenon in the universe. If you believe it, it will
[51:22] the universe. If you believe it, it will come true. Okay. So, investment
[51:23] come true. Okay. So, investment principle, every dollar spent on mentors
[51:26] principle, every dollar spent on mentors and books reinforces your abundant
[51:28] and books reinforces your abundant trance. So, it's like you have to have
[51:31] trance. So, it's like you have to have faith that things are going to work out.
[51:33] faith that things are going to work out. And having faith that things are going
[51:34] And having faith that things are going to work out. If you truly believe that,
[51:36] to work out. If you truly believe that, then you can sit across from somebody
[51:37] then you can sit across from somebody and you can be like, "Hey, bro, we do
[51:39] and you can be like, "Hey, bro, we do this cuz like I like I know things will
[51:42] this cuz like I like I know things will work out for you." But if you have a
[51:44] work out for you." But if you have a little bit of hesitation in that, it's
[51:46] little bit of hesitation in that, it's going to come across like there's not
[51:48] going to come across like there's not going to be that certainty there. Okay.
[51:50] going to be that certainty there. Okay. So, how do we actually integrate it? So
[51:52] So, how do we actually integrate it? So write down the an like the answers when
[51:54] write down the an like the answers when they arrive unexpectedly like this
[51:57] they arrive unexpectedly like this trains your subconscious to trust the
[51:59] trains your subconscious to trust the process. So, if you're dealing with
[52:00] process. So, if you're dealing with something like tough in life, um
[52:03] something like tough in life, um generally speaking, you'll have like
[52:04] generally speaking, you'll have like thoughts and ideas that like come to you
[52:06] thoughts and ideas that like come to you and a lot of time you like you'll let
[52:08] and a lot of time you like you'll let them pass. But if you actually get in
[52:09] them pass. But if you actually get in the in the practice of like jotting
[52:11] the in the practice of like jotting things down, like I send texts to myself
[52:13] things down, like I send texts to myself like all the time, right? It trains your
[52:15] like all the time, right? It trains your subconscious to number one like look to
[52:18] subconscious to number one like look to solve problems, but also uh like you're
[52:21] solve problems, but also uh like you're trusting your intuition like you're
[52:22] trusting your intuition like you're trusting that things will like actually
[52:24] trusting that things will like actually work out. Okay? So just understand like
[52:27] work out. Okay? So just understand like like having faith that things will work
[52:29] like having faith that things will work out, having faith that you're lucky,
[52:31] out, having faith that you're lucky, having faith that things are always
[52:33] having faith that things are always going to be in your favor. Okay? This is
[52:36] going to be in your favor. Okay? This is what creates calm certainty. When you're
[52:38] what creates calm certainty. When you're certain, prospects relax and relax into
[52:41] certain, prospects relax and relax into the decision rather than fighting you on
[52:43] the decision rather than fighting you on it. Because if you're uncertain when you
[52:45] it. Because if you're uncertain when you get to the end, you're uncertain things
[52:47] get to the end, you're uncertain things are going to work out like in your life.
[52:48] are going to work out like in your life. Like you you really transfer that
[52:50] Like you you really transfer that uncertainty on to the prospect.
[52:53] uncertainty on to the prospect. Okay? So installing versus admiring.
[52:56] Okay? So installing versus admiring. Most people admire, empowering beliefs,
[52:58] Most people admire, empowering beliefs, but never actually install them. So it's
[53:00] but never actually install them. So it's all great and well to sit here and talk
[53:02] all great and well to sit here and talk about these beliefs, but how do we
[53:04] about these beliefs, but how do we actually install them into our head?
[53:06] actually install them into our head? Okay, that is the key. Okay, so number
[53:09] Okay, that is the key. Okay, so number one, we have to make a decision. You
[53:12] one, we have to make a decision. You want to choose your script consciously.
[53:14] want to choose your script consciously. Write it down and commit to it
[53:16] Write it down and commit to it completely. Okay, once you identified
[53:19] completely. Okay, once you identified what belief it is, okay, you identified
[53:22] what belief it is, okay, you identified what belief it is. For example, okay,
[53:25] what belief it is. For example, okay, money is scarce. That's the belief that
[53:28] money is scarce. That's the belief that I have. I've identified it. Now I need
[53:30] I have. I've identified it. Now I need to make a decision. You choose your
[53:33] to make a decision. You choose your script that you're going to adopt
[53:35] script that you're going to adopt consciously. Write it down. Commit to it
[53:37] consciously. Write it down. Commit to it completely. Okay. Money flows to me
[53:39] completely. Okay. Money flows to me easily. Okay. So you then from there
[53:42] easily. Okay. So you then from there once you have it down you induct it.
[53:44] once you have it down you induct it. Okay. You breathe deeply and you repeat
[53:46] Okay. You breathe deeply and you repeat your new script and you visualize it as
[53:49] your new script and you visualize it as real as you can until it feels true in
[53:52] real as you can until it feels true in your body that money does flow to me
[53:54] your body that money does flow to me effortlessly. And then you reinforce it.
[53:58] effortlessly. And then you reinforce it. Okay? Make every event evidence. This
[54:01] Okay? Make every event evidence. This sale proved that money flows to me. Feel
[54:04] sale proved that money flows to me. Feel it. Build the neural pathway. Okay? And
[54:07] it. Build the neural pathway. Okay? And then evening reset. Okay? Read your
[54:09] then evening reset. Okay? Read your insoles, visualize them, and fall asleep
[54:12] insoles, visualize them, and fall asleep programming your subconscious mind. So
[54:14] programming your subconscious mind. So this is something that I'll do in the
[54:15] this is something that I'll do in the morning and I also do at night. Anything
[54:18] morning and I also do at night. Anything that is holding me back in terms of my
[54:20] that is holding me back in terms of my beliefs, it is something to where it's
[54:22] beliefs, it is something to where it's like first thing I do when I wake up
[54:25] like first thing I do when I wake up also when I go to bed. Again, it takes
[54:27] also when I go to bed. Again, it takes like 30 seconds. It takes like a minute,
[54:30] like 30 seconds. It takes like a minute, but it makes a big difference because
[54:31] but it makes a big difference because you have to understand when your mind,
[54:33] you have to understand when your mind, your subconscious is the most
[54:34] your subconscious is the most programmable is going to be in the
[54:36] programmable is going to be in the morning and it's going to be at night.
[54:38] morning and it's going to be at night. So these are the best times in order to
[54:40] So these are the best times in order to do so.
[54:42] do so. So self- assessment question,
[54:44] So self- assessment question, which one script do you need to rewrite
[54:47] which one script do you need to rewrite today? Okay, is it fitness, vitality,
[54:50] today? Okay, is it fitness, vitality, money, relationships, faith? Like which
[54:52] money, relationships, faith? Like which one? Okay, pick one, master it, then you
[54:57] one? Okay, pick one, master it, then you move to the next. If you try to change
[54:58] move to the next. If you try to change everything at once, nothing changes.
[55:00] everything at once, nothing changes. Typically, what happens is like
[55:02] Typically, what happens is like something like this where you're like,
[55:03] something like this where you're like, "Okay, I'm going to commit to the
[55:05] "Okay, I'm going to commit to the process and I'm just going to change
[55:07] process and I'm just going to change everything." Right? That's not how it
[55:09] everything." Right? That's not how it works. We change one thing at a time.
[55:11] works. We change one thing at a time. Okay. So, for most people it's going to
[55:14] Okay. So, for most people it's going to be either like fitness, money, okay,
[55:16] be either like fitness, money, okay, maybe faith that things are going to
[55:18] maybe faith that things are going to work out, relationships, I don't know.
[55:19] work out, relationships, I don't know. Some people like I'm married, maybe some
[55:21] Some people like I'm married, maybe some people are married, okay, but primarily
[55:24] people are married, okay, but primarily I know we're here to make sales. So,
[55:25] I know we're here to make sales. So, most of it is going to be around like
[55:26] most of it is going to be around like the money. Okay. So, it's like what is
[55:29] the money. Okay. So, it's like what is the biggest one that you feel like right
[55:30] the biggest one that you feel like right now is like holding you back? The
[55:32] now is like holding you back? The biggest biggest belief that is holding
[55:34] biggest biggest belief that is holding you back currently. Okay.
[55:40] So, next we go into the mirror
[55:41] So, next we go into the mirror principle. Now, I'll I'll run through
[55:43] principle. Now, I'll I'll run through each of the sales objections and how
[55:46] each of the sales objections and how they're holding people back and how if
[55:49] they're holding people back and how if you buy into their objection, it is
[55:50] you buy into their objection, it is holding you back. Okay, the deeper
[55:53] holding you back. Okay, the deeper truth. The objections you believe on
[55:55] truth. The objections you believe on calls are usually the same excuses that
[55:57] calls are usually the same excuses that you believe in your life. This isn't
[55:59] you believe in your life. This isn't theory. This is a fundamental pattern
[56:01] theory. This is a fundamental pattern that separates top performers from
[56:02] that separates top performers from everyone else. Every top sales performer
[56:05] everyone else. Every top sales performer I know just buy [ __ ] They buy so many
[56:10] I know just buy [ __ ] They buy so many things. I've boughten so many things
[56:13] things. I've boughten so many things that I have really never used and don't
[56:15] that I have really never used and don't even need. But it's just because it is a
[56:18] even need. But it's just because it is a habit to take action. Okay? It is a
[56:21] habit to take action. Okay? It is a habit to go for things. Every top
[56:24] habit to go for things. Every top performer I know has a habit of not
[56:27] performer I know has a habit of not listening to their own [ __ ] and
[56:29] listening to their own [ __ ] and going for things. So if you do not have
[56:31] going for things. So if you do not have that habit, that is a habit and a belief
[56:33] that habit, that is a habit and a belief system that you need to build. That's
[56:35] system that you need to build. That's what creates and really molds top
[56:37] what creates and really molds top performers because it's the belief
[56:40] performers because it's the belief system of always going for things.
[56:42] system of always going for things. That's what helps you sit across from
[56:44] That's what helps you sit across from someone else and say, "Hey bro, we need
[56:45] someone else and say, "Hey bro, we need to get this [ __ ] done."
[56:47] to get this [ __ ] done." Okay, so here's a mirror exercise. Write
[56:50] Okay, so here's a mirror exercise. Write down three objections that you hear the
[56:51] down three objections that you hear the most from the prospect. Now ask
[56:53] most from the prospect. Now ask yourself, where do I say this exact same
[56:55] yourself, where do I say this exact same thing to myself in my life?
[56:58] thing to myself in my life? They say like, "Hey, I don't have the
[56:59] They say like, "Hey, I don't have the money. I can't afford to in invest in
[57:02] money. I can't afford to in invest in myself." Now, you all invest in yourself
[57:03] myself." Now, you all invest in yourself here, but are there any other parts of
[57:06] here, but are there any other parts of your life that you say like, "Hey, I
[57:07] your life that you say like, "Hey, I can't afford it." Okay, I know I talked
[57:10] can't afford it." Okay, I know I talked to some of some of you, right? It's
[57:11] to some of some of you, right? It's moving to a nicer area. It's moving, you
[57:15] moving to a nicer area. It's moving, you know, actually living off on your own.
[57:17] know, actually living off on your own. Like, oh, I can't afford it right now,
[57:19] Like, oh, I can't afford it right now, right? You're telling yourself that.
[57:21] right? You're telling yourself that. Okay, but when you look at the actual
[57:22] Okay, but when you look at the actual like, you know, you budget it out, you
[57:24] like, you know, you budget it out, you can afford it. So, you're limiting
[57:26] can afford it. So, you're limiting yourself. Okay, I need to think about
[57:28] yourself. Okay, I need to think about it. I'll start on Monday. Okay, diet,
[57:33] it. I'll start on Monday. Okay, diet, moving, whatever it is. What is your
[57:35] moving, whatever it is. What is your goal? How many times have you told
[57:38] goal? How many times have you told yourself you'd start later and you
[57:40] yourself you'd start later and you haven't?
[57:42] haven't? What are the things? Okay, I've been
[57:44] What are the things? Okay, I've been burned before. I'll never trust again.
[57:46] burned before. I'll never trust again. Right? Where is that showing up for you
[57:47] Right? Where is that showing up for you in your life? Or you've been burned
[57:49] in your life? Or you've been burned before or you're hesitant on things
[57:51] before or you're hesitant on things because of past experiences. Okay? Where
[57:53] because of past experiences. Okay? Where is this showing up for you? And again,
[57:56] is this showing up for you? And again, if we have these beliefs, typically
[57:58] if we have these beliefs, typically there's going to be a mirror effect of
[57:59] there's going to be a mirror effect of it. Okay? So, we have to understand
[58:01] it. Okay? So, we have to understand that.
[58:02] that. So, breaking down the top 10 objections.
[58:04] So, breaking down the top 10 objections. Okay? So, we need to master your
[58:06] Okay? So, we need to master your internal script, then lead prospects out
[58:08] internal script, then lead prospects out of theirs. Again, this is not going to
[58:11] of theirs. Again, this is not going to be word tracks, right? It's going to be
[58:14] be word tracks, right? It's going to be the actual beliefs. Now, there's tons of
[58:16] the actual beliefs. Now, there's tons of other, you know, videos on the actual
[58:18] other, you know, videos on the actual word tracks. These are breaking the
[58:20] word tracks. These are breaking the actual beliefs. The beliefs are the key
[58:23] actual beliefs. The beliefs are the key thing because if you have such strongly
[58:27] thing because if you have such strongly held beliefs,
[58:29] held beliefs, you can [ __ ] up on the word tracks. You
[58:31] you can [ __ ] up on the word tracks. You can say the wrong thing, but you'll get
[58:34] can say the wrong thing, but you'll get people across the line just from the
[58:37] people across the line just from the [ __ ] conviction you have.
[58:39] [ __ ] conviction you have. Okay, objection number one. This one's
[58:42] Okay, objection number one. This one's probably everyone knows. I don't have
[58:43] probably everyone knows. I don't have the money. Your old trance, it's too
[58:46] the money. Your old trance, it's too expensive. I don't have it. Money is
[58:48] expensive. I don't have it. Money is scarce. Okay, your new install. Money
[58:51] scarce. Okay, your new install. Money consistently flows to me. Money follows
[58:54] consistently flows to me. Money follows speed and decisive action, right? It
[58:57] speed and decisive action, right? It comes to me and it comes because I'm
[58:58] comes to me and it comes because I'm decisive and I'm quick, right? And
[59:01] decisive and I'm quick, right? And again, if that's what you tr like if
[59:03] again, if that's what you tr like if that's what you struggle with, that's
[59:05] that's what you struggle with, that's your new install. And you repeat that
[59:07] your new install. And you repeat that [ __ ] to yourself daily before you hop on
[59:09] [ __ ] to yourself daily before you hop on any call, you repeat that stuff to you.
[59:11] any call, you repeat that stuff to you. Okay. So, what's the reframe? If the
[59:13] Okay. So, what's the reframe? If the reason you came is a money problem,
[59:15] reason you came is a money problem, delaying this decision guarantees you'll
[59:17] delaying this decision guarantees you'll never fix it. Right? Anytime somebody
[59:20] never fix it. Right? Anytime somebody tells me a money objection, I help
[59:21] tells me a money objection, I help people make more money. It's not my
[59:23] people make more money. It's not my problem. The reason you hopped on this
[59:25] problem. The reason you hopped on this call is because you had money problems.
[59:27] call is because you had money problems. Okay? This is guaranteed you never fix
[59:29] Okay? This is guaranteed you never fix it if you allow this money problem to
[59:31] it if you allow this money problem to hold you back. Again, this isn't word
[59:32] hold you back. Again, this isn't word tracks. This is thought process.
[59:36] tracks. This is thought process. Objection number two. I need to do more
[59:38] Objection number two. I need to do more research. Okay, your old trance. I need
[59:40] research. Okay, your old trance. I need more proof, more information, more
[59:41] more proof, more information, more certainty before I act. Okay, your new
[59:43] certainty before I act. Okay, your new install. The answer comes to me exactly
[59:46] install. The answer comes to me exactly when it's supposed to. I trust my
[59:48] when it's supposed to. I trust my intuition. I trust my gut. Okay, I trust
[59:51] intuition. I trust my gut. Okay, I trust my gut that it's going to get me what I
[59:53] my gut that it's going to get me what I need. Okay, so if you know you feel like
[59:55] need. Okay, so if you know you feel like you should do something
[59:57] you should do something and that boss voice is telling you to do
[01:00:00] and that boss voice is telling you to do something, but you hear that [ __ ] voice
[01:00:01] something, but you hear that [ __ ] voice is chirping in your ear to hold back,
[01:00:03] is chirping in your ear to hold back, you don't listen to the [ __ ] voice. You
[01:00:05] you don't listen to the [ __ ] voice. You listen to the boss voice in every area
[01:00:07] listen to the boss voice in every area of your life. You go for it. Trust your
[01:00:10] of your life. You go for it. Trust your intuition. Okay. Now, reframe on the
[01:00:12] intuition. Okay. Now, reframe on the call to your prospect. You'll always
[01:00:14] call to your prospect. You'll always find reasons to act or not act. What
[01:00:16] find reasons to act or not act. What matters is which belief you choose to
[01:00:19] matters is which belief you choose to live by.
[01:00:20] live by. No matter what you look for out there,
[01:00:23] No matter what you look for out there, again, not word tracks, whatever you
[01:00:25] again, not word tracks, whatever you look for out there in life, on the
[01:00:27] look for out there in life, on the internet, for programs, for whatever it
[01:00:29] internet, for programs, for whatever it is, every any decision you want to make,
[01:00:32] is, every any decision you want to make, there is going to be evidence and
[01:00:34] there is going to be evidence and reasons in both areas. whatever it is
[01:00:36] reasons in both areas. whatever it is you're looking for. I if I'm looking to
[01:00:38] you're looking for. I if I'm looking to buy a Lamborghini,
[01:00:40] buy a Lamborghini, I can find one star reviews and say,
[01:00:42] I can find one star reviews and say, "Fuck that Lamborghini." But if I want
[01:00:44] "Fuck that Lamborghini." But if I want the Lamborghini,
[01:00:46] the Lamborghini, I can also find five star reviews. So,
[01:00:49] I can also find five star reviews. So, whatever it is I'm looking for, I will
[01:00:50] whatever it is I'm looking for, I will find it. So, I'm either looking for
[01:00:52] find it. So, I'm either looking for reasons to do this, right? So, I'm just
[01:00:55] reasons to do this, right? So, I'm just looking for more certainty or I'm
[01:00:57] looking for more certainty or I'm looking for reasons to back out. Those
[01:00:59] looking for reasons to back out. Those are the only two options. And it just
[01:01:01] are the only two options. And it just deci like you have to decide which one
[01:01:04] deci like you have to decide which one you want to choose, right? Look for
[01:01:06] you want to choose, right? Look for reasons to do it. Feel like things are
[01:01:07] reasons to do it. Feel like things are going to work out or always look for the
[01:01:09] going to work out or always look for the negative and look for reasons to back
[01:01:11] negative and look for reasons to back out. Okay.
[01:01:13] out. Okay. Objection number three. I need to talk
[01:01:14] Objection number three. I need to talk to my partner. Okay. I can't decide
[01:01:17] to my partner. Okay. I can't decide without consensus. I need approval from
[01:01:18] without consensus. I need approval from others. Oh no. Okay. Your new install.
[01:01:22] others. Oh no. Okay. Your new install. I'm a peaceful, positive, and grateful.
[01:01:25] I'm a peaceful, positive, and grateful. I lead decisively and bring other people
[01:01:27] I lead decisively and bring other people along. Okay. I am a leader. I am the
[01:01:30] along. Okay. I am a leader. I am the person who is in control of my own life.
[01:01:33] person who is in control of my own life. If I need approval from others to do
[01:01:35] If I need approval from others to do anything, I am taking my power away.
[01:01:39] anything, I am taking my power away. Okay. So the reframe on the call is like
[01:01:41] Okay. So the reframe on the call is like leaders decide first and then they bring
[01:01:43] leaders decide first and then they bring others into their vision. That's how
[01:01:46] others into their vision. That's how partnerships thrive. Okay. Again, this
[01:01:49] partnerships thrive. Okay. Again, this isn't word track. It's understanding the
[01:01:51] isn't word track. It's understanding the thought process. If I go to my wife and
[01:01:53] thought process. If I go to my wife and I ask her, should I invest in my
[01:01:56] I ask her, should I invest in my business? when she doesn't have the
[01:01:57] business? when she doesn't have the context of the business,
[01:01:59] context of the business, I am then giving my power away to
[01:02:02] I am then giving my power away to somebody else who isn't even fully
[01:02:05] somebody else who isn't even fully understands what it's going to all be
[01:02:07] understands what it's going to all be about. And even if she truly does fully
[01:02:09] about. And even if she truly does fully understand, I am the person who is
[01:02:10] understand, I am the person who is responsible, who's going to put in the
[01:02:12] responsible, who's going to put in the work. I am the person who's responsible
[01:02:14] work. I am the person who's responsible to make sure she never has to work a day
[01:02:15] to make sure she never has to work a day in her life. So, if I put that
[01:02:17] in her life. So, if I put that responsibility on her, I'm not doing my
[01:02:19] responsibility on her, I'm not doing my job. I failed. Okay? So, if I go into
[01:02:23] job. I failed. Okay? So, if I go into conversations saying like, "Hey, I talk
[01:02:26] conversations saying like, "Hey, I talk to my partner about things,
[01:02:29] to my partner about things, so it's totally fine that they talk to
[01:02:30] so it's totally fine that they talk to their partner about things, you're never
[01:02:32] their partner about things, you're never going to get to the real root of it."
[01:02:33] going to get to the real root of it." Cuz does Warren Buffett have to talk to
[01:02:35] Cuz does Warren Buffett have to talk to his wife about the investments he makes?
[01:02:37] his wife about the investments he makes? No, cuz he's got it. He's a billionaire,
[01:02:39] No, cuz he's got it. He's a billionaire, bro. So, it's it just comes down to if
[01:02:41] bro. So, it's it just comes down to if you're making more money, you wouldn't
[01:02:43] you're making more money, you wouldn't need to do that. Okay? So, that is the
[01:02:47] need to do that. Okay? So, that is the belief. Okay? You need to really make
[01:02:49] belief. Okay? You need to really make sure you address it and you don't fall
[01:02:51] sure you address it and you don't fall into it yourself. It's not that I don't
[01:02:53] into it yourself. It's not that I don't talk to my partner about things. I after
[01:02:55] talk to my partner about things. I after I invest in things, I tell my partner or
[01:02:58] I invest in things, I tell my partner or I tell my partner, you know, I'm going
[01:03:00] I tell my partner, you know, I'm going to invest in something, right, before I
[01:03:02] to invest in something, right, before I hopped on a sales call. I'm like, yeah,
[01:03:03] hopped on a sales call. I'm like, yeah, it's going to be around this like you
[01:03:05] it's going to be around this like you I'm going to go ahead and go invest into
[01:03:06] I'm going to go ahead and go invest into it, right? But I'm never asking for
[01:03:08] it, right? But I'm never asking for permission and I'm never like, oh, let
[01:03:11] permission and I'm never like, oh, let me go talk to her. I'll come back.
[01:03:12] me go talk to her. I'll come back. There's never any of that because again,
[01:03:15] There's never any of that because again, I'm the one who is leading. I'm the one
[01:03:17] I'm the one who is leading. I'm the one who's gonna make any investment that I
[01:03:19] who's gonna make any investment that I put into my business pay off. So, it is
[01:03:22] put into my business pay off. So, it is on me at the end of the day. If I fail,
[01:03:25] on me at the end of the day. If I fail, it is my fault. Extreme ownership on me.
[01:03:28] it is my fault. Extreme ownership on me. If I put it outside of myself, number
[01:03:30] If I put it outside of myself, number one, I put my power, I take it away.
[01:03:32] one, I put my power, I take it away. Number two, I take the ownership of the
[01:03:36] Number two, I take the ownership of the failure. If there is failure off of me,
[01:03:38] failure. If there is failure off of me, too, right? So, I there's a le layer of
[01:03:40] too, right? So, I there's a le layer of separation. And if you are truly
[01:03:42] separation. And if you are truly invested in your own success, you should
[01:03:44] invested in your own success, you should not want a layer of separation. It's all
[01:03:46] not want a layer of separation. It's all on you.
[01:03:48] on you. Objection number four. My wife needs to
[01:03:51] Objection number four. My wife needs to improve this. Okay. Someone else must
[01:03:53] improve this. Okay. Someone else must approve my decisions. I outsource my
[01:03:55] approve my decisions. I outsource my power. Your new install. I create
[01:03:57] power. Your new install. I create certainty in my world. I don't outsource
[01:04:00] certainty in my world. I don't outsource my decision-m. Okay. Why would you put
[01:04:03] my decision-m. Okay. Why would you put your responsibility on your dreams on
[01:04:05] your responsibility on your dreams on someone who came to you for leadership?
[01:04:08] someone who came to you for leadership? Right? Like this one again could even be
[01:04:11] Right? Like this one again could even be talking about business partner.
[01:04:14] talking about business partner. This one's more along the lines of like
[01:04:16] This one's more along the lines of like wife, family, anything along those
[01:04:18] wife, family, anything along those lines. Okay? Same type of thought
[01:04:20] lines. Okay? Same type of thought process. The main difference is
[01:04:23] process. The main difference is especially with family, wife, um,
[01:04:26] especially with family, wife, um, typically, especially if you're talking
[01:04:28] typically, especially if you're talking to a man, they're put in a position to
[01:04:29] to a man, they're put in a position to lead and take care of, right? So, why
[01:04:31] lead and take care of, right? So, why would you go to the people that you take
[01:04:33] would you go to the people that you take care of asking how to best take care of
[01:04:35] care of asking how to best take care of them, right? You're the leader.
[01:04:38] them, right? You're the leader. Okay. Number five, I need to let my team
[01:04:40] Okay. Number five, I need to let my team know, right? I'm a business owner. I
[01:04:42] know, right? I'm a business owner. I just need to let my team know about all
[01:04:44] just need to let my team know about all this stuff. Okay. I need everyone's
[01:04:47] this stuff. Okay. I need everyone's approval before I move. Democracy over
[01:04:49] approval before I move. Democracy over leadership. Okay. Uh this one makes the
[01:04:52] leadership. Okay. Uh this one makes the least amount of sense to me. Like I'm a
[01:04:55] least amount of sense to me. Like I'm a CEO of my life. I decide with wisdom,
[01:04:57] CEO of my life. I decide with wisdom, then I inform and lead. Okay. Do you get
[01:05:00] then I inform and lead. Okay. Do you get this one a lot? I need to let my team
[01:05:01] this one a lot? I need to let my team low. Does the CEO ask employees whether
[01:05:04] low. Does the CEO ask employees whether to make strategic moves or do they
[01:05:06] to make strategic moves or do they decide and lead the team forward? Okay.
[01:05:10] decide and lead the team forward? Okay. Why would I outsource the
[01:05:13] Why would I outsource the decision-making process of a business
[01:05:15] decision-making process of a business owner to somebody who doesn't have the
[01:05:17] owner to somebody who doesn't have the same stakes? Doesn't make any sense.
[01:05:22] same stakes? Doesn't make any sense. Okay. Number six. I need to look over
[01:05:24] Okay. Number six. I need to look over the contract. You're all trance. The
[01:05:26] the contract. You're all trance. The paperwork might trick me. I need to
[01:05:28] paperwork might trick me. I need to analyze every detail. New install. I
[01:05:31] analyze every detail. New install. I trust myself to read, understand, and
[01:05:33] trust myself to read, understand, and decide quickly. Act with confidence.
[01:05:35] decide quickly. Act with confidence. Okay. This contract is straightforward.
[01:05:37] Okay. This contract is straightforward. Nothing changed by staring at it longer.
[01:05:39] Nothing changed by staring at it longer. let's handle this. Now, you can go over
[01:05:42] let's handle this. Now, you can go over the contract with them, but again,
[01:05:44] the contract with them, but again, nothing changes by giving them just time
[01:05:46] nothing changes by giving them just time to read over the contract.
[01:05:49] to read over the contract. If they have confidence in their ability
[01:05:52] If they have confidence in their ability to understand and read and act quickly,
[01:05:54] to understand and read and act quickly, they would go ahead and they'd move
[01:05:55] they would go ahead and they'd move forward. So, you're shifting, you're
[01:05:56] forward. So, you're shifting, you're giving them that belief. Okay? Looking
[01:05:58] giving them that belief. Okay? Looking over the contract doesn't change
[01:06:00] over the contract doesn't change anything. It's straightforward. Okay?
[01:06:03] anything. It's straightforward. Okay? Understand as well that anything you say
[01:06:04] Understand as well that anything you say on a sales call is legally binding.
[01:06:07] on a sales call is legally binding. Okay? So if you're saying [ __ ] you
[01:06:09] Okay? So if you're saying [ __ ] you can get sued. Okay, so don't do that.
[01:06:12] can get sued. Okay, so don't do that. Number seven, I want to talk to your
[01:06:14] Number seven, I want to talk to your current clients. Okay, I need external
[01:06:17] current clients. Okay, I need external validation. Others must confirm this is
[01:06:21] validation. Others must confirm this is right. Your new install. I trust myself
[01:06:24] right. Your new install. I trust myself completely. My decision creates the
[01:06:26] completely. My decision creates the proof I need. I don't need outside
[01:06:29] proof I need. I don't need outside people to validate my opinion. I trust
[01:06:32] people to validate my opinion. I trust myself. I know I make good decisions.
[01:06:35] myself. I know I make good decisions. That is my belief. Okay. If everyone
[01:06:37] That is my belief. Okay. If everyone told me it was a bad decision, but I
[01:06:39] told me it was a bad decision, but I truly believed it. I had the evidence
[01:06:41] truly believed it. I had the evidence required to truly believe something, I'm
[01:06:44] required to truly believe something, I'm going to believe it. It doesn't matter
[01:06:46] going to believe it. It doesn't matter about the external.
[01:06:49] about the external. Especially when you're talking about
[01:06:50] Especially when you're talking about being exceptional. If you're exceptional
[01:06:52] being exceptional. If you're exceptional at anything, naturally you have to go
[01:06:55] at anything, naturally you have to go against consistent consistent
[01:06:58] against consistent consistent naturally you have to go against
[01:07:00] naturally you have to go against consensus. Okay? You have to be an
[01:07:02] consensus. Okay? You have to be an outlier,
[01:07:04] outlier, right?
[01:07:05] right? My dad told me not to get into sales,
[01:07:09] My dad told me not to get into sales, but I knew it was the right thing for
[01:07:11] but I knew it was the right thing for me, so I didn't need others to confirm
[01:07:14] me, so I didn't need others to confirm it. Okay, call reframe. If you're
[01:07:17] it. Okay, call reframe. If you're looking for reasons to wait, you'll find
[01:07:18] looking for reasons to wait, you'll find them. If you're looking for reasons to
[01:07:20] them. If you're looking for reasons to win, you already have the most important
[01:07:21] win, you already have the most important one, yourself. Okay? They don't need
[01:07:24] one, yourself. Okay? They don't need anything outside of themselves. Whatever
[01:07:26] anything outside of themselves. Whatever it is they try to find outside of
[01:07:28] it is they try to find outside of themselves, they can find it. It is the
[01:07:31] themselves, they can find it. It is the person who makes whatever it is that
[01:07:34] person who makes whatever it is that they buy work. That's the person who
[01:07:35] they buy work. That's the person who pays it off. That's the person who gets
[01:07:37] pays it off. That's the person who gets the result. Really, any program that you
[01:07:40] the result. Really, any program that you buy out there, even if it's a [ __ ]
[01:07:42] buy out there, even if it's a [ __ ] scam, even if it is a program that's not
[01:07:45] scam, even if it is a program that's not great, it still can benefit you in some
[01:07:48] great, it still can benefit you in some way. Just even what not to do. So no
[01:07:52] way. Just even what not to do. So no matter what you purchase, if you have
[01:07:54] matter what you purchase, if you have the wherewithal, if you actually trust
[01:07:56] the wherewithal, if you actually trust yourself and you go at it completely,
[01:07:58] yourself and you go at it completely, you will make it pay off.
[01:08:02] Okay, number eight.
[01:08:05] Okay, number eight. I have interviews lined up, right? So
[01:08:09] I have interviews lined up, right? So this is someone that's like, "Hey, more
[01:08:11] this is someone that's like, "Hey, more options. Make me feel safer." Right? I
[01:08:14] options. Make me feel safer." Right? I just want to see what's out there. I
[01:08:16] just want to see what's out there. I want to compass, contrast. I want to
[01:08:18] want to compass, contrast. I want to compare more options. Okay?
[01:08:21] compare more options. Okay? your new install.
[01:08:23] your new install. Speed creates clarity. Action creates
[01:08:26] Speed creates clarity. Action creates proof. I move fast when I know. So once
[01:08:30] proof. I move fast when I know. So once you know something, you move fast. Okay?
[01:08:32] you know something, you move fast. Okay? Action is the only proof that you will
[01:08:35] Action is the only proof that you will get. The only proof that any of it will
[01:08:37] get. The only proof that any of it will work for you is you actually doing it.
[01:08:40] work for you is you actually doing it. That's the only way. That's the only way
[01:08:42] That's the only way. That's the only way to create proof. And anything else is
[01:08:44] to create proof. And anything else is just putting distance between you and
[01:08:45] just putting distance between you and your goal. Okay. Call reframe. spending
[01:08:48] your goal. Okay. Call reframe. spending five hours shopping won't give you what
[01:08:49] five hours shopping won't give you what one hour of committed action will. Money
[01:08:51] one hour of committed action will. Money loves speed, right? They're wasting
[01:08:54] loves speed, right? They're wasting time. Most people when they say like,
[01:08:57] time. Most people when they say like, "Hey, I have other interviews lined up.
[01:08:59] "Hey, I have other interviews lined up. I have other options, other agencies,
[01:09:01] I have other options, other agencies, other coaches." They don't even know the
[01:09:03] other coaches." They don't even know the criteria that they're looking for.
[01:09:06] criteria that they're looking for. They're just hoping something grabs
[01:09:08] They're just hoping something grabs them.
[01:09:10] them. But it's speed that creates clarity.
[01:09:12] But it's speed that creates clarity. You've seen something. It does line up.
[01:09:14] You've seen something. It does line up. This fits all my problems. it fits
[01:09:16] This fits all my problems. it fits everything I need. Speed action then
[01:09:19] everything I need. Speed action then creates the proof that it actually works
[01:09:22] creates the proof that it actually works or the proof that it doesn't work. But
[01:09:24] or the proof that it doesn't work. But then at least you're one step closer
[01:09:26] then at least you're one step closer because you know something doesn't work.
[01:09:27] because you know something doesn't work. Okay. Once you know things light up, you
[01:09:30] Okay. Once you know things light up, you move fast. All right. That's what it
[01:09:32] move fast. All right. That's what it comes down to.
[01:09:34] comes down to. Number nine. Then you think about it. My
[01:09:35] Number nine. Then you think about it. My favorite. Okay. Later it'll be easier.
[01:09:38] favorite. Okay. Later it'll be easier. Tomorrow I have more clarity. It'll just
[01:09:40] Tomorrow I have more clarity. It'll just come to me. I need to sleep on it. Your
[01:09:42] come to me. I need to sleep on it. Your new install. decisions may now compound
[01:09:45] new install. decisions may now compound forever. Delay compounds loss and
[01:09:48] forever. Delay compounds loss and regret. The quicker you act to
[01:09:51] regret. The quicker you act to something, the quicker you bring reality
[01:09:54] something, the quicker you bring reality closer to you, whatever reality that
[01:09:56] closer to you, whatever reality that you're wanting. Okay? So, when you're
[01:09:59] you're wanting. Okay? So, when you're talking about the person who has the
[01:10:01] talking about the person who has the most amount of power is the person who
[01:10:04] most amount of power is the person who can drag the reality that they want as
[01:10:06] can drag the reality that they want as close as possible. Okay? it. The person
[01:10:08] close as possible. Okay? it. The person who has ultimate power is the person who
[01:10:12] who has ultimate power is the person who has the least amount of time between
[01:10:14] has the least amount of time between want and getting.
[01:10:17] want and getting. Right? So, it's like if you want to be
[01:10:19] Right? So, it's like if you want to be powerful, you shorten
[01:10:23] powerful, you shorten your decision-m process because the only
[01:10:25] your decision-m process because the only way to get want get what you want is
[01:10:27] way to get want get what you want is through decision through action. Okay?
[01:10:29] through decision through action. Okay? Because if you think about the most
[01:10:30] Because if you think about the most powerful thing in the world or in the
[01:10:32] powerful thing in the world or in the universe is going to be God. He thinks,
[01:10:34] universe is going to be God. He thinks, he wants, it just is. It happens. So if
[01:10:37] he wants, it just is. It happens. So if you want to be powerful, as soon as you
[01:10:40] you want to be powerful, as soon as you think you want something, you have a
[01:10:41] think you want something, you have a goal, you have a desire, you take action
[01:10:43] goal, you have a desire, you take action on it immediately. And this will
[01:10:46] on it immediately. And this will compound and get you to your goals much
[01:10:48] compound and get you to your goals much quicker. Any delay that compounds you
[01:10:51] quicker. Any delay that compounds you get more comfortable with the delay,
[01:10:54] get more comfortable with the delay, which is going to compound loss and
[01:10:55] which is going to compound loss and regret. Goal reframe. The best time to
[01:10:59] regret. Goal reframe. The best time to change was 6 months ago. The second best
[01:11:01] change was 6 months ago. The second best time to change is now. Everyday weight
[01:11:04] time to change is now. Everyday weight cost you momentum and results.
[01:11:06] cost you momentum and results. Again, it's not word tracks, but this is
[01:11:08] Again, it's not word tracks, but this is the belief that you have going into the
[01:11:11] the belief that you have going into the conversation that will truly help shift
[01:11:15] conversation that will truly help shift the conversation. Okay? Think about it
[01:11:17] the conversation. Okay? Think about it don't make sense. So, you need to be
[01:11:19] don't make sense. So, you need to be able to actually attack it and have
[01:11:22] able to actually attack it and have attack it with righteousness
[01:11:24] attack it with righteousness that this doesn't make sense and this is
[01:11:26] that this doesn't make sense and this is going to hurt them overall.
[01:11:29] going to hurt them overall. Number 10, I've been burned before. Oh
[01:11:31] Number 10, I've been burned before. Oh no. Okay. I failed before so I'll fail
[01:11:33] no. Okay. I failed before so I'll fail again. The past predicts the future.
[01:11:36] again. The past predicts the future. Your new install. I'm the luckiest
[01:11:38] Your new install. I'm the luckiest person in the universe. Everything
[01:11:40] person in the universe. Everything always works out for me in the end.
[01:11:42] always works out for me in the end. Okay. There's an old parable, right,
[01:11:44] Okay. There's an old parable, right, where it's like um Oh, I'm going to
[01:11:46] where it's like um Oh, I'm going to [ __ ] butcher it, dude. Uh there's
[01:11:48] [ __ ] butcher it, dude. Uh there's there's an old parable where um like uh
[01:11:53] there's an old parable where um like uh you know, it was an old Chinese parable
[01:11:55] you know, it was an old Chinese parable where you know, this older guy, he has a
[01:11:58] where you know, this older guy, he has a son, he breaks his leg, and they're
[01:11:59] son, he breaks his leg, and they're like, "Oh, this is so terrible." And
[01:12:01] like, "Oh, this is so terrible." And they're like, "Oh, but like he's like,
[01:12:02] they're like, "Oh, but like he's like, "No, just wait." And then the army came
[01:12:05] "No, just wait." And then the army came and then like they couldn't like take
[01:12:06] and then like they couldn't like take him. And it goes on and on and on. But
[01:12:09] him. And it goes on and on and on. But it's like you don't really know what the
[01:12:11] it's like you don't really know what the end outcome is going to be until you
[01:12:14] end outcome is going to be until you keep going. So really the moral of the
[01:12:16] keep going. So really the moral of the story is like even if something terrible
[01:12:19] story is like even if something terrible does happen,
[01:12:21] does happen, everything works out in the end, right?
[01:12:24] everything works out in the end, right? You turn it into a silver lining. You
[01:12:26] You turn it into a silver lining. You continue to push forward. if you've been
[01:12:28] continue to push forward. if you've been burned before. Like, dude, I've spent
[01:12:30] burned before. Like, dude, I've spent I'm I'm thinking about like recently um
[01:12:34] I'm I'm thinking about like recently um I don't want to say the name of the
[01:12:35] I don't want to say the name of the program, but I spent like 18k on
[01:12:36] program, but I spent like 18k on something that like just it wasn't that
[01:12:38] something that like just it wasn't that good. I'm going to be real. Was burned,
[01:12:41] good. I'm going to be real. Was burned, right? But then I knew like, okay, like
[01:12:43] right? But then I knew like, okay, like that's not the way I needed to go. And
[01:12:45] that's not the way I needed to go. And if I keep pushing, if I keep investing,
[01:12:47] if I keep pushing, if I keep investing, if I keep learning, if I keep pressing,
[01:12:49] if I keep learning, if I keep pressing, it will work out in the end. The only
[01:12:51] it will work out in the end. The only way that it actually becomes a failure.
[01:12:53] way that it actually becomes a failure. If it becomes uh a really a fall is if I
[01:12:58] If it becomes uh a really a fall is if I allow it to be if I stop. Okay. So call
[01:13:00] allow it to be if I stop. Okay. So call reframe. Every failure was feedback
[01:13:02] reframe. Every failure was feedback bringing you closer to success. You're
[01:13:04] bringing you closer to success. You're not the same person who got burned.
[01:13:06] not the same person who got burned. You're the person whose lessons that
[01:13:09] You're the person whose lessons that that created. Okay.
[01:13:12] that created. Okay. So you learn from your mistakes and now
[01:13:14] So you learn from your mistakes and now you're in a better position to make
[01:13:16] you're in a better position to make decisions.
[01:13:17] decisions. You're now better equipped now than you
[01:13:20] You're now better equipped now than you were ever before.
[01:13:24] Okay. So, what is your daily hypnosis
[01:13:27] Okay. So, what is your daily hypnosis ritual? And I'll also give you a
[01:13:29] ritual? And I'll also give you a worksheet on something you could do to
[01:13:31] worksheet on something you could do to go ahead and make sure you create this.
[01:13:33] go ahead and make sure you create this. Okay. But consistency
[01:13:36] Okay. But consistency creates permanent programming. This is
[01:13:40] creates permanent programming. This is not something you do once you set it and
[01:13:42] not something you do once you set it and you forget it. And like now you have all
[01:13:43] you forget it. And like now you have all these [ __ ] just steel beliefs just
[01:13:47] these [ __ ] just steel beliefs just ironclad in your brain. It's something
[01:13:49] ironclad in your brain. It's something that has to be consistent.
[01:13:51] that has to be consistent. Understand something. These beliefs that
[01:13:54] Understand something. These beliefs that you've had, whatever it is, the amount
[01:13:57] you've had, whatever it is, the amount of times you're probably like fed these
[01:13:58] of times you're probably like fed these beliefs either through words, actions,
[01:14:00] beliefs either through words, actions, whatever it is, your environment, it's
[01:14:02] whatever it is, your environment, it's probably been thousands if not millions
[01:14:04] probably been thousands if not millions of times. So just to think that this is
[01:14:06] of times. So just to think that this is something that you're going to be able
[01:14:08] something that you're going to be able to do like just right overnight, it's
[01:14:09] to do like just right overnight, it's not going to happen. And that's okay.
[01:14:12] not going to happen. And that's okay. But if you do it consistently,
[01:14:14] But if you do it consistently, consistently 30 days, 60 days, 90 days,
[01:14:17] consistently 30 days, 60 days, 90 days, you'll actually see a measurable
[01:14:19] you'll actually see a measurable difference in how you go about life.
[01:14:22] difference in how you go about life. Okay, so the five daily practices. So
[01:14:25] Okay, so the five daily practices. So morning induction. Okay, read your
[01:14:27] morning induction. Okay, read your installs like out loud. Again, pick one
[01:14:29] installs like out loud. Again, pick one big one. Focus on it. Feel it in your
[01:14:32] big one. Focus on it. Feel it in your body. Start your day in the right
[01:14:33] body. Start your day in the right trance. Okay, precall 30 seconds. Okay,
[01:14:36] trance. Okay, precall 30 seconds. Okay, I'm abundant. Money flows to me. I am
[01:14:38] I'm abundant. Money flows to me. I am peaceful, positive, and grateful. I know
[01:14:40] peaceful, positive, and grateful. I know the right questions will will come
[01:14:43] the right questions will will come during objections. Okay. Recognize their
[01:14:46] during objections. Okay. Recognize their limiting beliefs. Replace it with your
[01:14:49] limiting beliefs. Replace it with your stronger, more empowered script. Refuse
[01:14:52] stronger, more empowered script. Refuse to fall into their beliefs. Okay?
[01:14:56] to fall into their beliefs. Okay? Evidence tagging after every sale, every
[01:14:59] Evidence tagging after every sale, every yes, every breakthrough becomes proof
[01:15:01] yes, every breakthrough becomes proof that the new program is working. So
[01:15:03] that the new program is working. So every single time that you have a win
[01:15:06] every single time that you have a win that shows you that now your new belief
[01:15:09] that shows you that now your new belief system, your new hypnosis, your new
[01:15:11] system, your new hypnosis, your new trance is actually true. You tag it. You
[01:15:15] trance is actually true. You tag it. You feel it. Okay? And then evening reset,
[01:15:19] feel it. Okay? And then evening reset, replay your insults, recall today's
[01:15:21] replay your insults, recall today's proof, and fall asleep reprogramming
[01:15:23] proof, and fall asleep reprogramming your subconscious for tomorrow's
[01:15:25] your subconscious for tomorrow's success. So go through your success. Go
[01:15:28] success. So go through your success. Go through what you did. Replay everything
[01:15:31] through what you did. Replay everything in your head. If it's about money, it's
[01:15:33] in your head. If it's about money, it's like, "Hey, I'm abundant." You should be
[01:15:35] like, "Hey, I'm abundant." You should be feeling the feeling of abundance every
[01:15:36] feeling the feeling of abundance every single night before you go to bed.
[01:15:39] single night before you go to bed. Okay. Implementation exercises. So,
[01:15:42] Okay. Implementation exercises. So, number one, you need to spot your
[01:15:44] number one, you need to spot your personal objection belief. What limiting
[01:15:46] personal objection belief. What limiting script do you run most often? And if
[01:15:49] script do you run most often? And if you're not sure, just take a look at
[01:15:53] you're not sure, just take a look at what area in your life do you feel like
[01:15:56] what area in your life do you feel like the most gap, the biggest gap, the
[01:15:59] the most gap, the biggest gap, the biggest separation between like where
[01:16:01] biggest separation between like where you are and where you want to be? And
[01:16:03] you are and where you want to be? And then you want to peel back the layers of
[01:16:04] then you want to peel back the layers of like, okay, what beliefs are holding me
[01:16:07] like, okay, what beliefs are holding me back from getting there? Okay, for
[01:16:08] back from getting there? Okay, for example, right, let's say sales is a big
[01:16:11] example, right, let's say sales is a big one, right? Sales. I don't make enough
[01:16:13] one, right? Sales. I don't make enough sales. What is a belief that could be
[01:16:16] sales. What is a belief that could be holding you back? Sales is hard to
[01:16:17] holding you back? Sales is hard to learn.
[01:16:19] learn. Do you believe that? Do you believe
[01:16:21] Do you believe that? Do you believe sales is hard to learn? I don't believe
[01:16:22] sales is hard to learn? I don't believe sales is hard to learn.
[01:16:25] sales is hard to learn. Right? If you have that belief, how are
[01:16:28] Right? If you have that belief, how are you going to be able to really learn and
[01:16:30] you going to be able to really learn and excel at sales?
[01:16:32] excel at sales? Okay, maybe another belief is sales is
[01:16:35] Okay, maybe another belief is sales is hard. I don't believe sales is hard.
[01:16:36] hard. I don't believe sales is hard. Sales is fun, right? So, every single
[01:16:39] Sales is fun, right? So, every single call I hop on, like I I I'm happy to go
[01:16:41] call I hop on, like I I I'm happy to go ahead and hop on calls. But if you think
[01:16:42] ahead and hop on calls. But if you think sales is hard, if you think objections
[01:16:44] sales is hard, if you think objections are hard, if you think anything is hard
[01:16:47] are hard, if you think anything is hard that's been holding you back, that is a
[01:16:49] that's been holding you back, that is a belief that you're putting on yourself
[01:16:52] belief that you're putting on yourself that could be holding you back. Okay?
[01:16:54] that could be holding you back. Okay? So, it's like what is a limiting script
[01:16:56] So, it's like what is a limiting script that you run most often? And I'll go
[01:16:59] that you run most often? And I'll go ahead and again, I'll give you a
[01:17:00] ahead and again, I'll give you a worksheet like down below this video
[01:17:03] worksheet like down below this video with potential limiting beliefs that you
[01:17:06] with potential limiting beliefs that you could have. Okay. Number two, invert to
[01:17:09] could have. Okay. Number two, invert to install. Create the equ equal and
[01:17:11] install. Create the equ equal and opposite empowering belief. If your
[01:17:14] opposite empowering belief. If your belief is sales is hard,
[01:17:16] belief is sales is hard, equal opposite sales is easy and fun.
[01:17:21] equal opposite sales is easy and fun. Right? And feel it. Feel that sales is
[01:17:24] Right? And feel it. Feel that sales is easy and fun. It's a daily practice.
[01:17:27] easy and fun. It's a daily practice. Pre-all and post call hypno hypnotic
[01:17:30] Pre-all and post call hypno hypnotic resets become non-negotiable habits. And
[01:17:33] resets become non-negotiable habits. And then mirror check after each call. Did I
[01:17:36] then mirror check after each call. Did I buy into their beliefs or lead them into
[01:17:38] buy into their beliefs or lead them into mine?
[01:17:40] mine? Okay. So, every preall if your now new
[01:17:43] Okay. So, every preall if your now new belief is sales is sales is easy and
[01:17:46] belief is sales is sales is easy and fun, then you're going to say that to
[01:17:48] fun, then you're going to say that to yourself 30 seconds. Repeat it a few
[01:17:51] yourself 30 seconds. Repeat it a few times. Feel that [ __ ]
[01:17:53] times. Feel that [ __ ] Feel it before going into your call. And
[01:17:56] Feel it before going into your call. And then go into your call. Have your call.
[01:17:58] then go into your call. Have your call. And then just reflect after each call.
[01:18:00] And then just reflect after each call. Did I actually buy did I buy into their
[01:18:01] Did I actually buy did I buy into their beliefs or did I lead them? that I
[01:18:03] beliefs or did I lead them? that I transfer my strong beliefs and lead them
[01:18:06] transfer my strong beliefs and lead them into my beliefs.
[01:18:09] into my beliefs. Okay? Because you got to understand the
[01:18:10] Okay? Because you got to understand the ultimate truth. Okay? Your prospect's
[01:18:12] ultimate truth. Okay? Your prospect's objections are never facts. They're
[01:18:15] objections are never facts. They're transances, programs, and learned
[01:18:18] transances, programs, and learned limitations. Your breakthrough is you
[01:18:20] limitations. Your breakthrough is you can't break a trance you secretly
[01:18:22] can't break a trance you secretly believe. You have to reprogram yourself
[01:18:25] believe. You have to reprogram yourself first. That is the crux of this entire
[01:18:28] first. That is the crux of this entire training. You have to program yourself
[01:18:30] training. You have to program yourself first.
[01:18:32] first. Okay. So the serving question stop
[01:18:36] Okay. So the serving question stop asking is this belief true. Start asking
[01:18:40] asking is this belief true. Start asking does this belief serve me and does it
[01:18:42] does this belief serve me and does it serve my clients. Believing money loves
[01:18:44] serve my clients. Believing money loves speed may not be objectively true 100%
[01:18:46] speed may not be objectively true 100% of the time but it serves you makes you
[01:18:49] of the time but it serves you makes you decisive and helps other transform their
[01:18:52] decisive and helps other transform their lives.
[01:18:54] lives. So take a step back,
[01:18:57] So take a step back, understand what are the beliefs, what
[01:18:58] understand what are the beliefs, what are the scripts, what are the transances
[01:19:00] are the scripts, what are the transances that you currently have in your head
[01:19:01] that you currently have in your head that are holding you back. Take a look
[01:19:04] that are holding you back. Take a look at the biggest objections you get, the
[01:19:05] at the biggest objections you get, the biggest objections that you have a hard
[01:19:06] biggest objections that you have a hard time overcoming.
[01:19:09] time overcoming. And what are the beliefs that you have
[01:19:11] And what are the beliefs that you have attached to it? If you get a lot of
[01:19:12] attached to it? If you get a lot of money objections, you have a hard time
[01:19:13] money objections, you have a hard time overcoming money. Okay? Do you believe
[01:19:16] overcoming money. Okay? Do you believe that money is hard to come by? Do you
[01:19:18] that money is hard to come by? Do you believe that money is scarce? Can you
[01:19:21] believe that money is scarce? Can you switch switch that to money flows to me
[01:19:23] switch switch that to money flows to me endlessly
[01:19:25] endlessly and if you truly believe it it will
[01:19:27] and if you truly believe it it will serve you make you more decisive and
[01:19:29] serve you make you more decisive and help other transform their lives.
[01:19:33] help other transform their lives. Okay. So your next level await your next
[01:19:36] Okay. So your next level await your next level awaits. Think of a moment when you
[01:19:39] level awaits. Think of a moment when you didn't believe a prospect's objection.
[01:19:41] didn't believe a prospect's objection. You held certainty. you stayed in your
[01:19:45] You held certainty. you stayed in your empowered trance and they said yes and
[01:19:48] empowered trance and they said yes and they later thanked you because that
[01:19:50] they later thanked you because that decision changed their life. When's the
[01:19:53] decision changed their life. When's the last time somebody thanked you for
[01:19:55] last time somebody thanked you for overcoming their limitations?
[01:19:58] overcoming their limitations? That's the power of proper programming.
[01:20:00] That's the power of proper programming. That leadership through hypnosis. So you
[01:20:03] That leadership through hypnosis. So you have to reprogram yourself first, then
[01:20:06] have to reprogram yourself first, then lead others out of their hypnosis. And
[01:20:08] lead others out of their hypnosis. And if you if you felt this feeling before,
[01:20:10] if you if you felt this feeling before, and if you haven't after going through
[01:20:12] and if you haven't after going through all this training, you're going to feel
[01:20:13] all this training, you're going to feel this feeling. This is the feeling that
[01:20:15] this feeling. This is the feeling that you want to keep coming back to of that
[01:20:18] you want to keep coming back to of that certainty that helped you change
[01:20:20] certainty that helped you change somebody's life, right? So go ahead,
[01:20:24] somebody's life, right? So go ahead, make sure again when we're talking about
[01:20:26] make sure again when we're talking about beliefs, it's not something that's sit
[01:20:28] beliefs, it's not something that's sit and forget it. If you have to watch this
[01:20:29] and forget it. If you have to watch this a few times, watch it a few times, okay?
[01:20:31] a few times, watch it a few times, okay? I'm also going to have a uh worksheet
[01:20:34] I'm also going to have a uh worksheet down below that I want you to go ahead
[01:20:35] down below that I want you to go ahead and fill out so you can really sit there
[01:20:37] and fill out so you can really sit there and identify what your limiting beliefs
[01:20:38] and identify what your limiting beliefs are. I'll give you examples of some
[01:20:40] are. I'll give you examples of some limiting beliefs that are the most
[01:20:41] limiting beliefs that are the most common and then how to actually go ahead
[01:20:44] common and then how to actually go ahead and set up a daily activity so you can
[01:20:46] and set up a daily activity so you can actually transfer it. Okay, hopefully
[01:20:49] actually transfer it. Okay, hopefully this has been helpful.
[01:20:52] this has been helpful. Next, we're going to be going over state
[01:20:54] Next, we're going to be going over state management and focus. Now, this is very
[01:20:56] management and focus. Now, this is very key because if you're hopping on 10
[01:20:58] key because if you're hopping on 10 calls each and every day, we want to
[01:21:00] calls each and every day, we want to make sure that each one of those calls,
[01:21:03] make sure that each one of those calls, we are showing up with the same level of
[01:21:05] we are showing up with the same level of state, focus, and just flow in each one
[01:21:09] state, focus, and just flow in each one of those calls so we are increasing the
[01:21:11] of those calls so we are increasing the chance that we're able to close every
[01:21:13] chance that we're able to close every single person that we're actually
[01:21:15] single person that we're actually talking to. Let's dive into the
[01:21:17] talking to. Let's dive into the training.
[01:21:18] training. All right, let's go ahead. Let's get
[01:21:20] All right, let's go ahead. Let's get into this training. So, in today's
[01:21:22] into this training. So, in today's training, we'll be going over probably
[01:21:24] training, we'll be going over probably the most important thing that you can
[01:21:27] the most important thing that you can really master as a salesperson is your
[01:21:31] really master as a salesperson is your state management. Being able to be in
[01:21:33] state management. Being able to be in the right state on your calls and the
[01:21:35] the right state on your calls and the ability to be able to focus for an
[01:21:38] ability to be able to focus for an extended period of time. These two
[01:21:40] extended period of time. These two things are the core attributes that
[01:21:44] things are the core attributes that really separate inconsistent closers
[01:21:46] really separate inconsistent closers from professional closers. And we're
[01:21:49] from professional closers. And we're talking about being a professional. That
[01:21:50] talking about being a professional. That is the goal ultimately. We don't want to
[01:21:53] is the goal ultimately. We don't want to be an amateur in anything that we do. We
[01:21:55] be an amateur in anything that we do. We want to really go at this like a
[01:21:59] want to really go at this like a professional athlete because on a level
[01:22:02] professional athlete because on a level we are professional athletes. We only
[01:22:05] we are professional athletes. We only get paid if we perform. We are mental
[01:22:07] get paid if we perform. We are mental athletes. So if we treat this like an
[01:22:10] athletes. So if we treat this like an amateur, we'll get amateur results. But
[01:22:12] amateur, we'll get amateur results. But if we treat it like a professional,
[01:22:15] if we treat it like a professional, that's when you'll get professional
[01:22:16] that's when you'll get professional results. And it's the professionals that
[01:22:18] results. And it's the professionals that get play paid the big bucks. There are
[01:22:20] get play paid the big bucks. There are amateur basketball players and there are
[01:22:22] amateur basketball players and there are professional ones. Okay? Professional
[01:22:24] professional ones. Okay? Professional ones get hundreds of millions of
[01:22:25] ones get hundreds of millions of dollars. Amateur ones just do it for
[01:22:27] dollars. Amateur ones just do it for fun. We're not doing this for fun. Even
[01:22:29] fun. We're not doing this for fun. Even though sales is fun, we're doing it so
[01:22:31] though sales is fun, we're doing it so we can make sure we're the best at what
[01:22:33] we can make sure we're the best at what we do and we make the type of money we
[01:22:34] we do and we make the type of money we need to make, not only for ourselves,
[01:22:36] need to make, not only for ourselves, but anyone else that really relies on
[01:22:38] but anyone else that really relies on us. So without the ability to be able to
[01:22:41] us. So without the ability to be able to focus and manage your state really the
[01:22:44] focus and manage your state really the scripts, the tactics, the leads,
[01:22:46] scripts, the tactics, the leads, everything else that we focus on, you're
[01:22:48] everything else that we focus on, you're not going to be able to utilize it to
[01:22:50] not going to be able to utilize it to the degree which you would need to to
[01:22:52] the degree which you would need to to reach the level you're truly going to
[01:22:54] reach the level you're truly going to want. You're always going to be leaving
[01:22:55] want. You're always going to be leaving something on the table because you'll
[01:22:57] something on the table because you'll stay in the same loop of short-term
[01:23:00] stay in the same loop of short-term motivation, burnout, self-sabotage. The
[01:23:03] motivation, burnout, self-sabotage. The goal here isn't to give you a
[01:23:05] goal here isn't to give you a motivational pep talk that you play
[01:23:07] motivational pep talk that you play every single day to give you a boost.
[01:23:09] every single day to give you a boost. It's to get you out of the motivational
[01:23:11] It's to get you out of the motivational loop. We need to fundamentally rewire
[01:23:14] loop. We need to fundamentally rewire your approach to work and yourself.
[01:23:17] your approach to work and yourself. Because if we purely rely on motivation
[01:23:20] Because if we purely rely on motivation that is external, okay? Right? And if we
[01:23:23] that is external, okay? Right? And if we purely rely on the external, this is
[01:23:26] purely rely on the external, this is going to cause us to have up and downs.
[01:23:29] going to cause us to have up and downs. And the reason why we can't afford to
[01:23:31] And the reason why we can't afford to have up and downs is because more than
[01:23:33] have up and downs is because more than anything else, your close rate will be
[01:23:35] anything else, your close rate will be affected by your state. Now, what is
[01:23:37] affected by your state. Now, what is your state? So, your state is the single
[01:23:39] your state? So, your state is the single most important factor and really your
[01:23:42] most important factor and really your performance as a closer and encompasses
[01:23:44] performance as a closer and encompasses your certainty, your clarity, your
[01:23:46] your certainty, your clarity, your confidence, your conviction and belief.
[01:23:48] confidence, your conviction and belief. This all falls under the umbrella of
[01:23:50] This all falls under the umbrella of your state. Like how you feel, how
[01:23:52] your state. Like how you feel, how you're showing up to the call. And the
[01:23:54] you're showing up to the call. And the quality of your state, how you show up
[01:23:56] quality of your state, how you show up determines the quality of your results.
[01:23:58] determines the quality of your results. For example, I'm sure you showed up to
[01:24:00] For example, I'm sure you showed up to calls feeling super super great. And
[01:24:04] calls feeling super super great. And just because of that, even though you
[01:24:05] just because of that, even though you might not have had the word tracks down
[01:24:07] might not have had the word tracks down or really you didn't say the right
[01:24:09] or really you didn't say the right things, but because of your energy, how
[01:24:11] things, but because of your energy, how you showed up with the certainty and
[01:24:13] you showed up with the certainty and that confidence, people are more likely
[01:24:15] that confidence, people are more likely to fall into your frame. I will say I've
[01:24:18] to fall into your frame. I will say I've heard people and I'm sure you've heard
[01:24:19] heard people and I'm sure you've heard them too where technically in sales they
[01:24:22] them too where technically in sales they are not sound but because they have
[01:24:25] are not sound but because they have confidence because they have charisma
[01:24:27] confidence because they have charisma because they're calm they're collected
[01:24:29] because they're calm they're collected they have everything else they have
[01:24:31] they have everything else they have clarity they know where they're going
[01:24:34] clarity they know where they're going that they persuade people. Okay. So you
[01:24:37] that they persuade people. Okay. So you can say all the right things but if we
[01:24:39] can say all the right things but if we don't have the confidence we don't have
[01:24:40] don't have the confidence we don't have the clarity it's not going to convey the
[01:24:43] the clarity it's not going to convey the right things. Okay. So, it's not only
[01:24:45] right things. Okay. So, it's not only what you say, it's how you say it, but
[01:24:47] what you say, it's how you say it, but also everything else that goes into it
[01:24:49] also everything else that goes into it that people can read that informs them
[01:24:52] that people can read that informs them on what you're actually saying, what's
[01:24:54] on what you're actually saying, what's behind the words, what's underneath it.
[01:24:57] behind the words, what's underneath it. That's where your state really comes in.
[01:24:59] That's where your state really comes in. Okay? The problem is is if we're
[01:25:02] Okay? The problem is is if we're consistently relying on life to put us
[01:25:04] consistently relying on life to put us in the right state, life happens
[01:25:06] in the right state, life happens consistently. And your state is pushed
[01:25:09] consistently. And your state is pushed and pulled in every direction. You wake
[01:25:12] and pulled in every direction. You wake up, it's raining, you feel down, you you
[01:25:14] up, it's raining, you feel down, you you got, you know, you're expecting a text
[01:25:16] got, you know, you're expecting a text from somebody, you didn't get it. Like,
[01:25:17] from somebody, you didn't get it. Like, life happens and your state changes. And
[01:25:20] life happens and your state changes. And this is completely unavoidable. The
[01:25:22] this is completely unavoidable. The solution is not to prevent life from
[01:25:24] solution is not to prevent life from happening. You can't control the
[01:25:26] happening. You can't control the external, right? You're going to have a
[01:25:27] external, right? You're going to have a hard time if you're trying to control
[01:25:28] hard time if you're trying to control the world around you, but you can
[01:25:31] the world around you, but you can actually control your internal. It's to
[01:25:34] actually control your internal. It's to install systems that protect and manage
[01:25:37] install systems that protect and manage your state regardless of what happens
[01:25:38] your state regardless of what happens around you. This is the foundation of
[01:25:40] around you. This is the foundation of being a professional. Taking the
[01:25:43] being a professional. Taking the responsibility of how you feel away from
[01:25:46] responsibility of how you feel away from the external, which is unreliable, and
[01:25:49] the external, which is unreliable, and put it internal on yourself and create
[01:25:51] put it internal on yourself and create the systems to make sure internally
[01:25:54] the systems to make sure internally you're showing up the way that you need
[01:25:56] you're showing up the way that you need to be showing up every single day over a
[01:25:58] to be showing up every single day over a long enough period of time that is
[01:26:00] long enough period of time that is unreasonable. That's how you get your
[01:26:02] unreasonable. That's how you get your goals, right? It's about doing the
[01:26:04] goals, right? It's about doing the boring thing for an unreasonable amount
[01:26:06] boring thing for an unreasonable amount of time. So, how do we really make sure
[01:26:09] of time. So, how do we really make sure we master our state? One of the biggest
[01:26:11] we master our state? One of the biggest ways that we're going to master our
[01:26:12] ways that we're going to master our state is the power of visualization.
[01:26:14] state is the power of visualization. Now, why is visualization so important?
[01:26:18] Now, why is visualization so important? Your mind doesn't know the difference
[01:26:19] Your mind doesn't know the difference between an imagined memory and a real
[01:26:24] between an imagined memory and a real memory. So, if we want to start to more
[01:26:29] memory. So, if we want to start to more bring up this state that we're in,
[01:26:30] bring up this state that we're in, right, the our idealized state where
[01:26:32] right, the our idealized state where we're confident, we're certain, all
[01:26:34] we're confident, we're certain, all these different things we're truly
[01:26:35] these different things we're truly wanting to feel. If we've never felt it
[01:26:38] wanting to feel. If we've never felt it before and we're relying on the external
[01:26:41] before and we're relying on the external world to make us feel it, we're going to
[01:26:43] world to make us feel it, we're going to have a hard time. But just understand,
[01:26:45] have a hard time. But just understand, you have all the emotions, you have all
[01:26:47] you have all the emotions, you have all the chemicals inside you right now to
[01:26:49] the chemicals inside you right now to feel the best you've ever felt. You just
[01:26:51] feel the best you've ever felt. You just are not giving yourself permission.
[01:26:53] are not giving yourself permission. You're waiting for the external to give
[01:26:55] You're waiting for the external to give you permission. So, if you want to start
[01:26:57] you permission. So, if you want to start getting in the right state more
[01:26:58] getting in the right state more consistently, we have to start
[01:27:00] consistently, we have to start practicing being in that state. And a
[01:27:03] practicing being in that state. And a very very easy and simple way to start
[01:27:06] very very easy and simple way to start practicing being in the ideal state,
[01:27:08] practicing being in the ideal state, being confident, being certain, being
[01:27:09] being confident, being certain, being clear is you visualize yourself in those
[01:27:13] clear is you visualize yourself in those situations,
[01:27:15] situations, feeling those emotions. You visualize
[01:27:18] feeling those emotions. You visualize you actually closing sales. Okay? Before
[01:27:21] you actually closing sales. Okay? Before you go to bed, this is what I'd
[01:27:22] you go to bed, this is what I'd recommend. Okay? And we'll we'll dive
[01:27:24] recommend. Okay? And we'll we'll dive into it, but you have to understand your
[01:27:26] into it, but you have to understand your assumption, your belief, your
[01:27:27] assumption, your belief, your expectation literally determines what
[01:27:29] expectation literally determines what happens in your life. If you imagine
[01:27:32] happens in your life. If you imagine something is going to happen, it will
[01:27:33] something is going to happen, it will happen. And it really comes down to
[01:27:36] happen. And it really comes down to there. There's two ways we can look at
[01:27:37] there. There's two ways we can look at this. Now, my bias, right, is I believe
[01:27:40] this. Now, my bias, right, is I believe in God. I believe in a supernatural.
[01:27:43] in God. I believe in a supernatural. Okay? So, there's supernatural
[01:27:45] Okay? So, there's supernatural explanations for being able to expect
[01:27:47] explanations for being able to expect things and it will come to you, right?
[01:27:49] things and it will come to you, right? Like for example, what it talks about in
[01:27:51] Like for example, what it talks about in the Bible. But if you're purely
[01:27:53] the Bible. But if you're purely materialistic as well, this is also
[01:27:55] materialistic as well, this is also true. Why? Okay, I used to be
[01:27:57] true. Why? Okay, I used to be materialist in my past. But if you view
[01:27:59] materialist in my past. But if you view it just purely materialistic, if you
[01:28:01] it just purely materialistic, if you believe things are going to go a certain
[01:28:03] believe things are going to go a certain way, okay, and you truly believe it with
[01:28:05] way, okay, and you truly believe it with all your heart, whether it goes exactly
[01:28:08] all your heart, whether it goes exactly as you visioned it in your mind, but you
[01:28:10] as you visioned it in your mind, but you show up with a different energy, so
[01:28:13] show up with a different energy, so people treat you differently. And
[01:28:14] people treat you differently. And because you show up with a different
[01:28:16] because you show up with a different energy, even if the same thing happens,
[01:28:19] energy, even if the same thing happens, if you view it as somebody's
[01:28:20] if you view it as somebody's pessimistic, you're going to take it a
[01:28:22] pessimistic, you're going to take it a certain way. But if you view it as
[01:28:23] certain way. But if you view it as somebody who's optimistic, who is
[01:28:25] somebody who's optimistic, who is expecting
[01:28:26] expecting good things, you'll see the positives in
[01:28:28] good things, you'll see the positives in it. So whether you're looking at it from
[01:28:30] it. So whether you're looking at it from a actual supernatural sense or a
[01:28:33] a actual supernatural sense or a material sense, the way you view the
[01:28:35] material sense, the way you view the world changes your life. Okay? And it
[01:28:38] world changes your life. Okay? And it really is going to determine what
[01:28:40] really is going to determine what happens around you. So we need to be
[01:28:44] happens around you. So we need to be using this to our advantage because we
[01:28:46] using this to our advantage because we can only take so many sales calls, but
[01:28:48] can only take so many sales calls, but we need to make sure we're getting in
[01:28:49] we need to make sure we're getting in the mental reps as well. So if every
[01:28:52] the mental reps as well. So if every single night you go to bed thinking
[01:28:53] single night you go to bed thinking tomorrow is going to be a great day,
[01:28:55] tomorrow is going to be a great day, everyone's going to show up and people
[01:28:57] everyone's going to show up and people are going to be open and ready to
[01:28:59] are going to be open and ready to invest, this will happen. So every
[01:29:02] invest, this will happen. So every single night before you go to bed, okay?
[01:29:04] single night before you go to bed, okay? And I have a morning routine and an
[01:29:07] And I have a morning routine and an evening routine maker and I'll walk you
[01:29:09] evening routine maker and I'll walk you guys through that so you can really
[01:29:10] guys through that so you can really crystallize it. But every single night
[01:29:11] crystallize it. But every single night before you go to bed, you should be
[01:29:13] before you go to bed, you should be visualizing, okay? Picturing it as
[01:29:16] visualizing, okay? Picturing it as vividly as you can in your mind. you
[01:29:18] vividly as you can in your mind. you hopping on sales calls,
[01:29:21] hopping on sales calls, you running through your process, people
[01:29:23] you running through your process, people being open to you, and people giving you
[01:29:26] being open to you, and people giving you their credit card information. You
[01:29:27] their credit card information. You should at least be doing this 5 10
[01:29:29] should at least be doing this 5 10 minutes every single night. No
[01:29:31] minutes every single night. No exception. And the reason is you're
[01:29:33] exception. And the reason is you're training your brain to feel the state of
[01:29:36] training your brain to feel the state of absolute certainty, absolute confidence,
[01:29:39] absolute certainty, absolute confidence, and you're practicing the state over and
[01:29:41] and you're practicing the state over and over and over again. And we want to make
[01:29:43] over and over again. And we want to make our body used to feeling this. Your body
[01:29:46] our body used to feeling this. Your body gets addicted to emotions. Most people
[01:29:49] gets addicted to emotions. Most people though growing up, they feel the
[01:29:52] though growing up, they feel the emotions of uncertainty. They feel the
[01:29:54] emotions of uncertainty. They feel the emotions of not being good enough. They
[01:29:55] emotions of not being good enough. They feel the emotions just pick any negative
[01:29:58] feel the emotions just pick any negative emotion. But because they feel it so
[01:30:00] emotion. But because they feel it so often, their body is addicted to it. So
[01:30:02] often, their body is addicted to it. So they're used to feeling that emotion.
[01:30:04] they're used to feeling that emotion. And because they're used to feeling that
[01:30:06] And because they're used to feeling that emotion, they're always going to be on
[01:30:08] emotion, they're always going to be on some level, even if they're not
[01:30:09] some level, even if they're not consciously wanting to, they're going to
[01:30:11] consciously wanting to, they're going to be searching for that emotion. What's
[01:30:13] be searching for that emotion. What's going to give them that emotion? So the
[01:30:16] going to give them that emotion? So the issue is because we're not used to
[01:30:18] issue is because we're not used to feeling these better emotions, right?
[01:30:20] feeling these better emotions, right? These, you know, positive emotions,
[01:30:21] These, you know, positive emotions, feeling certainty, feeling confident. If
[01:30:23] feeling certainty, feeling confident. If we're not used to that, it's going to be
[01:30:25] we're not used to that, it's going to be hard to get our body addicted to it. So
[01:30:27] hard to get our body addicted to it. So the way we get our body addicted is we
[01:30:29] the way we get our body addicted is we visualize. We practice those emotions.
[01:30:31] visualize. We practice those emotions. And then once we get more addicted, we
[01:30:33] And then once we get more addicted, we get more used to these emotions, our our
[01:30:35] get more used to these emotions, our our body and our mind, our subconscious mind
[01:30:37] body and our mind, our subconscious mind is going to look for ways to really
[01:30:40] is going to look for ways to really connect us to that emotion. And if that
[01:30:42] connect us to that emotion. And if that emotion is confidence, certainty,
[01:30:44] emotion is confidence, certainty, feeling good. Well, how do you feel
[01:30:46] feeling good. Well, how do you feel good? You close some [ __ ] deals,
[01:30:48] good? You close some [ __ ] deals, right? So, our mind, our subconscious
[01:30:49] right? So, our mind, our subconscious mind is just going to be looking for
[01:30:52] mind is just going to be looking for more and more ways to close deals. And
[01:30:53] more and more ways to close deals. And we're going to be showing up on calls in
[01:30:55] we're going to be showing up on calls in a much better way. Okay? So, there I do
[01:30:58] a much better way. Okay? So, there I do go more in depth on the uh visualization
[01:31:02] go more in depth on the uh visualization module. So, if you want a more in-depth
[01:31:04] module. So, if you want a more in-depth understanding of that, go check out the
[01:31:06] understanding of that, go check out the visualization module. Right? But just
[01:31:08] visualization module. Right? But just more simple right there. Okay? So just
[01:31:10] more simple right there. Okay? So just understand your show rate, your close
[01:31:12] understand your show rate, your close rate, the quality of your prospects,
[01:31:13] rate, the quality of your prospects, they're all affected by your state and
[01:31:16] they're all affected by your state and your expectations. Okay? This is not
[01:31:18] your expectations. Okay? This is not wishful thinking or manifestation. This
[01:31:21] wishful thinking or manifestation. This is about the energy you bring to every
[01:31:22] is about the energy you bring to every interaction and how it actually shapes
[01:31:24] interaction and how it actually shapes your outcomes.
[01:31:26] your outcomes. Okay? So outside of visualization,
[01:31:29] Okay? So outside of visualization, what's probably the next thing to really
[01:31:33] what's probably the next thing to really make sure we are performing at an elite
[01:31:35] make sure we are performing at an elite level and we feel the way that we need
[01:31:37] level and we feel the way that we need to feel? I would say it's going to be
[01:31:39] to feel? I would say it's going to be two things. It's going to be eating and
[01:31:41] two things. It's going to be eating and it's going to be sleeping. Now, I'm
[01:31:43] it's going to be sleeping. Now, I'm going to be going over it a lot more in
[01:31:46] going to be going over it a lot more in depth in further modules in terms of
[01:31:48] depth in further modules in terms of making sure we get our sleep and we make
[01:31:49] making sure we get our sleep and we make sure we get our food down. Okay? But
[01:31:52] sure we get our food down. Okay? But really high overview. So, understand
[01:31:55] really high overview. So, understand your body is a vehicle which you
[01:31:56] your body is a vehicle which you execute. Your brain is the engine that
[01:31:58] execute. Your brain is the engine that drives your focus, your state, your
[01:32:00] drives your focus, your state, your decision-m. The fuel you put into this
[01:32:03] decision-m. The fuel you put into this vehicle determines your performance.
[01:32:05] vehicle determines your performance. Okay? For example, when I bought my
[01:32:07] Okay? For example, when I bought my first sports car, I bought my Jaguar, I
[01:32:09] first sports car, I bought my Jaguar, I did not put normal fuel into the Jaguar.
[01:32:13] did not put normal fuel into the Jaguar. Why? Because it wouldn't run as cleanly.
[01:32:16] Why? Because it wouldn't run as cleanly. I am making it not perform as well,
[01:32:18] I am making it not perform as well, number one. And number two, I'm actually
[01:32:20] number one. And number two, I'm actually shortening its life. Okay? So, I put
[01:32:23] shortening its life. Okay? So, I put premium fuel into my sports car because
[01:32:27] premium fuel into my sports car because it's a car made for performance. We are
[01:32:31] it's a car made for performance. We are made for performance. If we do not
[01:32:33] made for performance. If we do not perform, we do not get paid. And I don't
[01:32:36] perform, we do not get paid. And I don't know about you guys, but I like to get
[01:32:39] know about you guys, but I like to get paid. Okay? And there's a lot of
[01:32:42] paid. Okay? And there's a lot of emerging science coming out about the
[01:32:44] emerging science coming out about the connection between your gut and through
[01:32:47] connection between your gut and through your brain. But you don't even need to
[01:32:49] your brain. But you don't even need to go into the science. I'm sure you've
[01:32:51] go into the science. I'm sure you've realized if you eat like [ __ ] you feel
[01:32:55] realized if you eat like [ __ ] you feel slower. You don't think as quickly.
[01:32:58] slower. You don't think as quickly. You're a step slower. Okay? So elite
[01:33:00] You're a step slower. Okay? So elite closers understand what you eat is how
[01:33:02] closers understand what you eat is how you think and what you eat is how you
[01:33:04] you think and what you eat is how you feel and what you eat is how you
[01:33:06] feel and what you eat is how you perform. So if you eat like [ __ ] okay,
[01:33:09] perform. So if you eat like [ __ ] okay, you will not perform. Me personally, I
[01:33:12] you will not perform. Me personally, I typically now since I'm in Vietnam, I'm
[01:33:14] typically now since I'm in Vietnam, I'm I'm moving it around a little bit, but
[01:33:17] I'm moving it around a little bit, but when I was in the US in my normal
[01:33:18] when I was in the US in my normal schedule, I would not eat until I was
[01:33:20] schedule, I would not eat until I was done working. But even then, I would eat
[01:33:22] done working. But even then, I would eat very very clean. Okay. Now, there are a
[01:33:26] very very clean. Okay. Now, there are a ton of things that you can look into in
[01:33:29] ton of things that you can look into in terms of health, food, all this stuff.
[01:33:33] terms of health, food, all this stuff. And to not bore you with the details,
[01:33:37] And to not bore you with the details, all of them disagree with each other,
[01:33:38] all of them disagree with each other, but besides very, very simple things.
[01:33:41] but besides very, very simple things. And the core concept is single
[01:33:44] And the core concept is single ingredient food. Okay? Just single
[01:33:46] ingredient food. Okay? Just single ingredient food, not processed food. So,
[01:33:49] ingredient food, not processed food. So, this is not a diet. This is a
[01:33:51] this is not a diet. This is a non-negotiable standard for anyone who's
[01:33:53] non-negotiable standard for anyone who's serious about discipline, focus, and
[01:33:55] serious about discipline, focus, and long-term success. So, what are single
[01:33:57] long-term success. So, what are single ingredient foods? It's exactly what it
[01:33:59] ingredient foods? It's exactly what it sounds like. It's a food that only
[01:34:01] sounds like. It's a food that only contains one ingredient. It's a food in
[01:34:04] contains one ingredient. It's a food in its most natural, unprocessed form. It
[01:34:06] its most natural, unprocessed form. It is a food that is great great
[01:34:09] is a food that is great great grandparents would recognize this food.
[01:34:11] grandparents would recognize this food. Now, you can get certain things that
[01:34:13] Now, you can get certain things that have a couple of these things together,
[01:34:15] have a couple of these things together, right? Single ingredient food foods like
[01:34:17] right? Single ingredient food foods like chicken breast, salmon, eggs, steak,
[01:34:18] chicken breast, salmon, eggs, steak, broccoli, spinach, sweet potatoes, rice,
[01:34:20] broccoli, spinach, sweet potatoes, rice, oats, bananas, apples, almonds,
[01:34:23] oats, bananas, apples, almonds, avocados, olive oil, water. Okay,
[01:34:26] avocados, olive oil, water. Okay, non-examples would be like cereal. We
[01:34:29] non-examples would be like cereal. We got sugar, preservative, artificial
[01:34:30] got sugar, preservative, artificial flavors. We got protein bars. They got
[01:34:32] flavors. We got protein bars. They got 20 plus ingredients. seed oils, sugars,
[01:34:36] 20 plus ingredients. seed oils, sugars, frozen meals, sodium, preservatives,
[01:34:38] frozen meals, sodium, preservatives, feelers, fast food, engineered for
[01:34:40] feelers, fast food, engineered for addiction, not nutritious. Sodia or
[01:34:43] addiction, not nutritious. Sodia or soda, energy drinks, chips, crackers,
[01:34:45] soda, energy drinks, chips, crackers, cookies, refined carbs, seed oil, sugar.
[01:34:48] cookies, refined carbs, seed oil, sugar. Okay, the rule is one ingredient's food
[01:34:52] Okay, the rule is one ingredient's food or if you can't pronounce the
[01:34:53] or if you can't pronounce the ingredients on the label, just don't eat
[01:34:55] ingredients on the label, just don't eat it. So, let's just say for example, you
[01:34:58] it. So, let's just say for example, you get something cuz like I'll see these
[01:34:59] get something cuz like I'll see these fruit bars or something out there that
[01:35:01] fruit bars or something out there that it's like bananas and apples. That's all
[01:35:03] it's like bananas and apples. That's all it's in there, right? You look at the
[01:35:04] it's in there, right? You look at the ingredient levels, bananas, apples,
[01:35:06] ingredient levels, bananas, apples, okay, that's probably good. But if you
[01:35:08] okay, that's probably good. But if you start to see like a bunch of sugar,
[01:35:10] start to see like a bunch of sugar, preservatives in it, artificial flavors,
[01:35:12] preservatives in it, artificial flavors, like you can't pronounce it, you're
[01:35:13] like you can't pronounce it, you're like, "What the [ __ ] is this?" Probably
[01:35:15] like, "What the [ __ ] is this?" Probably best not to eat it. Now, in terms of
[01:35:17] best not to eat it. Now, in terms of like just a rule of thumb, I would say
[01:35:19] like just a rule of thumb, I would say at least 90% of what you eat should be
[01:35:21] at least 90% of what you eat should be single ingredient foods. Now, if you
[01:35:23] single ingredient foods. Now, if you have a hard time cooking for yourself,
[01:35:26] have a hard time cooking for yourself, you got one of two options. Get yourself
[01:35:28] you got one of two options. Get yourself somebody who will cook for you. Like for
[01:35:29] somebody who will cook for you. Like for example, my wife always cooks for me. Or
[01:35:33] example, my wife always cooks for me. Or you go ahead and you just buy meal prep.
[01:35:35] you go ahead and you just buy meal prep. Okay, you can buy very healthy meal
[01:35:37] Okay, you can buy very healthy meal preps. For example, I used to be a
[01:35:38] preps. For example, I used to be a bodybuilder. I know tons of meal prep
[01:35:40] bodybuilder. I know tons of meal prep agencies and things out there that do it
[01:35:43] agencies and things out there that do it for bodybuilders that are so strict
[01:35:45] for bodybuilders that are so strict because they have to step on stage. You
[01:35:47] because they have to step on stage. You can find something that will meet your
[01:35:49] can find something that will meet your expectations if you're living in a
[01:35:51] expectations if you're living in a relatively big city. If you're not
[01:35:53] relatively big city. If you're not living in a relatively big city, you can
[01:35:55] living in a relatively big city, you can still get them. They're just going to be
[01:35:56] still get them. They're just going to be frozen, not as fresh. It's a little bit
[01:35:58] frozen, not as fresh. It's a little bit of a pain in the ass, but it's going to
[01:36:00] of a pain in the ass, but it's going to be a lot better if you're not eating
[01:36:02] be a lot better if you're not eating properly just because you give yourself
[01:36:04] properly just because you give yourself the excuse that you don't have time.
[01:36:05] the excuse that you don't have time. Okay, me personally, I really don't like
[01:36:07] Okay, me personally, I really don't like to cook for myself anymore, right?
[01:36:09] to cook for myself anymore, right? Because my wife does that. But if for
[01:36:12] Because my wife does that. But if for whatever reason, we're not together.
[01:36:14] whatever reason, we're not together. Again, it's just really simple. I cook
[01:36:16] Again, it's just really simple. I cook steak maybe takes me like 10 minutes,
[01:36:19] steak maybe takes me like 10 minutes, right, to cook all my all my food
[01:36:21] right, to cook all my all my food because it's very simple. It's very
[01:36:22] because it's very simple. It's very straightforward and it's not elaborate.
[01:36:25] straightforward and it's not elaborate. Okay, steak, salt. I'll maybe have some
[01:36:28] Okay, steak, salt. I'll maybe have some uh like sweet potatoes, mushrooms, like
[01:36:30] uh like sweet potatoes, mushrooms, like just something that's very simple that
[01:36:31] just something that's very simple that it doesn't take a lot of time. Okay.
[01:36:33] it doesn't take a lot of time. Okay. Now, rule of thumb typically is going to
[01:36:36] Now, rule of thumb typically is going to be 90% single ingredient foods, 10%.
[01:36:40] be 90% single ingredient foods, 10%. Okay, whatever really you want. You can
[01:36:42] Okay, whatever really you want. You can get a little bit of leeway. You don't
[01:36:44] get a little bit of leeway. You don't need to be a perfectionist about this.
[01:36:46] need to be a perfectionist about this. As long as we get most of it right,
[01:36:48] As long as we get most of it right, that's really going to push you forward.
[01:36:50] that's really going to push you forward. So, why is this a non-negotiable?
[01:36:53] So, why is this a non-negotiable? Your brain and your body operate on
[01:36:55] Your brain and your body operate on chemistry. The food you eat directly
[01:36:58] chemistry. The food you eat directly affects your neurotransmitter, your
[01:36:59] affects your neurotransmitter, your hormones, your blood sugar, inflammation
[01:37:01] hormones, your blood sugar, inflammation levels, and energy production. And if
[01:37:03] levels, and energy production. And if you have inflammation in your gut, guess
[01:37:05] you have inflammation in your gut, guess what? You're going to have inflammation
[01:37:06] what? You're going to have inflammation in your brain. So, we need our brain to
[01:37:09] in your brain. So, we need our brain to think quickly in order to close deals.
[01:37:11] think quickly in order to close deals. Okay? So, when you eat processed foods,
[01:37:13] Okay? So, when you eat processed foods, chemicals, preservatives, inflammatory
[01:37:15] chemicals, preservatives, inflammatory agents, they disrupt that chemistry. So,
[01:37:18] agents, they disrupt that chemistry. So, what you'll see is you'll have blood
[01:37:20] what you'll see is you'll have blood sugar spikes and crashes. We'll get
[01:37:22] sugar spikes and crashes. We'll get really high in energy, but then we'll
[01:37:23] really high in energy, but then we'll crash. Destroys your focus. You become
[01:37:26] crash. Destroys your focus. You become irritable, foggy, right? If you ever get
[01:37:29] irritable, foggy, right? If you ever get really angry, very irritable, right? If
[01:37:31] really angry, very irritable, right? If you haven't eaten for a few hours, it's
[01:37:33] you haven't eaten for a few hours, it's because we're spiking our blood sugar
[01:37:35] because we're spiking our blood sugar super high. Okay? Dopamine hijacking.
[01:37:39] super high. Okay? Dopamine hijacking. Processed foods are engineered to be
[01:37:42] Processed foods are engineered to be hyper palatable.
[01:37:44] hyper palatable. They literally pay scientists
[01:37:47] They literally pay scientists tons of money to make food in a way that
[01:37:50] tons of money to make food in a way that makes you addicted to these foods. Now,
[01:37:53] makes you addicted to these foods. Now, we'll get more into dopamine, but just
[01:37:55] we'll get more into dopamine, but just understand they are hijacking your
[01:37:58] understand they are hijacking your brain. So, you get addicted to these
[01:38:00] brain. So, you get addicted to these foods. These processed food companies,
[01:38:04] foods. These processed food companies, they are not your friends, okay? They
[01:38:07] they are not your friends, okay? They are not your friends. These companies
[01:38:09] are not your friends. These companies who sell you fast food, they are not
[01:38:11] who sell you fast food, they are not your friends. They literally pay
[01:38:14] your friends. They literally pay scientists to make it to where they're
[01:38:15] scientists to make it to where they're hyper palatable. If you don't know what
[01:38:17] hyper palatable. If you don't know what that is, it means you will keep eating
[01:38:20] that is, it means you will keep eating even if you are full. And after you are
[01:38:22] even if you are full. And after you are full, you are still going to feel
[01:38:23] full, you are still going to feel hungry. They specifically
[01:38:26] hungry. They specifically manufactured it in a way that that is
[01:38:28] manufactured it in a way that that is going to be the case. And they flood
[01:38:30] going to be the case. And they flood your brain full of dopamine and they
[01:38:32] your brain full of dopamine and they train your brain to crave instant
[01:38:34] train your brain to crave instant gratification. This makes it harder to
[01:38:36] gratification. This makes it harder to do hard work that requires delayed
[01:38:38] do hard work that requires delayed gratification like making calls. Okay.
[01:38:40] gratification like making calls. Okay. Inflammation. seed oils, preservatives,
[01:38:42] Inflammation. seed oils, preservatives, artificial ingredients. This is
[01:38:44] artificial ingredients. This is systematic inflammation. Inflammation in
[01:38:46] systematic inflammation. Inflammation in the body creates brain fog, fatigue, and
[01:38:49] the body creates brain fog, fatigue, and general feeling of being off. You cannot
[01:38:51] general feeling of being off. You cannot perform at your best when your body is
[01:38:54] perform at your best when your body is inflamed. Now, are there some people who
[01:38:58] inflamed. Now, are there some people who are exceptions to rules? For example,
[01:39:00] are exceptions to rules? For example, like Dwight Howard, right, who is, if
[01:39:03] like Dwight Howard, right, who is, if you don't know who he is, he is a um
[01:39:06] you don't know who he is, he is a um basketball player, probably going to be
[01:39:08] basketball player, probably going to be a Hall of Famer who ate like McDonald's
[01:39:10] a Hall of Famer who ate like McDonald's like all the time, right? And he was an
[01:39:12] like all the time, right? And he was an exceptional athlete. But you're not
[01:39:14] exceptional athlete. But you're not going to be able to convince me or
[01:39:16] going to be able to convince me or really anyone who knows, you know,
[01:39:18] really anyone who knows, you know, nutritional uh science that he wouldn't
[01:39:20] nutritional uh science that he wouldn't have performed better when he ate clean.
[01:39:22] have performed better when he ate clean. And later in his career, he actually did
[01:39:24] And later in his career, he actually did started eating clean, right? When he was
[01:39:26] started eating clean, right? When he was young, he was able to outperform his bad
[01:39:29] young, he was able to outperform his bad diet. but it did catch up with them.
[01:39:31] diet. but it did catch up with them. Okay, so just you cannot perform your
[01:39:34] Okay, so just you cannot perform your best when your body is inflamed. Just as
[01:39:36] best when your body is inflamed. Just as simple as that. So also hyper palatable
[01:39:40] simple as that. So also hyper palatable foods with a lot of sugar, a lot of
[01:39:43] foods with a lot of sugar, a lot of processed, they'll give you the ups and
[01:39:44] processed, they'll give you the ups and downs and you'll have energy crashes be
[01:39:47] downs and you'll have energy crashes be because of it. And this will also give
[01:39:49] because of it. And this will also give you addictions and cravings because they
[01:39:52] you addictions and cravings because they are literally hijacking your brain. You
[01:39:54] are literally hijacking your brain. You become addicted to processed foods.
[01:39:56] become addicted to processed foods. Okay, they're designed to be addictive.
[01:39:59] Okay, they're designed to be addictive. I they've done studies that like sugar
[01:40:01] I they've done studies that like sugar for example, processed sugar lights up
[01:40:04] for example, processed sugar lights up the human brain like cocaine lights up
[01:40:06] the human brain like cocaine lights up the human brain. Now I've never done
[01:40:09] the human brain. Now I've never done cocaine, okay? But um I do know for me
[01:40:13] cocaine, okay? But um I do know for me personally like if I start eating
[01:40:15] personally like if I start eating processed sugary foods like I start
[01:40:17] processed sugary foods like I start thinking about it. I start thinking
[01:40:19] thinking about it. I start thinking about it more. I start craving it more.
[01:40:21] about it more. I start craving it more. And in my low time when I'm like
[01:40:24] And in my low time when I'm like thinking instead of thinking about oh
[01:40:26] thinking instead of thinking about oh what can I do like how can I improve
[01:40:28] what can I do like how can I improve what like my business sales whatever it
[01:40:30] what like my business sales whatever it is like that I'm thinking about food bro
[01:40:32] is like that I'm thinking about food bro right so if you ever catch yourself just
[01:40:34] right so if you ever catch yourself just like thinking about food and just like
[01:40:36] like thinking about food and just like fantasizing about it that's not a good
[01:40:38] fantasizing about it that's not a good sign the thing that you should be
[01:40:40] sign the thing that you should be fantasizing or thinking about that
[01:40:42] fantasizing or thinking about that should be really occupying your low like
[01:40:45] should be really occupying your low like you know your thoughts when you're
[01:40:47] you know your thoughts when you're really not paying much attention to it
[01:40:49] really not paying much attention to it really should be sales. pills. It really
[01:40:51] really should be sales. pills. It really should be the thing that is most
[01:40:53] should be the thing that is most important to you. And if it is not that,
[01:40:55] important to you. And if it is not that, and if it is something else, just
[01:40:57] and if it is something else, just understand that that something else is
[01:40:58] understand that that something else is hijacking your brain. For example, one
[01:41:01] hijacking your brain. For example, one thing that I noticed with me when I'm
[01:41:03] thing that I noticed with me when I'm going really hard in the paint when it
[01:41:04] going really hard in the paint when it comes to either business or sales, I
[01:41:07] comes to either business or sales, I cannot play chess. Why? Because I really
[01:41:10] cannot play chess. Why? Because I really like chess. Chess for me gives me a lot
[01:41:13] like chess. Chess for me gives me a lot of dopamine. And games are really quick.
[01:41:15] of dopamine. And games are really quick. They're about 10 minutes. And it's all
[01:41:17] They're about 10 minutes. And it's all about uh strategy, win or lose, right?
[01:41:20] about uh strategy, win or lose, right? And it's all about the different moves.
[01:41:22] And it's all about the different moves. And there's so many different things you
[01:41:23] And there's so many different things you can go about it. So it's like I know for
[01:41:24] can go about it. So it's like I know for me in my like when I'm in the shower,
[01:41:26] me in my like when I'm in the shower, when I'm going on walks or something
[01:41:28] when I'm going on walks or something like that, I'm thinking about [ __ ]
[01:41:29] like that, I'm thinking about [ __ ] chess moves instead of thinking about
[01:41:31] chess moves instead of thinking about business. Instead of thinking about
[01:41:33] business. Instead of thinking about sales, okay? It's like so it captures my
[01:41:35] sales, okay? It's like so it captures my mind. So I know when I'm really focusing
[01:41:37] mind. So I know when I'm really focusing on this stuff, I'm cutting out chess.
[01:41:39] on this stuff, I'm cutting out chess. Okay? Does that mean I'm going to cut
[01:41:41] Okay? Does that mean I'm going to cut out chess my entire life? Like no. Like
[01:41:43] out chess my entire life? Like no. Like there's seasons to this and we'll dive
[01:41:44] there's seasons to this and we'll dive into it. But just understand if this is
[01:41:46] into it. But just understand if this is something that you're truly wanting to
[01:41:47] something that you're truly wanting to focus on, truly wanting to get great at.
[01:41:49] focus on, truly wanting to get great at. Okay? Your focus, your primary focus
[01:41:51] Okay? Your focus, your primary focus should be on sales. Okay? So you got to
[01:41:53] should be on sales. Okay? So you got to eliminate the addictive things in your
[01:41:54] eliminate the addictive things in your mind. Okay? So key insight,
[01:41:58] mind. Okay? So key insight, how you do one thing is how you do
[01:41:59] how you do one thing is how you do everything. If you're seeking instant
[01:42:01] everything. If you're seeking instant gratification with food, you're training
[01:42:02] gratification with food, you're training your brain to seek instant gratification
[01:42:05] your brain to seek instant gratification with work. If you're disciplined with
[01:42:07] with work. If you're disciplined with your food and you're you're building the
[01:42:08] your food and you're you're building the discipline muscle, that translates to
[01:42:11] discipline muscle, that translates to every area of your life. So understand
[01:42:14] every area of your life. So understand there are some like huge benefits to
[01:42:16] there are some like huge benefits to single ingredient food. Okay. Stable
[01:42:18] single ingredient food. Okay. Stable energy throughout the day. Mental
[01:42:20] energy throughout the day. Mental clarity and focus. Okay. You improve
[01:42:22] clarity and focus. Okay. You improve your mood and your state. Better sleep.
[01:42:25] your mood and your state. Better sleep. Okay. This one is a big one. I know for
[01:42:28] Okay. This one is a big one. I know for me anytime I eat something outside of my
[01:42:30] me anytime I eat something outside of my diet, the first thing the first thing
[01:42:32] diet, the first thing the first thing that really takes a big hit is my sleep.
[01:42:36] that really takes a big hit is my sleep. Okay? So sleep is such a key thing when
[01:42:39] Okay? So sleep is such a key thing when it comes to performance, right? And
[01:42:41] it comes to performance, right? And we'll definitely go a lot more in depth
[01:42:43] we'll definitely go a lot more in depth than that, but better sleep is a big
[01:42:44] than that, but better sleep is a big one. Okay, discipline, reinforcement,
[01:42:47] one. Okay, discipline, reinforcement, physical health, and longevity. Again,
[01:42:49] physical health, and longevity. Again, we got the 9010 rule. Okay, don't let
[01:42:51] we got the 9010 rule. Okay, don't let the 10% creep up.
[01:42:55] the 10% creep up. So, now that we're understanding, okay,
[01:42:57] So, now that we're understanding, okay, our state and our energy, which really
[01:43:00] our state and our energy, which really helps us manage our state, that's more
[01:43:02] helps us manage our state, that's more of the biological side. Now we have to
[01:43:04] of the biological side. Now we have to start talking about more of like the
[01:43:06] start talking about more of like the mental side of our state and what
[01:43:09] mental side of our state and what prevents us from achieving the things
[01:43:12] prevents us from achieving the things that we're looking to achieve. Okay. So
[01:43:14] that we're looking to achieve. Okay. So the thing the the real big force that we
[01:43:17] the thing the the real big force that we have to be aware of when it comes to
[01:43:19] have to be aware of when it comes to trying to achieve any goal is what I'm
[01:43:23] trying to achieve any goal is what I'm going to call and label as resistance.
[01:43:26] going to call and label as resistance. Another way you can think about this is
[01:43:28] Another way you can think about this is your old self holding on to the version
[01:43:32] your old self holding on to the version of itself that is familiar with. Right?
[01:43:36] of itself that is familiar with. Right? Okay. And we'll dive a lot more into
[01:43:38] Okay. And we'll dive a lot more into like what resistance is, what it means,
[01:43:39] like what resistance is, what it means, how do we overcome it. But understand in
[01:43:41] how do we overcome it. But understand in the pursuit of a goal, you will face an
[01:43:43] the pursuit of a goal, you will face an opposing force. That force is
[01:43:46] opposing force. That force is resistance. It is a primary enemy. It is
[01:43:50] resistance. It is a primary enemy. It is the source of your pain and the reason
[01:43:52] the source of your pain and the reason most people fail. But understand
[01:43:54] most people fail. But understand resistance is an internal force of
[01:43:56] resistance is an internal force of self-sabotage that manifests as
[01:43:58] self-sabotage that manifests as distraction, procrastination, fear, and
[01:44:01] distraction, procrastination, fear, and rationalization. It is intelligent,
[01:44:04] rationalization. It is intelligent, benevolent, and restless. Let's dive
[01:44:06] benevolent, and restless. Let's dive into it. Okay. What are the seven
[01:44:09] into it. Okay. What are the seven principles of resistance? So number one,
[01:44:12] principles of resistance? So number one, it is an enemy working against you. You
[01:44:14] it is an enemy working against you. You have to understand that this force, your
[01:44:16] have to understand that this force, your old self, resistance, whatever you want
[01:44:17] old self, resistance, whatever you want to call it, anytime you're trying to
[01:44:20] to call it, anytime you're trying to strive for something great, you're going
[01:44:22] strive for something great, you're going to feel this equal and opposite force
[01:44:24] to feel this equal and opposite force coming at you. Okay? This is a law of
[01:44:28] coming at you. Okay? This is a law of nature. If we do not feel this, this
[01:44:31] nature. If we do not feel this, this means we're not striving for anything
[01:44:32] means we're not striving for anything great. If you're completely comfortable
[01:44:34] great. If you're completely comfortable and you feel no resistance ever, that
[01:44:36] and you feel no resistance ever, that means you're not pushing yourself. So,
[01:44:38] means you're not pushing yourself. So, the fact that you're feeling this is a
[01:44:40] the fact that you're feeling this is a good thing. And if you view it as
[01:44:42] good thing. And if you view it as anything other than something you need
[01:44:44] anything other than something you need to overcome, this is when we can
[01:44:45] to overcome, this is when we can handicap ourselves. So understand that
[01:44:48] handicap ourselves. So understand that resistance is intelligent, which means
[01:44:51] resistance is intelligent, which means if you are very intelligent, the
[01:44:53] if you are very intelligent, the likelihood that you can rationalize to
[01:44:56] likelihood that you can rationalize to yourself why you shouldn't do something
[01:44:58] yourself why you shouldn't do something or why you should take a day off or
[01:44:59] or why you should take a day off or whatever it is is so much higher. Okay?
[01:45:02] whatever it is is so much higher. Okay? Like I know for me personally,
[01:45:05] Like I know for me personally, it was it's so much easier now to
[01:45:09] it was it's so much easier now to convince myself, right, or come up with
[01:45:12] convince myself, right, or come up with reasons, okay, to actually push things
[01:45:15] reasons, okay, to actually push things off than it was when I was completely
[01:45:17] off than it was when I was completely broke, okay? When I was completely
[01:45:18] broke, okay? When I was completely broke, it was hard to come up with as
[01:45:20] broke, it was hard to come up with as many reasons. Now, don't get me wrong,
[01:45:21] many reasons. Now, don't get me wrong, resistance was still there. I I still
[01:45:24] resistance was still there. I I still could come up with reasons. But now that
[01:45:26] could come up with reasons. But now that again, I'm much further in life. I'm
[01:45:27] again, I'm much further in life. I'm much, you know, more successful. It's
[01:45:29] much, you know, more successful. It's not that resistance goes away.
[01:45:30] not that resistance goes away. Resistance, if anything, has gotten
[01:45:32] Resistance, if anything, has gotten smarter. Okay, so it's like really being
[01:45:34] smarter. Okay, so it's like really being able to push it off becomes harder, but
[01:45:37] able to push it off becomes harder, but you get better at being able to push it
[01:45:38] you get better at being able to push it off. Okay, it's benevolent. It doesn't
[01:45:42] off. Okay, it's benevolent. It doesn't want what's good for you. It wants you
[01:45:44] want what's good for you. It wants you to hold on to your own self. And if you
[01:45:46] to hold on to your own self. And if you want something different, then it
[01:45:47] want something different, then it doesn't want what's best for you. And it
[01:45:49] doesn't want what's best for you. And it is nasty. It wants to destroy your
[01:45:50] is nasty. It wants to destroy your goals. Understand that this enemy is
[01:45:53] goals. Understand that this enemy is relentless. It aims to kill your desired
[01:45:55] relentless. It aims to kill your desired reality and quash all hopes and dreams.
[01:45:57] reality and quash all hopes and dreams. And this is something to where I don't
[01:46:01] And this is something to where I don't know if there is a level that you maybe
[01:46:03] know if there is a level that you maybe do reach where you don't feel this, but
[01:46:05] do reach where you don't feel this, but I can tell you as somebody who, you
[01:46:07] I can tell you as somebody who, you know, very early on, you know, was able
[01:46:09] know, very early on, you know, was able to hit six figures, now seven figures,
[01:46:11] to hit six figures, now seven figures, planning on getting to eight, you know,
[01:46:13] planning on getting to eight, you know, if God wills, resistance has not waned.
[01:46:17] if God wills, resistance has not waned. It is still there. It is relentless. So
[01:46:20] It is still there. It is relentless. So you have to understand that if we're
[01:46:22] you have to understand that if we're just hoping this goes away, we're just
[01:46:24] just hoping this goes away, we're just going to be again hoping for a long
[01:46:26] going to be again hoping for a long time. So the enemy is produced by a
[01:46:29] time. So the enemy is produced by a fragment of you. It is inside of you and
[01:46:31] fragment of you. It is inside of you and it comes from you. Accept this reality.
[01:46:34] it comes from you. Accept this reality. But you are not the enemy. It is a force
[01:46:37] But you are not the enemy. It is a force of nature produced by you. But you can't
[01:46:39] of nature produced by you. But you can't help it just like a pulse. It is your
[01:46:41] help it just like a pulse. It is your old self. Do not feel guilty that you
[01:46:44] old self. Do not feel guilty that you have an old self. Okay? It is a part of
[01:46:46] have an old self. Okay? It is a part of you, but it is not you. Okay? It's a
[01:46:48] you, but it is not you. Okay? It's a fragment of you trying to hold you back.
[01:46:50] fragment of you trying to hold you back. And you must duel yourself. You're the
[01:46:53] And you must duel yourself. You're the knight and the dragon. War is
[01:46:54] knight and the dragon. War is inevitable, but the knight must win.
[01:46:57] inevitable, but the knight must win. Okay? You must win against this enemy.
[01:46:59] Okay? You must win against this enemy. And your goals come first. Resistance
[01:47:01] And your goals come first. Resistance comes second. So there cannot be a
[01:47:03] comes second. So there cannot be a shadow without an object in the sun. So
[01:47:05] shadow without an object in the sun. So if you don't have goals, if you're not
[01:47:06] if you don't have goals, if you're not striving, you're not going to feel
[01:47:07] striving, you're not going to feel resistance. So that's why I'm saying you
[01:47:09] resistance. So that's why I'm saying you need if you're feeling resistance,
[01:47:11] need if you're feeling resistance, fantastic. But if you're listening to
[01:47:13] fantastic. But if you're listening to this and you're like, "Well, I feel no
[01:47:14] this and you're like, "Well, I feel no resistance whatsoever." you're not
[01:47:17] resistance whatsoever." you're not striving enough. You need to push
[01:47:18] striving enough. You need to push yourself harder. You need to push
[01:47:20] yourself harder. You need to push yourself further. If you're right now
[01:47:22] yourself further. If you're right now you're making 10K per month and you're
[01:47:23] you're making 10K per month and you're totally consistent and you're totally
[01:47:25] totally consistent and you're totally content with that, you're probably not
[01:47:27] content with that, you're probably not feeling a lot of resistance. But if
[01:47:28] feeling a lot of resistance. But if you're at 10K per month and you're
[01:47:30] you're at 10K per month and you're looking to push to 30K per month, that's
[01:47:32] looking to push to 30K per month, that's going to be uncomfortable. That's going
[01:47:33] going to be uncomfortable. That's going to be pain. And then resistance can be
[01:47:36] to be pain. And then resistance can be overcome with pain, love, and
[01:47:37] overcome with pain, love, and assistance. It is beatable. Okay? I'm
[01:47:40] assistance. It is beatable. Okay? I'm here as a testament that it's beatable.
[01:47:42] here as a testament that it's beatable. You have beaten it in the past. It's
[01:47:45] You have beaten it in the past. It's just about having the consistent effort
[01:47:47] just about having the consistent effort to continuously beat it, to continue to
[01:47:50] to continuously beat it, to continue to grow. That's what we need to do. Okay.
[01:47:53] grow. That's what we need to do. Okay. So, when we talk about what holds us
[01:47:55] So, when we talk about what holds us back, let's talk about what's going to
[01:47:56] back, let's talk about what's going to push us forward. And there's two pillars
[01:47:58] push us forward. And there's two pillars to mentally elite performance. We have
[01:48:01] to mentally elite performance. We have focus. We have resilience. So, focus is
[01:48:04] focus. We have resilience. So, focus is not about trying harder to pay
[01:48:06] not about trying harder to pay attention. It is about the deliberate
[01:48:08] attention. It is about the deliberate surgical removal of distraction. It is a
[01:48:11] surgical removal of distraction. It is a practice of weaponizing your attention
[01:48:13] practice of weaponizing your attention for the few high leverage activities
[01:48:15] for the few high leverage activities that produce results. When you are
[01:48:17] that produce results. When you are working, you're f fully immersed in the
[01:48:20] working, you're f fully immersed in the task at hand. Everything else is
[01:48:22] task at hand. Everything else is complete [ __ ] noise. Okay?
[01:48:24] complete [ __ ] noise. Okay? Multitasking is not a thing. Resilience
[01:48:26] Multitasking is not a thing. Resilience on the other hand, this is a measure of
[01:48:28] on the other hand, this is a measure of how quickly you can return after facing
[01:48:30] how quickly you can return after facing adversity. Rejection, failure, bad days
[01:48:33] adversity. Rejection, failure, bad days are not possibilities. There are
[01:48:34] are not possibilities. There are mathematic certainties in this
[01:48:36] mathematic certainties in this profession. The fact that matter is you
[01:48:38] profession. The fact that matter is you are not going to close 100%. It is a
[01:48:41] are not going to close 100%. It is a absolute certainty that you are going to
[01:48:43] absolute certainty that you are going to fail. Okay? You are going to get
[01:48:45] fail. Okay? You are going to get rejected. People are going to give you
[01:48:46] rejected. People are going to give you objections. Resilience with all of its
[01:48:49] objections. Resilience with all of its backbone of discipline is the engine
[01:48:51] backbone of discipline is the engine that allows you to absorb the hits and
[01:48:52] that allows you to absorb the hits and keep moving forward without losing
[01:48:54] keep moving forward without losing momentum. Okay? So, they have a symbolic
[01:48:57] momentum. Okay? So, they have a symbolic symbolic symbiotic, right? That's a
[01:49:00] symbolic symbiotic, right? That's a tough word. They have a symbiotic
[01:49:02] tough word. They have a symbiotic relationship. Focus and resilience are
[01:49:05] relationship. Focus and resilience are not independent traits. They create a
[01:49:07] not independent traits. They create a powerful flywheel that accelerates your
[01:49:10] powerful flywheel that accelerates your performance. Okay. So, understanding how
[01:49:13] performance. Okay. So, understanding how these two pillars reinforce each other
[01:49:16] these two pillars reinforce each other is crucial to building the mental
[01:49:19] is crucial to building the mental resilience and unstoppable momentum that
[01:49:21] resilience and unstoppable momentum that we need in your sales career to reach
[01:49:23] we need in your sales career to reach the highest level of commissions and
[01:49:26] the highest level of commissions and highest level performance we want. So,
[01:49:28] highest level performance we want. So, focus builds resilience. Executing with
[01:49:30] focus builds resilience. Executing with focus leads to small wins which builds
[01:49:33] focus leads to small wins which builds confidence, internal belief that you
[01:49:34] confidence, internal belief that you will succeed. is confidence makes you
[01:49:36] will succeed. is confidence makes you resilient to setbacks. Okay? So, you you
[01:49:39] resilient to setbacks. Okay? So, you you have to be able to have the focus and
[01:49:41] have to be able to have the focus and then resilience protects your focus. It
[01:49:44] then resilience protects your focus. It makes sure we don't get off track. So,
[01:49:46] makes sure we don't get off track. So, we need both and we'll dive into both
[01:49:48] we need both and we'll dive into both and how to get both or what's the what's
[01:49:50] and how to get both or what's the what's the underlying uh themes of both. So,
[01:49:53] the underlying uh themes of both. So, resilience is the ability to bounce back
[01:49:55] resilience is the ability to bounce back quickly from bad calls, present a signal
[01:49:56] quickly from bad calls, present a signal negative event from derailing the entire
[01:49:58] negative event from derailing the entire day. It protects your mental state and
[01:50:00] day. It protects your mental state and allow you to maintain focus on what is
[01:50:02] allow you to maintain focus on what is coming next.
[01:50:04] coming next. So when we talk about these two things,
[01:50:06] So when we talk about these two things, there's going to be an underlying thing
[01:50:08] there's going to be an underlying thing in both of them which is momentum. Okay,
[01:50:11] in both of them which is momentum. Okay, momentum is so so so important because
[01:50:14] momentum is so so so important because it expedited your results on both focus
[01:50:18] it expedited your results on both focus resilience either positive or negative.
[01:50:21] resilience either positive or negative. This also talks about the biological
[01:50:23] This also talks about the biological side as well. We can talk about momentum
[01:50:25] side as well. We can talk about momentum in a positive state when we're talking
[01:50:27] in a positive state when we're talking about our diet or sleep, you know, our
[01:50:29] about our diet or sleep, you know, our visualization or a negative state. If we
[01:50:31] visualization or a negative state. If we stop doing it, we can start going in the
[01:50:32] stop doing it, we can start going in the negative as well. Or, you know, we start
[01:50:34] negative as well. Or, you know, we start eating like [ __ ] it's easier to eat
[01:50:35] eating like [ __ ] it's easier to eat like [ __ ] again. So, Newton's first law
[01:50:38] like [ __ ] again. So, Newton's first law of motion is a body remains at rest or
[01:50:40] of motion is a body remains at rest or in motion at a consistent speed in a
[01:50:42] in motion at a consistent speed in a straight line unless acted upon by a
[01:50:44] straight line unless acted upon by a force. In other words, a object in
[01:50:46] force. In other words, a object in motion is much more likely to or option
[01:50:48] motion is much more likely to or option in motion will stay on motion and less
[01:50:50] in motion will stay on motion and less acted upon. Okay, resilience, okay, is
[01:50:54] acted upon. Okay, resilience, okay, is the ability to not be acted upon. So if
[01:50:58] the ability to not be acted upon. So if you are in motion, you want to keep the
[01:51:00] you are in motion, you want to keep the momentum going. Okay? You want to stay
[01:51:03] momentum going. Okay? You want to stay in motion and resilience is to stop
[01:51:05] in motion and resilience is to stop outside forces, the external world from
[01:51:08] outside forces, the external world from stopping your momentum. So the core
[01:51:10] stopping your momentum. So the core principle is mo momentum works in both
[01:51:12] principle is mo momentum works in both direction, positive, negative. It is the
[01:51:14] direction, positive, negative. It is the most dangerous thing to stop. Restarting
[01:51:17] most dangerous thing to stop. Restarting requires exponentially more energy than
[01:51:19] requires exponentially more energy than just maintaining motion. If you ever
[01:51:22] just maintaining motion. If you ever been in shape, it is so much easier to
[01:51:23] been in shape, it is so much easier to maintain yourself being in shape rather
[01:51:25] maintain yourself being in shape rather than getting in shape to begin with.
[01:51:27] than getting in shape to begin with. Okay? It's hard as starting from zero.
[01:51:29] Okay? It's hard as starting from zero. It's easy to maintain. So, the
[01:51:31] It's easy to maintain. So, the compounding effect goes either positive
[01:51:33] compounding effect goes either positive or negative. Okay? One good action leads
[01:51:35] or negative. Okay? One good action leads to another, but one skip leads easier to
[01:51:37] to another, but one skip leads easier to another skip. And the rate of your or
[01:51:39] another skip. And the rate of your or the speed of your return after a slip
[01:51:40] the speed of your return after a slip determines your momentum trajectory. So
[01:51:43] determines your momentum trajectory. So if you do fall off, which everyone does,
[01:51:45] if you do fall off, which everyone does, nobody is perfect, the one thing that
[01:51:48] nobody is perfect, the one thing that you need to fight is the thought process
[01:51:51] you need to fight is the thought process that you need to feel [ __ ] guilty.
[01:51:54] that you need to feel [ __ ] guilty. Okay? The thought process that you need
[01:51:56] Okay? The thought process that you need to really lash yourself, okay? Remove
[01:51:58] to really lash yourself, okay? Remove the guilt. Just get back on the [ __ ]
[01:52:00] the guilt. Just get back on the [ __ ] horse. Nobody is perfect. Okay? So what
[01:52:02] horse. Nobody is perfect. Okay? So what are the momentum killers? Waiting for
[01:52:03] are the momentum killers? Waiting for the perfect moment. There's no perfect
[01:52:04] the perfect moment. There's no perfect moment. Okay? Overthinking analysis.
[01:52:08] moment. Okay? Overthinking analysis. Paralysis is a form of resistance. So,
[01:52:10] Paralysis is a form of resistance. So, when you guys come to me, for example,
[01:52:13] when you guys come to me, for example, and you're wanting to know, it's like,
[01:52:14] and you're wanting to know, it's like, "Oh, I know I need to do outbound, but I
[01:52:16] "Oh, I know I need to do outbound, but I waited until I could hop on a coaching
[01:52:18] waited until I could hop on a coaching call and really understood exactly what
[01:52:20] call and really understood exactly what I needed to say before I get the, you
[01:52:23] I needed to say before I get the, you know, start doing the outbound." No,
[01:52:25] know, start doing the outbound." No, start doing the outbound before when you
[01:52:27] start doing the outbound before when you have the time, show up to the coaching
[01:52:28] have the time, show up to the coaching call with what have happened and then we
[01:52:30] call with what have happened and then we can drill it in, dial it in. Okay? We
[01:52:32] can drill it in, dial it in. Okay? We can do both. Okay? Breaking the chain.
[01:52:34] can do both. Okay? Breaking the chain. Missing one day feels insignificant. But
[01:52:37] Missing one day feels insignificant. But if we break it multiple days, this
[01:52:38] if we break it multiple days, this breaks the psychological train chain of
[01:52:41] breaks the psychological train chain of consistently consistency.
[01:52:44] consistently consistency. Your brain starts to see inconsistency
[01:52:47] Your brain starts to see inconsistency as acceptable. Okay. Number four,
[01:52:49] as acceptable. Okay. Number four, celebrating too early. When you hit a
[01:52:52] celebrating too early. When you hit a milestone, there is a temptation to
[01:52:54] milestone, there is a temptation to relax. Take your foot off the gas. This
[01:52:56] relax. Take your foot off the gas. This is when most people lose momentum. The
[01:52:58] is when most people lose momentum. The time to push harder is when you're
[01:52:59] time to push harder is when you're winning, not when you're losing. And
[01:53:01] winning, not when you're losing. And there's a real key quote that my mind
[01:53:03] there's a real key quote that my mind always goes to when I think of something
[01:53:04] always goes to when I think of something like this. It's Alex Hermoszi talked
[01:53:08] like this. It's Alex Hermoszi talked about really and and it just
[01:53:11] about really and and it just crystallized in my mind is when it is
[01:53:14] crystallized in my mind is when it is easy, that's when you go hard. For
[01:53:16] easy, that's when you go hard. For example, when he first started his
[01:53:18] example, when he first started his business, it was easy. That's when he
[01:53:21] business, it was easy. That's when he went hard. That's when he really went
[01:53:23] went hard. That's when he really went like all in because like there were
[01:53:26] like all in because like there were going to be competitors that saw how
[01:53:27] going to be competitors that saw how easy it was that were going to come in
[01:53:29] easy it was that were going to come in the space and all the easiness he had of
[01:53:31] the space and all the easiness he had of being the only person in the space is
[01:53:33] being the only person in the space is going to be eliminated. But because he
[01:53:36] going to be eliminated. But because he went hard when it was easy, he created
[01:53:38] went hard when it was easy, he created such a gap between him and competitors
[01:53:40] such a gap between him and competitors just getting in the space that allowed
[01:53:42] just getting in the space that allowed him to continue to grow. Same thing when
[01:53:44] him to continue to grow. Same thing when it comes to sales, okay? when it is
[01:53:46] it comes to sales, okay? when it is easy, when you have all the good leads,
[01:53:48] easy, when you have all the good leads, okay? When your calendar is completely
[01:53:50] okay? When your calendar is completely fullled up, that's when you start,
[01:53:52] fullled up, that's when you start, that's when you take more calls. That's
[01:53:54] that's when you take more calls. That's when you open up your calendar more.
[01:53:55] when you open up your calendar more. That's when you work harder. That's when
[01:53:57] That's when you work harder. That's when you push harder. You're really hitting
[01:53:58] you push harder. You're really hitting on your follow-ups. Do not only start
[01:54:00] on your follow-ups. Do not only start hitting your follow-ups, your referrals,
[01:54:02] hitting your follow-ups, your referrals, when you when you have a [ __ ] week with
[01:54:04] when you when you have a [ __ ] week with marketing, okay? At that point, you're
[01:54:06] marketing, okay? At that point, you're just trying to make up for the
[01:54:07] just trying to make up for the marketing. But if you go hard when
[01:54:09] marketing. But if you go hard when marketing is dialed in, when
[01:54:10] marketing is dialed in, when everything's dialed in and you do your
[01:54:12] everything's dialed in and you do your follow-ups and you do your referrals,
[01:54:13] follow-ups and you do your referrals, that's when you hit record [ __ ]
[01:54:15] that's when you hit record [ __ ] months. That's when you hit 50K. That's
[01:54:17] months. That's when you hit 50K. That's when you hit 60K, 70K plus. Okay? When
[01:54:19] when you hit 60K, 70K plus. Okay? When it is easy, that's when you go hard. And
[01:54:22] it is easy, that's when you go hard. And if it's not easy right now, you still
[01:54:24] if it's not easy right now, you still need to go hard to make it easy. Okay?
[01:54:27] need to go hard to make it easy. Okay? Number five is comparing yourself to
[01:54:29] Number five is comparing yourself to others. When you see someone else's
[01:54:30] others. When you see someone else's success and you feel discouraged, you
[01:54:32] success and you feel discouraged, you lose momentum. Your only competition is
[01:54:35] lose momentum. Your only competition is the person who you were yesterday. Okay.
[01:54:37] the person who you were yesterday. Okay. And this one is a big one that I see
[01:54:39] And this one is a big one that I see quite a bit and I and I understand
[01:54:40] quite a bit and I and I understand because um you know most of you guys are
[01:54:42] because um you know most of you guys are young and I hope Nathan doesn't um mind
[01:54:46] young and I hope Nathan doesn't um mind me using him as a perfect example of
[01:54:50] me using him as a perfect example of this that I used or that I talked about
[01:54:52] this that I used or that I talked about to him earlier today. Um this exact same
[01:54:55] to him earlier today. Um this exact same thing. He saw somebody hit four sales in
[01:54:58] thing. He saw somebody hit four sales in a day when he hit one sale. Okay. Now
[01:55:00] a day when he hit one sale. Okay. Now over the past few months he had been
[01:55:02] over the past few months he had been their top closer. And it really just
[01:55:04] their top closer. And it really just comes down to one day somebody did
[01:55:06] comes down to one day somebody did better than him and now he's rethinking
[01:55:08] better than him and now he's rethinking how good he is at something. Is he doing
[01:55:10] how good he is at something. Is he doing something wrong? Like this guy's not
[01:55:12] something wrong? Like this guy's not even that good at sales, right? And then
[01:55:14] even that good at sales, right? And then basically I told him like, "Hey, if you
[01:55:15] basically I told him like, "Hey, if you do get four sales today and he gets one,
[01:55:18] do get four sales today and he gets one, now you're the best person at sales and
[01:55:19] now you're the best person at sales and you know more work needs to be done."
[01:55:21] you know more work needs to be done." Like definitely not. Right? So the
[01:55:22] Like definitely not. Right? So the opposite isn't true. When somebody does
[01:55:24] opposite isn't true. When somebody does four sales and you do one, it doesn't
[01:55:26] four sales and you do one, it doesn't mean they're god tier and you're doing
[01:55:27] mean they're god tier and you're doing everything wrong. But if you hit four
[01:55:29] everything wrong. But if you hit four sales and they do one, like, oh, now
[01:55:30] sales and they do one, like, oh, now you're god tier and you don't need to
[01:55:32] you're god tier and you don't need to improve in sales. Okay?
[01:55:34] improve in sales. Okay? Now, never overreact to one day. Look
[01:55:38] Now, never overreact to one day. Look inwards instead of outwards. So, if you
[01:55:40] inwards instead of outwards. So, if you see yourself like overreacting or
[01:55:42] see yourself like overreacting or reacting emotionally to other people
[01:55:44] reacting emotionally to other people doing well, look internally. What do you
[01:55:47] doing well, look internally. What do you need to work on regardless of what
[01:55:48] need to work on regardless of what others are doing? Compare yourself to
[01:55:51] others are doing? Compare yourself to the version of you who isn't ruled by
[01:55:54] the version of you who isn't ruled by their emotion. what would they do? How
[01:55:58] their emotion. what would they do? How would they improve? So this is the
[01:55:59] would they improve? So this is the mental model that you need to adopt
[01:56:02] mental model that you need to adopt because when you compare yourself to
[01:56:03] because when you compare yourself to others, you don't really have a full
[01:56:04] others, you don't really have a full concept of really their situation where
[01:56:06] concept of really their situation where there are all these different things,
[01:56:08] there are all these different things, but you do understand yourself, your
[01:56:10] but you do understand yourself, your situation. And it's not just comparing
[01:56:12] situation. And it's not just comparing yourself to who you were yesterday and
[01:56:14] yourself to who you were yesterday and continuing to get better. Yes, we want
[01:56:16] continuing to get better. Yes, we want to do that, but it's compare yourself to
[01:56:18] to do that, but it's compare yourself to who you could be if you didn't allow
[01:56:22] who you could be if you didn't allow momentum killers to sidetrack you. If
[01:56:25] momentum killers to sidetrack you. If you didn't allow your emotions to cause
[01:56:27] you didn't allow your emotions to cause you to be up and down and if you were
[01:56:29] you to be up and down and if you were dangerously consistent, where would you
[01:56:32] dangerously consistent, where would you be if that were the case? Compare
[01:56:35] be if that were the case? Compare yourself to that version of yourself.
[01:56:37] yourself to that version of yourself. Okay? And if you can do that, that's who
[01:56:40] Okay? And if you can do that, that's who you can compare yourself to and that's
[01:56:41] you can compare yourself to and that's who you can push towards.
[01:56:43] who you can push towards. So, momentum builders, always start
[01:56:46] So, momentum builders, always start before you're ready. The act of starting
[01:56:48] before you're ready. The act of starting creates momentum, right? If you know you
[01:56:50] creates momentum, right? If you know you need to dial, but you're not sure
[01:56:51] need to dial, but you're not sure exactly what to say, make a few dials,
[01:56:53] exactly what to say, make a few dials, right? You have a basic like a basic
[01:56:56] right? You have a basic like a basic understanding of what you need to say,
[01:56:57] understanding of what you need to say, then make a few dials. Get an
[01:56:58] then make a few dials. Get an understanding of what they're going to
[01:56:59] understanding of what they're going to hit you with. Okay? Always bias towards
[01:57:02] hit you with. Okay? Always bias towards action and protect protect the streak,
[01:57:05] action and protect protect the streak, but don't obsess over the return. Again,
[01:57:07] but don't obsess over the return. Again, you don't want to be a perfectionist
[01:57:08] you don't want to be a perfectionist when it comes to this on maintaining a
[01:57:10] when it comes to this on maintaining a streak. I need to make sure I do this
[01:57:11] streak. I need to make sure I do this every day and if I fall off, then it's
[01:57:13] every day and if I fall off, then it's like my life is [ __ ] over. No, you
[01:57:15] like my life is [ __ ] over. No, you want to protect the streak and really
[01:57:16] want to protect the streak and really try to get after every day. But if
[01:57:18] try to get after every day. But if something goes ary, you just return
[01:57:20] something goes ary, you just return immediately. You just get right back on
[01:57:21] immediately. You just get right back on the horse. You are not going to become
[01:57:23] the horse. You are not going to become obsessive over this. And you're not
[01:57:25] obsessive over this. And you're not going to be guilty if for whatever
[01:57:27] going to be guilty if for whatever reason you weren't able to do a thing
[01:57:29] reason you weren't able to do a thing that you had set out to do. Okay? It's
[01:57:31] that you had set out to do. Okay? It's about getting back up on the horse and
[01:57:33] about getting back up on the horse and trying your best every single [ __ ]
[01:57:34] trying your best every single [ __ ] day. If you fall short one day, that's
[01:57:36] day. If you fall short one day, that's fine. You do not feel guilty. You do not
[01:57:38] fine. You do not feel guilty. You do not beat yourself up. Beating yourself up is
[01:57:40] beat yourself up. Beating yourself up is just a form of like mental masturbation,
[01:57:43] just a form of like mental masturbation, okay? It's another form of resistance.
[01:57:45] okay? It's another form of resistance. Do not fall into the trap. Okay. Stack
[01:57:48] Do not fall into the trap. Okay. Stack small wins and then anchor it to your
[01:57:51] small wins and then anchor it to your identity. And we'll dive a little bit
[01:57:52] identity. And we'll dive a little bit more into that as well. Okay. Cool.
[01:57:54] more into that as well. Okay. Cool. Cool. Cool.
[01:57:56] Cool. Cool. Okay. So, so focus,
[01:58:00] Okay. So, so focus, right? Yep. That's the next one. So,
[01:58:01] right? Yep. That's the next one. So, focus is surgical removal of
[01:58:03] focus is surgical removal of distraction. So, understand the biggest
[01:58:05] distraction. So, understand the biggest thing that you're going to be fighting
[01:58:06] thing that you're going to be fighting when it comes to focus from a mental
[01:58:08] when it comes to focus from a mental side like not of the uh psychological or
[01:58:10] side like not of the uh psychological or not of the biological side that we were
[01:58:12] not of the biological side that we were talking about before is the dopamine
[01:58:14] talking about before is the dopamine problem. This is why hard work feels
[01:58:16] problem. This is why hard work feels impossible. Understand we live in a
[01:58:18] impossible. Understand we live in a world where you know there are so many
[01:58:21] world where you know there are so many things that are vying for your
[01:58:24] things that are vying for your attention. So focus is the number one
[01:58:27] attention. So focus is the number one tool that you have and it's the biggest
[01:58:30] tool that you have and it's the biggest asset you have. That's why nowadays
[01:58:33] asset you have. That's why nowadays people who are most successful, they're
[01:58:36] people who are most successful, they're all trying to buy for your focus. Okay?
[01:58:40] all trying to buy for your focus. Okay? All the billionaires out there like they
[01:58:42] All the billionaires out there like they have social media presence. They want
[01:58:43] have social media presence. They want focus. They want attention. Okay?
[01:58:45] focus. They want attention. Okay? Attention is a resource. So just
[01:58:48] Attention is a resource. So just understand resistance is not just
[01:58:50] understand resistance is not just psychological phenomenon. It's a
[01:58:51] psychological phenomenon. It's a biological component. Your brain
[01:58:53] biological component. Your brain operates on a dopamine based reward
[01:58:56] operates on a dopamine based reward systems. Okay? So dopamine is the
[01:58:58] systems. Okay? So dopamine is the chemical your brain releases when you do
[01:59:01] chemical your brain releases when you do things that it feels are positive or in
[01:59:04] things that it feels are positive or in its best interest. Okay? For example,
[01:59:07] its best interest. Okay? For example, when you're a caveman, right, in our
[01:59:09] when you're a caveman, right, in our caveman time, the only way you would get
[01:59:10] caveman time, the only way you would get dopamine is if you go kill a [ __ ]
[01:59:12] dopamine is if you go kill a [ __ ] woolly mammoth. Okay? and you got a lot
[01:59:14] woolly mammoth. Okay? and you got a lot of dopamine doing that. So, your brain
[01:59:17] of dopamine doing that. So, your brain rewards you for doing hard [ __ ] Okay?
[01:59:20] rewards you for doing hard [ __ ] Okay? But the problem is now when you engage
[01:59:22] But the problem is now when you engage in activities that provide instant
[01:59:24] in activities that provide instant gratification, we're talking about the
[01:59:26] gratification, we're talking about the food. They're engineered to give you
[01:59:27] food. They're engineered to give you instant gratification. Same thing with
[01:59:29] instant gratification. Same thing with social media, YouTube, video games, junk
[01:59:31] social media, YouTube, video games, junk food, pornography. They flood your brain
[01:59:34] food, pornography. They flood your brain with cheap, easy dopamine. You used to
[01:59:36] with cheap, easy dopamine. You used to only be able to get dopamine hard. So,
[01:59:38] only be able to get dopamine hard. So, this kept you consistently motivated.
[01:59:41] this kept you consistently motivated. But now, you get dopamine super easy.
[01:59:43] But now, you get dopamine super easy. All you got to do is [ __ ] log into
[01:59:44] All you got to do is [ __ ] log into your goddamn computer, right? Type in
[01:59:46] your goddamn computer, right? Type in YouTube and then get instant dopamine.
[01:59:49] YouTube and then get instant dopamine. So, this creates a baseline expectation.
[01:59:52] So, this creates a baseline expectation. We get a ton of dopamine very easily.
[01:59:54] We get a ton of dopamine very easily. So, the problem is hard work provides
[01:59:56] So, the problem is hard work provides delayed gratification. Doing all the
[01:59:58] delayed gratification. Doing all the things we need to do like outbound
[02:00:00] things we need to do like outbound calls, follow-ups, prospecting, they
[02:00:02] calls, follow-ups, prospecting, they don't give you that dopamine hit that
[02:00:03] don't give you that dopamine hit that YouTube, Instagram, porn gives you.
[02:00:06] YouTube, Instagram, porn gives you. Okay? In fact, they almost come with
[02:00:07] Okay? In fact, they almost come with they often come with discomfort,
[02:00:09] they often come with discomfort, uncertainty, and the possibility of
[02:00:10] uncertainty, and the possibility of rejection. When your brain has been
[02:00:12] rejection. When your brain has been conditioned to expect instant dopamine,
[02:00:14] conditioned to expect instant dopamine, it will resist any activity that does
[02:00:16] it will resist any activity that does not provide, you know, provide it. So
[02:00:19] not provide, you know, provide it. So the fact of the matter is if you have
[02:00:21] the fact of the matter is if you have Tik Tok brain and Tik Tok brain is a
[02:00:23] Tik Tok brain and Tik Tok brain is a real thing. It is really pointing to
[02:00:25] real thing. It is really pointing to this phenomenon, it will just make it
[02:00:27] this phenomenon, it will just make it harder for you to do hard things. Why?
[02:00:29] harder for you to do hard things. Why? Because Tik Tok, short form, all these
[02:00:31] Because Tik Tok, short form, all these different things, they give you dopamine
[02:00:33] different things, they give you dopamine in such a easy way that now doing hard
[02:00:36] in such a easy way that now doing hard things is exponentially more hard
[02:00:39] things is exponentially more hard because you're used to getting so much
[02:00:41] because you're used to getting so much more dopamine. Your brain getting
[02:00:43] more dopamine. Your brain getting rewarded for doing jack [ __ ] right?
[02:00:45] rewarded for doing jack [ __ ] right? Just laying in bed scrolling on your
[02:00:47] Just laying in bed scrolling on your phone versus now you have to actually
[02:00:49] phone versus now you have to actually make calls, overcome objections, all
[02:00:51] make calls, overcome objections, all these different things.
[02:00:54] these different things. So, this is the mechanism of dopamine
[02:00:56] So, this is the mechanism of dopamine hijacking. If you spend your mornings
[02:00:58] hijacking. If you spend your mornings scrolling on social media, your
[02:00:59] scrolling on social media, your afternoons watching Netflix, and your
[02:01:01] afternoons watching Netflix, and your evenings gaming, you're training your
[02:01:03] evenings gaming, you're training your brain to crave novelty and instant
[02:01:06] brain to crave novelty and instant reward. When it comes down to doing hard
[02:01:08] reward. When it comes down to doing hard work of sales, your brain just compares
[02:01:10] work of sales, your brain just compares the dopamine of like the potential of
[02:01:12] the dopamine of like the potential of making another call to checking
[02:01:13] making another call to checking Instagram and it will just choose the
[02:01:16] Instagram and it will just choose the path of least resistance. like your
[02:01:18] path of least resistance. like your brain really why we were able to become
[02:01:23] brain really why we were able to become like you know so smart and all these
[02:01:24] like you know so smart and all these different things is because the brain
[02:01:26] different things is because the brain even though it's so big it's really good
[02:01:28] even though it's so big it's really good at preserving its energy right so it's
[02:01:31] at preserving its energy right so it's going to want to get the most amount of
[02:01:33] going to want to get the most amount of dopamine for the least amount of effort
[02:01:36] dopamine for the least amount of effort right all throughout history it was very
[02:01:38] right all throughout history it was very hard to get calories right now it's very
[02:01:40] hard to get calories right now it's very easy to get calories but your brain
[02:01:42] easy to get calories but your brain still works like it's hard to get
[02:01:43] still works like it's hard to get calories so it wants to conserve your
[02:01:46] calories so it wants to conserve your energy don't expendate category or
[02:01:49] energy don't expendate category or calories for dopamine, right? And the
[02:01:51] calories for dopamine, right? And the dopamine just means your brain's getting
[02:01:53] dopamine just means your brain's getting rewarded for doing good things. So if
[02:01:56] rewarded for doing good things. So if your brain works on familiarity and
[02:01:58] your brain works on familiarity and application, whatever mode is most
[02:02:00] application, whatever mode is most familiar with applying is the mode it
[02:02:03] familiar with applying is the mode it will apply to work. If you're seeking
[02:02:05] will apply to work. If you're seeking delayed gratification in your work, but
[02:02:06] delayed gratification in your work, but instant gratification everywhere else in
[02:02:08] instant gratification everywhere else in your life, your work will suffer and
[02:02:10] your life, your work will suffer and your business will fail. Okay? Because
[02:02:12] your business will fail. Okay? Because your brain is not conditioned for it.
[02:02:14] your brain is not conditioned for it. This the result is an overwhelming sense
[02:02:18] This the result is an overwhelming sense of resistance when attempting to do hard
[02:02:20] of resistance when attempting to do hard things. It is not your lack of
[02:02:22] things. It is not your lack of discipline and willpower. It is your
[02:02:24] discipline and willpower. It is your dopamine system that is hijacked by
[02:02:26] dopamine system that is hijacked by cheap instant sources of pleasure. Your
[02:02:29] cheap instant sources of pleasure. Your brain literally can't tolerate
[02:02:31] brain literally can't tolerate discomfort or delayed gratification
[02:02:33] discomfort or delayed gratification because it's conditioned to expect
[02:02:36] because it's conditioned to expect immediate reward. Okay? In other words,
[02:02:39] immediate reward. Okay? In other words, you have [ __ ] tick tock brain. Okay?
[02:02:41] you have [ __ ] tick tock brain. Okay? And the only way you got to get out of
[02:02:43] And the only way you got to get out of Tik Tok brain is we need to detox our
[02:02:46] Tik Tok brain is we need to detox our Tik Tok brain. You must starve your
[02:02:49] Tik Tok brain. You must starve your brain of cheap dopamine and force it to
[02:02:51] brain of cheap dopamine and force it to find reward and hard work. This means
[02:02:53] find reward and hard work. This means cutting out or severely limiting all
[02:02:56] cutting out or severely limiting all sources of instant gratification. Social
[02:02:59] sources of instant gratification. Social media, short form content, video games,
[02:03:01] media, short form content, video games, junk food, any other activity that gives
[02:03:04] junk food, any other activity that gives you a quick hit of dopamine without
[02:03:06] you a quick hit of dopamine without effort. So, this is what you need to do,
[02:03:09] effort. So, this is what you need to do, and these are non-negotiable. Again, if
[02:03:12] and these are non-negotiable. Again, if you want to be [ __ ] good at this,
[02:03:13] you want to be [ __ ] good at this, right? If you just want to [ __ ] foot
[02:03:14] right? If you just want to [ __ ] foot around and get a little bit better, then
[02:03:16] around and get a little bit better, then it's like, okay, don't listen. But you
[02:03:18] it's like, okay, don't listen. But you need to delete social media apps from
[02:03:20] need to delete social media apps from your phone. Just straight up. They
[02:03:22] your phone. Just straight up. They should not be on your phone. Now,
[02:03:23] should not be on your phone. Now, personally, I do have Instagram on my
[02:03:25] personally, I do have Instagram on my phone because, you know, I do have to do
[02:03:28] phone because, you know, I do have to do some DMs for work, but there are
[02:03:30] some DMs for work, but there are absolutely no notifications on it, okay?
[02:03:33] absolutely no notifications on it, okay? And I force myself to only look at the
[02:03:36] And I force myself to only look at the DMs. I do not scroll. I do not go
[02:03:38] DMs. I do not scroll. I do not go through anything else. Block distracting
[02:03:41] through anything else. Block distracting websites during working hours. Use tools
[02:03:43] websites during working hours. Use tools like Freedom or Cold Turkey to create a
[02:03:46] like Freedom or Cold Turkey to create a distraction-free environment. For
[02:03:48] distraction-free environment. For example, if I try to go on YouTube right
[02:03:51] example, if I try to go on YouTube right here, it will not [ __ ] let me, right?
[02:03:55] here, it will not [ __ ] let me, right? I have the this extractor, but even if I
[02:03:58] I have the this extractor, but even if I don't have this extractor, it will not
[02:03:59] don't have this extractor, it will not let me. Why? Because I have this
[02:04:01] let me. Why? Because I have this blocker. This blocker here does not
[02:04:04] blocker. This blocker here does not allow me to get on any type of social
[02:04:08] allow me to get on any type of social media. I have all of them blocked right
[02:04:09] media. I have all of them blocked right here. So, even if I wanted to, okay,
[02:04:12] here. So, even if I wanted to, okay, even if I wanted to use it, and I'm
[02:04:15] even if I wanted to use it, and I'm going to even extend it right now as
[02:04:16] going to even extend it right now as we're talking, even if I wanted to use
[02:04:18] we're talking, even if I wanted to use it, I couldn't. So, it's not even
[02:04:20] it, I couldn't. So, it's not even relying on willpower. The fact of the
[02:04:23] relying on willpower. The fact of the matter is like I'm right now I'm
[02:04:25] matter is like I'm right now I'm upstairs in my office. My phone is
[02:04:29] upstairs in my office. My phone is downstairs. My wife is downstairs. my
[02:04:32] downstairs. My wife is downstairs. my other computer that I use for personal,
[02:04:34] other computer that I use for personal, you know, things are all downstairs. I
[02:04:36] you know, things are all downstairs. I am only upstairs. I am by myself. I have
[02:04:38] am only upstairs. I am by myself. I have my headphones on. I have my uh hat on,
[02:04:41] my headphones on. I have my uh hat on, you know, red light glasses. I'm
[02:04:43] you know, red light glasses. I'm playing, you know, some binaural beats
[02:04:46] playing, you know, some binaural beats in my ears. And I am removing anything
[02:04:49] in my ears. And I am removing anything that might distract me from just making
[02:04:52] that might distract me from just making sure I do this hard thing, which is sit
[02:04:55] sure I do this hard thing, which is sit here and give you guys a twohour
[02:04:58] here and give you guys a twohour presentation on how to focus and be
[02:05:00] presentation on how to focus and be resilient. Okay, sitting here and
[02:05:02] resilient. Okay, sitting here and talking and screaming at my computer for
[02:05:04] talking and screaming at my computer for two hours. It is not like just
[02:05:06] two hours. It is not like just immediately dopamine like hit, right?
[02:05:09] immediately dopamine like hit, right? I'm only going to get the dopamine hit
[02:05:11] I'm only going to get the dopamine hit once I edit it, once I send it out, once
[02:05:14] once I edit it, once I send it out, once you guys actually review it and you're
[02:05:15] you guys actually review it and you're like, and then once you actually start
[02:05:17] like, and then once you actually start implementing it and then you actually
[02:05:19] implementing it and then you actually get results, I'm not going to get any
[02:05:20] get results, I'm not going to get any dopamine from this for a week, weeks,
[02:05:24] dopamine from this for a week, weeks, months, like you know, then I'll get the
[02:05:27] months, like you know, then I'll get the dopamine from it, but it's going to be
[02:05:29] dopamine from it, but it's going to be much more delayed. Okay. So, we need to
[02:05:31] much more delayed. Okay. So, we need to really make sure we set up our
[02:05:33] really make sure we set up our environment to not be able to achieve
[02:05:36] environment to not be able to achieve and not be able to get those dopamine
[02:05:39] and not be able to get those dopamine our easy dopamine hits. Okay? So,
[02:05:42] our easy dopamine hits. Okay? So, replace instant with delayed
[02:05:44] replace instant with delayed gratification activities. So, reading,
[02:05:46] gratification activities. So, reading, exercise, you know, role plays, skill
[02:05:48] exercise, you know, role plays, skill development, okay, these pay dividends
[02:05:50] development, okay, these pay dividends over time. So if normally, let's just
[02:05:52] over time. So if normally, let's just say for example, you are somebody who
[02:05:56] say for example, you are somebody who just, you know, does a bunch of like
[02:05:58] just, you know, does a bunch of like when they first wake up, they just
[02:06:00] when they first wake up, they just scroll on [ __ ] Tik Tok, right? Just
[02:06:02] scroll on [ __ ] Tik Tok, right? Just scroll on Tik Tok. So we want to get rid
[02:06:04] scroll on Tik Tok. So we want to get rid of that waking up and just scrolling on
[02:06:06] of that waking up and just scrolling on Tik Tok, but we need to replace it with
[02:06:07] Tik Tok, but we need to replace it with something that still gives you dopamine,
[02:06:09] something that still gives you dopamine, but in a more delayed sense. And we'll
[02:06:11] but in a more delayed sense. And we'll go over a good morning routine, but like
[02:06:13] go over a good morning routine, but like a first thing I would say to replace
[02:06:15] a first thing I would say to replace that with is just go for a 20-minute
[02:06:16] that with is just go for a 20-minute walk. Instead of scrolling for 20
[02:06:18] walk. Instead of scrolling for 20 minutes, frying your [ __ ] brain, go
[02:06:19] minutes, frying your [ __ ] brain, go for a 20-minut walk. no music, right?
[02:06:22] for a 20-minut walk. no music, right? Get some sun and actually start to
[02:06:25] Get some sun and actually start to picture the day going well. And we'll
[02:06:26] picture the day going well. And we'll dive a little bit more into that. Okay?
[02:06:27] dive a little bit more into that. Okay? And then celebrate small wins in your
[02:06:29] And then celebrate small wins in your work. Uh retrain your retrain your
[02:06:32] work. Uh retrain your retrain your reward system to find satis satisfaction
[02:06:34] reward system to find satis satisfaction in the process yourself. Okay? In the
[02:06:36] in the process yourself. Okay? In the process itself. If you had a good call,
[02:06:39] process itself. If you had a good call, that is a win. And you should be again
[02:06:42] that is a win. And you should be again feeling the emotions of a win every time
[02:06:45] feeling the emotions of a win every time you have a good call. Okay?
[02:06:47] you have a good call. Okay? When your brain is no longer getting
[02:06:49] When your brain is no longer getting dopamine from those sources, it will
[02:06:50] dopamine from those sources, it will begin to find satisfaction in the work
[02:06:52] begin to find satisfaction in the work itself. The act of making calls, closing
[02:06:54] itself. The act of making calls, closing deals, and building your business will
[02:06:55] deals, and building your business will become inherently rewarding. If you're
[02:06:57] become inherently rewarding. If you're going to do high dopamine tasks, do them
[02:06:59] going to do high dopamine tasks, do them at the end of the day. Okay? Frontload
[02:07:01] at the end of the day. Okay? Frontload the focus and hard work. For example,
[02:07:03] the focus and hard work. For example, when I was in the US, um what I would do
[02:07:06] when I was in the US, um what I would do is I would wake up, go out for a walk,
[02:07:09] is I would wake up, go out for a walk, get some coffee, and then I'm working
[02:07:12] get some coffee, and then I'm working for 10 12 hours a day. You don't have to
[02:07:15] for 10 12 hours a day. You don't have to work that amount, but I just find that's
[02:07:16] work that amount, but I just find that's a good sweet spot for me. Okay. I I'll
[02:07:19] a good sweet spot for me. Okay. I I'll do a walk in between. And then from
[02:07:21] do a walk in between. And then from there, I'm going to go work out. Then
[02:07:24] there, I'm going to go work out. Then I'm going to eat. And then I'm going to
[02:07:26] I'm going to eat. And then I'm going to chill and watch something with my wife
[02:07:28] chill and watch something with my wife for two hours. Okay. So, the watching
[02:07:31] for two hours. Okay. So, the watching something like typically it was like,
[02:07:32] something like typically it was like, you know, How I Met Your Mother or uh I
[02:07:35] you know, How I Met Your Mother or uh I watch we watched The Chosen together,
[02:07:37] watch we watched The Chosen together, right? Which is uh you know, the the
[02:07:39] right? Which is uh you know, the the story of Jesus. Um those are higher
[02:07:42] story of Jesus. Um those are higher dopamine activities. But if I do it at
[02:07:45] dopamine activities. But if I do it at the end of the day, I'm teaching my
[02:07:47] the end of the day, I'm teaching my brain is you can only do these higher
[02:07:49] brain is you can only do these higher dopamine activities at the very end of
[02:07:51] dopamine activities at the very end of the day as a reward. Okay? Versus I
[02:07:54] the day as a reward. Okay? Versus I frontload it, right? If I do it at the
[02:07:56] frontload it, right? If I do it at the beginning of my day, I'm frying my brain
[02:07:58] beginning of my day, I'm frying my brain before I even get to work. And then that
[02:08:01] before I even get to work. And then that makes it work so much harder. It is so
[02:08:02] makes it work so much harder. It is so much easier to not do any high dopamine
[02:08:05] much easier to not do any high dopamine task. Get right into work. And then if
[02:08:07] task. Get right into work. And then if you really really need to, you're like,
[02:08:09] you really really need to, you're like, "Dude, like you're an addict and you
[02:08:11] "Dude, like you're an addict and you really need something high dopamine,
[02:08:13] really need something high dopamine, just do it at the end of the day." Okay.
[02:08:16] just do it at the end of the day." Okay. So, what are the pillars of focus? Just
[02:08:19] So, what are the pillars of focus? Just understand focus is the weapon you use
[02:08:22] understand focus is the weapon you use to combat resistance. It is a skill that
[02:08:24] to combat resistance. It is a skill that is built and maintained through
[02:08:25] is built and maintained through deliberate systems, not willpower alone.
[02:08:28] deliberate systems, not willpower alone. The following pillars represent the
[02:08:30] The following pillars represent the non-negotiable systems that elite
[02:08:32] non-negotiable systems that elite closers use to maintain surgical
[02:08:35] closers use to maintain surgical precision in their work. Each pillar
[02:08:38] precision in their work. Each pillar serves a specific function in protecting
[02:08:40] serves a specific function in protecting your state, managing your energy, and
[02:08:41] your state, managing your energy, and eliminating distraction. Implement them
[02:08:44] eliminating distraction. Implement them all. Half measures produce half results.
[02:08:47] all. Half measures produce half results. Okay? If you do this 50%, you'll get 50%
[02:08:49] Okay? If you do this 50%, you'll get 50% of the results. So, number one, this is
[02:08:52] of the results. So, number one, this is going to be the morning routine. And I
[02:08:54] going to be the morning routine. And I have a evening and morning routine
[02:08:56] have a evening and morning routine builder here for you that you can go
[02:08:59] builder here for you that you can go ahead and go through as well. But you
[02:09:01] ahead and go through as well. But you need to craft a solid morning routine
[02:09:06] need to craft a solid morning routine and a solid evening routine that helps
[02:09:09] and a solid evening routine that helps your morning routine. Why? Morning
[02:09:12] your morning routine. Why? Morning routine is not just a nice to have
[02:09:14] routine is not just a nice to have habit. It is a foundation on which your
[02:09:16] habit. It is a foundation on which your everyday is built. This is something
[02:09:19] everyday is built. This is something that sets an anchor to your state. It
[02:09:21] that sets an anchor to your state. It clarifies your focus and it signals to
[02:09:23] clarifies your focus and it signals to your brain that you are in control. A
[02:09:26] your brain that you are in control. A powerful morning routine does not start
[02:09:28] powerful morning routine does not start in the morning. It starts the night
[02:09:30] in the morning. It starts the night before. Okay? So, we'll talk about the
[02:09:32] before. Okay? So, we'll talk about the evening routine as well. But elite
[02:09:33] evening routine as well. But elite performers understand this. So, you win
[02:09:36] performers understand this. So, you win the day before it even starts. The
[02:09:37] the day before it even starts. The decision that make you make the night
[02:09:39] decision that make you make the night before determines the quality of your
[02:09:40] before determines the quality of your mornings. The quality of your mornings
[02:09:42] mornings. The quality of your mornings determines the quality of your day. The
[02:09:44] determines the quality of your day. The quality of your day determines the
[02:09:46] quality of your day determines the quality of your life. Okay? So if you
[02:09:49] quality of your life. Okay? So if you understand this, if you win the
[02:09:50] understand this, if you win the mornings, you're more likely to win the
[02:09:51] mornings, you're more likely to win the days. So you need to really structure
[02:09:54] days. So you need to really structure your entire life about winning the
[02:09:56] your entire life about winning the mornings. And that comes down to having
[02:09:57] mornings. And that comes down to having a really solid nightly evening routine
[02:10:00] a really solid nightly evening routine and a really solid morning routine.
[02:10:03] and a really solid morning routine. Okay, we'll go through it. So your
[02:10:05] Okay, we'll go through it. So your morning routine is a ritual that signals
[02:10:08] morning routine is a ritual that signals to your brain, the day I started, I'm in
[02:10:10] to your brain, the day I started, I'm in control, and I'm ready. It's not about
[02:10:11] control, and I'm ready. It's not about productivity hacks or exercises. It's
[02:10:14] productivity hacks or exercises. It's about state management and clarity. When
[02:10:16] about state management and clarity. When you execute your morning routine with
[02:10:18] you execute your morning routine with consistency and your intentions are
[02:10:21] consistency and your intentions are anchoring your state in a calm
[02:10:23] anchoring your state in a calm confidence control, processing mental
[02:10:25] confidence control, processing mental clutter from the previous day, setting
[02:10:26] clutter from the previous day, setting intentions and expectations for the day
[02:10:29] intentions and expectations for the day ahead, and visualizing success before it
[02:10:32] ahead, and visualizing success before it happens. And you want to be building
[02:10:33] happens. And you want to be building discipline by doing hard things first.
[02:10:35] discipline by doing hard things first. Morning routine is the difference
[02:10:36] Morning routine is the difference between reacting to the day and you
[02:10:39] between reacting to the day and you creating the day. Okay? You need to act
[02:10:41] creating the day. Okay? You need to act upon the world, not allow the world to
[02:10:43] upon the world, not allow the world to act upon you. And having a strong
[02:10:45] act upon you. And having a strong morning routine is going to be the thing
[02:10:48] morning routine is going to be the thing that helps you do so. So what does your
[02:10:51] that helps you do so. So what does your morning routine and what should it look
[02:10:52] morning routine and what should it look like? Here are some following
[02:10:54] like? Here are some following non-negotiable components. So wake up at
[02:10:57] non-negotiable components. So wake up at the same time every single day. Why?
[02:11:01] the same time every single day. Why? Consistency is a foundation of
[02:11:03] Consistency is a foundation of discipline. You will wake up more
[02:11:05] discipline. You will wake up more energetic and more just better overall
[02:11:08] energetic and more just better overall because your circadian rhythm is intact
[02:11:10] because your circadian rhythm is intact when you wake up at the same time every
[02:11:11] when you wake up at the same time every day, including weekends. You train your
[02:11:14] day, including weekends. You train your body to anticipate and prepare for the
[02:11:15] body to anticipate and prepare for the day. The rule, pick a wake up time and
[02:11:18] day. The rule, pick a wake up time and do not deviate ever unless like you're
[02:11:20] do not deviate ever unless like you're traveling like some sometimes you do
[02:11:22] traveling like some sometimes you do have to deviate, but okay, when you're
[02:11:25] have to deviate, but okay, when you're home, you should never deviate. Okay, if
[02:11:28] home, you should never deviate. Okay, if you do deviate again one day, pick back
[02:11:31] you do deviate again one day, pick back up the next day, get back up on the
[02:11:32] up the next day, get back up on the horse. So, set multiple alarms if
[02:11:34] horse. So, set multiple alarms if needed, but place your phone across the
[02:11:37] needed, but place your phone across the room so you must physically get out of
[02:11:39] room so you must physically get out of bed to turn it off. And if you're doing
[02:11:41] bed to turn it off. And if you're doing this right, you should be setting your
[02:11:43] this right, you should be setting your clothes or whatever you need to get
[02:11:45] clothes or whatever you need to get ready for the day right next to your
[02:11:46] ready for the day right next to your phone. So your phone shouldn't be near
[02:11:48] phone. So your phone shouldn't be near you so you can just turn it to snooze
[02:11:50] you so you can just turn it to snooze and go right back to bed. No, put your
[02:11:53] and go right back to bed. No, put your phone, if it is your alarm, away from
[02:11:54] phone, if it is your alarm, away from you. If you don't have your phone as
[02:11:56] you. If you don't have your phone as your alarm, put your phone outside of
[02:11:57] your alarm, put your phone outside of your room and make sure your alarm is
[02:11:59] your room and make sure your alarm is away from you and you have to get up to
[02:12:01] away from you and you have to get up to go ahead and turn it off. and the things
[02:12:02] go ahead and turn it off. and the things you need from your evening routine to
[02:12:04] you need from your evening routine to really start your day in your morning
[02:12:06] really start your day in your morning routine. Let's just say like a shirt,
[02:12:07] routine. Let's just say like a shirt, some shorts to go out for a walk, go
[02:12:10] some shorts to go out for a walk, go ahead and you put those on. Okay? No
[02:12:12] ahead and you put those on. Okay? No snoozing. Snoozing is the first
[02:12:15] snoozing. Snoozing is the first negotiation of the day. And it sets a
[02:12:17] negotiation of the day. And it sets a precedent for negotiating with yourself
[02:12:20] precedent for negotiating with yourself all day long. So in your morning
[02:12:22] all day long. So in your morning routine, you are not to be reasoned
[02:12:25] routine, you are not to be reasoned with. Your morning self is a [ __ ]
[02:12:27] with. Your morning self is a [ __ ] terrorist. And we do not negotiate with
[02:12:29] terrorist. And we do not negotiate with terrorists. You just do what your
[02:12:31] terrorists. You just do what your routine is. You set your routine. You do
[02:12:33] routine is. You set your routine. You do not think about it. You just do it. You
[02:12:35] not think about it. You just do it. You do not negotiate. You do not negotiate
[02:12:37] do not negotiate. You do not negotiate with terrorists. Okay? So, you just do
[02:12:39] with terrorists. Okay? So, you just do your routine. You do not negotiate. If
[02:12:41] your routine. You do not negotiate. If you start to negotiate, you'll start to
[02:12:43] you start to negotiate, you'll start to negotiate again. You're not winning the
[02:12:45] negotiate again. You're not winning the day. You're not winning the morning. And
[02:12:47] day. You're not winning the morning. And then you're going to want to negotiate
[02:12:49] then you're going to want to negotiate and then you can more likely to falter
[02:12:51] and then you can more likely to falter later in the day. Now, why it matters?
[02:12:54] later in the day. Now, why it matters? Waking up the same time builds selfrust.
[02:12:56] Waking up the same time builds selfrust. Okay? You said you'll wake up at 6 and
[02:12:59] Okay? You said you'll wake up at 6 and you did. This is evidence that you keep
[02:13:01] you did. This is evidence that you keep words to yourself. Inconsistent wake up
[02:13:04] words to yourself. Inconsistent wake up times disrupt your sleep sleep cycle. It
[02:13:07] times disrupt your sleep sleep cycle. It reduces sleep quality and you make every
[02:13:09] reduces sleep quality and you make every morning harder than what it needs to be.
[02:13:11] morning harder than what it needs to be. Now, a big big caveat with this in mind
[02:13:14] Now, a big big caveat with this in mind when you are planning your wake times
[02:13:17] when you are planning your wake times and your bedtimes at the very minimum
[02:13:20] and your bedtimes at the very minimum make sure it is 7 hours. 7 hours bare
[02:13:24] make sure it is 7 hours. 7 hours bare minimum. I was talking to somebody
[02:13:26] minimum. I was talking to somebody yesterday and their entire routine was
[02:13:30] yesterday and their entire routine was based upon them only needing 4 hours of
[02:13:34] based upon them only needing 4 hours of sleep and they kept beating themselves
[02:13:36] sleep and they kept beating themselves up because they were not achieving this.
[02:13:39] up because they were not achieving this. It is almost physically impossible for
[02:13:41] It is almost physically impossible for most human beings to live off of 4 hours
[02:13:43] most human beings to live off of 4 hours of sleep and be able to function at a
[02:13:44] of sleep and be able to function at a high level. It just is. I will go in a
[02:13:47] high level. It just is. I will go in a different training much more in depth on
[02:13:50] different training much more in depth on sleep and its importance and how to make
[02:13:52] sleep and its importance and how to make sure we're maximizing this. But as a
[02:13:55] sure we're maximizing this. But as a rule, at least 7 hours of sleep. Okay?
[02:13:58] rule, at least 7 hours of sleep. Okay? From either bedtime to wake time, at
[02:14:00] From either bedtime to wake time, at least seven hours. If your schedule is
[02:14:03] least seven hours. If your schedule is not giving you 7 hours, it is a schedule
[02:14:05] not giving you 7 hours, it is a schedule that you're making that is going to be
[02:14:06] that you're making that is going to be very hard for you to actually do
[02:14:09] very hard for you to actually do consistently. Okay? So, no bueno.
[02:14:12] consistently. Okay? So, no bueno. So, next thing, cold shower, 2 minutes
[02:14:15] So, next thing, cold shower, 2 minutes maximum. This is not about hygiene. It's
[02:14:18] maximum. This is not about hygiene. It's about disciplining a nervous system
[02:14:19] about disciplining a nervous system reset. the act of doing something hard,
[02:14:21] reset. the act of doing something hard, uncomfortable, unpleasant, unpleasant
[02:14:23] uncomfortable, unpleasant, unpleasant first thing in the morning, it trains
[02:14:25] first thing in the morning, it trains your brain to do hard things even if you
[02:14:27] your brain to do hard things even if you don't feel like it. And the reason is
[02:14:30] don't feel like it. And the reason is when you start to do things that are
[02:14:31] when you start to do things that are novel and hard, it tells your body that
[02:14:34] novel and hard, it tells your body that you are stepping out of your old self
[02:14:36] you are stepping out of your old self and you're stepping into a new self.
[02:14:37] and you're stepping into a new self. You're stepping into your new identity.
[02:14:40] You're stepping into your new identity. Okay? That's why a cold shower is really
[02:14:42] Okay? That's why a cold shower is really great for really getting your nervous
[02:14:44] great for really getting your nervous system good to go, but it's also a
[02:14:45] system good to go, but it's also a really great mechanism to step out of
[02:14:47] really great mechanism to step out of your old self and step into your new
[02:14:49] your old self and step into your new self. who has more of the focus, who
[02:14:51] self. who has more of the focus, who does more of the hard things. The
[02:14:52] does more of the hard things. The protocol, two minutes minimum of cold
[02:14:55] protocol, two minutes minimum of cold water. If you can't do full cold, end
[02:14:58] water. If you can't do full cold, end your regular shower with two minutes of
[02:14:59] your regular shower with two minutes of cold. Okay? If you're a giant [ __ ] no
[02:15:02] cold. Okay? If you're a giant [ __ ] no negotiating. No, I'll do it tomorrow.
[02:15:04] negotiating. No, I'll do it tomorrow. Just do it today. Why it matters? This
[02:15:06] Just do it today. Why it matters? This resets your nervous system and increases
[02:15:08] resets your nervous system and increases alertness. This builds discipline. If
[02:15:12] alertness. This builds discipline. If you can do this, you can do the hard
[02:15:14] you can do this, you can do the hard calls. And this trains your brain to
[02:15:16] calls. And this trains your brain to embrace discomfort. Also this is a great
[02:15:19] embrace discomfort. Also this is a great way to increase dopamine norepinephrine
[02:15:22] way to increase dopamine norepinephrine and improving which improving improves
[02:15:25] and improving which improving improves mood and focus. Okay so it releases
[02:15:27] mood and focus. Okay so it releases chemicals in your brain that makes you
[02:15:28] chemicals in your brain that makes you happy after you do it. So key insight
[02:15:31] happy after you do it. So key insight every time you step into the cold shower
[02:15:33] every time you step into the cold shower you're proving to yourself that you can
[02:15:34] you're proving to yourself that you can do hard things that you're not a [ __ ]
[02:15:36] do hard things that you're not a [ __ ] you're not a [ __ ] this compounds
[02:15:37] you're not a [ __ ] this compounds throughout the day. So uh I would say
[02:15:40] throughout the day. So uh I would say black coffee is optional. If you drink
[02:15:43] black coffee is optional. If you drink coffee have one cup of black coffee as
[02:15:46] coffee have one cup of black coffee as part of your routine. No sugar, no
[02:15:47] part of your routine. No sugar, no cream, just coffee. Again, don't be a
[02:15:49] cream, just coffee. Again, don't be a [ __ ] Okay, the timing of this
[02:15:51] [ __ ] Okay, the timing of this decision,
[02:15:52] decision, okay, depending on whether you want it
[02:15:55] okay, depending on whether you want it to do like burning fat, right? If you do
[02:15:57] to do like burning fat, right? If you do it before uh your walk, which we'll talk
[02:16:00] it before uh your walk, which we'll talk about the walk, or after your walk, this
[02:16:02] about the walk, or after your walk, this is for better sleep cycles. The reason
[02:16:04] is for better sleep cycles. The reason why, like, and I'll just explain real
[02:16:06] why, like, and I'll just explain real quick. If you drink it before you go on
[02:16:08] quick. If you drink it before you go on a walk, coffee, okay, heats up your
[02:16:12] a walk, coffee, okay, heats up your body. So, you're more likely to burn fat
[02:16:16] body. So, you're more likely to burn fat if you do it after your walk. Just
[02:16:17] if you do it after your walk. Just understand when you first wake up, your
[02:16:20] understand when you first wake up, your cortisol levels should be at their
[02:16:21] cortisol levels should be at their highest. And but if you're spiking
[02:16:24] highest. And but if you're spiking yourself with coffee as soon as you wake
[02:16:26] yourself with coffee as soon as you wake up, okay? This disrupts your cortisol
[02:16:29] up, okay? This disrupts your cortisol levels and it just makes it to where
[02:16:31] levels and it just makes it to where it's a little bit harder to get sleep at
[02:16:33] it's a little bit harder to get sleep at the end of the day. But if you have
[02:16:35] the end of the day. But if you have caffeine, you know, about 30 to 90
[02:16:38] caffeine, you know, about 30 to 90 minutes after you first wake up, this
[02:16:40] minutes after you first wake up, this will actually improve your sleep cycle.
[02:16:42] will actually improve your sleep cycle. Okay. So, just stick to one. Consistency
[02:16:45] Okay. So, just stick to one. Consistency matters more than optimization. So,
[02:16:47] matters more than optimization. So, whichever one you want to do, either if
[02:16:49] whichever one you want to do, either if you do coffee, again, just black coffee,
[02:16:50] you do coffee, again, just black coffee, either do it before your walk or after
[02:16:52] either do it before your walk or after your walk. One cup only and no coffee
[02:16:55] your walk. One cup only and no coffee after 12:00 p.m. This disrupts sleep. If
[02:16:57] after 12:00 p.m. This disrupts sleep. If you do not drink coffee, just skip this
[02:16:59] you do not drink coffee, just skip this step entirely. If you want to substitute
[02:17:01] step entirely. If you want to substitute it for green tea or something along
[02:17:02] it for green tea or something along those lines, you definitely can. It's
[02:17:04] those lines, you definitely can. It's just up to you. The morning walk. Okay,
[02:17:07] just up to you. The morning walk. Okay, the morning walk is 10 to 20 minutes.
[02:17:10] the morning walk is 10 to 20 minutes. This is the most critical component of
[02:17:12] This is the most critical component of your morning routine. This walk is not
[02:17:14] your morning routine. This walk is not about exercise. It's about state
[02:17:16] about exercise. It's about state management and mental clarity. I don't
[02:17:18] management and mental clarity. I don't know why I put in here 5 to 10 minutes.
[02:17:23] know why I put in here 5 to 10 minutes. So, it's 10 to 20 minutes. Preferably,
[02:17:26] So, it's 10 to 20 minutes. Preferably, it's closer to 20 minutes than it is 10
[02:17:28] it's closer to 20 minutes than it is 10 minutes. Okay? But just depending on how
[02:17:30] minutes. Okay? But just depending on how tight of a crunch, maybe you have to
[02:17:32] tight of a crunch, maybe you have to have it a little bit shorter. But what
[02:17:35] have it a little bit shorter. But what are we doing when we're doing it? Okay.
[02:17:37] are we doing when we're doing it? Okay. So, no phone, no music, no distractions,
[02:17:40] So, no phone, no music, no distractions, just you and your thoughts. Walk outside
[02:17:42] just you and your thoughts. Walk outside if possible. Natural light helps
[02:17:45] if possible. Natural light helps relegate your sarcadian rhythm. What you
[02:17:48] relegate your sarcadian rhythm. What you do during your walk. So, you want to
[02:17:51] do during your walk. So, you want to process your mental clutter. Let your
[02:17:53] process your mental clutter. Let your mind wander. If a thought from
[02:17:55] mind wander. If a thought from yesterday's are ling lingering,
[02:17:57] yesterday's are ling lingering, acknowledge them and let them go. Right?
[02:17:59] acknowledge them and let them go. Right? So, let's just say for example, you're
[02:18:01] So, let's just say for example, you're obsessing over what you need to do today
[02:18:03] obsessing over what you need to do today and all these different things and you
[02:18:05] and all these different things and you know maybe like you got in an argument
[02:18:07] know maybe like you got in an argument yesterday. It's like let these thoughts
[02:18:08] yesterday. It's like let these thoughts come and then let them go. Let them
[02:18:11] come and then let them go. Let them pass. Okay, you are not your thoughts.
[02:18:14] pass. Okay, you are not your thoughts. Thoughts come and go. You can allow them
[02:18:15] Thoughts come and go. You can allow them to pass. Okay, set the intentions for
[02:18:18] to pass. Okay, set the intentions for the day. Think about what you want to
[02:18:20] the day. Think about what you want to accomplish today. What are your
[02:18:21] accomplish today. What are your non-negotiable? What does success look
[02:18:23] non-negotiable? What does success look like? And then also as well, just like
[02:18:25] like? And then also as well, just like we visualize the night before, we want
[02:18:27] we visualize the night before, we want to start our day with visualization as
[02:18:29] to start our day with visualization as well. So visualize as you're walking,
[02:18:33] well. So visualize as you're walking, seeing people show up, seeing yourself
[02:18:35] seeing people show up, seeing yourself calm, confident, in control, seeing
[02:18:37] calm, confident, in control, seeing yourself closing deals. Feel the feeling
[02:18:40] yourself closing deals. Feel the feeling of success before it happens. Okay. And
[02:18:43] of success before it happens. Okay. And number four, ground yourself in
[02:18:44] number four, ground yourself in abundance. Remind yourself that you are
[02:18:46] abundance. Remind yourself that you are in control. You are capable and you are
[02:18:48] in control. You are capable and you are ready. Okay. So feel the emotion of
[02:18:51] ready. Okay. So feel the emotion of being abundant. why it matters.
[02:18:55] being abundant. why it matters. Your brain responds to visualization.
[02:18:57] Your brain responds to visualization. When you visualize success, you prime
[02:19:00] When you visualize success, you prime your brain to recognize and create
[02:19:02] your brain to recognize and create conditions for that success. Okay? For
[02:19:04] conditions for that success. Okay? For example, when I first got my Porsche, I
[02:19:07] example, when I first got my Porsche, I didn't really see that many Porsches up
[02:19:08] didn't really see that many Porsches up and around. But once I got my Porsche, I
[02:19:11] and around. But once I got my Porsche, I saw Porsches [ __ ] everywhere. And is
[02:19:14] saw Porsches [ __ ] everywhere. And is it because, oh, now that I got a
[02:19:15] it because, oh, now that I got a Porsche, the universe is going to be
[02:19:17] Porsche, the universe is going to be putting a lot more Porsches in my world,
[02:19:19] putting a lot more Porsches in my world, or is it the fact that now I actually
[02:19:21] or is it the fact that now I actually see it? Now I'm focusing on a Porsche.
[02:19:23] see it? Now I'm focusing on a Porsche. That's when I see it everywhere. Yeah,
[02:19:25] That's when I see it everywhere. Yeah, it's the latter. It's the same thing
[02:19:26] it's the latter. It's the same thing with success. Okay, your brain is a
[02:19:29] with success. Okay, your brain is a filtering mechanism. Okay, if your brain
[02:19:32] filtering mechanism. Okay, if your brain actually focused on everything that you
[02:19:34] actually focused on everything that you saw day in and day out, you'd probably
[02:19:36] saw day in and day out, you'd probably go [ __ ] insane. So, it really limits
[02:19:38] go [ __ ] insane. So, it really limits what you're able to focus on. Okay? So,
[02:19:40] what you're able to focus on. Okay? So, you are priming your brain to make sure
[02:19:42] you are priming your brain to make sure it focuses and recognizes success. Okay?
[02:19:47] it focuses and recognizes success. Okay? The walk also creates psychological
[02:19:49] The walk also creates psychological separation between waking up and
[02:19:51] separation between waking up and starting work. It's a buffer that allows
[02:19:52] starting work. It's a buffer that allows you to enter the day with intention, not
[02:19:55] you to enter the day with intention, not reaction. Okay. Movement increases blood
[02:19:58] reaction. Okay. Movement increases blood flow to the brain, improving focus and
[02:20:01] flow to the brain, improving focus and clarity. Key insight. If you go to bed
[02:20:03] clarity. Key insight. If you go to bed every single night thinking tomorrow's
[02:20:04] every single night thinking tomorrow's going to be a great day, everyone's
[02:20:05] going to be a great day, everyone's going to show up. That will happen.
[02:20:07] going to show up. That will happen. Okay? And then also your morning walk is
[02:20:10] Okay? And then also your morning walk is where you set that expectation.
[02:20:13] where you set that expectation. So then from there you need to go ahead
[02:20:15] So then from there you need to go ahead and read your state checklist. And I'll
[02:20:17] and read your state checklist. And I'll go more into this. But immediately after
[02:20:19] go more into this. But immediately after you walk, before you start work, you
[02:20:21] you walk, before you start work, you want to read your state checklist. This
[02:20:24] want to read your state checklist. This is an installation of your operating
[02:20:26] is an installation of your operating system for the day. The protocol, take
[02:20:28] system for the day. The protocol, take one deep breath. Read each word slowly.
[02:20:31] one deep breath. Read each word slowly. Feel the feeling of each word, what it
[02:20:33] Feel the feeling of each word, what it symbolizes. Curious, calm, confident,
[02:20:37] symbolizes. Curious, calm, confident, leader. Don't rush. It's not a race. So,
[02:20:40] leader. Don't rush. It's not a race. So, and I'll go a little bit more in depth a
[02:20:42] and I'll go a little bit more in depth a little bit later, but you want to go
[02:20:43] little bit later, but you want to go ahead and make sure you read your state
[02:20:45] ahead and make sure you read your state checklist before you hop into your
[02:20:47] checklist before you hop into your calls. Why it matters. Words are
[02:20:49] calls. Why it matters. Words are triggers to states. When you read your
[02:20:52] triggers to states. When you read your checklist with intention, you are
[02:20:54] checklist with intention, you are actively installing the state you need
[02:20:56] actively installing the state you need to perform at your best. This is the
[02:20:58] to perform at your best. This is the first of three daily readings. We want
[02:21:01] first of three daily readings. We want to read it morning, before every call,
[02:21:03] to read it morning, before every call, and at the end of every day. Okay, so
[02:21:06] and at the end of every day. Okay, so let's actually dive into um the evening
[02:21:08] let's actually dive into um the evening as well.
[02:21:09] as well. So evening preparation. So what evening
[02:21:12] So evening preparation. So what evening preparation is is it is really how do we
[02:21:16] preparation is is it is really how do we set up the night before h our morning
[02:21:20] set up the night before h our morning routine going as well as it can go.
[02:21:23] routine going as well as it can go. Okay. So a few things your morning
[02:21:25] Okay. So a few things your morning routine is the only is only as strong as
[02:21:27] routine is the only is only as strong as your evening preparation. You want to
[02:21:29] your evening preparation. You want to make sure that we're setting up our
[02:21:31] make sure that we're setting up our morning to have success the night
[02:21:32] morning to have success the night before. So our evening routine should be
[02:21:34] before. So our evening routine should be about 15 to 20 minutes. You should read
[02:21:36] about 15 to 20 minutes. You should read your state read your state checklist
[02:21:37] your state read your state checklist again. Okay, the final reading of the
[02:21:40] again. Okay, the final reading of the day before you go and you visualize and
[02:21:42] day before you go and you visualize and then write tomorrow's schedule by hand.
[02:21:45] then write tomorrow's schedule by hand. Before you go to bed, you want to write
[02:21:47] Before you go to bed, you want to write out tomorrow's entire schedule. Every
[02:21:49] out tomorrow's entire schedule. Every block, every task, every commitment. The
[02:21:52] block, every task, every commitment. The process, review your calendar and
[02:21:54] process, review your calendar and appointments. Identify your
[02:21:55] appointments. Identify your non-negotiables, three to five tasks
[02:21:57] non-negotiables, three to five tasks that must be completed. Schedule deep
[02:21:59] that must be completed. Schedule deep work blocks for high leverage
[02:22:01] work blocks for high leverage activities, okay? Calls, follow-ups,
[02:22:03] activities, okay? Calls, follow-ups, prospecting, and then schedule breaks,
[02:22:05] prospecting, and then schedule breaks, meals, and recovery time. Write it all
[02:22:06] meals, and recovery time. Write it all out by hand. Why this matters? When you
[02:22:08] out by hand. Why this matters? When you wake up, you do not waste mental energy
[02:22:10] wake up, you do not waste mental energy deciding what to do. You already know.
[02:22:12] deciding what to do. You already know. You just execute. And when you are
[02:22:13] You just execute. And when you are sleeping, you are all you are
[02:22:15] sleeping, you are all you are subconsciously able to process and
[02:22:18] subconsciously able to process and prepare while you sleep. Okay? You'll go
[02:22:20] prepare while you sleep. Okay? You'll go to bed with clarity, not anxiety. And
[02:22:22] to bed with clarity, not anxiety. And then every single day as well, you want
[02:22:24] then every single day as well, you want to make sure you're resetting your
[02:22:26] to make sure you're resetting your workplace. You want to clear all
[02:22:27] workplace. You want to clear all clutter, put back everything in its
[02:22:29] clutter, put back everything in its place, wipe down your desk, close all
[02:22:31] place, wipe down your desk, close all the tabs. The reason why we want why
[02:22:33] the tabs. The reason why we want why this matters is we want a clean
[02:22:35] this matters is we want a clean workspace that really represents our
[02:22:38] workspace that really represents our clean mind. When you sit down tomorrow,
[02:22:40] clean mind. When you sit down tomorrow, you're not going to be greeted by chaos.
[02:22:42] you're not going to be greeted by chaos. You want to be greeted by order. You
[02:22:43] You want to be greeted by order. You want to make it as easy as humanly
[02:22:45] want to make it as easy as humanly [ __ ] possible to work because the
[02:22:47] [ __ ] possible to work because the hardest part of every single day is
[02:22:49] hardest part of every single day is getting started. So, you want to make
[02:22:51] getting started. So, you want to make the hardest part of every single day as
[02:22:53] the hardest part of every single day as easy as humanly possible. If you do
[02:22:55] easy as humanly possible. If you do that, you will win more times than not.
[02:22:58] that, you will win more times than not. Okay? So cleaning up your workspace
[02:23:00] Okay? So cleaning up your workspace before you go to bed is key. This is a
[02:23:03] before you go to bed is key. This is a form of responsibility. When you clean
[02:23:05] form of responsibility. When you clean your workspace, you are responsible for
[02:23:07] your workspace, you are responsible for your future self. Okay? So you want to
[02:23:10] your future self. Okay? So you want to prepare your environment for tomorrow.
[02:23:12] prepare your environment for tomorrow. Set your set yourself up success by
[02:23:15] Set your set yourself up success by removing friction from your morning
[02:23:17] removing friction from your morning routine. For example, lay out your
[02:23:19] routine. For example, lay out your clothes. If you have a coffee maker, set
[02:23:22] clothes. If you have a coffee maker, set it. Put your phone in another room.
[02:23:24] it. Put your phone in another room. Okay? Put your uh state checklist on
[02:23:27] Okay? Put your uh state checklist on your desk or your mirror. Put your
[02:23:29] your desk or your mirror. Put your notebook and pen on your desk. Set
[02:23:31] notebook and pen on your desk. Set multiple alarms. Charge your devices.
[02:23:33] multiple alarms. Charge your devices. You're really just making sure you are
[02:23:35] You're really just making sure you are totally prepared for the next day. Why
[02:23:37] totally prepared for the next day. Why it matters? Every decision you make in
[02:23:40] it matters? Every decision you make in the morning is a drain on your
[02:23:41] the morning is a drain on your willpower. By preparing the night
[02:23:43] willpower. By preparing the night before, you eliminate decisions. And
[02:23:45] before, you eliminate decisions. And again, your morning self is a [ __ ]
[02:23:47] again, your morning self is a [ __ ] terrorist. So you do not give that
[02:23:49] terrorist. So you do not give that terrorist
[02:23:51] terrorist any room whatsoever to dictate any of
[02:23:54] any room whatsoever to dictate any of this. Okay? And you go to bed at the
[02:23:57] this. Okay? And you go to bed at the same time every night. Just as you wake
[02:23:59] same time every night. Just as you wake up at the same time, go to bed at the
[02:24:00] up at the same time, go to bed at the same time is consistency. It'll make it
[02:24:02] same time is consistency. It'll make it to where you maintain better focus,
[02:24:04] to where you maintain better focus, energy, and discipline. Aim for 7 to 8
[02:24:06] energy, and discipline. Aim for 7 to 8 hours. Go to bed at the same time. No
[02:24:08] hours. Go to bed at the same time. No screens 30 to 60 minutes before bed. If
[02:24:11] screens 30 to 60 minutes before bed. If you really need to wear blue light
[02:24:13] you really need to wear blue light blocking glasses. If you struggle to
[02:24:14] blocking glasses. If you struggle to fall asleep, consider chamomile tea,
[02:24:17] fall asleep, consider chamomile tea, blackout curtains, earplugs, and cool
[02:24:19] blackout curtains, earplugs, and cool room temperature. Why it matters? Sleep
[02:24:21] room temperature. Why it matters? Sleep is a foundation to everything.
[02:24:22] is a foundation to everything. Everything. A rested brain has more
[02:24:25] Everything. A rested brain has more dopamine, more willpower, and more
[02:24:27] dopamine, more willpower, and more focus. Cut one hour of sleep and even
[02:24:29] focus. Cut one hour of sleep and even small task will be more uncomfortable
[02:24:31] small task will be more uncomfortable and even unbearable. Inconsistent sleep
[02:24:34] and even unbearable. Inconsistent sleep destroys your state, your performance,
[02:24:36] destroys your state, your performance, and your resilience. Okay. So, here if
[02:24:39] and your resilience. Okay. So, here if you can look, I crafted for you guys a
[02:24:42] you can look, I crafted for you guys a worksheet to go ahead and craft your
[02:24:45] worksheet to go ahead and craft your evening and morning routine. Okay. So,
[02:24:48] evening and morning routine. Okay. So, that way you have that there and it'll
[02:24:50] that way you have that there and it'll go through like how do you go ahead and
[02:24:52] go through like how do you go ahead and craft your evening routine to where it's
[02:24:54] craft your evening routine to where it's like again you build it out everything
[02:24:56] like again you build it out everything that we had talked about here and then
[02:24:59] that we had talked about here and then from there after you build out your
[02:25:01] from there after you build out your evening routine and you build out your
[02:25:03] evening routine and you build out your morning routine and I'll put the ones
[02:25:05] morning routine and I'll put the ones down below. Okay, you want to give each
[02:25:08] down below. Okay, you want to give each of them a one-word trigger system. That
[02:25:11] of them a one-word trigger system. That way, when you're writing out your
[02:25:12] way, when you're writing out your schedule, identify any obstacles that
[02:25:14] schedule, identify any obstacles that might hold you back and then set it. And
[02:25:17] might hold you back and then set it. And then once you set it, you're going to
[02:25:19] then once you set it, you're going to upload it to this, okay, habit tracker
[02:25:23] upload it to this, okay, habit tracker of what your morning routine is and your
[02:25:25] of what your morning routine is and your nightly routine. And you're going to
[02:25:27] nightly routine. And you're going to track it every single day, okay? Your
[02:25:29] track it every single day, okay? Your morning routine and your evening routine
[02:25:32] morning routine and your evening routine every single day. Make sure you're doing
[02:25:33] every single day. Make sure you're doing your morning routine and evening
[02:25:35] your morning routine and evening routine. and you write out your schedule
[02:25:36] routine. and you write out your schedule by hand. Okay? These are all the
[02:25:38] by hand. Okay? These are all the personal ones and you want to make sure
[02:25:39] personal ones and you want to make sure you're able to check it every single day
[02:25:41] you're able to check it every single day and you'll have this dashboard to keep
[02:25:43] and you'll have this dashboard to keep track of it. Okay? And if you guys have
[02:25:46] track of it. Okay? And if you guys have any questions on that, you just let me
[02:25:48] any questions on that, you just let me know
[02:25:50] know back into it. So, we are talking about
[02:25:54] back into it. So, we are talking about it before and we mentioned it a few
[02:25:55] it before and we mentioned it a few times in our morning or evening routine
[02:25:57] times in our morning or evening routine is our preall state checklist. So before
[02:26:01] is our preall state checklist. So before every single call, you must run through
[02:26:04] every single call, you must run through your state checklist. The reason is this
[02:26:07] your state checklist. The reason is this is a comprehensive system for ensuring
[02:26:09] is a comprehensive system for ensuring you show up before every call in the
[02:26:12] you show up before every call in the optimized state. Understand that words
[02:26:14] optimized state. Understand that words are triggers and when you read certain
[02:26:17] are triggers and when you read certain words, your body and your mind respond.
[02:26:19] words, your body and your mind respond. This is why hypnosis, therapy,
[02:26:21] This is why hypnosis, therapy, meditation, they all use specific
[02:26:23] meditation, they all use specific language to get you into specific
[02:26:24] language to get you into specific states. So what you're going to do is
[02:26:27] states. So what you're going to do is you're going to create, okay? And I'll
[02:26:29] you're going to create, okay? And I'll give you a worksheet on how to craft
[02:26:31] give you a worksheet on how to craft this. But what you're going to do is
[02:26:34] this. But what you're going to do is you're going to craft a five to 10 words
[02:26:36] you're going to craft a five to 10 words or phrases that describe how you need to
[02:26:39] or phrases that describe how you need to show up on every single call. These are
[02:26:42] show up on every single call. These are going to have to be personal to you,
[02:26:44] going to have to be personal to you, what you need. But here are some
[02:26:46] what you need. But here are some universal ones, right? Curious, not
[02:26:49] universal ones, right? Curious, not gentle, nonjudgmental, relaxed,
[02:26:51] gentle, nonjudgmental, relaxed, peaceful, calm, chill, confident,
[02:26:53] peaceful, calm, chill, confident, leader, caring, empathetic. Okay? Money
[02:26:55] leader, caring, empathetic. Okay? Money is easy. I'm going to fulfill my true
[02:26:57] is easy. I'm going to fulfill my true potential. Again, these are going to be
[02:26:59] potential. Again, these are going to be some more basic ones and I'll give you a
[02:27:01] some more basic ones and I'll give you a worksheet that helps you craft it, but
[02:27:03] worksheet that helps you craft it, but it needs to be personalized to you. So,
[02:27:06] it needs to be personalized to you. So, how do we actually implement it? So,
[02:27:08] how do we actually implement it? So, what we want to do is like go find a
[02:27:10] what we want to do is like go find a nice post-it card, something. Do not
[02:27:13] nice post-it card, something. Do not write it on a shitty piece of paper.
[02:27:15] write it on a shitty piece of paper. This is something that you're going to
[02:27:16] This is something that you're going to be carrying with you and you're going to
[02:27:19] be carrying with you and you're going to be reading before every call. So, get a
[02:27:22] be reading before every call. So, get a nice piece of card, get a nice piece of
[02:27:24] nice piece of card, get a nice piece of paper. If you even want to laminate it,
[02:27:26] paper. If you even want to laminate it, use markers. whatever it is, go out of
[02:27:28] use markers. whatever it is, go out of your way to make this professional.
[02:27:32] your way to make this professional. Okay, this is going to be your operating
[02:27:33] Okay, this is going to be your operating system and you're going to read it three
[02:27:35] system and you're going to read it three specific times during the day. First
[02:27:37] specific times during the day. First thing in the morning after your walk,
[02:27:39] thing in the morning after your walk, before every single call, and at the end
[02:27:42] before every single call, and at the end of your workday. And the most important
[02:27:44] of your workday. And the most important thing of it, because at the end of the
[02:27:46] thing of it, because at the end of the day, they're just words, right? They're
[02:27:47] day, they're just words, right? They're letters on a [ __ ] on on a a paper.
[02:27:50] letters on a [ __ ] on on a a paper. You actually have to feel the words.
[02:27:52] You actually have to feel the words. It's not the words themselves have
[02:27:54] It's not the words themselves have power. It's your ability to feel the
[02:27:56] power. It's your ability to feel the words and what the words represent.
[02:27:58] words and what the words represent. That's what gives you the power. So when
[02:28:00] That's what gives you the power. So when you read these words, you cannot just
[02:28:02] you read these words, you cannot just just read them. You need to feel the
[02:28:04] just read them. You need to feel the feeling of those words and what they
[02:28:06] feeling of those words and what they symbolize. Take a breath and get into
[02:28:09] symbolize. Take a breath and get into your body. You read the word curious and
[02:28:12] your body. You read the word curious and you feel and you become more
[02:28:13] you feel and you become more inquisitive, interested, engaged. When
[02:28:15] inquisitive, interested, engaged. When you read relax, you feel your body
[02:28:17] you read relax, you feel your body softening, your breath slowing. The most
[02:28:20] softening, your breath slowing. The most important thing is that your checklist
[02:28:22] important thing is that your checklist is personal to you. Ask yourself, how
[02:28:26] is personal to you. Ask yourself, how can I be the worst closer in the world?
[02:28:27] can I be the worst closer in the world? Write out that list and then flip it
[02:28:29] Write out that list and then flip it upside down. Okay? Write the inverse.
[02:28:32] upside down. Okay? Write the inverse. That's your checklist. Okay? And I'll
[02:28:35] That's your checklist. Okay? And I'll have the worksheet down below.
[02:28:38] have the worksheet down below. Pillar three, environmental control. We
[02:28:42] Pillar three, environmental control. We now now that we're getting in our right
[02:28:44] now now that we're getting in our right state of mind, we need to make sure that
[02:28:46] state of mind, we need to make sure that we're hacking our environment to make
[02:28:48] we're hacking our environment to make sure that we can focus and be in the
[02:28:51] sure that we can focus and be in the right state a majority of the time.
[02:28:52] right state a majority of the time. Okay? an overwhelming majority of the
[02:28:54] Okay? an overwhelming majority of the time cuz your environment dictates your
[02:28:56] time cuz your environment dictates your behavior. You cannot win a war against
[02:28:58] behavior. You cannot win a war against distraction if you're fighting the enemy
[02:29:00] distraction if you're fighting the enemy in your own territory. If I came to my
[02:29:03] in your own territory. If I came to my desk and there's just a bunch of
[02:29:04] desk and there's just a bunch of [ __ ] and I had my phone here and
[02:29:06] [ __ ] and I had my phone here and there's all these apps open, I'm losing
[02:29:08] there's all these apps open, I'm losing that battle and I would say I'm a pretty
[02:29:10] that battle and I would say I'm a pretty disciplined person, right? But so but if
[02:29:14] disciplined person, right? But so but if I am giving up my environment to the
[02:29:17] I am giving up my environment to the enemy, right, they have an unfair
[02:29:19] enemy, right, they have an unfair advantage. So if your desk is cluttered
[02:29:21] advantage. So if your desk is cluttered with snacks, distractions, resistance
[02:29:23] with snacks, distractions, resistance wins before you even start. Your
[02:29:25] wins before you even start. Your computer and phone are the primary
[02:29:27] computer and phone are the primary attack vectors for distractions. Every
[02:29:30] attack vectors for distractions. Every notification, open tab, social media app
[02:29:33] notification, open tab, social media app is a leak of your focus. Each buzz
[02:29:36] is a leak of your focus. Each buzz basically trains your brain to crave
[02:29:38] basically trains your brain to crave novelty instead of focus. Your digital
[02:29:41] novelty instead of focus. Your digital space should remain as clean and as
[02:29:44] space should remain as clean and as spartan as your physical one. You cannot
[02:29:46] spartan as your physical one. You cannot just take your physical environment
[02:29:49] just take your physical environment seriously. You also have to take your
[02:29:51] seriously. You also have to take your digital environment seriously as well.
[02:29:52] digital environment seriously as well. Again, like we talked about before with
[02:29:55] Again, like we talked about before with blocking the apps, making sure you do
[02:29:56] blocking the apps, making sure you do not have too many tabs open, all these
[02:29:58] not have too many tabs open, all these different things, okay, your digital
[02:30:01] different things, okay, your digital environment protocols, app blockers,
[02:30:04] environment protocols, app blockers, notifications off, full screen mode.
[02:30:06] notifications off, full screen mode. Okay, let's talk about them. First and
[02:30:08] Okay, let's talk about them. First and foremost, like we talked about before,
[02:30:10] foremost, like we talked about before, on your phone and on your computer,
[02:30:12] on your phone and on your computer, there should be app blockers that
[02:30:14] there should be app blockers that prevent you from doing high dopamine,
[02:30:17] prevent you from doing high dopamine, easy dopamine activities and prevent you
[02:30:20] easy dopamine activities and prevent you from doing the work. Now, you can block
[02:30:22] from doing the work. Now, you can block them completely like I do on my work
[02:30:24] them completely like I do on my work computer or you can set timers. But the
[02:30:27] computer or you can set timers. But the key key thing is do not put anything on
[02:30:31] key key thing is do not put anything on your computer or on your phone that you
[02:30:33] your computer or on your phone that you can get out of, right? Your brain will
[02:30:34] can get out of, right? Your brain will talk you out of it. For example, on this
[02:30:36] talk you out of it. For example, on this app locker, there is no way for another
[02:30:39] app locker, there is no way for another 94 hours and 47 minutes that I can get
[02:30:43] 94 hours and 47 minutes that I can get anything X, Netflix, YouTube, whatever
[02:30:45] anything X, Netflix, YouTube, whatever it is on here that I can even do that.
[02:30:48] it is on here that I can even do that. Okay? I just can't. There's no ability
[02:30:50] Okay? I just can't. There's no ability for me to. And anytime it gets closer, I
[02:30:53] for me to. And anytime it gets closer, I just extend it, right? And I extend it
[02:30:55] just extend it, right? And I extend it more and more and more. I don't even
[02:30:56] more and more and more. I don't even give myself the opportunity to do so.
[02:30:59] give myself the opportunity to do so. Okay? So, you should also do that with
[02:31:02] Okay? So, you should also do that with either your phone or your computer as
[02:31:05] either your phone or your computer as well. Now, for me, I also have app
[02:31:07] well. Now, for me, I also have app blocks on my phone, but on top of that,
[02:31:10] blocks on my phone, but on top of that, I'm just not going to bring my phone
[02:31:11] I'm just not going to bring my phone with me where I work. Okay? So, that way
[02:31:14] with me where I work. Okay? So, that way I'm really dialed in. Now, if you do
[02:31:17] I'm really dialed in. Now, if you do have your phone with you, all your
[02:31:19] have your phone with you, all your notifications should be turned off.
[02:31:21] notifications should be turned off. Okay? The only way for somebody to
[02:31:23] Okay? The only way for somebody to actually get a hold of me and for me to
[02:31:25] actually get a hold of me and for me to get notifications are is my if my wife
[02:31:27] get notifications are is my if my wife calls me. That is it. My phone is always
[02:31:31] calls me. That is it. My phone is always on focus mode. Every single app that is
[02:31:34] on focus mode. Every single app that is on my phone, like my messenger app, like
[02:31:37] on my phone, like my messenger app, like my Slack,
[02:31:38] my Slack, Instagram, any type of app that is on my
[02:31:41] Instagram, any type of app that is on my phone has the notifications turned off.
[02:31:44] phone has the notifications turned off. Okay. The only way to get to me
[02:31:47] Okay. The only way to get to me instantly without me having to actually
[02:31:49] instantly without me having to actually go into the app and check it is my wife
[02:31:51] go into the app and check it is my wife calling me and that is it. Okay. Every
[02:31:53] calling me and that is it. Okay. Every other person will go straight to
[02:31:54] other person will go straight to voicemail and every other notification
[02:31:56] voicemail and every other notification is silenced.
[02:31:58] is silenced. Full screen mode. Work in full screen
[02:32:00] Full screen mode. Work in full screen mode to eliminate visual clutter and
[02:32:03] mode to eliminate visual clutter and maintain focus. This one is very key
[02:32:06] maintain focus. This one is very key when you are on Zoom. Do not have the
[02:32:10] when you are on Zoom. Do not have the person in a little square and you're
[02:32:11] person in a little square and you're doing [ __ ] in the background. You're
[02:32:12] doing [ __ ] in the background. You're trying to follow your script. Put them
[02:32:14] trying to follow your script. Put them in full screen. Focus on them. Actually
[02:32:18] in full screen. Focus on them. Actually be in the conversation. Okay. One tab
[02:32:21] be in the conversation. Okay. One tab policy. Close all browsers. Okay.
[02:32:24] policy. Close all browsers. Okay. besides the task that is required for
[02:32:26] besides the task that is required for the one task that you're doing. Okay?
[02:32:28] the one task that you're doing. Okay? Now, I have a couple tasks open here,
[02:32:30] Now, I have a couple tasks open here, but that's because I'm showing you guys
[02:32:32] but that's because I'm showing you guys stuff, right? I just need multiple tasks
[02:32:34] stuff, right? I just need multiple tasks to do this one thing. So, there are
[02:32:36] to do this one thing. So, there are exceptions to the rule, but most of the
[02:32:38] exceptions to the rule, but most of the time, 90 plus% of the time, you only
[02:32:41] time, 90 plus% of the time, you only need one tab per task. And multitasking
[02:32:45] need one tab per task. And multitasking is a myth, and we'll dive into it a
[02:32:47] is a myth, and we'll dive into it a little bit more, but it's basically you
[02:32:48] little bit more, but it's basically you just doing multiple things poorly. Okay?
[02:32:51] just doing multiple things poorly. Okay? And then use separate profiles. use
[02:32:53] And then use separate profiles. use separate browser profiles, one for work
[02:32:55] separate browser profiles, one for work and one for personal use. For example,
[02:32:57] and one for personal use. For example, on this I have a personal use one and I
[02:32:59] on this I have a personal use one and I have my work profile. I also have a
[02:33:01] have my work profile. I also have a personal computer and a work computer.
[02:33:03] personal computer and a work computer. Okay, you don't need a personal and a
[02:33:04] Okay, you don't need a personal and a work computer, right? If you broke broke
[02:33:06] work computer, right? If you broke broke boy, get your money up. But at the very
[02:33:09] boy, get your money up. But at the very least have different profiles for both
[02:33:12] least have different profiles for both for your like you can create Chrome
[02:33:14] for your like you can create Chrome profiles to where on this Chrome profile
[02:33:17] profiles to where on this Chrome profile again I have like my sales tracking here
[02:33:20] again I have like my sales tracking here uh like the different education stuff
[02:33:21] uh like the different education stuff like I just have all my workshit here.
[02:33:24] like I just have all my workshit here. So and then in my personal one it's just
[02:33:26] So and then in my personal one it's just more personal stuff. Okay. So you want
[02:33:28] more personal stuff. Okay. So you want to have them separate. You don't want
[02:33:30] to have them separate. You don't want them to intertwine. The reason is you
[02:33:32] them to intertwine. The reason is you don't want your personal life to seep
[02:33:34] don't want your personal life to seep into your business. You don't want your
[02:33:35] into your business. You don't want your business to seep into your personal.
[02:33:36] business to seep into your personal. Okay? Okay, you want to keep them
[02:33:37] Okay? Okay, you want to keep them separate.
[02:33:39] separate. So that is your digital. What about your
[02:33:40] So that is your digital. What about your physical? Okay, so your physical
[02:33:43] physical? Okay, so your physical workspace must be optimized for one
[02:33:45] workspace must be optimized for one thing and that is work. A messy a messy
[02:33:48] thing and that is work. A messy a messy desk creates a messy mind. Your desk
[02:33:51] desk creates a messy mind. Your desk should contain only the essentials
[02:33:53] should contain only the essentials required for the task at hand. At the
[02:33:55] required for the task at hand. At the end of each day, reset your workspace to
[02:33:58] end of each day, reset your workspace to zero with a fiveinut cleanup ritual.
[02:34:01] zero with a fiveinut cleanup ritual. Okay? And that should be in your evening
[02:34:03] Okay? And that should be in your evening routine. So workspace essentials, remove
[02:34:06] routine. So workspace essentials, remove all snacks, personal items, visual
[02:34:09] all snacks, personal items, visual distractions from immediate field of
[02:34:11] distractions from immediate field of view. Okay? So don't have things that
[02:34:13] view. Okay? So don't have things that are going to distract you in your
[02:34:15] are going to distract you in your workplace.
[02:34:17] workplace. Optimal is going to be natural light
[02:34:19] Optimal is going to be natural light when possible, right? Like for me right
[02:34:21] when possible, right? Like for me right now, it's 11:00 p.m. at night. If you
[02:34:23] now, it's 11:00 p.m. at night. If you look behind me, there's no natural
[02:34:24] look behind me, there's no natural light. It's actually uh New Year's Eve.
[02:34:27] light. It's actually uh New Year's Eve. I see some uh fireworks behind me.
[02:34:30] I see some uh fireworks behind me. That's pretty cool. But there's not
[02:34:31] That's pretty cool. But there's not natural light, right? So, it's not
[02:34:32] natural light, right? So, it's not always possible, but when it is
[02:34:34] always possible, but when it is possible, it's going to be good. Keep
[02:34:35] possible, it's going to be good. Keep temperature slightly cool. I would say
[02:34:38] temperature slightly cool. I would say 68 to 70. Personally, I like it even
[02:34:40] 68 to 70. Personally, I like it even cooler than that, but this is going to
[02:34:42] cooler than that, but this is going to promote alertness. Control audio. So,
[02:34:44] promote alertness. Control audio. So, use noise cancelling headphones or white
[02:34:46] use noise cancelling headphones or white noise to eliminate a like uh auditory
[02:34:49] noise to eliminate a like uh auditory distractions. If you are in an
[02:34:51] distractions. If you are in an environment that's very loud, that's why
[02:34:52] environment that's very loud, that's why I like using noise cancelling
[02:34:54] I like using noise cancelling headphones. It's not absolutely uh
[02:34:56] headphones. It's not absolutely uh necessary, but if it does come up, just
[02:34:59] necessary, but if it does come up, just make sure you do use it. Okay.
[02:35:02] make sure you do use it. Okay. Pillar four, single tasking and time
[02:35:05] Pillar four, single tasking and time blocking. Understand that there is a
[02:35:08] blocking. Understand that there is a myth of multitasking. The brain is a
[02:35:10] myth of multitasking. The brain is a single core processor. It cannot
[02:35:12] single core processor. It cannot effectively focus on more than one
[02:35:15] effectively focus on more than one cognitively demanding task at a time.
[02:35:17] cognitively demanding task at a time. You can do a couple things that really
[02:35:19] You can do a couple things that really aren't that demanding at a time. But
[02:35:21] aren't that demanding at a time. But when we're talking about taking sales
[02:35:22] when we're talking about taking sales calls and all these different [ __ ] like
[02:35:24] calls and all these different [ __ ] like that requires your actual focus. What it
[02:35:27] that requires your actual focus. What it feels like multitasking is actually
[02:35:30] feels like multitasking is actually rapid inefficient context switching
[02:35:33] rapid inefficient context switching switching that drains mental energy and
[02:35:35] switching that drains mental energy and increases error. Okay? Do one thing at a
[02:35:38] increases error. Okay? Do one thing at a time from start to completion. When you
[02:35:41] time from start to completion. When you are prospecting, you're only
[02:35:43] are prospecting, you're only prospecting. When you're on a call,
[02:35:45] prospecting. When you're on a call, you're only on a call. Your brain works
[02:35:48] you're only on a call. Your brain works on familiarity and application. It
[02:35:50] on familiarity and application. It treats everything the same mechanism.
[02:35:52] treats everything the same mechanism. Every time you switch task, your brain
[02:35:55] Every time you switch task, your brain requires time to reor reorientate. Okay,
[02:35:58] requires time to reor reorientate. Okay, this switching cost can reduce the
[02:36:01] this switching cost can reduce the productivity by 40%. More importantly,
[02:36:04] productivity by 40%. More importantly, it prevents you from entering a state of
[02:36:05] it prevents you from entering a state of deep focus where your best work happens
[02:36:08] deep focus where your best work happens because understanding what happens if
[02:36:10] because understanding what happens if you consistently tell your brain that it
[02:36:12] you consistently tell your brain that it needs to be doing multiple things at a
[02:36:14] needs to be doing multiple things at a time. It means you can't focus on one
[02:36:17] time. It means you can't focus on one [ __ ] thing. You have Tik Tok brain.
[02:36:19] [ __ ] thing. You have Tik Tok brain. You need to get out of it. Okay? So
[02:36:21] You need to get out of it. Okay? So there is a reason there is a reason why
[02:36:24] there is a reason there is a reason why on short form uh content that they have
[02:36:28] on short form uh content that they have the type of content where it's somebody
[02:36:31] the type of content where it's somebody talking and it's like a video game in
[02:36:33] talking and it's like a video game in the background. Right? The reason is is
[02:36:35] the background. Right? The reason is is because most people have Tik Tok brain,
[02:36:36] because most people have Tik Tok brain, they can't focus on one thing. So they
[02:36:38] they can't focus on one thing. So they notice if they put multiple things to
[02:36:39] notice if they put multiple things to stimulate your brain, right? It'll get
[02:36:41] stimulate your brain, right? It'll get people to focus. But really all that's
[02:36:43] people to focus. But really all that's doing is making people that already have
[02:36:45] doing is making people that already have [ __ ] brains even more [ __ ] by
[02:36:47] [ __ ] brains even more [ __ ] by playing into it. Now, they need two
[02:36:49] playing into it. Now, they need two things to focus. And then eventually,
[02:36:51] things to focus. And then eventually, I'm sure with time, it's going to get to
[02:36:53] I'm sure with time, it's going to get to a point where it's like there's going to
[02:36:54] a point where it's like there's going to be a video game playing, somebody
[02:36:56] be a video game playing, somebody talking, and then something else to keep
[02:36:58] talking, and then something else to keep you distracted. Now, we need three
[02:37:00] you distracted. Now, we need three things at a time. Again, train your
[02:37:03] things at a time. Again, train your brain to be able to focus on one thing.
[02:37:05] brain to be able to focus on one thing. If you're on a sales call, you need to
[02:37:07] If you're on a sales call, you need to be able to focus on the sales call, on
[02:37:09] be able to focus on the sales call, on the person you are talking to. If you
[02:37:11] the person you are talking to. If you train your brain outside of the sales
[02:37:13] train your brain outside of the sales call that you do a bunch of different
[02:37:14] call that you do a bunch of different things at once, you'll notice your focus
[02:37:16] things at once, you'll notice your focus waning. Focus is a muscle. So you have
[02:37:18] waning. Focus is a muscle. So you have to pray train your brain in everything
[02:37:20] to pray train your brain in everything that you do that you do one thing at a
[02:37:22] that you do that you do one thing at a time. Okay.
[02:37:25] time. Okay. The protocol time blocking and
[02:37:28] The protocol time blocking and scheduling. Your calendar is your
[02:37:30] scheduling. Your calendar is your command center. Every minute of your
[02:37:32] command center. Every minute of your workday should be deliberately
[02:37:34] workday should be deliberately allocated. Okay. Unscheduled time would
[02:37:37] allocated. Okay. Unscheduled time would be stolen by resistance. You
[02:37:39] be stolen by resistance. You realistically only have about 16 usable
[02:37:42] realistically only have about 16 usable hours in the day if you're sleeping
[02:37:44] hours in the day if you're sleeping eight hours a day. Each slot is 1 hour
[02:37:47] eight hours a day. Each slot is 1 hour and you must design your schedule around
[02:37:50] and you must design your schedule around these 16 slots. So when it comes to
[02:37:53] these 16 slots. So when it comes to these 16 slots, not all of them
[02:37:55] these 16 slots, not all of them obviously are going to be used for work.
[02:37:56] obviously are going to be used for work. We need to eat, we need to do all these
[02:37:58] We need to eat, we need to do all these things, but we need to schedule those
[02:38:00] things, but we need to schedule those things out. If we're just doing that
[02:38:02] things out. If we're just doing that like, hey, we're just eating whenever,
[02:38:05] like, hey, we're just eating whenever, right? We're always going to be a little
[02:38:07] right? We're always going to be a little bit at the whim and we can always talk
[02:38:09] bit at the whim and we can always talk ourselves into taking our break early or
[02:38:11] ourselves into taking our break early or whatever it is. So we never want to be
[02:38:13] whatever it is. So we never want to be in that predicament. So, we want to
[02:38:15] in that predicament. So, we want to write out our schedule by hand the night
[02:38:17] write out our schedule by hand the night before. Use a physical piece of paper if
[02:38:20] before. Use a physical piece of paper if you have to. Go to the store. Go on
[02:38:23] you have to. Go to the store. Go on Amazon. Get a notebook. Get a planner
[02:38:26] Amazon. Get a notebook. Get a planner just for your schedule every single day.
[02:38:29] just for your schedule every single day. Okay? The the fingertip feel of your own
[02:38:32] Okay? The the fingertip feel of your own schedule. Like when you physically write
[02:38:34] schedule. Like when you physically write it, you become aware of how your time is
[02:38:36] it, you become aware of how your time is being spent. Okay? Use one-word triggers
[02:38:39] being spent. Okay? Use one-word triggers for each block. Don't write like, "Hey,
[02:38:41] for each block. Don't write like, "Hey, I'm going to walk, cold shower, coffee,
[02:38:43] I'm going to walk, cold shower, coffee, like your morning routine." Just write
[02:38:44] like your morning routine." Just write walk. This word is a symbol for the
[02:38:46] walk. This word is a symbol for the entire routine. Okay. Block out deep
[02:38:49] entire routine. Okay. Block out deep work sessions for high leverage
[02:38:51] work sessions for high leverage activities. Outbound calls, follow-ups,
[02:38:53] activities. Outbound calls, follow-ups, closing calls. These are your
[02:38:54] closing calls. These are your money-making activities. Now, primarily
[02:38:57] money-making activities. Now, primarily primarily you should be just having
[02:39:00] primarily you should be just having everything open for closing calls, okay?
[02:39:03] everything open for closing calls, okay? if you are a closer and then have some
[02:39:06] if you are a closer and then have some for training and but also have your
[02:39:11] for training and but also have your unscheduled scheduled activities and in
[02:39:13] unscheduled scheduled activities and in a training or I already I have other
[02:39:16] a training or I already I have other trainings on like hey how do you make
[02:39:17] trainings on like hey how do you make sure you list out the best unscheduled
[02:39:19] sure you list out the best unscheduled scheduled activities but anytime for
[02:39:21] scheduled activities but anytime for example you have something blocked off
[02:39:23] example you have something blocked off for a call it's on to the next thing
[02:39:25] for a call it's on to the next thing onto the unscheduled scheduled
[02:39:27] onto the unscheduled scheduled activities okay schedule your breaks
[02:39:30] activities okay schedule your breaks between calls do not go back to back to
[02:39:32] between calls do not go back to back to back to back without breaks is how you
[02:39:34] back to back without breaks is how you can burn out. Typically schedule a
[02:39:36] can burn out. Typically schedule a 30-minute walk break after 4 hours of
[02:39:38] 30-minute walk break after 4 hours of calls. Now, this is what I like to do
[02:39:39] calls. Now, this is what I like to do personally. Around four to 5 hours of
[02:39:41] personally. Around four to 5 hours of calls, I'll schedule a short walk break
[02:39:44] calls, I'll schedule a short walk break when I can get out into the sun. For
[02:39:45] when I can get out into the sun. For example, when I was taking 10 calls a
[02:39:47] example, when I was taking 10 calls a day, I would take five calls, go for a
[02:39:49] day, I would take five calls, go for a walk, come back, okay? Do a little bit
[02:39:52] walk, come back, okay? Do a little bit of follow-up, about 15 minutes of
[02:39:53] of follow-up, about 15 minutes of follow-up, get back into my calls, and
[02:39:55] follow-up, get back into my calls, and take five more calls, and then I'm off
[02:39:57] take five more calls, and then I'm off to the gym. Okay? So, that's what we
[02:40:00] to the gym. Okay? So, that's what we want to look like. So, protect your deep
[02:40:02] want to look like. So, protect your deep work blocks. So, here is what a schedule
[02:40:06] work blocks. So, here is what a schedule looks like. So, what it would look like,
[02:40:08] looks like. So, what it would look like, and again, you want to write it out by
[02:40:10] and again, you want to write it out by hand. You're not going to write out all
[02:40:11] hand. You're not going to write out all this stuff, okay? I'm just telling you
[02:40:14] this stuff, okay? I'm just telling you what each of these things mean. But, for
[02:40:16] what each of these things mean. But, for example, I would wake up at 6:00 a.m. I
[02:40:18] example, I would wake up at 6:00 a.m. I have my walk. And then 7 a.m. to 8
[02:40:20] have my walk. And then 7 a.m. to 8 calls, calls, calls, calls. Maybe you
[02:40:22] calls, calls, calls, calls. Maybe you have a meal. Okay? I like to eat at the
[02:40:24] have a meal. Okay? I like to eat at the very end of the day or maybe we go for a
[02:40:26] very end of the day or maybe we go for a walk. We have our calls, calls, calls.
[02:40:28] walk. We have our calls, calls, calls. Then we have another meal. call, call,
[02:40:29] Then we have another meal. call, call, call, work out, meal, wind down. Okay?
[02:40:33] call, work out, meal, wind down. Okay? And then I'll leave this example down
[02:40:34] And then I'll leave this example down below of what that would look like. It
[02:40:36] below of what that would look like. It doesn't need to look exactly like this,
[02:40:38] doesn't need to look exactly like this, but this is an example of what it would
[02:40:40] but this is an example of what it would look like. Okay? And this is, and again,
[02:40:43] look like. Okay? And this is, and again, you can block out like your scheduling
[02:40:44] you can block out like your scheduling in terms of uh training, coaching calls,
[02:40:47] in terms of uh training, coaching calls, different things like that. Everything
[02:40:49] different things like that. Everything needs to be scheduled out. You need to
[02:40:50] needs to be scheduled out. You need to know where you should be every hour of
[02:40:52] know where you should be every hour of the day. Okay? And then when we're
[02:40:55] the day. Okay? And then when we're talking about all this, when we're
[02:40:56] talking about all this, when we're talking about focus, one thing when we
[02:40:59] talking about focus, one thing when we are talking about improving on something
[02:41:01] are talking about improving on something is understanding the season's
[02:41:03] is understanding the season's philosophy. You cannot fit everything
[02:41:06] philosophy. You cannot fit everything into your schedule. Okay. The problem is
[02:41:09] into your schedule. Okay. The problem is with most people is they try to bite off
[02:41:12] with most people is they try to bite off way way way too much and then they end
[02:41:15] way way way too much and then they end up doing nothing. For example, the
[02:41:18] up doing nothing. For example, the person I was talking about earlier when
[02:41:19] person I was talking about earlier when I talked to him yesterday, his schedule
[02:41:21] I talked to him yesterday, his schedule really relied on the fact of him being
[02:41:24] really relied on the fact of him being able to live off of four hours of sleep
[02:41:26] able to live off of four hours of sleep consistently be able to build the
[02:41:28] consistently be able to build the business and work a 60-hour work week in
[02:41:32] business and work a 60-hour work week in a manual labor job. Not going to [ __ ]
[02:41:34] a manual labor job. Not going to [ __ ] happen. You can't do everything. You
[02:41:36] happen. You can't do everything. You can't have everything. Okay? So, there
[02:41:38] can't have everything. Okay? So, there are different seasons of life and you
[02:41:40] are different seasons of life and you have to understand what season you're
[02:41:41] have to understand what season you're at. Now, if you're in this program, I'm
[02:41:45] at. Now, if you're in this program, I'm going to assume it. Now, it may be a bad
[02:41:47] going to assume it. Now, it may be a bad assumption. I'm going to assume you're
[02:41:48] assumption. I'm going to assume you're in the season of money. Okay? So, there
[02:41:50] in the season of money. Okay? So, there are three big key areas of your life.
[02:41:53] are three big key areas of your life. Okay? Money, relationships, and health.
[02:41:55] Okay? Money, relationships, and health. So, if you're in the season of making
[02:41:57] So, if you're in the season of making money, everything else is going to be on
[02:41:59] money, everything else is going to be on the back burner. Your relationships,
[02:42:01] the back burner. Your relationships, your hobby, excessive training. All of
[02:42:04] your hobby, excessive training. All of it is minimized to the bare minimum
[02:42:05] it is minimized to the bare minimum required to sustain it. So, it doesn't
[02:42:08] required to sustain it. So, it doesn't mean you completely ignore your health,
[02:42:11] mean you completely ignore your health, you completely ignore your
[02:42:12] you completely ignore your relationships. What it means is you
[02:42:14] relationships. What it means is you lower it to the bare minimum to maintain
[02:42:17] lower it to the bare minimum to maintain those things. For example, I used to be
[02:42:19] those things. For example, I used to be a bodybuilder. Okay? When I was focused
[02:42:22] a bodybuilder. Okay? When I was focused purely on getting on stage and looking
[02:42:24] purely on getting on stage and looking the best I could be, I would work out
[02:42:28] the best I could be, I would work out two times a day, seven days a week,
[02:42:30] two times a day, seven days a week, okay? At least cardio and like lifting.
[02:42:34] okay? At least cardio and like lifting. Okay? So, just depending on what day,
[02:42:35] Okay? So, just depending on what day, dependent on like, hey, maybe two cardio
[02:42:37] dependent on like, hey, maybe two cardio sessions, maybe one cardio session, the
[02:42:39] sessions, maybe one cardio session, the lifting, whatever it is. Okay? now. And
[02:42:42] lifting, whatever it is. Okay? now. And it's like when I was doing that, like,
[02:42:44] it's like when I was doing that, like, yeah, I was working as a server, but I
[02:42:46] yeah, I was working as a server, but I didn't give a [ __ ] about money, okay?
[02:42:48] didn't give a [ __ ] about money, okay? You, you know, I was 19. Now I'm in the
[02:42:51] You, you know, I was 19. Now I'm in the season of making money. I work out two,
[02:42:55] season of making money. I work out two, three times, maybe four times a week in
[02:42:57] three times, maybe four times a week in terms of like lifting and then I'll go
[02:42:59] terms of like lifting and then I'll go on a walk every single day. Okay? So,
[02:43:02] on a walk every single day. Okay? So, the amount of exercise that I'm doing
[02:43:05] the amount of exercise that I'm doing now is not going to get me in the best
[02:43:06] now is not going to get me in the best shape of my life. It's just not. It just
[02:43:08] shape of my life. It's just not. It just isn't. But what I will is I'll maintain
[02:43:11] isn't. But what I will is I'll maintain what I have. So I'm not going to be like
[02:43:14] what I have. So I'm not going to be like massively improving my physique and my
[02:43:16] massively improving my physique and my health and looking like ultra shredded.
[02:43:18] health and looking like ultra shredded. Okay? I'm going to keep my six-pack and
[02:43:21] Okay? I'm going to keep my six-pack and keep my shape and I'm going to maintain
[02:43:23] keep my shape and I'm going to maintain right now. Okay? And if in the future I
[02:43:25] right now. Okay? And if in the future I really want to go ahead and dive more
[02:43:27] really want to go ahead and dive more into my health, then I'm just going to
[02:43:29] into my health, then I'm just going to maintain the money I'm making. Same
[02:43:31] maintain the money I'm making. Same thing with relationships. Okay? If
[02:43:33] thing with relationships. Okay? If you're in the season of like building a
[02:43:34] you're in the season of like building a family or deepening your relationship,
[02:43:36] family or deepening your relationship, your income may may be in maintenance
[02:43:38] your income may may be in maintenance mode. Okay? So, you just got to decide
[02:43:41] mode. Okay? So, you just got to decide what season that you're in. Are you in
[02:43:43] what season that you're in. Are you in the season of money, which means your
[02:43:45] the season of money, which means your relationships and your health is just
[02:43:47] relationships and your health is just more going to be in maintenance mode, or
[02:43:49] more going to be in maintenance mode, or your season of relationship or season of
[02:43:50] your season of relationship or season of health? Now, you're in this program.
[02:43:53] health? Now, you're in this program. We're talking about closing. We're
[02:43:54] We're talking about closing. We're talking about making money. Okay? So, I
[02:43:56] talking about making money. Okay? So, I I assume we're all in the money-making
[02:43:58] I assume we're all in the money-making season. So, that just means it doesn't
[02:44:00] season. So, that just means it doesn't mean that your relationships, your
[02:44:01] mean that your relationships, your health need to go to [ __ ] Do not get
[02:44:04] health need to go to [ __ ] Do not get fat. But what it does mean is you're
[02:44:08] fat. But what it does mean is you're going to be more in maintenance mode.
[02:44:10] going to be more in maintenance mode. And that doesn't mean you can't lose
[02:44:13] And that doesn't mean you can't lose weight or like, you know, have a bit of
[02:44:15] weight or like, you know, have a bit of a better relationship while you're
[02:44:17] a better relationship while you're improving your money. What I'm saying is
[02:44:19] improving your money. What I'm saying is like you're not going to be able to put
[02:44:21] like you're not going to be able to put as much focus onto it versus if you that
[02:44:24] as much focus onto it versus if you that was your main focus. So have money and
[02:44:27] was your main focus. So have money and your ability to make money and your
[02:44:29] your ability to make money and your ability to reach new heights that be the
[02:44:31] ability to reach new heights that be the main focus. And just understand when it
[02:44:34] main focus. And just understand when it comes to priority that means you are
[02:44:38] comes to priority that means you are putting other things on the back burner.
[02:44:40] putting other things on the back burner. Other things have to be unprioritized
[02:44:43] Other things have to be unprioritized for you to prioritize the things that
[02:44:45] for you to prioritize the things that matter. You cannot prioritize
[02:44:46] matter. You cannot prioritize everything.
[02:44:48] everything. It is physically impossible. Okay? So
[02:44:51] It is physically impossible. Okay? So you cannot be in multiple seasons at
[02:44:53] you cannot be in multiple seasons at once. You must choose how bad do you
[02:44:54] once. You must choose how bad do you want it. your willingness to sacrifice
[02:44:55] want it. your willingness to sacrifice in the short term determines how much
[02:44:57] in the short term determines how much you'll gain in the long term. Okay.
[02:44:59] you'll gain in the long term. Okay. Number five,
[02:45:02] Number five, energy management between calls. So the
[02:45:04] energy management between calls. So the game starts when you talk when you start
[02:45:06] game starts when you talk when you start taking your first call. The game is your
[02:45:08] taking your first call. The game is your entire day. All the calls you're going
[02:45:10] entire day. All the calls you're going to take. When you have time off between
[02:45:12] to take. When you have time off between your calls, you want to manage your
[02:45:14] your calls, you want to manage your state and your energy. This is not
[02:45:16] state and your energy. This is not downtime. This is recovery time. This is
[02:45:17] downtime. This is recovery time. This is sermons whether you show up to your next
[02:45:19] sermons whether you show up to your next call, excuse me, at 100% or at 60%. When
[02:45:23] call, excuse me, at 100% or at 60%. When you have a no-show or a break between
[02:45:25] you have a no-show or a break between calls, you need to discharge the
[02:45:28] calls, you need to discharge the pressure and reset your state before you
[02:45:30] pressure and reset your state before you get into the next calls. Okay? Elite
[02:45:33] get into the next calls. Okay? Elite closers understand that energy
[02:45:35] closers understand that energy management between calls is just as
[02:45:37] management between calls is just as important as the calls themselves. So,
[02:45:39] important as the calls themselves. So, we can't allow oursel by our fifth call
[02:45:42] we can't allow oursel by our fifth call to just be totally [ __ ] out of it.
[02:45:44] to just be totally [ __ ] out of it. Okay? So, how do we actually make sure
[02:45:47] Okay? So, how do we actually make sure we reset if we get a no-show or we reset
[02:45:50] we reset if we get a no-show or we reset in between calls?
[02:45:52] in between calls? So if we do have time in between calls,
[02:45:55] So if we do have time in between calls, let's say you get done with the call
[02:45:56] let's say you get done with the call like 45 minutes in, also do something
[02:45:58] like 45 minutes in, also do something like this as well. But there are going
[02:46:01] like this as well. But there are going to be times where you're back to backto
[02:46:03] to be times where you're back to backto backto back calls, okay, that you just
[02:46:05] backto back calls, okay, that you just can't do some of these things and that's
[02:46:06] can't do some of these things and that's fine. But during a no-show, we want to
[02:46:10] fine. But during a no-show, we want to go ahead and make sure we're hitting our
[02:46:11] go ahead and make sure we're hitting our reset. And then we also do schedule at
[02:46:14] reset. And then we also do schedule at least one reset during the day. Okay, at
[02:46:17] least one reset during the day. Okay, at least one. So how do we do the reset? So
[02:46:20] least one. So how do we do the reset? So realizer call is a no-show. Immediately
[02:46:23] realizer call is a no-show. Immediately leave your desk. Do not sit there and
[02:46:25] leave your desk. Do not sit there and spiral. Get up and move. Do one of the
[02:46:27] spiral. Get up and move. Do one of the following for 5 to 10 minutes. Yoga,
[02:46:30] following for 5 to 10 minutes. Yoga, jump rope, quick walk, any form of brief
[02:46:33] jump rope, quick walk, any form of brief exercise that gets you out of your head
[02:46:35] exercise that gets you out of your head and into your body. Then after we do
[02:46:37] and into your body. Then after we do that for 5 to 10 minutes, preferably we
[02:46:39] that for 5 to 10 minutes, preferably we go outside, but get in the [ __ ] sun.
[02:46:41] go outside, but get in the [ __ ] sun. Return to your desk. Get back into
[02:46:43] Return to your desk. Get back into dialing and your non-scheduled scheduled
[02:46:46] dialing and your non-scheduled scheduled activities, follow-up, admin, all that
[02:46:48] activities, follow-up, admin, all that stuff.
[02:46:49] stuff. The reset is not about learning more,
[02:46:51] The reset is not about learning more, getting better at sales. It's about
[02:46:53] getting better at sales. It's about discharging the pressure and setting
[02:46:55] discharging the pressure and setting your state so you can immediately return
[02:46:57] your state so you can immediately return to productive work. If you take six to
[02:46:59] to productive work. If you take six to seven backto-back calls without breaks,
[02:47:01] seven backto-back calls without breaks, your feeling of pressure is an
[02:47:03] your feeling of pressure is an accumulation through the whole day. If
[02:47:05] accumulation through the whole day. If you take two to three calls, you reset
[02:47:07] you take two to three calls, you reset with movement and then three to four
[02:47:08] with movement and then three to four more calls, then you've only accumulated
[02:47:11] more calls, then you've only accumulated three to four calls of being switched
[02:47:13] three to four calls of being switched on, right? So, it helps you reset so you
[02:47:15] on, right? So, it helps you reset so you don't overload yourself.
[02:47:18] don't overload yourself. Pillar six, the identity of being a
[02:47:22] Pillar six, the identity of being a focused professional. Ultimately, focus
[02:47:24] focused professional. Ultimately, focus is not something you do, it's something
[02:47:27] is not something you do, it's something you are. And I'm a real big proponent,
[02:47:29] you are. And I'm a real big proponent, as you probably know, of selling to
[02:47:31] as you probably know, of selling to identity, it's the biggest thing to get
[02:47:33] identity, it's the biggest thing to get people to move, not only other people,
[02:47:35] people to move, not only other people, but oursel as well. So, if we understand
[02:47:38] but oursel as well. So, if we understand that shifting other people's identity
[02:47:40] that shifting other people's identity helps them actually move forward, that
[02:47:42] helps them actually move forward, that we need to shift our own identity first.
[02:47:44] we need to shift our own identity first. Okay? And if you haven't watched the
[02:47:46] Okay? And if you haven't watched the training on how to shift or how to
[02:47:49] training on how to shift or how to overcome your own limiting beliefs to
[02:47:50] overcome your own limiting beliefs to overcome others, highly recommend you go
[02:47:52] overcome others, highly recommend you go over that training too. But you must
[02:47:54] over that training too. But you must build the identity of a person who is
[02:47:55] build the identity of a person who is focused, disciplined, and process
[02:47:57] focused, disciplined, and process driven. Humans crave consistency between
[02:48:00] driven. Humans crave consistency between their identity and their behavior. If
[02:48:02] their identity and their behavior. If you see yourself as someone who is
[02:48:04] you see yourself as someone who is easily distracted, you will be
[02:48:05] easily distracted, you will be unconsciously behave in ways that
[02:48:07] unconsciously behave in ways that confirm that belief. If you see yourself
[02:48:09] confirm that belief. If you see yourself as someone who is laser focused, you'll
[02:48:11] as someone who is laser focused, you'll naturally default to that focus.
[02:48:12] naturally default to that focus. Instead, you need to act like the person
[02:48:14] Instead, you need to act like the person you want to be. Even if, and especially
[02:48:17] you want to be. Even if, and especially when you don't believe it yet, you need
[02:48:19] when you don't believe it yet, you need to act it out. This is identity
[02:48:22] to act it out. This is identity stacking. Every time you execute the
[02:48:23] stacking. Every time you execute the focus work session, consciously tell
[02:48:26] focus work session, consciously tell yourself, "This is more evidence that I
[02:48:28] yourself, "This is more evidence that I am a focus professional." You are
[02:48:30] am a focus professional." You are actively building your own case for who
[02:48:32] actively building your own case for who you are. Okay. Identity stacking profile
[02:48:37] you are. Okay. Identity stacking profile protocol. Okay. Define your identity
[02:48:39] protocol. Okay. Define your identity statement. Actually create an identity
[02:48:41] statement. Actually create an identity statement. I am a kind of person who
[02:48:43] statement. I am a kind of person who focuses on one thing at a time. I'm the
[02:48:45] focuses on one thing at a time. I'm the kind of person who does deep work. I am
[02:48:47] kind of person who does deep work. I am a professional. Read the statement every
[02:48:49] a professional. Read the statement every morning. You're actually going to add
[02:48:52] morning. You're actually going to add this to your uh state checklist. So, not
[02:48:56] this to your uh state checklist. So, not only do you want to have five to 10
[02:48:59] only do you want to have five to 10 words, we also want to have at least one
[02:49:02] words, we also want to have at least one to two identity statements for the
[02:49:05] to two identity statements for the biggest things that we need to step
[02:49:07] biggest things that we need to step into. And if the big biggest thing you
[02:49:09] into. And if the big biggest thing you need to step into is focus, that we're
[02:49:11] need to step into is focus, that we're going to add that to our state checklist
[02:49:13] going to add that to our state checklist that we're going to read every single
[02:49:14] that we're going to read every single morning and every single night before we
[02:49:16] morning and every single night before we go to bed in between before every call.
[02:49:19] go to bed in between before every call. After every focus work session,
[02:49:21] After every focus work session, acknowledge it. I just proved to myself
[02:49:23] acknowledge it. I just proved to myself that I am focused. Over time, this
[02:49:25] that I am focused. Over time, this becomes your default self-concept. Your
[02:49:28] becomes your default self-concept. Your brain will start to align your behavior
[02:49:29] brain will start to align your behavior with this identity automatically.
[02:49:32] with this identity automatically. Pillar seven, living in truth, the
[02:49:34] Pillar seven, living in truth, the foundation of access. If you live your
[02:49:37] foundation of access. If you live your life outside of your sales calls, okay,
[02:49:40] life outside of your sales calls, okay, 5% more living on the line of truth, you
[02:49:44] 5% more living on the line of truth, you will close more deals, more people will
[02:49:46] will close more deals, more people will turn up to your calls, more people will
[02:49:48] turn up to your calls, more people will turn up to your calls ready to buy
[02:49:50] turn up to your calls ready to buy something, ready to change your life.
[02:49:52] something, ready to change your life. Basically what that quote is saying is
[02:49:55] Basically what that quote is saying is if you actually show up to your life the
[02:49:58] if you actually show up to your life the way that you need to and actually do the
[02:50:01] way that you need to and actually do the things that you know you should do that
[02:50:02] things that you know you should do that your conscious is telling you living in
[02:50:04] your conscious is telling you living in the truth of the things that you know
[02:50:06] the truth of the things that you know should do right not not other people's
[02:50:08] should do right not not other people's expectation of you expectation of
[02:50:12] expectation of you expectation of yourself then the kingdom of the
[02:50:14] yourself then the kingdom of the intelligence the ability to think the
[02:50:17] intelligence the ability to think the right way to the right thing to say on a
[02:50:19] right way to the right thing to say on a call to have the natural charisma to
[02:50:20] call to have the natural charisma to close deals effortlessly
[02:50:22] close deals effortlessly Okay, this will increase because you
[02:50:25] Okay, this will increase because you will not be given power that you don't
[02:50:28] will not be given power that you don't know how to wield. So, if you don't
[02:50:31] know how to wield. So, if you don't listen to yourself of what you should
[02:50:33] listen to yourself of what you should do, you're going to have a hard time
[02:50:35] do, you're going to have a hard time getting people to listen to you. If
[02:50:37] getting people to listen to you. If you're not honest with yourself, if
[02:50:39] you're not honest with yourself, if you're not living truthfully to what you
[02:50:40] you're not living truthfully to what you know you should do, you will not have
[02:50:42] know you should do, you will not have access to that power. It is
[02:50:44] access to that power. It is self-preservation. God, the universe or
[02:50:46] self-preservation. God, the universe or whatever you call it, it will not give
[02:50:48] whatever you call it, it will not give you the ability to close anybody if you
[02:50:50] you the ability to close anybody if you can't even lead yourself. Because if you
[02:50:52] can't even lead yourself. Because if you want to have power over somebody else,
[02:50:55] want to have power over somebody else, which that's what persuasion is, right?
[02:50:57] which that's what persuasion is, right? You need to have three times the power
[02:51:00] You need to have three times the power over your own self that you ask for
[02:51:03] over your own self that you ask for other people. So if you want to get
[02:51:05] other people. So if you want to get people to tell to do what you say, you
[02:51:08] people to tell to do what you say, you have to be able to get yourself to do
[02:51:10] have to be able to get yourself to do what you say. Okay, that is very very
[02:51:12] what you say. Okay, that is very very key.
[02:51:14] key. The number one person you need to be
[02:51:15] The number one person you need to be truthful to is yourself. If you wake up
[02:51:18] truthful to is yourself. If you wake up every day knowing there are things you
[02:51:20] every day knowing there are things you should do and you don't, you are living
[02:51:22] should do and you don't, you are living out of truth. You are a Ferrari driving
[02:51:25] out of truth. You are a Ferrari driving with a limiter on. Money follows
[02:51:27] with a limiter on. Money follows responsibility. You can't be responsible
[02:51:29] responsibility. You can't be responsible if you're not truthful to yourself.
[02:51:30] if you're not truthful to yourself. Responsibility means that you are doing
[02:51:33] Responsibility means that you are doing what is right. You cannot do what is
[02:51:35] what is right. You cannot do what is right if you're not living truthfully,
[02:51:37] right if you're not living truthfully, genuinely, authentically, and honestly
[02:51:39] genuinely, authentically, and honestly with yourself.
[02:51:41] with yourself. For example, when somebody comes to
[02:51:42] For example, when somebody comes to Jordan Peterson and they say like, "My
[02:51:44] Jordan Peterson and they say like, "My life is a meth mess." What he says is,
[02:51:47] life is a meth mess." What he says is, "Go clean your room. Make your bed.
[02:51:50] "Go clean your room. Make your bed. Start there." So, there are things in
[02:51:53] Start there." So, there are things in your life that you know you should be
[02:51:55] your life that you know you should be doing and you know you should be doing
[02:51:57] doing and you know you should be doing those things. And if you aren't doing
[02:51:59] those things. And if you aren't doing those things, even the small things like
[02:52:00] those things, even the small things like cleaning your room, picking up after
[02:52:02] cleaning your room, picking up after yourself, whatever it is, whatever
[02:52:04] yourself, whatever it is, whatever actually calls out to you, how you do
[02:52:06] actually calls out to you, how you do one thing is how you do everything. So
[02:52:08] one thing is how you do everything. So if you're falling short there, you're
[02:52:10] if you're falling short there, you're going to fall short in other areas, too.
[02:52:12] going to fall short in other areas, too. So you need to be able to be truthful to
[02:52:14] So you need to be able to be truthful to yourself that you're actually doing
[02:52:15] yourself that you're actually doing everything in your power possible to be
[02:52:17] everything in your power possible to be the best person that you need to be.
[02:52:19] the best person that you need to be. Okay? Because you need to practice
[02:52:21] Okay? Because you need to practice responsibility. From now on, you will
[02:52:24] responsibility. From now on, you will start noticing things that to that
[02:52:26] start noticing things that to that appear to be out of place, okay? And you
[02:52:29] appear to be out of place, okay? And you should be thinking, "Oh, I should
[02:52:30] should be thinking, "Oh, I should probably move that thing over there. I
[02:52:32] probably move that thing over there. I should tidy up." When those things make
[02:52:34] should tidy up." When those things make themselves present to you, you are you
[02:52:37] themselves present to you, you are you have a moment at that choice. Okay? Be
[02:52:40] have a moment at that choice. Okay? Be irresponsible or be responsible. It is
[02:52:43] irresponsible or be responsible. It is your choice. Okay?
[02:52:45] your choice. Okay? Turn in a blind eye. When something
[02:52:47] Turn in a blind eye. When something appears to you that needs to be attended
[02:52:49] appears to you that needs to be attended to and you ignore it, you brush it on
[02:52:50] to and you ignore it, you brush it on the carpet, you turn a blind eye. What
[02:52:53] the carpet, you turn a blind eye. What happens to your bank balance when you
[02:52:55] happens to your bank balance when you turn some a blind eye to things? It
[02:52:58] turn some a blind eye to things? It stays the same. It goes down. you turn
[02:53:00] stays the same. It goes down. you turn on blind eye to it. If you're not
[02:53:01] on blind eye to it. If you're not focusing on making more money, you don't
[02:53:03] focusing on making more money, you don't improve. If you're not focusing on
[02:53:05] improve. If you're not focusing on improving the world around you, your
[02:53:07] improving the world around you, your world around you won't improve. But when
[02:53:09] world around you won't improve. But when you take responsibility, when things
[02:53:11] you take responsibility, when things appear to you out of place and you
[02:53:12] appear to you out of place and you think, I'm going to make it a little bit
[02:53:13] think, I'm going to make it a little bit more beautiful, a little bit better for
[02:53:15] more beautiful, a little bit better for myself and for those around me. Your
[02:53:17] myself and for those around me. Your bank balance will start to go up. Okay?
[02:53:19] bank balance will start to go up. Okay? Because you are actually starting to
[02:53:22] Because you are actually starting to listen to yourself. And when you're more
[02:53:24] listen to yourself. And when you're more truthful to yourself, people will start
[02:53:26] truthful to yourself, people will start to believe you more. Your bank balance
[02:53:29] to believe you more. Your bank balance follows your responsibility. Your bank
[02:53:31] follows your responsibility. Your bank balance will rise exactly at the rate of
[02:53:34] balance will rise exactly at the rate of your level of self- responsibility rises
[02:53:36] your level of self- responsibility rises exactly to the scent to the dollar. The
[02:53:40] exactly to the scent to the dollar. The more you are appropriate with your
[02:53:42] more you are appropriate with your responsibility to yourself, the more you
[02:53:45] responsibility to yourself, the more you can appropriate to the responsibility of
[02:53:48] can appropriate to the responsibility of others. Okay? The more you can actually
[02:53:51] others. Okay? The more you can actually be responsible for yourself, the more
[02:53:52] be responsible for yourself, the more you could be responsible responsible
[02:53:54] you could be responsible responsible over others. Which means if you're
[02:53:56] over others. Which means if you're responsible of others, your bank balance
[02:53:58] responsible of others, your bank balance will increase.
[02:54:00] will increase. Your access to resource, your access to
[02:54:02] Your access to resource, your access to power will raise with the level of
[02:54:04] power will raise with the level of responsibility that rises so that you
[02:54:07] responsibility that rises so that you don't blow it up yourself. Okay, this is
[02:54:10] don't blow it up yourself. Okay, this is self-preservation and it's a good thing.
[02:54:12] self-preservation and it's a good thing. You cannot handle the power of closing
[02:54:14] You cannot handle the power of closing high ticket deals if you can't even
[02:54:16] high ticket deals if you can't even handle the responsibility of making your
[02:54:18] handle the responsibility of making your bet. Start small, build the muscle, and
[02:54:20] bet. Start small, build the muscle, and prove to the universe that you can be
[02:54:22] prove to the universe that you can be trusted with more. And prove to yourself
[02:54:24] trusted with more. And prove to yourself that you can actually trust yourself.
[02:54:26] that you can actually trust yourself. Okay? If you see things out of order,
[02:54:28] Okay? If you see things out of order, trust yourself. Be responsible with
[02:54:30] trust yourself. Be responsible with yourself. And then you can be
[02:54:32] yourself. And then you can be responsible for others. Okay?
[02:54:36] responsible for others. Okay? Part two, resilience. Since we talked
[02:54:38] Part two, resilience. Since we talked about focus, now we need to talk about
[02:54:41] about focus, now we need to talk about resilience. Okay? And the nature of
[02:54:42] resilience. Okay? And the nature of failure. So understand failure like
[02:54:46] failure. So understand failure like resistance is a fundamental law of the
[02:54:50] resistance is a fundamental law of the universe. It is not a possibility it is
[02:54:53] universe. It is not a possibility it is inevitable. The path to any meaningful
[02:54:56] inevitable. The path to any meaningful goal is paved with it. In sales it
[02:54:59] goal is paved with it. In sales it manifests as rejection, no shows and
[02:55:02] manifests as rejection, no shows and lost deals. The vast majority of people
[02:55:04] lost deals. The vast majority of people stop because of failure itself but
[02:55:06] stop because of failure itself but because of their psychological rejection
[02:55:09] because of their psychological rejection to it. They attach their identity to the
[02:55:12] to it. They attach their identity to the outcome. Okay. So most people do not
[02:55:15] outcome. Okay. So most people do not stop because the act of not getting a
[02:55:18] stop because the act of not getting a sale. They stop because of their
[02:55:20] sale. They stop because of their psychological reaction to it. So this
[02:55:24] psychological reaction to it. So this one quote encompass encompasses it all
[02:55:27] one quote encompass encompasses it all when we're talking about failure. It's
[02:55:29] when we're talking about failure. It's by Joo Willing. It's all failure besides
[02:55:33] by Joo Willing. It's all failure besides death is psychological.
[02:55:36] death is psychological. All failure besides death is
[02:55:39] All failure besides death is psychological.
[02:55:41] psychological. Okay. The vast majority of people stop
[02:55:43] Okay. The vast majority of people stop because of perceived failure in their
[02:55:46] because of perceived failure in their mind. So if you are not dead
[02:55:50] mind. So if you are not dead then only failure it it is just
[02:55:53] then only failure it it is just psychological. It is just something that
[02:55:54] psychological. It is just something that is in your mind. And if you are not dead
[02:55:57] is in your mind. And if you are not dead then you can try again and you can
[02:55:59] then you can try again and you can continue to push.
[02:56:01] continue to push. Your success will not be determined by
[02:56:04] Your success will not be determined by your ability to avoid failure. It will
[02:56:06] your ability to avoid failure. It will be by determined by the speed and
[02:56:10] be by determined by the speed and efficiency of your recovery from it.
[02:56:13] efficiency of your recovery from it. This is resilience. So you're never
[02:56:16] This is resilience. So you're never going to get out of not failing. It's
[02:56:18] going to get out of not failing. It's the ability to bounce back and it's your
[02:56:20] the ability to bounce back and it's your reaction to failure that will determine
[02:56:24] reaction to failure that will determine your success. Okay. So let's dive into
[02:56:26] your success. Okay. So let's dive into it. So just understand that this is
[02:56:29] it. So just understand that this is going to be a trial by fire. To achieve
[02:56:31] going to be a trial by fire. To achieve any meaningful goal, you must undergo a
[02:56:34] any meaningful goal, you must undergo a transformation. You must become a
[02:56:36] transformation. You must become a different person. The fact of the matter
[02:56:38] different person. The fact of the matter is the person who you are right now is
[02:56:43] is the person who you are right now is not going to achieve your goals. It is
[02:56:46] not going to achieve your goals. It is not going to make the money you want to
[02:56:47] not going to make the money you want to make because they are not good enough.
[02:56:50] make because they are not good enough. You need to become the person who is
[02:56:53] You need to become the person who is good enough. It will require everything
[02:56:58] good enough. It will require everything from you.
[02:57:00] from you. Understand that. And that is painful
[02:57:03] Understand that. And that is painful because you must become a different
[02:57:04] because you must become a different person. Someone with the character,
[02:57:06] person. Someone with the character, skills, and mindset capable of achieving
[02:57:08] skills, and mindset capable of achieving the goal. This transformation is not
[02:57:11] the goal. This transformation is not easy. It's painful. Between who you are
[02:57:13] easy. It's painful. Between who you are now and who you need to become is a wall
[02:57:16] now and who you need to become is a wall of fire. It represents pain, discomfort,
[02:57:19] of fire. It represents pain, discomfort, anxiety, fear, doubt, and every negative
[02:57:22] anxiety, fear, doubt, and every negative emotion. You cannot fly over it, dig
[02:57:25] emotion. You cannot fly over it, dig under it, or go around it. The only way
[02:57:28] under it, or go around it. The only way on the other side is to go through it.
[02:57:30] on the other side is to go through it. The sole and only reason for your
[02:57:32] The sole and only reason for your failure will be if you're not willing to
[02:57:35] failure will be if you're not willing to face the fire and walk forward through
[02:57:38] face the fire and walk forward through it every day. If you do not achieve your
[02:57:41] it every day. If you do not achieve your goal is because you're not getting up
[02:57:43] goal is because you're not getting up every single day and facing failure and
[02:57:47] every single day and facing failure and facing the fire. If you do that every
[02:57:49] facing the fire. If you do that every single day, you will achieve your goals.
[02:57:52] single day, you will achieve your goals. Maybe you don't achieve it in the time
[02:57:54] Maybe you don't achieve it in the time frame of which you want to, but you will
[02:57:56] frame of which you want to, but you will achieve your goals. The fire represents
[02:57:59] achieve your goals. The fire represents the daily grind, the rejection, the hard
[02:58:00] the daily grind, the rejection, the hard calls, the follow-ups, the discipline
[02:58:02] calls, the follow-ups, the discipline required to show up when you don't feel
[02:58:05] required to show up when you don't feel like it. By going through it and coming
[02:58:07] like it. By going through it and coming out on the other side, you complete the
[02:58:09] out on the other side, you complete the trial by fire. The universe has set out
[02:58:12] trial by fire. The universe has set out for you. Once you come out the other
[02:58:14] for you. Once you come out the other side, the universe will reward you with
[02:58:16] side, the universe will reward you with what you want, but only if you go
[02:58:18] what you want, but only if you go through the fire. There is a reason why
[02:58:22] through the fire. There is a reason why there is a common motif of dragons
[02:58:27] there is a common motif of dragons protecting gold. And the fact of the
[02:58:30] protecting gold. And the fact of the matter is knights have to go and they
[02:58:31] matter is knights have to go and they have to slay the dragon. So this
[02:58:34] have to slay the dragon. So this resistance that we talked about before,
[02:58:35] resistance that we talked about before, it is that dragon. But we need to slay
[02:58:38] it is that dragon. But we need to slay it. And when we do slay it, that's when
[02:58:41] it. And when we do slay it, that's when we get the gold. It is something that is
[02:58:43] we get the gold. It is something that is a law of the universe that we will have
[02:58:45] a law of the universe that we will have to go through fire to get what we want.
[02:58:48] to go through fire to get what we want. And if we expect us not to go through
[02:58:49] And if we expect us not to go through fire, if we expect us not to have these
[02:58:51] fire, if we expect us not to have these negative emotions, we're just going to
[02:58:53] negative emotions, we're just going to be waiting for a long time. and our
[02:58:54] be waiting for a long time. and our expectations do not meet with reality.
[02:58:58] expectations do not meet with reality. Every single person that you talk to who
[02:59:00] Every single person that you talk to who is successful, what they will tell you
[02:59:02] is successful, what they will tell you is yes, it was hard, but it was worth
[02:59:04] is yes, it was hard, but it was worth it. So, it comes down to yes, it's going
[02:59:06] it. So, it comes down to yes, it's going to be hard, but you have to decide if
[02:59:08] to be hard, but you have to decide if you're going to push through and make it
[02:59:10] you're going to push through and make it actually worth it. Because life as a
[02:59:12] actually worth it. Because life as a successful person, it'll be hard to get
[02:59:14] successful person, it'll be hard to get successful. Life as a poor person, it'll
[02:59:17] successful. Life as a poor person, it'll be hard being poor. Both are [ __ ]
[02:59:20] be hard being poor. Both are [ __ ] hard. You just got to decide is the
[02:59:23] hard. You just got to decide is the outcome actually worth it for you. And I
[02:59:25] outcome actually worth it for you. And I would assume not making the type of
[02:59:27] would assume not making the type of money you want to be making that's also
[02:59:28] money you want to be making that's also going to be hard but it's also not worth
[02:59:29] going to be hard but it's also not worth it. So suffering going through fire is
[02:59:33] it. So suffering going through fire is not negotiable. The reward through going
[02:59:36] not negotiable. The reward through going through the fire is negotiable. So you
[02:59:37] through the fire is negotiable. So you have to decide what reward you want and
[02:59:40] have to decide what reward you want and have the daily grind. Go through the
[02:59:42] have the daily grind. Go through the rejection to get the reward.
[02:59:47] Okay? And you have to come terms with
[02:59:49] Okay? And you have to come terms with pain. To become someone new, you must
[02:59:52] pain. To become someone new, you must face pain. Real hard, heavy pain. During
[02:59:57] face pain. Real hard, heavy pain. During this transformation, you must learn,
[02:59:59] this transformation, you must learn, live, and eat and breathe pain. It's all
[03:00:03] live, and eat and breathe pain. It's all you're going to know for a long time.
[03:00:05] you're going to know for a long time. You have to get comfortable with the
[03:00:07] You have to get comfortable with the pain of pushing through, with the pain
[03:00:10] pain of pushing through, with the pain of making the calls, with the pain of
[03:00:12] of making the calls, with the pain of showing up every single [ __ ] day
[03:00:15] showing up every single [ __ ] day doing the boring work that you know you
[03:00:17] doing the boring work that you know you should do, the easy the simple work, not
[03:00:20] should do, the easy the simple work, not easy work, the simple work for an
[03:00:21] easy work, the simple work for an unreasonable amount of time for you to
[03:00:23] unreasonable amount of time for you to achieve the levels of success that you
[03:00:25] achieve the levels of success that you want to achieve. The reason that people
[03:00:28] want to achieve. The reason that people really, and this is something that does
[03:00:30] really, and this is something that does come up a lot, that people say like,
[03:00:32] come up a lot, that people say like, "Oh, you come across so natural, like
[03:00:34] "Oh, you come across so natural, like you come across like this is very easy
[03:00:36] you come across like this is very easy to you, right? Like it's so crazy how
[03:00:39] to you, right? Like it's so crazy how you're able to make like so much like
[03:00:40] you're able to make like so much like when you're selling." Well, what they
[03:00:42] when you're selling." Well, what they don't see is the fact that sales was all
[03:00:45] don't see is the fact that sales was all I did every single [ __ ] day besides
[03:00:48] I did every single [ __ ] day besides taking one break a day a week sometimes,
[03:00:52] taking one break a day a week sometimes, okay? taking Sundays off. It was all I
[03:00:55] okay? taking Sundays off. It was all I did at least 10 hours a day, 12 hours a
[03:00:57] did at least 10 hours a day, 12 hours a day for five years. All I did. And at
[03:01:01] day for five years. All I did. And at the end of that, that's where the
[03:01:03] the end of that, that's where the success was. Now, if you want, if you
[03:01:05] success was. Now, if you want, if you don't want to be elite, elite elite
[03:01:07] don't want to be elite, elite elite elite level at sales, top 0001% of
[03:01:10] elite level at sales, top 0001% of sales, maybe it doesn't take you 5
[03:01:11] sales, maybe it doesn't take you 5 years, but it might take you three
[03:01:12] years, but it might take you three months. It might take you six months.
[03:01:13] months. It might take you six months. And with this guidance that I'm giving
[03:01:15] And with this guidance that I'm giving you, like I went through a lot more pain
[03:01:16] you, like I went through a lot more pain than probably I should have because I
[03:01:18] than probably I should have because I didn't have some of this guidance that
[03:01:19] didn't have some of this guidance that I'm giving you. Nobody sat in front of
[03:01:20] I'm giving you. Nobody sat in front of me and really laid this stuff out for
[03:01:22] me and really laid this stuff out for me, right? like I had to go search for
[03:01:23] me, right? like I had to go search for it myself. So my job is to help you not
[03:01:26] it myself. So my job is to help you not go through as much pain. But my job
[03:01:28] go through as much pain. But my job cannot be to make the pain not exist.
[03:01:31] cannot be to make the pain not exist. You will have to go through pain and
[03:01:33] You will have to go through pain and that is just life. Okay? You must accept
[03:01:36] that is just life. Okay? You must accept that this is a journey will be painful,
[03:01:38] that this is a journey will be painful, agonizing and will be will hurt to
[03:01:41] agonizing and will be will hurt to compete complete. But this is a price of
[03:01:44] compete complete. But this is a price of growth and freedom. Pay it. Okay? If I
[03:01:48] growth and freedom. Pay it. Okay? If I told you you have 12 months of growing
[03:01:51] told you you have 12 months of growing pains,
[03:01:53] pains, but at the end you get everything you
[03:01:54] but at the end you get everything you ever wanted, is it worth it? If the
[03:01:56] ever wanted, is it worth it? If the answer is yes, you have to go through
[03:01:57] answer is yes, you have to go through it. And growing pains, we have that
[03:01:59] it. And growing pains, we have that phrase because everyone understands when
[03:02:01] phrase because everyone understands when we physically grow, growing pains come
[03:02:03] we physically grow, growing pains come from it. The same applies to mental,
[03:02:06] from it. The same applies to mental, emotional, professional growth. It's not
[03:02:08] emotional, professional growth. It's not different. The discomfort you feel is
[03:02:11] different. The discomfort you feel is not a sign that something is wrong. It's
[03:02:12] not a sign that something is wrong. It's sign that something is working. If you
[03:02:14] sign that something is working. If you don't feel pain from growing, you're not
[03:02:16] don't feel pain from growing, you're not on the right thing. You are expanding
[03:02:19] on the right thing. You are expanding beyond your current capacity. Nobody
[03:02:21] beyond your current capacity. Nobody grows inside their comfort zone. The
[03:02:23] grows inside their comfort zone. The pain is a price of admission to the next
[03:02:25] pain is a price of admission to the next level.
[03:02:27] level. So understand the pillars of resilience.
[03:02:30] So understand the pillars of resilience. Okay. Resilience is not a passive trait.
[03:02:32] Okay. Resilience is not a passive trait. It's an active skill built and fortified
[03:02:34] It's an active skill built and fortified through application of unrelenting
[03:02:37] through application of unrelenting discipline. The following pillars
[03:02:39] discipline. The following pillars represent the non-negotiable systems
[03:02:41] represent the non-negotiable systems that elite closers use to bounce back
[03:02:43] that elite closers use to bounce back from adversity faster than their
[03:02:45] from adversity faster than their competition. These are not suggestions.
[03:02:48] competition. These are not suggestions. These are requirements. If you want to
[03:02:49] These are requirements. If you want to be elite, you must implement all of
[03:02:51] be elite, you must implement all of them. There are no shortcuts in life.
[03:02:54] them. There are no shortcuts in life. Okay? There is able to get knowledge
[03:02:57] Okay? There is able to get knowledge quicker, but there's no shortcoms
[03:03:00] quicker, but there's no shortcoms in life. So, when you're talking about
[03:03:03] in life. So, when you're talking about education, for example, I went through
[03:03:05] education, for example, I went through the pain to get all the information for
[03:03:07] the pain to get all the information for you so you can have it. But having this
[03:03:09] you so you can have it. But having this knowledge will not mean you won't go
[03:03:10] knowledge will not mean you won't go through pain. There's no shortcuts of
[03:03:12] through pain. There's no shortcuts of getting out of the pain. Okay. Pillar
[03:03:14] getting out of the pain. Okay. Pillar one, the engine, unrelenting discipline.
[03:03:17] one, the engine, unrelenting discipline. Discipline is the ability to do the work
[03:03:19] Discipline is the ability to do the work regardless of how you feel. It is the
[03:03:22] regardless of how you feel. It is the antidote to the emotional roller coaster
[03:03:24] antidote to the emotional roller coaster of sales. Motivation is a fleeting
[03:03:27] of sales. Motivation is a fleeting chemical reaction. Discipline is a
[03:03:30] chemical reaction. Discipline is a choice. It is the master skill to have
[03:03:33] choice. It is the master skill to have discipline to do the things you know you
[03:03:35] discipline to do the things you know you should do even though you don't feel
[03:03:36] should do even though you don't feel like it. For example, if I can tell you
[03:03:38] like it. For example, if I can tell you a real quick story, right now it is
[03:03:41] a real quick story, right now it is December 31st. It is 11:25 p.m. almost
[03:03:45] December 31st. It is 11:25 p.m. almost about to be midnight, almost about to be
[03:03:46] about to be midnight, almost about to be the new year. Today, my wife decided
[03:03:49] the new year. Today, my wife decided that she wanted to go shopping on New
[03:03:53] that she wanted to go shopping on New Year's Eve. And we went there and what
[03:03:55] Year's Eve. And we went there and what should have took 30 minutes took almost
[03:03:57] should have took 30 minutes took almost 4 hours due to the traffic and due to so
[03:04:00] 4 hours due to the traffic and due to so many roads being closed. And if you
[03:04:02] many roads being closed. And if you don't know this, I have to take grabs
[03:04:04] don't know this, I have to take grabs everywhere, which is like Uber in cars
[03:04:08] everywhere, which is like Uber in cars for Vimese people that do not make them
[03:04:12] for Vimese people that do not make them big enough for 6' tall white people.
[03:04:15] big enough for 6' tall white people. Right. So, my neck is cramping and
[03:04:16] Right. So, my neck is cramping and hurting the entire time. I've had neck
[03:04:18] hurting the entire time. I've had neck issues since I was at least 14. And
[03:04:22] issues since I was at least 14. And then, did I feel like I wanted to make
[03:04:23] then, did I feel like I wanted to make this after doing all that? Right. what
[03:04:26] this after doing all that? Right. what should have been 30 minutes took 4 hours
[03:04:28] should have been 30 minutes took 4 hours and is really just to get like some
[03:04:30] and is really just to get like some quick stuff that's like again like I
[03:04:31] quick stuff that's like again like I didn't even care about like no but I
[03:04:35] didn't even care about like no but I need to be here. Okay, my focus is here.
[03:04:39] need to be here. Okay, my focus is here. I had the discipline to show up
[03:04:41] I had the discipline to show up regardless of how I feel. If I allowed
[03:04:42] regardless of how I feel. If I allowed my emotions to dictate what I was doing
[03:04:45] my emotions to dictate what I was doing right now, I'd be in my bed probably
[03:04:47] right now, I'd be in my bed probably eating some [ __ ] snacks and just
[03:04:49] eating some [ __ ] snacks and just about to count down the new year. But
[03:04:51] about to count down the new year. But I'm not doing that. Why? Because
[03:04:53] I'm not doing that. Why? Because discipline equals freedom. That's by
[03:04:56] discipline equals freedom. That's by Jaco Willing. Okay. It is literally
[03:04:58] Jaco Willing. Okay. It is literally impossible to become successful without
[03:05:01] impossible to become successful without discipline. And the level to which you
[03:05:04] discipline. And the level to which you are disciplined and the level to which
[03:05:06] are disciplined and the level to which you exercise your willpower against your
[03:05:08] you exercise your willpower against your pain and your suffering is the level to
[03:05:11] pain and your suffering is the level to which you will succeed and get rich. So
[03:05:13] which you will succeed and get rich. So understand discipline is a muscle. We
[03:05:16] understand discipline is a muscle. We want to get away from motivation and get
[03:05:18] want to get away from motivation and get into discipline. Okay? Motivation is
[03:05:21] into discipline. Okay? Motivation is fleeting. It's external. Discipline is
[03:05:24] fleeting. It's external. Discipline is internal. It is strengthened not when
[03:05:27] internal. It is strengthened not when you feel good, but when you do the work
[03:05:30] you feel good, but when you do the work despite feeling bad. Okay? You want to
[03:05:33] despite feeling bad. Okay? You want to think you are a disciplined person until
[03:05:36] think you are a disciplined person until it's time to do something you don't want
[03:05:38] it's time to do something you don't want to do when you feel like [ __ ] Okay?
[03:05:41] to do when you feel like [ __ ] Okay? When I first started and I first got up
[03:05:43] When I first started and I first got up here into on my desk, like I didn't feel
[03:05:46] here into on my desk, like I didn't feel great. Now I'm like about 2 hours into
[03:05:48] great. Now I'm like about 2 hours into this training. I'm feeling a lot better.
[03:05:50] this training. I'm feeling a lot better. But starting it required discipline.
[03:05:52] But starting it required discipline. doing the work despite how you feel.
[03:05:55] doing the work despite how you feel. Every call you make after rejection is a
[03:05:57] Every call you make after rejection is a discipline curl. It is a conscious
[03:05:59] discipline curl. It is a conscious decision to delay gratification and ex
[03:06:02] decision to delay gratification and ex execute on the tasks that lead to
[03:06:04] execute on the tasks that lead to long-term success. This is discipline.
[03:06:10] long-term success. This is discipline. Okay. Discipline is a trainable skill.
[03:06:14] Okay. Discipline is a trainable skill. Hypers successful people are disciplined
[03:06:16] Hypers successful people are disciplined on a level you can't even comprehend
[03:06:18] on a level you can't even comprehend because discipline is a skill and it is
[03:06:20] because discipline is a skill and it is a muscle. And the same way that you can
[03:06:23] a muscle. And the same way that you can do a bicep curl to make your arm grow
[03:06:25] do a bicep curl to make your arm grow arms grow, you can also do discipline
[03:06:27] arms grow, you can also do discipline curls, right? Discipline ts task to grow
[03:06:31] curls, right? Discipline ts task to grow your discipline.
[03:06:33] your discipline. Every time you do something that is hard
[03:06:35] Every time you do something that is hard that you don't want to do, you become
[03:06:36] that you don't want to do, you become slightly more disciplined. And most of
[03:06:39] slightly more disciplined. And most of the time, most of the time, if you see
[03:06:41] the time, most of the time, if you see somebody who's much further along than
[03:06:42] somebody who's much further along than you, it's not that they're just a little
[03:06:44] you, it's not that they're just a little bit more disciplined than you or even
[03:06:46] bit more disciplined than you or even two times as disciplined as you.
[03:06:48] two times as disciplined as you. oftentimes it's orders of [ __ ]
[03:06:51] oftentimes it's orders of [ __ ] magnitude. But the problem with
[03:06:53] magnitude. But the problem with discipline and the problem with
[03:06:54] discipline and the problem with consistency is you cannot see it unless
[03:06:58] consistency is you cannot see it unless you're you you are actually it yourself.
[03:07:01] you're you you are actually it yourself. For example, you cannot see somebody
[03:07:03] For example, you cannot see somebody show up to the office taking their calls
[03:07:06] show up to the office taking their calls 12 hours a day every single day for a
[03:07:08] 12 hours a day every single day for a year unless you're also at the office
[03:07:11] year unless you're also at the office doing the work you need to do for a
[03:07:12] doing the work you need to do for a year. Right? So discipline is very hard
[03:07:16] year. Right? So discipline is very hard to actually observe. Consistency is very
[03:07:19] to actually observe. Consistency is very hard to observe. Okay. But oftent times,
[03:07:22] hard to observe. Okay. But oftent times, okay, the people, hypers successful
[03:07:24] okay, the people, hypers successful people are much more disciplined than
[03:07:26] people are much more disciplined than what you think they are. Okay? And this
[03:07:28] what you think they are. Okay? And this is a muscle that we can work on. Again,
[03:07:30] is a muscle that we can work on. Again, we're not searching for perfection, but
[03:07:33] we're not searching for perfection, but we just need to get better every single
[03:07:35] we just need to get better every single day with it. Okay? So, what is
[03:07:36] day with it. Okay? So, what is discipline? Doing the work. Okay? And
[03:07:38] discipline? Doing the work. Okay? And resisting impulses. Work. Meeting
[03:07:40] resisting impulses. Work. Meeting resistance with effort. I had effort.
[03:07:43] resistance with effort. I had effort. now I'm doing work or I had resistance
[03:07:45] now I'm doing work or I had resistance now I'm doing work and then rest is
[03:07:47] now I'm doing work and then rest is ceasing to work mental or physical
[03:07:48] ceasing to work mental or physical inactivity and we need to have all of
[03:07:51] inactivity and we need to have all of them okay and we'll go through each of
[03:07:52] them okay and we'll go through each of them the protocol actions over emotions
[03:07:58] them the protocol actions over emotions your feelings are irrelevant to the
[03:08:00] your feelings are irrelevant to the executions of your task the work is the
[03:08:03] executions of your task the work is the work your KPIs is is not your close rate
[03:08:07] work your KPIs is is not your close rate it is your adherence to the process did
[03:08:10] it is your adherence to the process did you do the work today did you follow
[03:08:12] you do the work today did you follow your sales process process. Did you give
[03:08:15] your sales process process. Did you give every single call your all? Okay, your
[03:08:18] every single call your all? Okay, your KPI, what you should be focusing on.
[03:08:19] KPI, what you should be focusing on. Yes, you should at least be aware of
[03:08:21] Yes, you should at least be aware of your close rate, but the main one that
[03:08:23] your close rate, but the main one that matters is did you actually give every
[03:08:25] matters is did you actually give every single call you had on the calendar your
[03:08:27] single call you had on the calendar your all? Did you actually follow the
[03:08:29] all? Did you actually follow the process? That is the only variable that
[03:08:31] process? That is the only variable that is under your control. Okay? The only
[03:08:34] is under your control. Okay? The only mindset you need to have is to do the
[03:08:35] mindset you need to have is to do the work. And the work is defined as thing
[03:08:38] work. And the work is defined as thing you know you need to do but you don't
[03:08:39] you know you need to do but you don't want to do.
[03:08:41] want to do. So when it comes to doing the work,
[03:08:43] So when it comes to doing the work, okay, you need to define your
[03:08:45] okay, you need to define your non-negotiables. There should be three
[03:08:46] non-negotiables. There should be three to five tasks that you must complete
[03:08:48] to five tasks that you must complete every single day, no matter what.
[03:08:50] every single day, no matter what. Whether that be again your follow-ups,
[03:08:54] Whether that be again your follow-ups, your calls, doing every single call,
[03:08:56] your calls, doing every single call, giving it your all, making sure you're
[03:08:58] giving it your all, making sure you're following up, making sure you're asking
[03:09:00] following up, making sure you're asking for a referral on every single call.
[03:09:02] for a referral on every single call. Okay? Execute on these tasks first
[03:09:04] Okay? Execute on these tasks first before everything else before email,
[03:09:06] before everything else before email, before Slack, before coffee. Okay? Make
[03:09:08] before Slack, before coffee. Okay? Make sure you execute on these tasks. Do not
[03:09:11] sure you execute on these tasks. Do not negotiate with yourself. We don't
[03:09:12] negotiate with yourself. We don't negotiate with terrorists. Whether you
[03:09:14] negotiate with terrorists. Whether you feel like it or not, your feelings are
[03:09:16] feel like it or not, your feelings are irrelevant. Remember this truth. The
[03:09:18] irrelevant. Remember this truth. The disciplined person and an undisiplined
[03:09:20] disciplined person and an undisiplined person feel the same emotions. The
[03:09:23] person feel the same emotions. The difference is the disciplined person
[03:09:25] difference is the disciplined person acts anyway. And this is one of the
[03:09:28] acts anyway. And this is one of the biggest common misperceptions
[03:09:31] biggest common misperceptions that especially talking to uh some of
[03:09:34] that especially talking to uh some of the younger guys that I see come up
[03:09:36] the younger guys that I see come up quite often is they're saying like, "Oh,
[03:09:39] quite often is they're saying like, "Oh, well, I'm having like a hard time doing
[03:09:40] well, I'm having like a hard time doing the work. I think it's just like a
[03:09:42] the work. I think it's just like a mindset issue or I have these negative
[03:09:44] mindset issue or I have these negative emotions and then I think that's
[03:09:46] emotions and then I think that's stopping me from doing the work." Blah
[03:09:47] stopping me from doing the work." Blah blah blah blah blah blah blah. Okay. So,
[03:09:50] blah blah blah blah blah blah. Okay. So, for like for example, I had a
[03:09:53] for like for example, I had a conversation yesterday and he said
[03:09:54] conversation yesterday and he said something similar to that. He's saying,
[03:09:56] something similar to that. He's saying, "Christian, I just don't feel worthy. So
[03:09:59] "Christian, I just don't feel worthy. So then I just don't do the work." So, and
[03:10:01] then I just don't do the work." So, and my response is one of two things. Like,
[03:10:03] my response is one of two things. Like, number one, it doesn't matter to do the
[03:10:06] number one, it doesn't matter to do the work. And number two, there is something
[03:10:08] work. And number two, there is something that we can do to really address this
[03:10:10] that we can do to really address this underlying belief, right? To make us
[03:10:12] underlying belief, right? To make us feel happier overall, but it doesn't
[03:10:15] feel happier overall, but it doesn't actually impact our ability to do the
[03:10:17] actually impact our ability to do the work or not do the work, right? It
[03:10:19] work or not do the work, right? It doesn't impact the outcomes we'll get if
[03:10:21] doesn't impact the outcomes we'll get if we do do the work. Okay? If you just do
[03:10:24] we do do the work. Okay? If you just do the work regardless of how you feel,
[03:10:26] the work regardless of how you feel, even if you feel insignificant, even if
[03:10:28] even if you feel insignificant, even if you feel not good enough, if you do the
[03:10:30] you feel not good enough, if you do the work, you will get the outcomes. So you
[03:10:32] work, you will get the outcomes. So you have to think about this. the richest
[03:10:33] have to think about this. the richest person in the world right now, right? At
[03:10:35] person in the world right now, right? At least the time of making this, maybe
[03:10:36] least the time of making this, maybe it'll change, is Elon Musk by Elon Musk
[03:10:40] it'll change, is Elon Musk by Elon Musk actions of [ __ ] posting on Twitter,
[03:10:43] actions of [ __ ] posting on Twitter, right? Telling people to [ __ ] off on
[03:10:44] right? Telling people to [ __ ] off on Twitter when they call him out, by
[03:10:47] Twitter when they call him out, by telling people, lying to people that he
[03:10:50] telling people, lying to people that he was the best gamer at this specific game
[03:10:53] was the best gamer at this specific game in the world, but then later coming out
[03:10:54] in the world, but then later coming out that he was paying players to play for
[03:10:56] that he was paying players to play for him and level up his characters. He is
[03:11:00] him and level up his characters. He is somebody who is very obviously insecure
[03:11:04] somebody who is very obviously insecure in some certain areas. Okay. No human is
[03:11:07] in some certain areas. Okay. No human is perfect. He has in he has some
[03:11:09] perfect. He has in he has some insecurity. Our president of the United
[03:11:12] insecurity. Our president of the United States, President Trump at this time,
[03:11:13] States, President Trump at this time, right? Whether you love him, whether you
[03:11:15] right? Whether you love him, whether you hate him, he does a tr like does do some
[03:11:19] hate him, he does a tr like does do some he does some things that comes across as
[03:11:22] he does some things that comes across as thin skinned, right? [ __ ] posting on
[03:11:25] thin skinned, right? [ __ ] posting on Twitter like call like [ __ ] uh if
[03:11:28] Twitter like call like [ __ ] uh if anybody calls him names like very thin
[03:11:30] anybody calls him names like very thin skinned and he is a billionaire and the
[03:11:33] skinned and he is a billionaire and the most powerful person in the world right
[03:11:35] most powerful person in the world right now. Okay, his mental shortcomings cuz
[03:11:40] now. Okay, his mental shortcomings cuz we all have mental shortcomings. His
[03:11:42] we all have mental shortcomings. His insecurity cuz we all have insecurity
[03:11:45] insecurity cuz we all have insecurity does not stop him from doing the work.
[03:11:47] does not stop him from doing the work. It didn't stop him from making all his
[03:11:49] It didn't stop him from making all his real estate deals. It didn't stop him
[03:11:50] real estate deals. It didn't stop him from running for president. It didn't
[03:11:52] from running for president. It didn't stop him from performing well in the
[03:11:54] stop him from performing well in the debates. So, he got the presidency. Same
[03:11:56] debates. So, he got the presidency. Same thing with Elon Musk. His insecurity,
[03:11:58] thing with Elon Musk. His insecurity, his inner thoughts did not prevent him
[03:11:59] his inner thoughts did not prevent him from doing the work of creating three
[03:12:01] from doing the work of creating three businesses. That now makes him the
[03:12:02] businesses. That now makes him the richest man in the world. The same thing
[03:12:04] richest man in the world. The same thing with here. An undisiplined person feels
[03:12:07] with here. An undisiplined person feels these same emotions as the disciplined
[03:12:10] these same emotions as the disciplined person. They both feel the same
[03:12:11] person. They both feel the same emotions. The disciplined person just
[03:12:14] emotions. The disciplined person just does the work regardless of how they
[03:12:16] does the work regardless of how they feel because how you feel should not
[03:12:18] feel because how you feel should not dictate the work that you do. And I
[03:12:20] dictate the work that you do. And I promise you, despite how you feel, even
[03:12:22] promise you, despite how you feel, even if you feel like you should have, you
[03:12:25] if you feel like you should have, you know, you should be in a $100,000 worth
[03:12:27] know, you should be in a $100,000 worth of debt, if you feel this way, and you
[03:12:29] of debt, if you feel this way, and you really do feel this way, but you do the
[03:12:31] really do feel this way, but you do the work you know you should do, you will
[03:12:32] work you know you should do, you will make money. Okay. Now, is it better if
[03:12:35] make money. Okay. Now, is it better if we can get to the right state and not
[03:12:37] we can get to the right state and not have to deal with this? Yes. But this
[03:12:39] have to deal with this? Yes. But this will never be your kryptonite. This will
[03:12:42] will never be your kryptonite. This will never be an excuse. Whether you feel
[03:12:44] never be an excuse. Whether you feel like it, whether you don't feel like it,
[03:12:46] like it, whether you don't feel like it, you do the work regardless. That's what
[03:12:48] you do the work regardless. That's what discipline is. Okay? Remember that
[03:12:52] discipline is. Okay? Remember that because we have to understand the
[03:12:54] because we have to understand the delaying gratific gratification. Okay.
[03:12:57] delaying gratific gratification. Okay. The secret to disciplining yourself is
[03:12:59] The secret to disciplining yourself is to train your brain to think about the
[03:13:01] to train your brain to think about the long term. Okay. And live accordingly to
[03:13:04] long term. Okay. And live accordingly to the long-term goals. You have to hook
[03:13:06] the long-term goals. You have to hook yourself on long-term gratification
[03:13:09] yourself on long-term gratification means that you wait for reward. When you
[03:13:11] means that you wait for reward. When you do something, you don't see the positive
[03:13:13] do something, you don't see the positive effects of doing that things for weeks,
[03:13:16] effects of doing that things for weeks, months, years, or even decades to come.
[03:13:18] months, years, or even decades to come. Okay, this is what masters of any field
[03:13:22] Okay, this is what masters of any field are capable of. Every action they take
[03:13:25] are capable of. Every action they take is pegged against a long term. The
[03:13:28] is pegged against a long term. The alternative is instant gratification.
[03:13:31] alternative is instant gratification. Like we talked about before, okay? You
[03:13:33] Like we talked about before, okay? You want it, you want it now. YouTube,
[03:13:36] want it, you want it now. YouTube, Netflix, sugar, comments, views,
[03:13:38] Netflix, sugar, comments, views, smoking, drugs, music, whatever it is,
[03:13:40] smoking, drugs, music, whatever it is, most people are hooked on instant
[03:13:42] most people are hooked on instant gratification and they are miserable
[03:13:43] gratification and they are miserable because of it. And it's hard to build
[03:13:46] because of it. And it's hard to build discipline when we're purely looking for
[03:13:49] discipline when we're purely looking for instant gratification rather than
[03:13:51] instant gratification rather than delaying gratification.
[03:13:54] delaying gratification. So here are 10 components of delayed
[03:13:56] So here are 10 components of delayed gratification. Okay. So first and
[03:13:59] gratification. Okay. So first and foremost we need to res resist impulse
[03:14:01] foremost we need to res resist impulse consistent resist all urges to give into
[03:14:05] consistent resist all urges to give into impulse and temptations. Number two
[03:14:08] impulse and temptations. Number two sleep. Sleep helps your willpower so
[03:14:12] sleep. Sleep helps your willpower so much more than what you would think.
[03:14:14] much more than what you would think. Okay? Go to bed and wake up at the same
[03:14:15] Okay? Go to bed and wake up at the same time every day without wavering.
[03:14:17] time every day without wavering. Gratitude. Give thanks for what you have
[03:14:19] Gratitude. Give thanks for what you have every single day and recognize your
[03:14:20] every single day and recognize your blessing. Okay? If you're a believer in
[03:14:22] blessing. Okay? If you're a believer in God, if you're a believer in Jesus like
[03:14:24] God, if you're a believer in Jesus like I am, right? I pray every single day to
[03:14:26] I am, right? I pray every single day to God. I am very thankful for what I have.
[03:14:29] God. I am very thankful for what I have. Okay? If you don't believe in those
[03:14:30] Okay? If you don't believe in those things, just be thankful you're alive.
[03:14:32] things, just be thankful you're alive. Gratitude is a way that really grounds
[03:14:35] Gratitude is a way that really grounds you. Okay? And you should be practicing
[03:14:37] you. Okay? And you should be practicing every single day. Goals. Keep your eye
[03:14:39] every single day. Goals. Keep your eye on the prize. Never forget your goal.
[03:14:41] on the prize. Never forget your goal. Look at it daily. Again, you should have
[03:14:43] Look at it daily. Again, you should have already mapped out all your goals. Those
[03:14:45] already mapped out all your goals. Those in previous trainings, but if you
[03:14:46] in previous trainings, but if you haven't, go down, map out your goals.
[03:14:49] haven't, go down, map out your goals. Organization, keep your emails, phone,
[03:14:50] Organization, keep your emails, phone, desk, house, office, bedroom. Keep it
[03:14:53] desk, house, office, bedroom. Keep it clean. Okay? Keep it clean. Now, me
[03:14:56] clean. Okay? Keep it clean. Now, me personally, I'm not a very clean person.
[03:14:58] personally, I'm not a very clean person. I hire somebody to clean my [ __ ]
[03:14:59] I hire somebody to clean my [ __ ] places. And if you don't have the money
[03:15:01] places. And if you don't have the money to hire somebody to clean, right, which
[03:15:03] to hire somebody to clean, right, which probably would cost maybe two to 500 a
[03:15:06] probably would cost maybe two to 500 a month depending on how often you're
[03:15:07] month depending on how often you're having them clean and how big your place
[03:15:08] having them clean and how big your place is, right? Get your [ __ ] money up,
[03:15:11] is, right? Get your [ __ ] money up, right? Clean in the meantime. Do
[03:15:12] right? Clean in the meantime. Do something you don't want to do and then
[03:15:13] something you don't want to do and then hire somebody to clean. Okay. Six, time
[03:15:16] hire somebody to clean. Okay. Six, time management. Plan your time meticulously
[03:15:17] management. Plan your time meticulously and always have a priority list
[03:15:20] and always have a priority list unlocked. Plan out your day. Seven,
[03:15:22] unlocked. Plan out your day. Seven, diet. Cut out everything besides single
[03:15:24] diet. Cut out everything besides single ingredient foods. simplify it and stick
[03:15:27] ingredient foods. simplify it and stick to it because again just like we were
[03:15:29] to it because again just like we were talking about before this will hijack
[03:15:31] talking about before this will hijack your brain to want to do instant
[03:15:33] your brain to want to do instant gratification things. When you have
[03:15:35] gratification things. When you have sugar, it makes you want to shave crave
[03:15:38] sugar, it makes you want to shave crave more sugary things which will make you
[03:15:40] more sugary things which will make you do more things that are into dopamine,
[03:15:42] do more things that are into dopamine, YouTube, porn, junk, like more junk
[03:15:44] YouTube, porn, junk, like more junk food, whatever it is. So, you'll fall
[03:15:46] food, whatever it is. So, you'll fall more into it. Okay. Eight, exercise.
[03:15:49] more into it. Okay. Eight, exercise. Exercise teaches you, and I'll go a lot
[03:15:52] Exercise teaches you, and I'll go a lot more deep on exercise. I'll make its own
[03:15:54] more deep on exercise. I'll make its own module. Okay. Exercise gives you the
[03:15:56] module. Okay. Exercise gives you the tools of pushing through hard like hard
[03:15:58] tools of pushing through hard like hard work. Okay? Work out at least four times
[03:16:01] work. Okay? Work out at least four times a week with intensity regardless of your
[03:16:03] a week with intensity regardless of your mood. Okay. Nine, love suffering. Okay.
[03:16:06] mood. Okay. Nine, love suffering. Okay. Embrace the trial by fire. Meet the
[03:16:08] Embrace the trial by fire. Meet the effort with the resistance. Okay. And
[03:16:11] effort with the resistance. Okay. And face pain.
[03:16:13] face pain. So, when it comes to loving pain,
[03:16:16] So, when it comes to loving pain, because this one is um when you first
[03:16:19] because this one is um when you first hear it, it might not sound great, but
[03:16:22] hear it, it might not sound great, but understand life is suffering. Okay? It's
[03:16:26] understand life is suffering. Okay? It's just about you have to be able to
[03:16:27] just about you have to be able to embrace it and have a goal or strive for
[03:16:32] embrace it and have a goal or strive for something that makes the suffering worth
[03:16:34] something that makes the suffering worth it. Like for example, if if you're not
[03:16:37] it. Like for example, if if you're not religious, maybe this isn't hit as well,
[03:16:39] religious, maybe this isn't hit as well, but you know Jesus tells us to pick up
[03:16:41] but you know Jesus tells us to pick up our cross, pick up our suffering, okay,
[03:16:44] our cross, pick up our suffering, okay, and bear it. Life is suffering, right?
[03:16:48] and bear it. Life is suffering, right? You can all the ancient philosophers
[03:16:50] You can all the ancient philosophers Buddha all them like they talk about
[03:16:52] Buddha all them like they talk about life being suffering like suffering is a
[03:16:54] life being suffering like suffering is a part of the process right but it's
[03:16:56] part of the process right but it's finding the beauty in the suffering it's
[03:16:59] finding the beauty in the suffering it's finding the beauty in the pain it's
[03:17:01] finding the beauty in the pain it's finding the goals that make it worth it
[03:17:04] finding the goals that make it worth it that's how you can love the suffering
[03:17:07] that's how you can love the suffering for example I've gone through a lot of
[03:17:09] for example I've gone through a lot of pain and discomfort like me personally
[03:17:12] pain and discomfort like me personally um you know a lot of late nights early
[03:17:16] um you know a lot of late nights early mornings working while going through uh
[03:17:19] mornings working while going through uh lots of issues with my neck. I've had to
[03:17:21] lots of issues with my neck. I've had to get so many uh different neck procedures
[03:17:24] get so many uh different neck procedures and different things like that. Being in
[03:17:25] and different things like that. Being in a lot of pain at my worst, right, with
[03:17:29] a lot of pain at my worst, right, with my neck issues,
[03:17:31] my neck issues, I was um really my neck, the ligaments
[03:17:37] I was um really my neck, the ligaments between the bones are really loose. So,
[03:17:39] between the bones are really loose. So, my neck falls off the bones. And if you
[03:17:42] my neck falls off the bones. And if you know anything about the neck, there are
[03:17:43] know anything about the neck, there are certain nerves in there. And that's also
[03:17:45] certain nerves in there. And that's also where your jugular vein is. And if you
[03:17:47] where your jugular vein is. And if you know anything about your jugular vein,
[03:17:49] know anything about your jugular vein, if you cut off your jugular vein, you
[03:17:50] if you cut off your jugular vein, you will black the [ __ ] out, right? Because
[03:17:52] will black the [ __ ] out, right? Because that's all the blood to your brain. So
[03:17:54] that's all the blood to your brain. So when I would sit up, this was about 3,
[03:17:57] when I would sit up, this was about 3, four years ago. When I would sit up for
[03:17:59] four years ago. When I would sit up for an extended period of time, uh I
[03:18:01] an extended period of time, uh I actually got this tested, no blood would
[03:18:04] actually got this tested, no blood would rush to my brain. And if I sat up for
[03:18:07] rush to my brain. And if I sat up for too long, like sitting down in a chair,
[03:18:09] too long, like sitting down in a chair, I would start to black out. It would
[03:18:11] I would start to black out. It would take about 45 minutes for me to start to
[03:18:14] take about 45 minutes for me to start to start to see spots. And if I waited like
[03:18:17] start to see spots. And if I waited like 55 minutes, like I would pass out. So in
[03:18:21] 55 minutes, like I would pass out. So in order to get the treatments I needed, I
[03:18:23] order to get the treatments I needed, I needed to close some [ __ ] deals. So
[03:18:26] needed to close some [ __ ] deals. So in my very small studio apartment in
[03:18:29] in my very small studio apartment in Miami, which was 300 square ft, by the
[03:18:33] Miami, which was 300 square ft, by the way, okay, that was right next to the
[03:18:36] way, okay, that was right next to the beach. I would have to close deals
[03:18:40] beach. I would have to close deals before 45 minutes before me seeing spots
[03:18:42] before 45 minutes before me seeing spots so I can lay down on my back for 15
[03:18:45] so I can lay down on my back for 15 minutes for blood to rush back into my
[03:18:48] minutes for blood to rush back into my brain to hop back on calls. Okay? And
[03:18:51] brain to hop back on calls. Okay? And make sure I did not move my head at all
[03:18:54] make sure I did not move my head at all while I was on the calls or I would
[03:18:55] while I was on the calls or I would tweak my neck and it would really
[03:18:57] tweak my neck and it would really [ __ ] hurt. And I had to go through
[03:19:00] [ __ ] hurt. And I had to go through that pain so I can get the treatment so
[03:19:03] that pain so I can get the treatment so then I could be better. So then I can go
[03:19:05] then I could be better. So then I can go harder in the pay in sales so I can make
[03:19:07] harder in the pay in sales so I can make more money. So then I can meet my wife
[03:19:09] more money. So then I can meet my wife and now I have my daughter sitting at
[03:19:10] and now I have my daughter sitting at home and she's never going to have to
[03:19:12] home and she's never going to have to worry about money growing up at all.
[03:19:14] worry about money growing up at all. Okay, all that was suffering. But I love
[03:19:17] Okay, all that was suffering. But I love the suffering. I love the suffering now
[03:19:19] the suffering. I love the suffering now because what I get out of it, it's all a
[03:19:21] because what I get out of it, it's all a part of the journey. And number 10 last
[03:19:24] part of the journey. And number 10 last is persistence. Okay. Do one through
[03:19:27] is persistence. Okay. Do one through nine all day every day without wavering.
[03:19:29] nine all day every day without wavering. Hell high or hell come hell or high
[03:19:31] Hell high or hell come hell or high water. Okay.
[03:19:34] water. Okay. Pillar two, all or nothing mindset. If
[03:19:37] Pillar two, all or nothing mindset. If you want to get results, if you want
[03:19:39] you want to get results, if you want this mindset thing to work, you have to
[03:19:41] this mindset thing to work, you have to be allin. This success thing is an all
[03:19:44] be allin. This success thing is an all or nothing affair. You need to be the
[03:19:47] or nothing affair. You need to be the top from everywhere in your life. You
[03:19:50] top from everywhere in your life. You cannot be slacking in any area of your
[03:19:53] cannot be slacking in any area of your life. How you do one thing is how you do
[03:19:55] life. How you do one thing is how you do everything. Okay? For example, even now,
[03:19:59] everything. Okay? For example, even now, even though, like I said, like I'm
[03:20:01] even though, like I said, like I'm working out like three times or so per
[03:20:02] working out like three times or so per week, okay, in terms of lifting and then
[03:20:05] week, okay, in terms of lifting and then I'm walking every single day. But every
[03:20:07] I'm walking every single day. But every single time I'm in the gym, I am
[03:20:10] single time I'm in the gym, I am searching and I am pushing myself to my
[03:20:14] searching and I am pushing myself to my physical limit. Okay? I'm not going six
[03:20:16] physical limit. Okay? I'm not going six days a week because again, I'm focusing
[03:20:18] days a week because again, I'm focusing on money and I'm in that season of life.
[03:20:20] on money and I'm in that season of life. But when I do something, I am doing it
[03:20:23] But when I do something, I am doing it up to my standards of being great. And
[03:20:26] up to my standards of being great. And it's not always that I have to or I'm
[03:20:28] it's not always that I have to or I'm super passionate about everything I do,
[03:20:31] super passionate about everything I do, but I'm super passionate about being
[03:20:33] but I'm super passionate about being good at what I do. So, anything that I
[03:20:35] good at what I do. So, anything that I do, I do it to the best of my ability.
[03:20:39] do, I do it to the best of my ability. And the reason is is because how you do
[03:20:41] And the reason is is because how you do one thing is how you do everything. So,
[03:20:43] one thing is how you do everything. So, if I halfass it in the gym, and I'm the
[03:20:47] if I halfass it in the gym, and I'm the only one that's going to know if I
[03:20:48] only one that's going to know if I halfass it in the gym, if I don't do
[03:20:49] halfass it in the gym, if I don't do that extra set, if I don't go like, you
[03:20:52] that extra set, if I don't go like, you know, do those extra steps or whatever
[03:20:53] know, do those extra steps or whatever it is. I'm the only one going to know
[03:20:56] it is. I'm the only one going to know I'm coming up short, but that's going to
[03:20:58] I'm coming up short, but that's going to seep in. And then I'm going to in the
[03:21:00] seep in. And then I'm going to in the back of my bed brain subconsciously,
[03:21:03] back of my bed brain subconsciously, you're going to think it's okay to come
[03:21:05] you're going to think it's okay to come up short in other areas. And it's not
[03:21:07] up short in other areas. And it's not because discipline is a universal
[03:21:09] because discipline is a universal currency and so is laziness. If you are
[03:21:12] currency and so is laziness. If you are see if you see or if you're seeing
[03:21:15] see if you see or if you're seeing instant gratification in one area of
[03:21:17] instant gratification in one area of your life, this will seep into other
[03:21:19] your life, this will seep into other areas of your life and destroy your
[03:21:20] areas of your life and destroy your chances of being successful. How someone
[03:21:23] chances of being successful. How someone works out is how they will work. How
[03:21:25] works out is how they will work. How someone socializes is how they work. How
[03:21:28] someone socializes is how they work. How someone watches a movie is how they will
[03:21:30] someone watches a movie is how they will work. How someone sleeps is how they
[03:21:32] work. How someone sleeps is how they will work. How someone reads is how they
[03:21:34] will work. How someone reads is how they would work. Okay? If you're watching a
[03:21:36] would work. Okay? If you're watching a movie, let's say you're actually taking
[03:21:37] movie, let's say you're actually taking a bit of a break. Let's say it's Sunday,
[03:21:39] a bit of a break. Let's say it's Sunday, you're watching a movie, and you can't
[03:21:41] you're watching a movie, and you can't help but be on your [ __ ] phone the
[03:21:43] help but be on your [ __ ] phone the entire time. You can't focus on the
[03:21:46] entire time. You can't focus on the actual movie. You're teaching your brain
[03:21:48] actual movie. You're teaching your brain to not focus on one thing. That type of
[03:21:51] to not focus on one thing. That type of mentality is training your brain to
[03:21:54] mentality is training your brain to split its focus and that will show up in
[03:21:56] split its focus and that will show up in your work. So then when you're on a call
[03:21:58] your work. So then when you're on a call and you notice yourself drifting off
[03:22:00] and you notice yourself drifting off into to La La Land, that's why because
[03:22:02] into to La La Land, that's why because you're training your brain to do that.
[03:22:04] you're training your brain to do that. Now, am I saying that if you don't go
[03:22:06] Now, am I saying that if you don't go allin, all or nothing all the time, you
[03:22:08] allin, all or nothing all the time, you won't improve at all. No, I'm not saying
[03:22:10] won't improve at all. No, I'm not saying that, right? If you're 50, if you go 50%
[03:22:13] that, right? If you're 50, if you go 50% allin, right, you'll get 50% of the
[03:22:16] allin, right, you'll get 50% of the results. But if you want 100% of the
[03:22:17] results. But if you want 100% of the results, you want to be the best version
[03:22:19] results, you want to be the best version of yourself you can be, you have to go
[03:22:21] of yourself you can be, you have to go 100%. Half measures get half results.
[03:22:24] 100%. Half measures get half results. Okay? So here are the eight areas of
[03:22:26] Okay? So here are the eight areas of discipline. So we have our business,
[03:22:28] discipline. So we have our business, okay? Pushing the business forward
[03:22:30] okay? Pushing the business forward consistently as hard as you can. Okay?
[03:22:32] consistently as hard as you can. Okay? Whether it's sales, whether it's
[03:22:33] Whether it's sales, whether it's business, we have our finances.
[03:22:36] business, we have our finances. Are we saving money, being smart,
[03:22:37] Are we saving money, being smart, investing wisely, not spending like a
[03:22:40] investing wisely, not spending like a [ __ ] idiot? Okay? Body exercising,
[03:22:44] [ __ ] idiot? Okay? Body exercising, eating clean, sleeping well, taking your
[03:22:45] eating clean, sleeping well, taking your health seriously. Focus, focusing on one
[03:22:48] health seriously. Focus, focusing on one thing at a time. Dopamine, managing
[03:22:50] thing at a time. Dopamine, managing dopamine, not over stimulating. Okay.
[03:22:52] dopamine, not over stimulating. Okay. Mind, are we meditating, keeping
[03:22:54] Mind, are we meditating, keeping yourself in check, managing your
[03:22:56] yourself in check, managing your emotions? Social, are we removing bad
[03:22:59] emotions? Social, are we removing bad friends and bad people that don't help
[03:23:01] friends and bad people that don't help you achieve your goals? Knowledge. Are
[03:23:03] you achieve your goals? Knowledge. Are we consistently learning new things and
[03:23:05] we consistently learning new things and becoming an information smudge? Now,
[03:23:07] becoming an information smudge? Now, you're taking this training, so I
[03:23:09] you're taking this training, so I hopefully that last one, we can check
[03:23:11] hopefully that last one, we can check that box. But I would say the only other
[03:23:13] that box. But I would say the only other one we or the only two we really haven't
[03:23:15] one we or the only two we really haven't do dove in on too much is like the
[03:23:18] do dove in on too much is like the finances and the social. Okay, finances
[03:23:20] finances and the social. Okay, finances obviously you want to raise the amount
[03:23:22] obviously you want to raise the amount that you're financing, but you also want
[03:23:24] that you're financing, but you also want to be in a spot to where again you're
[03:23:27] to be in a spot to where again you're spending your money wisely. You're able
[03:23:28] spending your money wisely. You're able to save up and again I'm going to do
[03:23:30] to save up and again I'm going to do more trainings on how do you get the
[03:23:32] more trainings on how do you get the most out of your finances and things
[03:23:34] most out of your finances and things like that as well. But just making sure
[03:23:36] like that as well. But just making sure you're being smart with your finances,
[03:23:37] you're being smart with your finances, okay? Spend less than you [ __ ] make.
[03:23:40] okay? Spend less than you [ __ ] make. That's as simple as it is, at least to
[03:23:42] That's as simple as it is, at least to start off with. When we're talking about
[03:23:44] start off with. When we're talking about your social, you should not allow people
[03:23:47] your social, you should not allow people who are a drain on your energy to have
[03:23:51] who are a drain on your energy to have at least as that much access to you. If
[03:23:54] at least as that much access to you. If they're your immediate family and you're
[03:23:56] they're your immediate family and you're living with them and things like that,
[03:23:58] living with them and things like that, like there's only so much you can do,
[03:24:00] like there's only so much you can do, but as much as you can, you need to be
[03:24:02] but as much as you can, you need to be in control of the people around you. For
[03:24:05] in control of the people around you. For example, I don't talk to any of my
[03:24:07] example, I don't talk to any of my friends from high school. The last time
[03:24:09] friends from high school. The last time I talked to my friends from high school
[03:24:11] I talked to my friends from high school was right before I was moving uh from
[03:24:15] was right before I was moving uh from Kansas to Miami. And it made me super
[03:24:18] Kansas to Miami. And it made me super uncomfortable because at that time,
[03:24:20] uncomfortable because at that time, okay, I was, you know, in really good
[03:24:22] okay, I was, you know, in really good shape. I just figured out about this
[03:24:25] shape. I just figured out about this sales thing and I started making some
[03:24:26] sales thing and I started making some [ __ ] money, right? Um, and things are
[03:24:30] [ __ ] money, right? Um, and things are going well. Like, and I was about to
[03:24:32] going well. Like, and I was about to move to Miami and like, you know,
[03:24:34] move to Miami and like, you know, somebody from Kansas, like that's a
[03:24:35] somebody from Kansas, like that's a that's a big deal. And I, you know, I I
[03:24:39] that's a big deal. And I, you know, I I just I I and this was after I graduated
[03:24:41] just I I and this was after I graduated college and I just hadn't talked to him
[03:24:43] college and I just hadn't talked to him in a while. But, you know, I ran into
[03:24:45] in a while. But, you know, I ran into one and he's like, "Oh, yeah, come hang
[03:24:46] one and he's like, "Oh, yeah, come hang out." And it's like when I got there and
[03:24:48] out." And it's like when I got there and there's a group of like five of us that
[03:24:50] there's a group of like five of us that were all like in football and like
[03:24:52] were all like in football and like wrestling and stuff together. Uh, five
[03:24:54] wrestling and stuff together. Uh, five or six. And it's like half of them were
[03:24:55] or six. And it's like half of them were already fat and the other ones who
[03:24:57] already fat and the other ones who weren't fat besides like one guy like
[03:24:59] weren't fat besides like one guy like didn't they none of them had their life
[03:25:01] didn't they none of them had their life together. And it was very weird because
[03:25:03] together. And it was very weird because like how they looked at me with like
[03:25:05] like how they looked at me with like envy is a very weird feeling of like
[03:25:08] envy is a very weird feeling of like they saw what I was doing that they
[03:25:10] they saw what I was doing that they could be doing too but they just didn't
[03:25:12] could be doing too but they just didn't have like the discipline and drive to do
[03:25:14] have like the discipline and drive to do so. Okay. So you got to be careful of
[03:25:15] so. Okay. So you got to be careful of the people around you.
[03:25:18] the people around you. You should
[03:25:20] You should very very closely pay attention how
[03:25:22] very very closely pay attention how people act when things are going well
[03:25:24] people act when things are going well for you. If things are going well for
[03:25:26] for you. If things are going well for you and somebody acts in any way but
[03:25:29] you and somebody acts in any way but absolutely positive, get them out of
[03:25:31] absolutely positive, get them out of your [ __ ] life. Okay, I'll just say
[03:25:34] your [ __ ] life. Okay, I'll just say that.
[03:25:36] that. Okay, so why all or nothing? It isn't
[03:25:38] Okay, so why all or nothing? It isn't your it is impossible for your brain to
[03:25:41] your it is impossible for your brain to differentiate between task. It treats
[03:25:43] differentiate between task. It treats everything like the same. Okay, your
[03:25:45] everything like the same. Okay, your brain works on familiar familiarity and
[03:25:47] brain works on familiar familiarity and application. Whatever mode it is most
[03:25:50] application. Whatever mode it is most familiar with applying, that's the mode
[03:25:51] familiar with applying, that's the mode it'll apply to work. Okay. If you're
[03:25:54] it'll apply to work. Okay. If you're seeking delayed gratification in your
[03:25:55] seeking delayed gratification in your work, but instant gratification
[03:25:56] work, but instant gratification everywhere else in your life, your work
[03:25:58] everywhere else in your life, your work will suffer and your business will fail.
[03:26:00] will suffer and your business will fail. This is because the brain will default
[03:26:02] This is because the brain will default to the easiest mode since it is familiar
[03:26:05] to the easiest mode since it is familiar with it. Okay? People don't have
[03:26:08] with it. Okay? People don't have business problems, they have personal
[03:26:09] business problems, they have personal problems that reflect in their business.
[03:26:11] problems that reflect in their business. I'm sure we've all heard this. It's the
[03:26:13] I'm sure we've all heard this. It's the same thing for sales. People don't have
[03:26:15] same thing for sales. People don't have sales problems, they have personal
[03:26:17] sales problems, they have personal problems that reflect in their sales.
[03:26:19] problems that reflect in their sales. Okay? A business is the top of the
[03:26:22] Okay? A business is the top of the founders's life. Imagine it as pressure.
[03:26:25] founders's life. Imagine it as pressure. The founder has cracks everywhere else
[03:26:27] The founder has cracks everywhere else in his or her life. The pressure, they
[03:26:29] in his or her life. The pressure, they expand in the cracks, everything fall
[03:26:31] expand in the cracks, everything fall apart. You truly can't get away with
[03:26:33] apart. You truly can't get away with anything. That addiction, that habit,
[03:26:34] anything. That addiction, that habit, that person, that snack, everything.
[03:26:37] that person, that snack, everything. Okay? You can't get away with
[03:26:38] Okay? You can't get away with everything. Okay? Also, as well, this
[03:26:41] everything. Okay? Also, as well, this applies to sales. Okay? Sales and
[03:26:43] applies to sales. Okay? Sales and business in my mind they go hand in hand
[03:26:45] business in my mind they go hand in hand because you should view yourself as a
[03:26:48] because you should view yourself as a salesperson as a business owner inside
[03:26:50] salesperson as a business owner inside another business. Okay. So that's why I
[03:26:53] another business. Okay. So that's why I intertwine the two from business person
[03:26:54] intertwine the two from business person and salesperson. In my head they're
[03:26:56] and salesperson. In my head they're pretty much the same same thing. Okay.
[03:26:59] pretty much the same same thing. Okay. Pillar three, the mindset failure as
[03:27:01] Pillar three, the mindset failure as data data. Okay. To become resilient,
[03:27:04] data data. Okay. To become resilient, you must fundamentally reframe your
[03:27:06] you must fundamentally reframe your relationship with failure. It is not an
[03:27:09] relationship with failure. It is not an indictment of your character or skill.
[03:27:11] indictment of your character or skill. It is simply data. It is a feedback from
[03:27:14] It is simply data. It is a feedback from the market on your process, your
[03:27:16] the market on your process, your messaging, your targeting. Nothing more.
[03:27:18] messaging, your targeting. Nothing more. Separate your identity from the results.
[03:27:20] Separate your identity from the results. The ego resists hard things because
[03:27:23] The ego resists hard things because effort, risk, failure. And failure feels
[03:27:25] effort, risk, failure. And failure feels like identity death. Okay. FA fear of
[03:27:28] like identity death. Okay. FA fear of failure is the obvious version. Every
[03:27:30] failure is the obvious version. Every mistake becomes feedback rather than
[03:27:32] mistake becomes feedback rather than some kind of failure. If you see
[03:27:34] some kind of failure. If you see yourself as someone disciplined, you
[03:27:36] yourself as someone disciplined, you naturally default to action even on
[03:27:37] naturally default to action even on tough days. The self-image built only on
[03:27:40] tough days. The self-image built only on words is fragile because it always one
[03:27:43] words is fragile because it always one failure away from shattering. What I'm
[03:27:46] failure away from shattering. What I'm what I'm really writing there is you
[03:27:49] what I'm really writing there is you want to build your self-image on
[03:27:51] want to build your self-image on actions, not words. If you have a lot of
[03:27:54] actions, not words. If you have a lot of actions to back up your self-image, it's
[03:27:56] actions to back up your self-image, it's much less likely to shatter. But if it's
[03:27:58] much less likely to shatter. But if it's just based off the words, empty words,
[03:28:00] just based off the words, empty words, they're going to be likely to shatter.
[03:28:02] they're going to be likely to shatter. And if we actually view our non-closes,
[03:28:05] And if we actually view our non-closes, our failures as not being able to
[03:28:07] our failures as not being able to overcome an objection, we look at it as
[03:28:09] overcome an objection, we look at it as data rather than as just as a failure.
[03:28:11] data rather than as just as a failure. Okay, that's something we can actually
[03:28:13] Okay, that's something we can actually improve on. If we just said like, oh,
[03:28:15] improve on. If we just said like, oh, [ __ ] up that call, like we don't learn
[03:28:16] [ __ ] up that call, like we don't learn from that. We need to learn from our
[03:28:19] from that. We need to learn from our calls that we messed up on. We need to
[03:28:20] calls that we messed up on. We need to learn from our failures. Okay? So, we
[03:28:23] learn from our failures. Okay? So, we need to have the scientific mindset.
[03:28:25] need to have the scientific mindset. Okay? Adopt an experimental mindset.
[03:28:27] Okay? Adopt an experimental mindset. Every call, every interaction, every
[03:28:28] Every call, every interaction, every campaign is an experiment. you are
[03:28:30] campaign is an experiment. you are testing either the ego can label it
[03:28:33] testing either the ego can label it can't label as a failure because it's a
[03:28:35] can't label as a failure because it's a win-win because you learn either way ask
[03:28:38] win-win because you learn either way ask yourself
[03:28:39] yourself why did this go wrong over time this
[03:28:42] why did this go wrong over time this experimental mindset the scientific
[03:28:44] experimental mindset the scientific mindset makes it resilient so you're
[03:28:46] mindset makes it resilient so you're going into every single call as it is an
[03:28:51] going into every single call as it is an experiment okay do I have the correct
[03:28:54] experiment okay do I have the correct hypothesis to make this sales call close
[03:28:57] hypothesis to make this sales call close yes or no and if it doesn't close why
[03:28:59] yes or no and if it doesn't close why didn't it close So it's not a win or
[03:29:01] didn't it close So it's not a win or loss. It's a an experiment. And if it
[03:29:05] loss. It's a an experiment. And if it doesn't actually hold, okay, what is the
[03:29:07] doesn't actually hold, okay, what is the data ta telling me? What didn't work?
[03:29:09] data ta telling me? What didn't work? What do I need to adjust? Okay, so the
[03:29:11] What do I need to adjust? Okay, so the old mindset, I failed, therefore I'm a
[03:29:12] old mindset, I failed, therefore I'm a failure. New mindset is the approach
[03:29:15] failure. New mindset is the approach didn't work. What can I adjust?
[03:29:17] didn't work. What can I adjust? Rejection is feedback on my process.
[03:29:19] Rejection is feedback on my process. Failure is data. Okay, the protocol, the
[03:29:22] Failure is data. Okay, the protocol, the 60-cond rule. After a bad call or a lost
[03:29:24] 60-cond rule. After a bad call or a lost deal, you have 60 second window to feel
[03:29:28] deal, you have 60 second window to feel an emotion. Be pissed. Be frustrated.
[03:29:32] an emotion. Be pissed. Be frustrated. Feel it fully. After that, emotion is a
[03:29:35] Feel it fully. After that, emotion is a luxury you can't afford. Okay. After 60
[03:29:39] luxury you can't afford. Okay. After 60 seconds, you're about to close a deal
[03:29:40] seconds, you're about to close a deal and then they're like, "You know what,
[03:29:42] and then they're like, "You know what, Christian? Uh, actually, uh, [ __ ] you."
[03:29:44] Christian? Uh, actually, uh, [ __ ] you." And then they hang up. Okay. Get out.
[03:29:47] And then they hang up. Okay. Get out. AUDIBLE [ __ ] Get up. Right. Let out the
[03:29:52] AUDIBLE [ __ ] Get up. Right. Let out the emotion. Be pissed. Be frustrated. Full
[03:29:54] emotion. Be pissed. Be frustrated. Full it fully. Feel it fully. Okay. After 60
[03:29:57] it fully. Feel it fully. Okay. After 60 seconds, drop it. Okay, get on to your
[03:30:00] seconds, drop it. Okay, get on to your next task. Okay, what is the lesson?
[03:30:03] next task. Okay, what is the lesson? What is the data telling me? How can I
[03:30:05] What is the data telling me? How can I ingest my process? Okay, so stand up,
[03:30:08] ingest my process? Okay, so stand up, walk away from your desk, say next out
[03:30:10] walk away from your desk, say next out loud, and then get on to the next thing.
[03:30:13] loud, and then get on to the next thing. Transform your losses into assets. And
[03:30:16] Transform your losses into assets. And if you have more time between your next
[03:30:18] if you have more time between your next call, do what we talked about before. Go
[03:30:21] call, do what we talked about before. Go outside, get a five minute walk in, do
[03:30:24] outside, get a five minute walk in, do some yoga, do some jump rope, and reset
[03:30:26] some yoga, do some jump rope, and reset your body physically as well. Okay? But
[03:30:28] your body physically as well. Okay? But just depending if you have time, if you
[03:30:30] just depending if you have time, if you don't have time, okay? If you do have
[03:30:32] don't have time, okay? If you do have time, do it. If you don't have time, at
[03:30:34] time, do it. If you don't have time, at least take these two minutes to reset
[03:30:36] least take these two minutes to reset yourself.
[03:30:39] yourself. Okay? The weekly postmortem. Okay? After
[03:30:43] Okay? The weekly postmortem. Okay? After every week, we need to go ahead and look
[03:30:45] every week, we need to go ahead and look at what we need to do differently. So
[03:30:48] at what we need to do differently. So take the top three failures, top three
[03:30:51] take the top three failures, top three fuckups of the week and write down what
[03:30:53] fuckups of the week and write down what are your lessons learned and what you
[03:30:55] are your lessons learned and what you need to actually adjust for next week.
[03:30:57] need to actually adjust for next week. Keeping track of data also is going to
[03:30:58] Keeping track of data also is going to help this quite a bit on what are the
[03:31:00] help this quite a bit on what are the biggest lessons that you learned from
[03:31:02] biggest lessons that you learned from this past week through the data and
[03:31:04] this past week through the data and through your failures that you need to
[03:31:06] through your failures that you need to adjust moving forward. Pillar four, the
[03:31:09] adjust moving forward. Pillar four, the bounceback protocol. Recovering in
[03:31:11] bounceback protocol. Recovering in minutes, not days. Your income is
[03:31:14] minutes, not days. Your income is directly proportional to the speed of
[03:31:16] directly proportional to the speed of recovery from a setback. The pros don't
[03:31:18] recovery from a setback. The pros don't wallow, they reload again.
[03:31:21] wallow, they reload again. The longer you wallow in your failure,
[03:31:23] The longer you wallow in your failure, the heavier the restart feels. Every
[03:31:25] the heavier the restart feels. Every time you come back, you teach your brain
[03:31:27] time you come back, you teach your brain that failure isn't the end. It's a
[03:31:29] that failure isn't the end. It's a checkpoint again. Every failure besides
[03:31:33] checkpoint again. Every failure besides death is psychological. Okay? We just
[03:31:35] death is psychological. Okay? We just need to build the bounceback mechanism
[03:31:38] need to build the bounceback mechanism in our brain to bounce back from it. Get
[03:31:40] in our brain to bounce back from it. Get ready for the mechanisms of the fastest
[03:31:42] ready for the mechanisms of the fastest bouncebacks in the world. Okay? Once you
[03:31:45] bouncebacks in the world. Okay? Once you get obsessed with the return instead of
[03:31:47] get obsessed with the return instead of the streak, your relationship with
[03:31:48] the streak, your relationship with failure transforms. When the reward
[03:31:51] failure transforms. When the reward evaporates and all that's left is
[03:31:53] evaporates and all that's left is failure, you have a decision. Spiral or
[03:31:56] failure, you have a decision. Spiral or salvage. So, we can either we have a
[03:31:58] salvage. So, we can either we have a decision after every failure, after
[03:32:00] decision after every failure, after every [ __ ] up call, after every bad
[03:32:01] every [ __ ] up call, after every bad day, after every bad week. Okay? It's
[03:32:05] day, after every bad week. Okay? It's not just about like after every bad
[03:32:06] not just about like after every bad call. It's about after every after every
[03:32:08] call. It's about after every after every bad day. After every bad week, maybe
[03:32:10] bad day. After every bad week, maybe you're having a bad [ __ ] month. You
[03:32:12] you're having a bad [ __ ] month. You have a choice. Are you going to spiral
[03:32:14] have a choice. Are you going to spiral and let it get worse and let that bad
[03:32:16] and let it get worse and let that bad week turn into bad two weeks? Or are you
[03:32:18] week turn into bad two weeks? Or are you going to salvage? Are you going to pick
[03:32:20] going to salvage? Are you going to pick yourself up? Are you going to learn from
[03:32:21] yourself up? Are you going to learn from this bad week and get better? Okay,
[03:32:24] this bad week and get better? Okay, that's the choice you have to make. So,
[03:32:26] that's the choice you have to make. So, the mechanisms of a fast recovery, okay,
[03:32:28] the mechanisms of a fast recovery, okay, the the key to reduce the size of the
[03:32:32] the the key to reduce the size of the starting push until it feels
[03:32:34] starting push until it feels effortlessly. Okay, for example, let's
[03:32:36] effortlessly. Okay, for example, let's just say you're doing outbound dials and
[03:32:39] just say you're doing outbound dials and you get somebody to tell you to [ __ ]
[03:32:41] you get somebody to tell you to [ __ ] off, right? If you're having a hard time
[03:32:43] off, right? If you're having a hard time to start dialing it again, identify the
[03:32:45] to start dialing it again, identify the smallest possible action, just one call,
[03:32:48] smallest possible action, just one call, like one email, whatever it is, and just
[03:32:50] like one email, whatever it is, and just like, hey, I'm just going to do that.
[03:32:52] like, hey, I'm just going to do that. Once you start doing that, it's much
[03:32:54] Once you start doing that, it's much more easy for you to continue. Okay? If
[03:32:57] more easy for you to continue. Okay? If you have another call, this kind of
[03:32:58] you have another call, this kind of forces you to have to get back into it.
[03:33:01] forces you to have to get back into it. So, it really emphasizes the letting the
[03:33:03] So, it really emphasizes the letting the emotion go before you hop on. So, again,
[03:33:05] emotion go before you hop on. So, again, take the 60 seconds, go outside. Like
[03:33:08] take the 60 seconds, go outside. Like for me, I have my balcony here or I'd
[03:33:10] for me, I have my balcony here or I'd have my balcony in Miami and I'll just
[03:33:12] have my balcony in Miami and I'll just like take a deep breath, read my uh you
[03:33:17] like take a deep breath, read my uh you know state checklist and then get back
[03:33:19] know state checklist and then get back into it. Okay,
[03:33:23] the anxiety systems that account for
[03:33:25] the anxiety systems that account for failure. So you want anytime that we do
[03:33:28] failure. So you want anytime that we do have any type of failures, what we want
[03:33:30] have any type of failures, what we want to do is we don't want those days to
[03:33:32] to do is we don't want those days to spiral into weeks. That's why these
[03:33:34] spiral into weeks. That's why these routines like automations, the
[03:33:36] routines like automations, the commitments we have are super super key.
[03:33:38] commitments we have are super super key. So don't allow like a bad day in terms
[03:33:41] So don't allow like a bad day in terms of your calls, make it to where you
[03:33:42] of your calls, make it to where you don't schedule out your day for the next
[03:33:45] don't schedule out your day for the next day. Okay? Don't make it where you don't
[03:33:48] day. Okay? Don't make it where you don't actually do your evening routine. If you
[03:33:50] actually do your evening routine. If you allow that to seep into those other
[03:33:52] allow that to seep into those other things that you need to do, it will
[03:33:54] things that you need to do, it will carry into the next day. That's why
[03:33:56] carry into the next day. That's why pres-scheduled work blocks and your
[03:33:58] pres-scheduled work blocks and your routines are super important. If you do
[03:34:00] routines are super important. If you do have a really hard time with this
[03:34:02] have a really hard time with this accounting Accountability partners are
[03:34:04] accounting Accountability partners are soup like can really come into play.
[03:34:06] soup like can really come into play. Okay. Where you can have somebody that
[03:34:08] Okay. Where you can have somebody that you know and it's like hey if I don't
[03:34:09] you know and it's like hey if I don't achieve what I need to do if I don't do
[03:34:11] achieve what I need to do if I don't do the actions that are required if I allow
[03:34:13] the actions that are required if I allow my emotions get the best of me like hey
[03:34:14] my emotions get the best of me like hey I have to send you a hundred bucks and
[03:34:16] I have to send you a hundred bucks and you have to check in with them every
[03:34:17] you have to check in with them every day. Okay. Also like automation right
[03:34:20] day. Okay. Also like automation right make sure like everything that we can
[03:34:22] make sure like everything that we can like you know uh CRM our calendar our
[03:34:24] like you know uh CRM our calendar our blocks our alarm as well. You should
[03:34:27] blocks our alarm as well. You should have an alarm for, you know, your
[03:34:29] have an alarm for, you know, your morning routine and your nightly
[03:34:30] morning routine and your nightly routine. Like have those things in
[03:34:32] routine. Like have those things in place. Okay? And then see pre-commitment
[03:34:34] place. Okay? And then see pre-commitment as doing a favor to your future self. So
[03:34:36] as doing a favor to your future self. So you had a bad day, right? You feel down
[03:34:39] you had a bad day, right? You feel down on your current self. Well, let me do
[03:34:40] on your current self. Well, let me do something for my future self. Okay? Let
[03:34:42] something for my future self. Okay? Let me do something out of gratitude for my
[03:34:44] me do something out of gratitude for my future self and feeling good. Okay, we
[03:34:46] future self and feeling good. Okay, we can view it as that.
[03:34:49] can view it as that. Pillar five, the identity foraging a
[03:34:52] Pillar five, the identity foraging a resilient character. Again, this is
[03:34:54] resilient character. Again, this is something to where if you feel like you
[03:34:56] something to where if you feel like you really struggle with it, you're going to
[03:34:57] really struggle with it, you're going to put this identity statement on your
[03:35:01] put this identity statement on your state checklist. Okay? Ultimately, you
[03:35:04] state checklist. Okay? Ultimately, you do not act resilient. You need to become
[03:35:06] do not act resilient. You need to become a resilient person. This is identity
[03:35:08] a resilient person. This is identity level transformation. Okay?
[03:35:11] level transformation. Okay? You act your way into a new belief
[03:35:14] You act your way into a new belief system. Define and writing the person
[03:35:16] system. Define and writing the person you're committing to becoming. For
[03:35:17] you're committing to becoming. For example, I am a professional who is
[03:35:19] example, I am a professional who is process driven, not outcome dependent.
[03:35:22] process driven, not outcome dependent. I'm the kind of person who does the work
[03:35:24] I'm the kind of person who does the work especially when it's hard and I embrace
[03:35:26] especially when it's hard and I embrace adversity as an opportunity to get
[03:35:29] adversity as an opportunity to get stronger. I am resilient. Okay, you if
[03:35:32] stronger. I am resilient. Okay, you if this is something you typically struggle
[03:35:34] this is something you typically struggle with, this is something you're going to
[03:35:36] with, this is something you're going to add to your state checklist. Okay, so
[03:35:39] add to your state checklist. Okay, so write out your identity statement. Read
[03:35:40] write out your identity statement. Read it every morning and after every hard
[03:35:42] it every morning and after every hard task, acknowledge it. Over time, this
[03:35:45] task, acknowledge it. Over time, this becomes your default self-concept. Your
[03:35:47] becomes your default self-concept. Your brain will start to align your behavior
[03:35:49] brain will start to align your behavior with this identity automatically. you no
[03:35:51] with this identity automatically. you no longer need to be tried to be resilient
[03:35:53] longer need to be tried to be resilient just like we were talking about with the
[03:35:54] just like we were talking about with the focus.
[03:35:57] focus. Okay. Other things that we can do to
[03:36:00] Okay. Other things that we can do to build up resilience is we can
[03:36:03] build up resilience is we can voluntarily do different hardships.
[03:36:05] voluntarily do different hardships. Okay. Doing hard things on purpose,
[03:36:07] Okay. Doing hard things on purpose, whether taking a cold shower, pushing
[03:36:09] whether taking a cold shower, pushing for one more rep in the gym, or making
[03:36:11] for one more rep in the gym, or making one more call when you're exhausted,
[03:36:13] one more call when you're exhausted, you're intentionally building the muscle
[03:36:15] you're intentionally building the muscle of discipline. This proves to yourself
[03:36:17] of discipline. This proves to yourself that you can handle discomfort. making
[03:36:19] that you can handle discomfort. making this involuntary discomfort of sales
[03:36:21] this involuntary discomfort of sales feel less significant. You want to fall
[03:36:23] feel less significant. You want to fall in love with the pain and persistence.
[03:36:26] in love with the pain and persistence. So you should have these cold showers be
[03:36:29] So you should have these cold showers be something that is non-negotiable every
[03:36:32] something that is non-negotiable every single morning. But if you want to even
[03:36:33] single morning. But if you want to even take it to the next level, you can start
[03:36:36] take it to the next level, you can start to fast. Every other week I probably do,
[03:36:39] to fast. Every other week I probably do, you know, a 72-hour fast, right? 48 to
[03:36:42] you know, a 72-hour fast, right? 48 to 72h hour fast where again I'm not eating
[03:36:45] 72h hour fast where again I'm not eating only drinking water for 72 hours. This
[03:36:47] only drinking water for 72 hours. This is a hard thing that is, you know, good
[03:36:49] is a hard thing that is, you know, good for the body, but it teaches my brain to
[03:36:51] for the body, but it teaches my brain to push through discomfort. Okay? Extra rep
[03:36:54] push through discomfort. Okay? Extra rep to the gym when you're already tired.
[03:36:55] to the gym when you're already tired. Push past the point your body wants to
[03:36:57] Push past the point your body wants to quit. Okay? Making one more call when
[03:36:59] quit. Okay? Making one more call when you hit your quota. For example, if
[03:37:02] you hit your quota. For example, if you're a setter, okay? Or you're a
[03:37:05] you're a setter, okay? Or you're a closer and you've already like, you
[03:37:06] closer and you've already like, you know, hit your quota for the month in
[03:37:08] know, hit your quota for the month in terms of commissions you want to be
[03:37:10] terms of commissions you want to be making, push even harder. If you've
[03:37:12] making, push even harder. If you've already hit the amount of sets you're
[03:37:14] already hit the amount of sets you're supposed to hit in the day, push for
[03:37:16] supposed to hit in the day, push for another set. Okay? Having a tough
[03:37:18] another set. Okay? Having a tough conversation you've been avoiding,
[03:37:20] conversation you've been avoiding, comfort, uh, confront discomfort head
[03:37:23] comfort, uh, confront discomfort head on, build courage muscle. Okay? So, if
[03:37:25] on, build courage muscle. Okay? So, if there is a conversation you've been
[03:37:26] there is a conversation you've been avoiding, just go ahead and have it.
[03:37:28] avoiding, just go ahead and have it. This will teach your brain to do the
[03:37:30] This will teach your brain to do the hard things. Each of these acts will
[03:37:32] hard things. Each of these acts will deposit in your resilience account. You
[03:37:34] deposit in your resilience account. You build in the muscle over time.
[03:37:38] build in the muscle over time. Pillar six, consistency over perfection.
[03:37:41] Pillar six, consistency over perfection. One of the hidden truths about real
[03:37:43] One of the hidden truths about real discipline, it's less about never
[03:37:44] discipline, it's less about never slipping. It's more about how tiny you
[03:37:46] slipping. It's more about how tiny you let your lapses become. The goal is not
[03:37:49] let your lapses become. The goal is not a perfect streak. Nobody's perfect. The
[03:37:52] a perfect streak. Nobody's perfect. The goal is to minimize the damage when you
[03:37:54] goal is to minimize the damage when you inevitably slip. Okay? Everyone slips.
[03:37:57] inevitably slip. Okay? Everyone slips. Perfectionism is not a discipline. It's
[03:37:59] Perfectionism is not a discipline. It's a fear. You act as though discipline is
[03:38:02] a fear. You act as though discipline is second nature. You label yourself as
[03:38:04] second nature. You label yourself as lazy, undisiplined, and not built for
[03:38:06] lazy, undisiplined, and not built for this. Okay, procrastination becomes an
[03:38:08] this. Okay, procrastination becomes an identity, not an occasional habit. So if
[03:38:11] identity, not an occasional habit. So if you are a perfectionist and you act as
[03:38:14] you are a perfectionist and you act as if like discipline should just be
[03:38:16] if like discipline should just be perfection and you don't hit it and then
[03:38:19] perfection and you don't hit it and then you beat yourself up, you're guilty,
[03:38:21] you beat yourself up, you're guilty, this will send you into procrastination
[03:38:23] this will send you into procrastination and create a new identity of somebody
[03:38:24] and create a new identity of somebody who pushes things off. So, we need to
[03:38:27] who pushes things off. So, we need to always bias towards just taking action
[03:38:30] always bias towards just taking action and getting back on the horse, no matter
[03:38:32] and getting back on the horse, no matter how small, because the mental
[03:38:35] how small, because the mental masturbation of like being down on
[03:38:38] masturbation of like being down on yourself and labeling yourself as
[03:38:40] yourself and labeling yourself as undisiplined and feeling guilty for just
[03:38:42] undisiplined and feeling guilty for just not living up to perfection will not
[03:38:45] not living up to perfection will not help you. Okay? It's another form of
[03:38:47] help you. Okay? It's another form of resistance. And if you see it as such,
[03:38:50] resistance. And if you see it as such, you can actually face it head on. But if
[03:38:52] you can actually face it head on. But if you see it as actually being valid,
[03:38:54] you see it as actually being valid, you're going to have a hard time
[03:38:55] you're going to have a hard time overcoming it. Okay? So don't beat
[03:38:57] overcoming it. Okay? So don't beat yourself up when you fall short of
[03:38:59] yourself up when you fall short of perfection. Nobody is perfect besides
[03:39:01] perfection. Nobody is perfect besides God. Okay? You are not perfect. You are
[03:39:03] God. Okay? You are not perfect. You are going to [ __ ] up. That is fine. It's how
[03:39:06] going to [ __ ] up. That is fine. It's how you react when you do [ __ ] up. That's
[03:39:08] you react when you do [ __ ] up. That's what matters. Because like you'll see
[03:39:10] what matters. Because like you'll see other people's streaks, their sunrise
[03:39:12] other people's streaks, their sunrise workouts or spotless routines, but you
[03:39:14] workouts or spotless routines, but you forget that you're watching their
[03:39:15] forget that you're watching their commercial. Like not real life. You see
[03:39:16] commercial. Like not real life. You see somebody on Instagram, okay? You will
[03:39:18] somebody on Instagram, okay? You will have weeks where you feel untouchable,
[03:39:20] have weeks where you feel untouchable, crushing your routine, staying on top of
[03:39:22] crushing your routine, staying on top of your work, feeling like you truly
[03:39:24] your work, feeling like you truly cracked the code. Then life [ __ ]
[03:39:26] cracked the code. Then life [ __ ] happens, right? For me, for example,
[03:39:29] happens, right? For me, for example, this this will happen even now. Um, uh,
[03:39:34] this this will happen even now. Um, uh, something happened recently like like I
[03:39:36] something happened recently like like I was mentioning, I have neck problems and
[03:39:39] was mentioning, I have neck problems and I've been doing exercises and I've
[03:39:40] I've been doing exercises and I've gotten treatment and it has gotten
[03:39:42] gotten treatment and it has gotten better, but sometimes things still set
[03:39:44] better, but sometimes things still set it over the over the top. For example, I
[03:39:47] it over the over the top. For example, I just got a massage and I'm in Vietnam,
[03:39:50] just got a massage and I'm in Vietnam, so it's like obviously I can't speak the
[03:39:51] so it's like obviously I can't speak the language. And my wife just gave birth,
[03:39:53] language. And my wife just gave birth, so she didn't come with me. She normally
[03:39:55] so she didn't come with me. She normally comes with me and and mentions to them,
[03:39:57] comes with me and and mentions to them, hey, don't really like put a lot of
[03:39:59] hey, don't really like put a lot of pressure on his neck. Um, he just had
[03:40:01] pressure on his neck. Um, he just had like a procedure, blah blah blah blah
[03:40:02] like a procedure, blah blah blah blah blah. Well, she wasn't there that time.
[03:40:03] blah. Well, she wasn't there that time. I forgot to tell them and I'm not really
[03:40:05] I forgot to tell them and I'm not really paying attention. And this tiny [ __ ]
[03:40:08] paying attention. And this tiny [ __ ] Vietnamese lady digs hard as [ __ ] in my
[03:40:11] Vietnamese lady digs hard as [ __ ] in my neck for like 20 minutes. And during the
[03:40:14] neck for like 20 minutes. And during the time, it doesn't really hurt too much,
[03:40:16] time, it doesn't really hurt too much, but it was the next day I was [ __ ]
[03:40:20] but it was the next day I was [ __ ] out of it. Like I I could barely even
[03:40:22] out of it. Like I I could barely even sit up, right? Life [ __ ] happened.
[03:40:25] sit up, right? Life [ __ ] happened. There's like Well, there was definitely
[03:40:27] There's like Well, there was definitely something I could have done. Like, I
[03:40:28] something I could have done. Like, I could have tried to communicate, but it
[03:40:29] could have tried to communicate, but it was very hard. Um, but like life
[03:40:31] was very hard. Um, but like life happened. Am I going to feel down on
[03:40:33] happened. Am I going to feel down on myself that like, okay, now I wasn't
[03:40:34] myself that like, okay, now I wasn't able to really put in the work I was
[03:40:36] able to really put in the work I was supposed to like a few days ago? No.
[03:40:38] supposed to like a few days ago? No. It's like, okay, well, I did what I
[03:40:40] It's like, okay, well, I did what I could without pushing myself so I could
[03:40:42] could without pushing myself so I could actually recover. And then right now,
[03:40:45] actually recover. And then right now, you know, I before I started filming
[03:40:47] you know, I before I started filming this, I was working for a few hours. And
[03:40:49] this, I was working for a few hours. And now I'm about two and a half hours into
[03:40:51] now I'm about two and a half hours into this training, right? So now I'm back on
[03:40:53] this training, right? So now I'm back on the horse. But if I allowed that to
[03:40:54] the horse. But if I allowed that to derail me, then I would probably start
[03:40:56] derail me, then I would probably start to eat junk junk food. I would probably
[03:40:59] to eat junk junk food. I would probably take today off. You get what I mean?
[03:41:00] take today off. You get what I mean? Like it can compound. And that's what
[03:41:02] Like it can compound. And that's what brings us back to momentum as well.
[03:41:04] brings us back to momentum as well. Okay, momentum can go positive or
[03:41:06] Okay, momentum can go positive or negative. But uh keeping that in mind,
[03:41:09] negative. But uh keeping that in mind, anytime you decide to continue to go
[03:41:12] anytime you decide to continue to go positive, it will build and it's like
[03:41:14] positive, it will build and it's like you'll have the compounding effect even
[03:41:16] you'll have the compounding effect even if it's not perfect. So you just need to
[03:41:18] if it's not perfect. So you just need to be consistent, not perfect.
[03:41:21] be consistent, not perfect. Okay? Because you need to understand the
[03:41:22] Okay? Because you need to understand the truth about a relationship. The truth is
[03:41:24] truth about a relationship. The truth is that every relationship is always either
[03:41:26] that every relationship is always either decaying or deepening. Okay? Depending
[03:41:29] decaying or deepening. Okay? Depending on how you show up in those tiny little
[03:41:31] on how you show up in those tiny little moments that no one sees. Relationships
[03:41:33] moments that no one sees. Relationships are built on daily recommmitment. The
[03:41:36] are built on daily recommmitment. The same is true for your relationship with
[03:41:38] same is true for your relationship with the discipline and your relationship
[03:41:39] the discipline and your relationship with yourself. You have to commit every
[03:41:42] with yourself. You have to commit every single day. Okay? You have to commit
[03:41:44] single day. Okay? You have to commit every single day to being the person who
[03:41:46] every single day to being the person who is disciplined to keeping the promises
[03:41:48] is disciplined to keeping the promises with yourself. Stop chasing streaks and
[03:41:50] with yourself. Stop chasing streaks and start building resilience. You will see
[03:41:52] start building resilience. You will see just how much more you actually do when
[03:41:55] just how much more you actually do when you focus on the return instead of the
[03:41:56] you focus on the return instead of the streak. Because this is something that
[03:41:58] streak. Because this is something that you really do have to understand that
[03:42:00] you really do have to understand that it's like relationships are not
[03:42:04] it's like relationships are not stagnant. You need to decide every
[03:42:06] stagnant. You need to decide every single day that you're going to do the
[03:42:08] single day that you're going to do the things you need to do and you're going
[03:42:09] things you need to do and you're going to continue to keep the relationship
[03:42:11] to continue to keep the relationship with discipline with yourself that you
[03:42:13] with discipline with yourself that you really want to. For example, in my
[03:42:15] really want to. For example, in my marriage, I have to decide every single
[03:42:17] marriage, I have to decide every single day to be and love my wife, right? It's
[03:42:20] day to be and love my wife, right? It's not just something that's stagnant. It's
[03:42:21] not just something that's stagnant. It's a choice you have to make every single
[03:42:23] a choice you have to make every single day. And you have to be okay making that
[03:42:24] day. And you have to be okay making that choice. Same thing with discipline.
[03:42:28] choice. Same thing with discipline. So the protocol, the return, not the
[03:42:30] So the protocol, the return, not the streak. When you miss a day, you don't
[03:42:32] streak. When you miss a day, you don't spiral. You don't catastrophize. You
[03:42:34] spiral. You don't catastrophize. You don't create a story about how you're
[03:42:36] don't create a story about how you're broken. The next day, you just get back
[03:42:39] broken. The next day, you just get back on the [ __ ] horse. No elaborate
[03:42:41] on the [ __ ] horse. No elaborate restart rituals, no penance. Okay? You
[03:42:44] restart rituals, no penance. Okay? You don't need to go ahead and go to
[03:42:46] don't need to go ahead and go to confession just because you missed a day
[03:42:48] confession just because you missed a day of eating or you missed a call that you
[03:42:50] of eating or you missed a call that you should have took. Okay? Maybe you need
[03:42:52] should have took. Okay? Maybe you need to go to confession for other reasons.
[03:42:55] to go to confession for other reasons. But again, this is not something where
[03:42:56] But again, this is not something where you need to feel super guilty about it.
[03:42:58] you need to feel super guilty about it. Okay? Do not punish yourself.
[03:43:00] Okay? Do not punish yourself. Self-punishment is self-indulgence. It's
[03:43:03] Self-punishment is self-indulgence. It's another form of resistance. Just return
[03:43:05] another form of resistance. Just return to the work. Failure is just another
[03:43:07] to the work. Failure is just another Tuesday. Okay? Your ability to get back
[03:43:09] Tuesday. Okay? Your ability to get back up after failure will determine your
[03:43:11] up after failure will determine your results. Okay? It's about consistently
[03:43:13] results. Okay? It's about consistently doing the work, consistently getting
[03:43:15] doing the work, consistently getting back on the horse. That's how you build
[03:43:16] back on the horse. That's how you build the muscle. You're not going to be
[03:43:17] the muscle. You're not going to be perfect. And it's a muscle that you
[03:43:19] perfect. And it's a muscle that you build up over time. Because you got to
[03:43:21] build up over time. Because you got to think about it, man. If the very first
[03:43:22] think about it, man. If the very first day that you go into the gym and you've
[03:43:25] day that you go into the gym and you've never bench pressed in your life and you
[03:43:26] never bench pressed in your life and you put three [ __ ] plates on, you're
[03:43:28] put three [ __ ] plates on, you're going to [ __ ] fail. Does that mean
[03:43:30] going to [ __ ] fail. Does that mean that you're [ __ ] No. It just means you
[03:43:32] that you're [ __ ] No. It just means you haven't built the muscle up. Same thing
[03:43:34] haven't built the muscle up. Same thing with discipline. If you expect to be
[03:43:36] with discipline. If you expect to be able to, you know, do everything I'm
[03:43:38] able to, you know, do everything I'm talking about here, write out everything
[03:43:40] talking about here, write out everything and follow it to a tea 100%. Okay,
[03:43:43] and follow it to a tea 100%. Okay, without actually have built the muscle,
[03:43:45] without actually have built the muscle, you're going to have a hard time like
[03:43:47] you're going to have a hard time like you're going to fall up short in certain
[03:43:48] you're going to fall up short in certain areas. And that's fine. You just get
[03:43:50] areas. And that's fine. You just get back up and you do as much as you can.
[03:43:51] back up and you do as much as you can. So instead of doing three plates, you do
[03:43:53] So instead of doing three plates, you do 135 and you build yourself up. build up
[03:43:55] 135 and you build yourself up. build up the muscle and you don't get mad of the
[03:43:58] the muscle and you don't get mad of the fact that you haven't built the muscle
[03:43:59] fact that you haven't built the muscle yet to do 315. You know, you will build
[03:44:02] yet to do 315. You know, you will build the muscle, you just have to do it every
[03:44:04] the muscle, you just have to do it every single day.
[03:44:07] Okay, pillar eight. And this is
[03:44:09] Okay, pillar eight. And this is something that a lot of people overlook,
[03:44:11] something that a lot of people overlook, but it's strategic recovery. So, it's
[03:44:14] but it's strategic recovery. So, it's just not about doing the work. It's
[03:44:16] just not about doing the work. It's about being able to recover as well. So,
[03:44:19] about being able to recover as well. So, recovery is not laziness, it's
[03:44:21] recovery is not laziness, it's strategic. Okay? It's biological and
[03:44:24] strategic. Okay? It's biological and it's mental. So if you, you know, really
[03:44:27] it's mental. So if you, you know, really work yourself to all end and you never
[03:44:29] work yourself to all end and you never give yourself a break, uh, you can and
[03:44:32] give yourself a break, uh, you can and you will mentally and physiologically,
[03:44:35] you will mentally and physiologically, you know, biologically burn out. Your
[03:44:38] you know, biologically burn out. Your body and mind are not infinite
[03:44:39] body and mind are not infinite resources. They operate on cycles of
[03:44:41] resources. They operate on cycles of stress and recovery. When you work and
[03:44:43] stress and recovery. When you work and you're depleting your physical, mental,
[03:44:45] you're depleting your physical, mental, and emotional reserves, when you
[03:44:47] and emotional reserves, when you recover, you're replenishing them. The
[03:44:49] recover, you're replenishing them. The goal is not to work until you collapse.
[03:44:51] goal is not to work until you collapse. The goal is to work intensely, recover
[03:44:54] The goal is to work intensely, recover strategically, and return to work
[03:44:57] strategically, and return to work stronger than you have before. So, you
[03:44:59] stronger than you have before. So, you should not end each day with nothing
[03:45:01] should not end each day with nothing left in your tank. You should end each
[03:45:03] left in your tank. You should end each day with like 10% left in your tank. So,
[03:45:06] day with like 10% left in your tank. So, that way you're not burning yourself
[03:45:07] that way you're not burning yourself out. Okay? Most people misunderstand
[03:45:11] out. Okay? Most people misunderstand recovery. They think it's about being
[03:45:12] recovery. They think it's about being lazy, taking it easy, or losing
[03:45:14] lazy, taking it easy, or losing momentum. This is wrong. Strategic
[03:45:16] momentum. This is wrong. Strategic recovery is active, intentional practice
[03:45:19] recovery is active, intentional practice that protects your long-term performance
[03:45:20] that protects your long-term performance and prevents catastrophic collapse that
[03:45:23] and prevents catastrophic collapse that comes from chronic overwork. Ry recovery
[03:45:25] comes from chronic overwork. Ry recovery is non-negotiable. It prefers prevents
[03:45:27] is non-negotiable. It prefers prevents burnout. Okay. Restores mental clarity,
[03:45:31] burnout. Okay. Restores mental clarity, protects your relationships,
[03:45:34] protects your relationships, increases long-term outpit, and it helps
[03:45:36] increases long-term outpit, and it helps you maintain joy. Okay. Now, when we're
[03:45:40] you maintain joy. Okay. Now, when we're talking about recovery, you do not
[03:45:42] talking about recovery, you do not overdo it, of course, but I would say
[03:45:46] overdo it, of course, but I would say when it comes to recovery, you should
[03:45:48] when it comes to recovery, you should have at least one day off a week. For me
[03:45:52] have at least one day off a week. For me personally, that's going to be Sunday.
[03:45:54] personally, that's going to be Sunday. Now, are there going to be seasons where
[03:45:56] Now, are there going to be seasons where you want to work seven days a week? Yes.
[03:45:59] you want to work seven days a week? Yes. And there's seasons I've worked seven
[03:46:00] And there's seasons I've worked seven days a week. That's fine. Okay? But you
[03:46:03] days a week. That's fine. Okay? But you have to understand it's for a season.
[03:46:06] have to understand it's for a season. three, four months and then take it like
[03:46:09] three, four months and then take it like a 4 day weekend, right? And then you can
[03:46:11] a 4 day weekend, right? And then you can get back at it. But if you want to do it
[03:46:13] get back at it. But if you want to do it for an extended period of time and not
[03:46:15] for an extended period of time and not really start to rev your engine, I would
[03:46:17] really start to rev your engine, I would say working six days a week, take a
[03:46:20] say working six days a week, take a week, take a day off, okay? Completely
[03:46:23] week, take a day off, okay? Completely disconnect from work, non-negotiable.
[03:46:25] disconnect from work, non-negotiable. For most people, this should be Sunday.
[03:46:27] For most people, this should be Sunday. This is your day to rest, recharge, and
[03:46:29] This is your day to rest, recharge, and reconnect. Most people are not going to
[03:46:31] reconnect. Most people are not going to be active Sunday anyways. There's not as
[03:46:34] be active Sunday anyways. There's not as many sales calls. If there are sales
[03:46:35] many sales calls. If there are sales calls, they're less likely to show up.
[03:46:37] calls, they're less likely to show up. So really, you might be missing out on
[03:46:40] So really, you might be missing out on if you have if you have 12 calls that
[03:46:42] if you have if you have 12 calls that day, maybe four or five will show. Of
[03:46:46] day, maybe four or five will show. Of those four or five will show, if you're,
[03:46:47] those four or five will show, if you're, you know, closing 50%, maybe you're
[03:46:49] you know, closing 50%, maybe you're losing out on two sales, right? It just
[03:46:51] losing out on two sales, right? It just comes down to the recovery is going to
[03:46:53] comes down to the recovery is going to be more important than the sales. Now,
[03:46:55] be more important than the sales. Now, if you're in a season and time where
[03:46:57] if you're in a season and time where it's like they really have the marketing
[03:46:58] it's like they really have the marketing cranked and you really want to go all
[03:47:00] cranked and you really want to go all in, I'm not saying you can't do seven
[03:47:02] in, I'm not saying you can't do seven days a week, okay? But for most, doing
[03:47:04] days a week, okay? But for most, doing the 6 days is going to be enough. So the
[03:47:07] the 6 days is going to be enough. So the rules, don't check work on your phone.
[03:47:10] rules, don't check work on your phone. Your world will not collapse with you
[03:47:11] Your world will not collapse with you without 24 without you for 24 hours. No
[03:47:14] without 24 without you for 24 hours. No computer, no email, no Slack, no CRM, no
[03:47:16] computer, no email, no Slack, no CRM, no just checking in. You're off. No work
[03:47:18] just checking in. You're off. No work talk. Don't think about work. Don't talk
[03:47:20] talk. Don't think about work. Don't talk about work.
[03:47:22] about work. Do something restorative. Spend time
[03:47:24] Do something restorative. Spend time with your family. Go for a long walk.
[03:47:25] with your family. Go for a long walk. Read a book. Cook a meal. Play with your
[03:47:26] Read a book. Cook a meal. Play with your kids. Do something actually fills you
[03:47:28] kids. Do something actually fills you up, not drains you. Right? If you don't
[03:47:29] up, not drains you. Right? If you don't have a girlfriend, maybe go to the mall.
[03:47:31] have a girlfriend, maybe go to the mall. Try to talk to some honeys on some
[03:47:33] Try to talk to some honeys on some Sunday. Like I I don't know. Like do
[03:47:35] Sunday. Like I I don't know. Like do [ __ ] something, bro.
[03:47:37] [ __ ] something, bro. Okay. Make sure you schedule in advance.
[03:47:39] Okay. Make sure you schedule in advance. This is not a maybe if you have time
[03:47:41] This is not a maybe if you have time situation. It's scheduled. It's blocked
[03:47:43] situation. It's scheduled. It's blocked off in your calendar. You do not like,
[03:47:45] off in your calendar. You do not like, hey, you book out seven days and then
[03:47:46] hey, you book out seven days and then you decide like, dude, I'm [ __ ] out
[03:47:48] you decide like, dude, I'm [ __ ] out of it. I'm just going to like block off
[03:47:50] of it. I'm just going to like block off this day now. No, just block it off. And
[03:47:53] this day now. No, just block it off. And that way you can also look forward to
[03:47:54] that way you can also look forward to the day off as well. Okay. Why Sunday?
[03:47:57] the day off as well. Okay. Why Sunday? Sunday is a natural rest day. Again, I'm
[03:47:58] Sunday is a natural rest day. Again, I'm religious. That's why I say take Sunday
[03:48:00] religious. That's why I say take Sunday off. So it doesn't have to be Sunday,
[03:48:02] off. So it doesn't have to be Sunday, but Sunday typically is the best day for
[03:48:04] but Sunday typically is the best day for most just because most people in the
[03:48:07] most just because most people in the west uh at least society in general uh
[03:48:09] west uh at least society in general uh comes from Christian society. We take
[03:48:11] comes from Christian society. We take Sundays off and most people are not as
[03:48:14] Sundays off and most people are not as active uh makes the most sense. Okay, if
[03:48:16] active uh makes the most sense. Okay, if Sunday doesn't work, pick a day that
[03:48:18] Sunday doesn't work, pick a day that does work. Okay, it's not the day
[03:48:19] does work. Okay, it's not the day itself, it's that we are taking a day
[03:48:21] itself, it's that we are taking a day off. So also with that as well, I would
[03:48:25] off. So also with that as well, I would say at least every three to four months,
[03:48:27] say at least every three to four months, take a 4-day weekend. Okay, this is a
[03:48:31] take a 4-day weekend. Okay, this is a longer, deeper recovery period that
[03:48:32] longer, deeper recovery period that allows you full disconnect travel and
[03:48:35] allows you full disconnect travel and reset at least one day per week that at
[03:48:38] reset at least one day per week that at least one day per week can't provide. So
[03:48:42] least one day per week can't provide. So sales is a grind. We're talking we're
[03:48:44] sales is a grind. We're talking we're spending all this time talking about
[03:48:45] spending all this time talking about that, dude, we're going to have to
[03:48:46] that, dude, we're going to have to really go through fire, okay? And we're
[03:48:49] really go through fire, okay? And we're going to have to push ourselves and
[03:48:50] going to have to push ourselves and that's fine. But every 3 to four months,
[03:48:52] that's fine. But every 3 to four months, take a four, maybe even five day off,
[03:48:56] take a four, maybe even five day off, right? And go travel, go do something.
[03:48:58] right? And go travel, go do something. Now, you should schedule this in
[03:49:00] Now, you should schedule this in advance. Do not feel like do not wait
[03:49:02] advance. Do not feel like do not wait until you feel like you need it and then
[03:49:03] until you feel like you need it and then [ __ ] disappear. Okay? I've done that
[03:49:05] [ __ ] disappear. Okay? I've done that before. It's not a great look. And uh if
[03:49:07] before. It's not a great look. And uh if you're getting to that point, you're
[03:49:09] you're getting to that point, you're already like, you know, kind of, you
[03:49:11] already like, you know, kind of, you know, running on empty at that point as
[03:49:13] know, running on empty at that point as well. If you can travel, get out of your
[03:49:16] well. If you can travel, get out of your environment, go somewhere new. The
[03:49:18] environment, go somewhere new. The change of scenery creates a
[03:49:19] change of scenery creates a psychological break that is impossible
[03:49:21] psychological break that is impossible to achieve if you stay home. Okay? Even
[03:49:24] to achieve if you stay home. Okay? Even if it's just a road trip to a nearby
[03:49:26] if it's just a road trip to a nearby city, the act of leaving creates
[03:49:27] city, the act of leaving creates separation from work. Completely
[03:49:29] separation from work. Completely disconnect. No work. This is a full
[03:49:31] disconnect. No work. This is a full reset. If you're checking emails or
[03:49:33] reset. If you're checking emails or taking calls that you're not recovering,
[03:49:35] taking calls that you're not recovering, okay? You're just working from a
[03:49:36] okay? You're just working from a different location. It's totally
[03:49:38] different location. It's totally different. And you can do that and
[03:49:39] different. And you can do that and that's fine. I love to do that. But
[03:49:40] that's fine. I love to do that. But that's not what I'm talking about. Okay?
[03:49:42] that's not what I'm talking about. Okay? Do something you love. This is not time
[03:49:44] Do something you love. This is not time to catch up on chores or run errands.
[03:49:46] to catch up on chores or run errands. This is time to bring uh time to do
[03:49:48] This is time to bring uh time to do something that brings you joy,
[03:49:50] something that brings you joy, adventure, or peace. Hike in a mountain.
[03:49:52] adventure, or peace. Hike in a mountain. Visit a new city. Spend uninterrupted
[03:49:54] Visit a new city. Spend uninterrupted time with your partner. Read three
[03:49:56] time with your partner. Read three books. Do something that reminds you of
[03:49:57] books. Do something that reminds you of why you work so hard in the first place.
[03:49:59] why you work so hard in the first place. Why make all this [ __ ] money if you
[03:50:01] Why make all this [ __ ] money if you can ever do anything with it, right?
[03:50:02] can ever do anything with it, right? Take a 4-day weekend, okay? Every 3 to
[03:50:05] Take a 4-day weekend, okay? Every 3 to four months. Return with intention. When
[03:50:07] four months. Return with intention. When you return from your 4-day weekend, you
[03:50:09] you return from your 4-day weekend, you should feel recharged, clear, and
[03:50:10] should feel recharged, clear, and excited to get back to work. If you do
[03:50:12] excited to get back to work. If you do not, you do not fully disconnect. Okay.
[03:50:15] not, you do not fully disconnect. Okay. The quarterly schedule. Q1. Okay. We're
[03:50:18] The quarterly schedule. Q1. Okay. We're gonna schedule in late March. Q2 late
[03:50:21] gonna schedule in late March. Q2 late June. Q3, late September. Q4 late
[03:50:24] June. Q3, late September. Q4 late December. These are your anchors.
[03:50:26] December. These are your anchors. Schedule them beforehand. Okay? At least
[03:50:28] Schedule them beforehand. Okay? At least schedule each one of these a full month
[03:50:31] schedule each one of these a full month or two in advance. Okay? That way you
[03:50:34] or two in advance. Okay? That way you can push through some hard [ __ ] before
[03:50:37] can push through some hard [ __ ] before your scheduled getaway because you know
[03:50:38] your scheduled getaway because you know you're going to have a getaway.
[03:50:41] you're going to have a getaway. Conclusion, the flywheel. Focus and
[03:50:44] Conclusion, the flywheel. Focus and resilience are two sides of the same
[03:50:46] resilience are two sides of the same coin. They create a self-reinforcing
[03:50:49] coin. They create a self-reinforcing flywheel that generates unstoppable
[03:50:51] flywheel that generates unstoppable momentum. This is an upward spiral. Your
[03:50:55] momentum. This is an upward spiral. Your only commitment is to the process to
[03:50:57] only commitment is to the process to doing the work to engage trial by fire
[03:50:59] doing the work to engage trial by fire and allow it to forge you into a person
[03:51:01] and allow it to forge you into a person capable of achieving your goals. You are
[03:51:04] capable of achieving your goals. You are not the person who you need to be to
[03:51:06] not the person who you need to be to achieve all your goals right now. It's
[03:51:07] achieve all your goals right now. It's through focus and resilience over time
[03:51:10] through focus and resilience over time that forges you into that person.
[03:51:13] that forges you into that person. Okay? And it's an upward spiral if we
[03:51:16] Okay? And it's an upward spiral if we allow it to be. Okay. So small wins
[03:51:18] allow it to be. Okay. So small wins increases confidence which means higher
[03:51:20] increases confidence which means higher resilience, faster recovery, more
[03:51:22] resilience, faster recovery, more capability, focus execution. The
[03:51:24] capability, focus execution. The resilience you feel is the resistance
[03:51:27] resilience you feel is the resistance you feel is often proof that you're
[03:51:29] you feel is often proof that you're right where you need to be. The work is
[03:51:31] right where you need to be. The work is the way. Okay. Action items and
[03:51:34] the way. Okay. Action items and protocols summary. Okay. Morning
[03:51:37] protocols summary. Okay. Morning routine. Everything that we talked about
[03:51:39] routine. Everything that we talked about here. All right. and you go over, make
[03:51:42] here. All right. and you go over, make sure you do that worksheet, okay? Before
[03:51:45] sure you do that worksheet, okay? Before every single call, read out your state
[03:51:47] every single call, read out your state checklist. Feel the words. Don't just
[03:51:49] checklist. Feel the words. Don't just read them. Take one deep breath. Dial,
[03:51:51] read them. Take one deep breath. Dial, hop into Zoom, whatever it is, okay?
[03:51:54] hop into Zoom, whatever it is, okay? Between calls, leave your desk
[03:51:56] Between calls, leave your desk immediately. Do 5 to 10 minutes of
[03:51:58] immediately. Do 5 to 10 minutes of movement. Return to your desk
[03:51:59] movement. Return to your desk immediately. Get back to dialing or
[03:52:01] immediately. Get back to dialing or non-scheduled scheduled activities. At
[03:52:03] non-scheduled scheduled activities. At the end of the day, read your state
[03:52:05] the end of the day, read your state checklist. Write your schedule for
[03:52:06] checklist. Write your schedule for tomorrow. Clean your work desk again. We
[03:52:09] tomorrow. Clean your work desk again. We need to go ahead and you need to make
[03:52:10] need to go ahead and you need to make sure and I if you don't take anything
[03:52:14] sure and I if you don't take anything else from this learning from this lesson
[03:52:16] else from this learning from this lesson is crafting a morning evening routine
[03:52:19] is crafting a morning evening routine and sticking to it. If you do that half
[03:52:21] and sticking to it. If you do that half the battle is done. Okay.
[03:52:24] the battle is done. Okay. So weekly and monthly protocols Sunday
[03:52:27] So weekly and monthly protocols Sunday planning write out your entire week
[03:52:29] planning write out your entire week schedule by hand. Identify what season
[03:52:31] schedule by hand. Identify what season you're in and decide what you're willing
[03:52:33] you're in and decide what you're willing to sacrifice this week. Weekly
[03:52:35] to sacrifice this week. Weekly postmortem, document your top three
[03:52:36] postmortem, document your top three favors. Failures, write the number one
[03:52:39] favors. Failures, write the number one lesson, learn from each. Build your
[03:52:42] lesson, learn from each. Build your build your library of lessons,
[03:52:45] build your library of lessons, okay? All it's just saying is just
[03:52:46] okay? All it's just saying is just making sure you're going back and you're
[03:52:49] making sure you're going back and you're focusing, okay? And you're learning from
[03:52:51] focusing, okay? And you're learning from the lessons.
[03:52:53] the lessons. Focus protocols. Okay? We have the
[03:52:55] Focus protocols. Okay? We have the dopamine detox. We talked about
[03:52:56] dopamine detox. We talked about environmental control, time blocking,
[03:52:59] environmental control, time blocking, state checklist, morning walk, 5 minute
[03:53:01] state checklist, morning walk, 5 minute walk in between calls, identity
[03:53:03] walk in between calls, identity stacking, living in truth. Okay, we have
[03:53:05] stacking, living in truth. Okay, we have our resilience protocols. Okay, daily
[03:53:07] our resilience protocols. Okay, daily non-negotiables, delayed gratification,
[03:53:09] non-negotiables, delayed gratification, all or nothing, 60-second rule to feel
[03:53:12] all or nothing, 60-second rule to feel the emotion, then move on. weekly
[03:53:14] the emotion, then move on. weekly post-mortem. Document failures and
[03:53:15] post-mortem. Document failures and lessons learned, micro commitment after
[03:53:18] lessons learned, micro commitment after setbacks, identity statement, voluntary
[03:53:20] setbacks, identity statement, voluntary hardship, and then focus on the return.
[03:53:25] hardship, and then focus on the return. All I can say in terms of to recap this
[03:53:28] All I can say in terms of to recap this this whole thing is to do the work,
[03:53:31] this whole thing is to do the work, right? If I had to sum it up in just one
[03:53:34] right? If I had to sum it up in just one slide, it would be this slide. Do the
[03:53:36] slide, it would be this slide. Do the work. The only commitment is to do the
[03:53:39] work. The only commitment is to do the work. Everything else is noise. Focus
[03:53:42] work. Everything else is noise. Focus and resilience are not destinations.
[03:53:45] and resilience are not destinations. They are practices. They are muscles.
[03:53:48] They are practices. They are muscles. They are built daily through deliberate
[03:53:51] They are built daily through deliberate action. You now have the systems. You
[03:53:55] action. You now have the systems. You now have the protocols. You now have the
[03:53:57] now have the protocols. You now have the knowledge. What you do with it is
[03:53:59] knowledge. What you do with it is entirely up to you. Understand it is
[03:54:02] entirely up to you. Understand it is going to be through a trial by fire. And
[03:54:04] going to be through a trial by fire. And that trial by fire waits. So you have to
[03:54:06] that trial by fire waits. So you have to walk through it. And if you have any
[03:54:08] walk through it. And if you have any questions on any of this, go ahead and
[03:54:10] questions on any of this, go ahead and let me know. I will go ahead and I will
[03:54:12] let me know. I will go ahead and I will create the worksheet on to create your
[03:54:15] create the worksheet on to create your state checklist that you should read
[03:54:17] state checklist that you should read before every call. Okay. Also, this is
[03:54:21] before every call. Okay. Also, this is going to be creating your morning
[03:54:22] going to be creating your morning routine and then I will create a
[03:54:24] routine and then I will create a different training for this habit
[03:54:25] different training for this habit tracker here. All right. I'll see you on
[03:54:28] tracker here. All right. I'll see you on the next training. Okay. The last
[03:54:29] the next training. Okay. The last training we're going to be going over is
[03:54:31] training we're going to be going over is going to be meditation and
[03:54:32] going to be meditation and visualization. So understand your body
[03:54:35] visualization. So understand your body is addicted to certain emotions. What
[03:54:37] is addicted to certain emotions. What we'll be going over is how do you
[03:54:38] we'll be going over is how do you actually reprogram your body to get
[03:54:40] actually reprogram your body to get addicted to emotions like confidence,
[03:54:42] addicted to emotions like confidence, authority that are going to help you on
[03:54:44] authority that are going to help you on your sales calls. Let's go ahead and
[03:54:46] your sales calls. Let's go ahead and let's dive into it. Hey, and if you're
[03:54:47] let's dive into it. Hey, and if you're liking this content, go ahead and leave
[03:54:49] liking this content, go ahead and leave a like and comment down below. All
[03:54:51] a like and comment down below. All right, so what we're going to be going
[03:54:53] right, so what we're going to be going over is meditation and emotional
[03:54:56] over is meditation and emotional reconditioning for peak performance. So
[03:54:59] reconditioning for peak performance. So let's go over what this is and what this
[03:55:01] let's go over what this is and what this is not going to be. So this is not going
[03:55:02] is not going to be. So this is not going to be that. Oh, your thoughts create
[03:55:05] to be that. Oh, your thoughts create your reality. You're truly a god, man.
[03:55:07] your reality. You're truly a god, man. If you just think hard enough and you
[03:55:09] If you just think hard enough and you can manifest everything. If people are
[03:55:11] can manifest everything. If people are telling you that, they're probably just
[03:55:13] telling you that, they're probably just trying to invite you into a cult. All
[03:55:15] trying to invite you into a cult. All that stuff comes from like narcissism
[03:55:18] that stuff comes from like narcissism and theophosy, which has just been built
[03:55:20] and theophosy, which has just been built on foundations of a ton of forgeries.
[03:55:23] on foundations of a ton of forgeries. But on the other end of the spectrum is
[03:55:26] But on the other end of the spectrum is the actual science behind meditation and
[03:55:28] the actual science behind meditation and visualization that will actually help
[03:55:31] visualization that will actually help you perform and just do better in your
[03:55:34] you perform and just do better in your sales. So that's what we're going to be
[03:55:36] sales. So that's what we're going to be covering. None of the woo woo [ __ ]
[03:55:38] covering. None of the woo woo [ __ ] that has no science behind it, but the
[03:55:39] that has no science behind it, but the actual stuff that will get you the
[03:55:41] actual stuff that will get you the results that you want, make more sales,
[03:55:43] results that you want, make more sales, and feel better while you are making
[03:55:45] and feel better while you are making more sales. That's what we're going to
[03:55:46] more sales. That's what we're going to focus on. Okay. So first things first,
[03:55:50] focus on. Okay. So first things first, what we need to understand is we need to
[03:55:52] what we need to understand is we need to understand like why we are actually
[03:55:55] understand like why we are actually stuck and why we feel certain types of
[03:55:58] stuck and why we feel certain types of emotions. So understand emotions are
[03:56:00] emotions. So understand emotions are just made up of chemicals. Okay? And
[03:56:02] just made up of chemicals. Okay? And your body can get addicted to these
[03:56:05] your body can get addicted to these chemicals. They get addicted to familiar
[03:56:07] chemicals. They get addicted to familiar emotions the same way that you can get
[03:56:09] emotions the same way that you can get addicted to a drug. Okay? So your
[03:56:11] addicted to a drug. Okay? So your thoughts create chemicals in your brain.
[03:56:12] thoughts create chemicals in your brain. The chemicals create feelings in the
[03:56:14] The chemicals create feelings in the body. And the feelings drive more of the
[03:56:16] body. And the feelings drive more of the same thoughts. And this loop runs on 247
[03:56:19] same thoughts. And this loop runs on 247 autopilot. Okay? Because half the time
[03:56:21] autopilot. Okay? Because half the time you're not even thinking about your
[03:56:22] you're not even thinking about your emotions or anything along those lines.
[03:56:24] emotions or anything along those lines. So this makes it to where most of like
[03:56:27] So this makes it to where most of like what's running through our head is going
[03:56:29] what's running through our head is going to be subconscious. Now I know most of
[03:56:31] to be subconscious. Now I know most of you are watching this are not going to
[03:56:32] you are watching this are not going to be in your mid-30s. But it's shown by
[03:56:34] be in your mid-30s. But it's shown by your mid-30s like 95% of like who you
[03:56:37] your mid-30s like 95% of like who you are and how you act is completely
[03:56:39] are and how you act is completely subconscious. There's memorized
[03:56:41] subconscious. There's memorized thoughts. the reflective emotion
[03:56:43] thoughts. the reflective emotion emotional reactions and they're
[03:56:45] emotional reactions and they're unconscious habits and behaviors only
[03:56:48] unconscious habits and behaviors only about 5% of your day is just an actual
[03:56:50] about 5% of your day is just an actual conscious choice. So, and you have to
[03:56:52] conscious choice. So, and you have to understand this key key concept and I'm
[03:56:54] understand this key key concept and I'm I'm sure I've told this to tons of
[03:56:56] I'm sure I've told this to tons of people on coaching calls and and
[03:56:58] people on coaching calls and and different things when I talk about this
[03:56:59] different things when I talk about this is your body does not know the
[03:57:02] is your body does not know the difference. The body cannot tell the
[03:57:04] difference. The body cannot tell the difference between a real experience and
[03:57:05] difference between a real experience and the memory of one. Okay? So, this can
[03:57:08] the memory of one. Okay? So, this can either be a good or a positive thing.
[03:57:10] either be a good or a positive thing. Just understand this principle. For
[03:57:12] Just understand this principle. For example, if you keep playing a bad sales
[03:57:15] example, if you keep playing a bad sales call in your head or a traumatic event,
[03:57:17] call in your head or a traumatic event, your body produces the same stress
[03:57:19] your body produces the same stress chemicals in your brain as though it
[03:57:22] chemicals in your brain as though it just happened. So, you had one bad call
[03:57:24] just happened. So, you had one bad call and because you keep on replaying in
[03:57:26] and because you keep on replaying in your brain, now that turns into a 100
[03:57:28] your brain, now that turns into a 100 bad calls, right? And you're reinforcing
[03:57:30] bad calls, right? And you're reinforcing that emotion that that bad call brought.
[03:57:33] that emotion that that bad call brought. So, your body literally believes that
[03:57:35] So, your body literally believes that it's living in the past experience.
[03:57:37] it's living in the past experience. Okay? So, and again, we're going to talk
[03:57:39] Okay? So, and again, we're going to talk about how we can use this for the
[03:57:40] about how we can use this for the positive with the body not knowing the
[03:57:42] positive with the body not knowing the difference, the brain not knowing the
[03:57:43] difference, the brain not knowing the difference. And just understand the more
[03:57:45] difference. And just understand the more we have an emotion like this will anchor
[03:57:48] we have an emotion like this will anchor into who we are in our identity, okay?
[03:57:50] into who we are in our identity, okay? Into like, hey, I'm not a confident
[03:57:52] Into like, hey, I'm not a confident person. I always choke on the clothes. I
[03:57:54] person. I always choke on the clothes. I get anxious before calls. This is not
[03:57:56] get anxious before calls. This is not who you are. Just understand your
[03:57:58] who you are. Just understand your emotions are not you. They're the
[03:58:00] emotions are not you. They're the chemical patterns that your body is
[03:58:03] chemical patterns that your body is addicted to. And once you understand
[03:58:05] addicted to. And once you understand this, you can understand that it's like,
[03:58:06] this, you can understand that it's like, okay, my body is addicted to these type
[03:58:08] okay, my body is addicted to these type of chemicals, let me just get them
[03:58:10] of chemicals, let me just get them addicted to better types of chemicals
[03:58:13] addicted to better types of chemicals and also understand the concept. Just
[03:58:17] and also understand the concept. Just because you are feeling bad emotions and
[03:58:20] because you are feeling bad emotions and they keep on coming about, your body can
[03:58:23] they keep on coming about, your body can still get addicted to that. I can tell
[03:58:24] still get addicted to that. I can tell you from personal experience, I used to
[03:58:27] you from personal experience, I used to be really, really badly addicted to
[03:58:30] be really, really badly addicted to caffeine. Like I would take so much
[03:58:32] caffeine. Like I would take so much caffeine that I would feel like real bad
[03:58:35] caffeine that I would feel like real bad anxiety and have hard time sleeping and
[03:58:38] anxiety and have hard time sleeping and I would crave that anxiety feeling. Why?
[03:58:42] I would crave that anxiety feeling. Why? Because it's what my body is used to. It
[03:58:44] Because it's what my body is used to. It got used to and addicted to these
[03:58:45] got used to and addicted to these emotions. So it would tell myself even
[03:58:48] emotions. So it would tell myself even though like, hey, I need to cut back on
[03:58:49] though like, hey, I need to cut back on the caffeine so I don't feel as anxious.
[03:58:52] the caffeine so I don't feel as anxious. I would constantly be thinking in the
[03:58:54] I would constantly be thinking in the back of my head like even though like
[03:58:55] back of my head like even though like I've already had a couple cups of
[03:58:57] I've already had a couple cups of coffee. It's like well you're not tired
[03:58:59] coffee. It's like well you're not tired but you're not anxious. Let's have
[03:59:00] but you're not anxious. Let's have another [ __ ] cup. Right? So, we have
[03:59:03] another [ __ ] cup. Right? So, we have to be careful of these emotions and just
[03:59:05] to be careful of these emotions and just understand that your body doesn't want
[03:59:07] understand that your body doesn't want change. It just wants the same. If it's
[03:59:10] change. It just wants the same. If it's used to certain type of emotions, even
[03:59:12] used to certain type of emotions, even though it's bad for you, it know it
[03:59:14] though it's bad for you, it know it knows it's not going to die. So, because
[03:59:16] knows it's not going to die. So, because it knows it's not going to die, it gets
[03:59:17] it knows it's not going to die, it gets addicted to these emotions and it's
[03:59:19] addicted to these emotions and it's going to want to keep you doing the
[03:59:20] going to want to keep you doing the same. It wants to stay homeostasis and
[03:59:22] same. It wants to stay homeostasis and change. Our body is going to react to
[03:59:25] change. Our body is going to react to that. Okay? And we're going to have
[03:59:26] that. Okay? And we're going to have withdrawal symptoms not having these
[03:59:28] withdrawal symptoms not having these negative emotions. Okay, and let's dive
[03:59:31] negative emotions. Okay, and let's dive into it. So, understand like how
[03:59:33] into it. So, understand like how emotional addiction shows up in your
[03:59:35] emotional addiction shows up in your sales calls. Okay, so understand your
[03:59:38] sales calls. Okay, so understand your body is going to be running on
[03:59:39] body is going to be running on yesterday's programming. So, you wake up
[03:59:41] yesterday's programming. So, you wake up and your body feels a certain way before
[03:59:44] and your body feels a certain way before anything happens. Anxiety before calls,
[03:59:47] anything happens. Anxiety before calls, dread about hitting the phones, feeling
[03:59:49] dread about hitting the phones, feeling like today is going to be the same as
[03:59:50] like today is going to be the same as yesterday. Like that's your body running
[03:59:52] yesterday. Like that's your body running the program from yesterday's emotions.
[03:59:55] the program from yesterday's emotions. It's not the fact that every day has to
[03:59:56] It's not the fact that every day has to be the same, but since your body's used
[03:59:58] be the same, but since your body's used to feeling this way, it's going to
[04:00:00] to feeling this way, it's going to implant thoughts in your head that
[04:00:02] implant thoughts in your head that things are going to go the same way.
[04:00:04] things are going to go the same way. Understand the body is telling you what
[04:00:07] Understand the body is telling you what the the brain to think. Okay? So, the
[04:00:09] the the brain to think. Okay? So, the body sends a signal to the brain, okay?
[04:00:11] body sends a signal to the brain, okay? Think thoughts that match how I feel. If
[04:00:14] Think thoughts that match how I feel. If you feel anxious, you'll think about all
[04:00:15] you feel anxious, you'll think about all the ways that it could go wrong. If you
[04:00:17] the ways that it could go wrong. If you feel rejected, you'll start to expect
[04:00:19] feel rejected, you'll start to expect objections before they happen. Okay?
[04:00:21] objections before they happen. Okay? Okay, if you feel unworthy, okay, you'll
[04:00:23] Okay, if you feel unworthy, okay, you'll undercharge, overexlain, or give weak
[04:00:25] undercharge, overexlain, or give weak closes. And just understand your
[04:00:28] closes. And just understand your hormones
[04:00:30] hormones affect tremendously
[04:00:32] affect tremendously how you feel, how you come across in
[04:00:35] how you feel, how you come across in your decision- making. Now, we can
[04:00:37] your decision- making. Now, we can intuitively know this when we're talking
[04:00:38] intuitively know this when we're talking about like testosterone, right? Talk
[04:00:40] about like testosterone, right? Talk about roid rage. Like, I used to take
[04:00:42] about roid rage. Like, I used to take steroids way back. Highly, highly do not
[04:00:45] steroids way back. Highly, highly do not recommend it. Do not do that. But my
[04:00:48] recommend it. Do not do that. But my emotional state was different. It didn't
[04:00:51] emotional state was different. It didn't change me a ton, but I was a lot more
[04:00:53] change me a ton, but I was a lot more intense and a slightly more aggressive
[04:00:56] intense and a slightly more aggressive just because I had a lot more of certain
[04:00:58] just because I had a lot more of certain hormones in my body. It's the same thing
[04:01:00] hormones in my body. It's the same thing for emotions. These emotions, these
[04:01:03] for emotions. These emotions, these hormones are in your body and they're
[04:01:05] hormones are in your body and they're going to get you to think a certain type
[04:01:06] going to get you to think a certain type of way. So, we just have to be aware of
[04:01:08] of way. So, we just have to be aware of this. So, understand that self- sabotage
[04:01:11] this. So, understand that self- sabotage is a chemical, okay? It's a it's a body
[04:01:13] is a chemical, okay? It's a it's a body craving, a familiar chemical state. So a
[04:01:16] craving, a familiar chemical state. So a closer who's stuck at 5 to 10k per month
[04:01:19] closer who's stuck at 5 to 10k per month is chemically addicted to that identity.
[04:01:22] is chemically addicted to that identity. So when you start to break through the
[04:01:24] So when you start to break through the body pulls them back because the new
[04:01:26] body pulls them back because the new emotions they feel unfamiliar. They feel
[04:01:28] emotions they feel unfamiliar. They feel uncomfortable. Your body cannot predict
[04:01:30] uncomfortable. Your body cannot predict what's going to happen. This is why
[04:01:32] what's going to happen. This is why people hit a ceiling and they can't
[04:01:33] people hit a ceiling and they can't explain why they keep falling back.
[04:01:35] explain why they keep falling back. Okay? They fall back to the old emotions
[04:01:38] Okay? They fall back to the old emotions that they're used to that their body
[04:01:39] that they're used to that their body just understands and what they know.
[04:01:41] just understands and what they know. Okay? So you're resp and understand
[04:01:43] Okay? So you're resp and understand you're responding to a memory most of
[04:01:45] you're responding to a memory most of the time. You're not responding to a
[04:01:47] the time. You're not responding to a prospect. And this is also something
[04:01:49] prospect. And this is also something that really once I understood this
[04:01:51] that really once I understood this concept. It's something that really
[04:01:52] concept. It's something that really helped me deal with a be binge eating
[04:01:55] helped me deal with a be binge eating disorder. So when I did bodybuilding uh
[04:01:57] disorder. So when I did bodybuilding uh I got in this habit of eating a [ __ ] ton
[04:02:00] I got in this habit of eating a [ __ ] ton of food at least once a week or like
[04:02:01] of food at least once a week or like once every two weeks. And then when I
[04:02:03] once every two weeks. And then when I stopped doing bodybuilding, that habit
[04:02:06] stopped doing bodybuilding, that habit kind of continued, which is not great
[04:02:09] kind of continued, which is not great because it led to a lot of issues in
[04:02:11] because it led to a lot of issues in terms of like I would have reactions. Uh
[04:02:13] terms of like I would have reactions. Uh I just want to get work done. And it
[04:02:15] I just want to get work done. And it really clicked in my head of when I
[04:02:18] really clicked in my head of when I would go on these binge eating fest, I
[04:02:22] would go on these binge eating fest, I wasn't even tasting the food. I what
[04:02:25] wasn't even tasting the food. I what what was happening, this is what will
[04:02:26] what was happening, this is what will happen with a lot of people who binge
[04:02:27] happen with a lot of people who binge eat is they're they're eating the food
[04:02:29] eat is they're they're eating the food and they're just remembering what it
[04:02:31] and they're just remembering what it tastes like because you're you're
[04:02:32] tastes like because you're you're eating. so fast you can't actually sit
[04:02:34] eating. so fast you can't actually sit and savor the food. You're kind of
[04:02:35] and savor the food. You're kind of remembering the first time that you ate
[04:02:37] remembering the first time that you ate the food and when you are actually
[04:02:39] the food and when you are actually savoring it. So it's like you don't get
[04:02:41] savoring it. So it's like you don't get that same experience. It's kind of a
[04:02:42] that same experience. It's kind of a diluted experience. It's the same thing
[04:02:44] diluted experience. It's the same thing when you're talking about certain type
[04:02:45] when you're talking about certain type of reactions from people. So often times
[04:02:48] of reactions from people. So often times you're going to be responding to a
[04:02:49] you're going to be responding to a memory, not the actual prospect that's
[04:02:51] memory, not the actual prospect that's in front of you. So when they say like,
[04:02:52] in front of you. So when they say like, "Hey, I need to think about it."
[04:02:54] "Hey, I need to think about it." understand like that's going to trigger
[04:02:56] understand like that's going to trigger the uh same response every time because
[04:02:59] the uh same response every time because your body has been conditioned to react
[04:03:01] your body has been conditioned to react to it in a certain type of way. Now,
[04:03:03] to it in a certain type of way. Now, that could either be in a good positive
[04:03:05] that could either be in a good positive way or it could be in a negative way.
[04:03:07] way or it could be in a negative way. So, again, if it's negative, we need to
[04:03:08] So, again, if it's negative, we need to address it. If it's positive, we need to
[04:03:10] address it. If it's positive, we need to reinforce it. You're not responding to
[04:03:11] reinforce it. You're not responding to the prospect, you're responding to
[04:03:13] the prospect, you're responding to chemical memory.
[04:03:15] chemical memory. Okay? So understand the science behind
[04:03:19] Okay? So understand the science behind how we can start to shift this and how
[04:03:22] how we can start to shift this and how we can start to use these principles
[04:03:23] we can start to use these principles that we're talking about in our favor.
[04:03:26] that we're talking about in our favor. So now that we kind of understand, okay,
[04:03:28] So now that we kind of understand, okay, what might be holding us back, the
[04:03:29] what might be holding us back, the emotions, everything along those lines,
[04:03:31] emotions, everything along those lines, we need to start to understand how we
[04:03:33] we need to start to understand how we can actually shift this in our favor
[04:03:34] can actually shift this in our favor because it's good to understand like,
[04:03:35] because it's good to understand like, hey, how is it holding us back? Now we
[04:03:37] hey, how is it holding us back? Now we just need to take these principles and
[04:03:39] just need to take these principles and use them to, hey, what can we do to make
[04:03:42] use them to, hey, what can we do to make sure we use these principles to get
[04:03:44] sure we use these principles to get better? So understand the neuropeptide
[04:03:47] better? So understand the neuropeptide signals hormonal centers in the body.
[04:03:49] signals hormonal centers in the body. Hormones get released. You feel the
[04:03:50] Hormones get released. You feel the emotion. Brain monitors the feelings and
[04:03:52] emotion. Brain monitors the feelings and they generate more matching thoughts.
[04:03:55] they generate more matching thoughts. And there have been uh EEG brain scans,
[04:03:57] And there have been uh EEG brain scans, hormonal panels and gene expression
[04:03:59] hormonal panels and gene expression studies. If you want to go more into the
[04:04:02] studies. If you want to go more into the actual research behind this, Joe Dispens
[04:04:04] actual research behind this, Joe Dispens does a lot of research on the actual
[04:04:07] does a lot of research on the actual science behind visualization and
[04:04:09] science behind visualization and meditation. So understand that emotional
[04:04:12] meditation. So understand that emotional energy is stored in the body. Emotional
[04:04:14] energy is stored in the body. Emotional energy gets physically stored in the
[04:04:16] energy gets physically stored in the body. For example, anger, frustration,
[04:04:19] body. For example, anger, frustration, control, this is stored in the solar
[04:04:20] control, this is stored in the solar plexus, right? The gut area. Okay?
[04:04:22] plexus, right? The gut area. Okay? Guilt, shame, fear, low self-esteem,
[04:04:24] Guilt, shame, fear, low self-esteem, this is uh stored in the lower admin.
[04:04:27] this is uh stored in the lower admin. Okay? Real biological effects just from
[04:04:30] Okay? Real biological effects just from feelings alone, you're more likely if
[04:04:32] feelings alone, you're more likely if you have a lot of negative feelings to
[04:04:34] you have a lot of negative feelings to develop cancer and turn on certain
[04:04:36] develop cancer and turn on certain genes, have adrenal fatigue, digestive
[04:04:38] genes, have adrenal fatigue, digestive issues, weak immune system like chronic
[04:04:41] issues, weak immune system like chronic tension. These are all the things that
[04:04:43] tension. These are all the things that can happen in a negative way. But we can
[04:04:44] can happen in a negative way. But we can also look at what can happen positively
[04:04:47] also look at what can happen positively as well if we have more positive
[04:04:48] as well if we have more positive emotions. Okay. So understand this when
[04:04:51] emotions. Okay. So understand this when it comes to um how do we actually help
[04:04:54] it comes to um how do we actually help program our self? So once you understand
[04:04:57] program our self? So once you understand like hey I understand I'm running on
[04:04:59] like hey I understand I'm running on these emotions now like how do I start
[04:05:01] these emotions now like how do I start to program these emotions in myself? How
[04:05:03] to program these emotions in myself? How we start to do that is we just need to
[04:05:05] we start to do that is we just need to understand how we talk to our
[04:05:07] understand how we talk to our subconscious brain. And how we do that
[04:05:09] subconscious brain. And how we do that is we are able to communicate with our
[04:05:12] is we are able to communicate with our subconscious brain in certain
[04:05:14] subconscious brain in certain wavelengths of the brain. Okay. So
[04:05:16] wavelengths of the brain. Okay. So understand there are three main
[04:05:18] understand there are three main wavelengths that the brain is going to
[04:05:20] wavelengths that the brain is going to operate in. We got beta, alpha and
[04:05:22] operate in. We got beta, alpha and theta. Okay, not like beta male or alpha
[04:05:25] theta. Okay, not like beta male or alpha male. This is just the brain waves that
[04:05:27] male. This is just the brain waves that your body or your brain just uh uses. So
[04:05:30] your body or your brain just uh uses. So for example, beta is just going to be
[04:05:32] for example, beta is just going to be your normal waking state, right? This is
[04:05:34] your normal waking state, right? This is probably going to be the state that
[04:05:35] probably going to be the state that you're in most of the time. Okay.
[04:05:38] you're in most of the time. Okay. Generally speaking, like if you're like
[04:05:40] Generally speaking, like if you're like going out, eating, different things
[04:05:41] going out, eating, different things along those lines, uh more like survival
[04:05:44] along those lines, uh more like survival mode, analytical stress, you cannot talk
[04:05:47] mode, analytical stress, you cannot talk to the subconscious brain at this point
[04:05:50] to the subconscious brain at this point because your body is too stressed out.
[04:05:52] because your body is too stressed out. You need to be more relaxed. On the
[04:05:54] You need to be more relaxed. On the other end, we have like alpha. So, this
[04:05:56] other end, we have like alpha. So, this is more calm and relaxed. You have inner
[04:05:58] is more calm and relaxed. You have inner focus and you can start to have a bit of
[04:06:01] focus and you can start to have a bit of a gateway to the uh to the subconscious
[04:06:04] a gateway to the uh to the subconscious mind. So your brain waves are going to
[04:06:06] mind. So your brain waves are going to be longer. Okay. So beta shorter brain
[04:06:09] be longer. Okay. So beta shorter brain waves, more frequency, more chaotic. And
[04:06:12] waves, more frequency, more chaotic. And then theta is going to be the slowest
[04:06:14] then theta is going to be the slowest one. Okay? So this is going to be like
[04:06:16] one. Okay? So this is going to be like the half awake, half asleep. So this is
[04:06:18] the half awake, half asleep. So this is when you get into deep meditation and
[04:06:21] when you get into deep meditation and you have direct access to the automatic
[04:06:23] you have direct access to the automatic nervous system. Like this is your
[04:06:25] nervous system. Like this is your operating system. So, in order for us to
[04:06:27] operating system. So, in order for us to start to talk to our subconscious mind,
[04:06:30] start to talk to our subconscious mind, talk to like the emotions that we're
[04:06:31] talk to like the emotions that we're feeling, we need to focus on, but with
[04:06:35] feeling, we need to focus on, but with practice, it's pretty easy to get in
[04:06:37] practice, it's pretty easy to get in alpha waves. With practice, we need to
[04:06:39] alpha waves. With practice, we need to get ourselves to the point where we're
[04:06:40] get ourselves to the point where we're in theta waves. And ideally, you do this
[04:06:43] in theta waves. And ideally, you do this first thing in the morning or right
[04:06:45] first thing in the morning or right before you go to bed because naturally,
[04:06:47] before you go to bed because naturally, your body is going to go into a theta
[04:06:49] your body is going to go into a theta brave wave brain wave before you go to
[04:06:52] brave wave brain wave before you go to sleep and when first when you wake up.
[04:06:54] sleep and when first when you wake up. Okay? So how does this actually work in
[04:06:57] Okay? So how does this actually work in real life? So understand that mental
[04:07:00] real life? So understand that mental rehearsal like actually visualizing has
[04:07:03] rehearsal like actually visualizing has a tremendous effect on your biology. So
[04:07:07] a tremendous effect on your biology. So there is a particular reason why all the
[04:07:10] there is a particular reason why all the best athletes in the world they all
[04:07:12] best athletes in the world they all practice visualization. Right? Kobe
[04:07:14] practice visualization. Right? Kobe Bryant, LeBron James, Michael Jordan,
[04:07:16] Bryant, LeBron James, Michael Jordan, they've all practiced visualization.
[04:07:18] they've all practiced visualization. They are very, very good at doing mental
[04:07:21] They are very, very good at doing mental reps. And there are studies to back up
[04:07:23] reps. And there are studies to back up why this is so important. For example,
[04:07:25] why this is so important. For example, you can only hop on so many sales calls.
[04:07:28] you can only hop on so many sales calls. Okay, let's just say 10 sales calls or
[04:07:31] Okay, let's just say 10 sales calls or so per day. If you're really like
[04:07:32] so per day. If you're really like cranking it, maybe 12. But you can have
[04:07:35] cranking it, maybe 12. But you can have much more repetition and mental
[04:07:37] much more repetition and mental rehearsal of you going through it like
[04:07:39] rehearsal of you going through it like in your brain when you're not on sales
[04:07:41] in your brain when you're not on sales calls. And they've done a they've done
[04:07:43] calls. And they've done a they've done studies when subjects who only imagined,
[04:07:46] studies when subjects who only imagined, right, they never picked up a weight.
[04:07:48] right, they never picked up a weight. They only imagined doing bicep curls and
[04:07:51] They only imagined doing bicep curls and they had increased muscle strength by
[04:07:53] they had increased muscle strength by 35% against the people that placebo
[04:07:56] 35% against the people that placebo didn't do anything. Those who physically
[04:07:58] didn't do anything. Those who physically did them, they increased by 53%. So yes,
[04:08:01] did them, they increased by 53%. So yes, it is going to be better that you
[04:08:02] it is going to be better that you actually take the sales calls versus you
[04:08:04] actually take the sales calls versus you just imagining them. But if we do both
[04:08:06] just imagining them. But if we do both of them, that's when we're going to get
[04:08:08] of them, that's when we're going to get the best results. Because understand,
[04:08:10] the best results. Because understand, the brain cannot tell the difference
[04:08:11] the brain cannot tell the difference between a vividly imagined experience
[04:08:13] between a vividly imagined experience and a real one. Neural pathways fire and
[04:08:16] and a real one. Neural pathways fire and wire the same way either way you're
[04:08:18] wire the same way either way you're doing it or imagining it. And this is
[04:08:21] doing it or imagining it. And this is even going to be more true when you're
[04:08:23] even going to be more true when you're talking about something that is
[04:08:24] talking about something that is non-physical, right? Like curling
[04:08:26] non-physical, right? Like curling biceps, you need to tear the muscles in
[04:08:29] biceps, you need to tear the muscles in your biceps in order for them to grow.
[04:08:31] your biceps in order for them to grow. That's why the the physical one had so
[04:08:33] That's why the the physical one had so much more. They have also done studies
[04:08:35] much more. They have also done studies on pianos like uh you know practicing
[04:08:38] on pianos like uh you know practicing the piano and just imagining practicing
[04:08:40] the piano and just imagining practicing the piano and they had almost identical
[04:08:43] the piano and they had almost identical results. Okay, but this is just to go to
[04:08:45] results. Okay, but this is just to go to show you that mental rehearsal has real
[04:08:48] show you that mental rehearsal has real science behind it. All the elite people
[04:08:50] science behind it. All the elite people do mental rehearsal because you can only
[04:08:53] do mental rehearsal because you can only do so much physical. You can only hop on
[04:08:55] do so much physical. You can only hop on so many calls. So if you are actually
[04:08:58] so many calls. So if you are actually able to mentally rehearse, you'll get so
[04:09:00] able to mentally rehearse, you'll get so much further so much quicker.
[04:09:03] much further so much quicker. Okay. Oh, just went on haywire on me.
[04:09:07] Okay. Oh, just went on haywire on me. And there's tons of peer-reviewed
[04:09:09] And there's tons of peer-reviewed studies on meditation reducing violence,
[04:09:11] studies on meditation reducing violence, crime, stress markers in large
[04:09:13] crime, stress markers in large populations. So, if for you, for
[04:09:15] populations. So, if for you, for example, you you feel a lot of anxiety
[04:09:17] example, you you feel a lot of anxiety and stress, meditation is something
[04:09:19] and stress, meditation is something that's going to really help you. So,
[04:09:21] that's going to really help you. So, they've measured the changes in
[04:09:23] they've measured the changes in neurotransmitter, hormones, gene
[04:09:25] neurotransmitter, hormones, gene expressions, protein through that alone.
[04:09:27] expressions, protein through that alone. Okay? and you have to slow down to alpha
[04:09:30] Okay? and you have to slow down to alpha or theta to access the operating system.
[04:09:32] or theta to access the operating system. So that's what we were talking about
[04:09:33] So that's what we were talking about before. We need to get into alpha or
[04:09:35] before. We need to get into alpha or theta ba ba uh wavelengths to go ahead
[04:09:38] theta ba ba uh wavelengths to go ahead and actually talk to our operating
[04:09:41] and actually talk to our operating system, our subconscious mind. And
[04:09:43] system, our subconscious mind. And basically how you get there is by
[04:09:45] basically how you get there is by relaxing yourself and taking you know
[04:09:48] relaxing yourself and taking you know deep breaths, relaxing yourself,
[04:09:49] deep breaths, relaxing yourself, relaxing your body and allowing your
[04:09:51] relaxing your body and allowing your brain to slow down. And I'll dive a
[04:09:53] brain to slow down. And I'll dive a little bit more into that now. Okay? But
[04:09:56] little bit more into that now. Okay? But understand your body is a magnet. So
[04:09:58] understand your body is a magnet. So your energy, presence and state, this is
[04:10:00] your energy, presence and state, this is the difference between a closer who
[04:10:01] the difference between a closer who commands a room and one who can't uh get
[04:10:05] commands a room and one who can't uh get traction. So understand the brain is the
[04:10:08] traction. So understand the brain is the north pole. This is at the base of the
[04:10:10] north pole. This is at the base of the spine is the south pole. When current
[04:10:13] spine is the south pole. When current flows between them, you produce an
[04:10:15] flows between them, you produce an electromagnet
[04:10:17] electromagnet magnetic field. I don't know why that
[04:10:19] magnetic field. I don't know why that word was so hard. So you are pushing off
[04:10:22] word was so hard. So you are pushing off energy from yourself. So understand when
[04:10:24] energy from yourself. So understand when you're stuck in the survival emotions,
[04:10:27] you're stuck in the survival emotions, energy gets trapped. Like you're not
[04:10:29] energy gets trapped. Like you're not able to actually flow all the energy
[04:10:31] able to actually flow all the energy like up to your brain that you would
[04:10:32] like up to your brain that you would need to. That's why when again your
[04:10:35] need to. That's why when again your anxiety, all this stuff, you can't think
[04:10:38] anxiety, all this stuff, you can't think straight. You have brain fog. You you'll
[04:10:40] straight. You have brain fog. You you'll freeze. That's why this is happening. So
[04:10:42] freeze. That's why this is happening. So no current flowing means no
[04:10:44] no current flowing means no electromagnetic field and the body
[04:10:46] electromagnetic field and the body becomes a dead magnet. This is why some
[04:10:49] becomes a dead magnet. This is why some closers walk into a call with zero
[04:10:51] closers walk into a call with zero presence and the prospect they can feel
[04:10:53] presence and the prospect they can feel it. You can feel when somebody is in a
[04:10:56] it. You can feel when somebody is in a state of anxiety. Okay? You can feel
[04:10:59] state of anxiety. Okay? You can feel when somebody's in a state of stress. So
[04:11:02] when somebody's in a state of stress. So understand when energy flows more
[04:11:04] understand when energy flows more freely, you have better presence on
[04:11:06] freely, you have better presence on calls, certainty in your voice, you're
[04:11:09] calls, certainty in your voice, you're calm under pressure, creative problem
[04:11:11] calm under pressure, creative problem solving instead of reactive panic, and
[04:11:14] solving instead of reactive panic, and the people you know who are just
[04:11:16] the people you know who are just naturally confident aren't lucky. Their
[04:11:18] naturally confident aren't lucky. Their energy is flowing. Okay? Like that's the
[04:11:21] energy is flowing. Okay? Like that's the biggest thing we have to understand. Let
[04:11:23] biggest thing we have to understand. Let me move this a little bit over here. We
[04:11:24] me move this a little bit over here. We have to understand that their energy is
[04:11:26] have to understand that their energy is flowing. When somebody is very
[04:11:28] flowing. When somebody is very comfortable, that's where confidence
[04:11:30] comfortable, that's where confidence comes from. And when they're
[04:11:31] comes from. And when they're comfortable, their body is going to be
[04:11:33] comfortable, their body is going to be working properly and the electromagnetic
[04:11:35] working properly and the electromagnetic field is going to be firing properly and
[04:11:37] field is going to be firing properly and you're going to be getting everything
[04:11:38] you're going to be getting everything you need to the brain. Okay? So, this is
[04:11:41] you need to the brain. Okay? So, this is trainable.
[04:11:43] trainable. This is a skill. It's not something that
[04:11:45] This is a skill. It's not something that you're born with. Me personally, I was
[04:11:48] you're born with. Me personally, I was not born with high levels of confidence.
[04:11:51] not born with high levels of confidence. I was actually a pretty awkward kid
[04:11:52] I was actually a pretty awkward kid growing up. But it's built over time.
[04:11:56] growing up. But it's built over time. And you build it over time by practicing
[04:11:58] And you build it over time by practicing the emotions and just doing it over and
[04:12:00] the emotions and just doing it over and over again. Okay.
[04:12:03] over again. Okay. So, how do we go ahead and break the
[04:12:06] So, how do we go ahead and break the loop? Okay. Break the loop. So, first
[04:12:10] loop? Okay. Break the loop. So, first and foremost, we need to become aware of
[04:12:12] and foremost, we need to become aware of the pattern that we're in. So, we need
[04:12:14] the pattern that we're in. So, we need to identify the emotions that we're
[04:12:16] to identify the emotions that we're actually addicted to. For me, the
[04:12:18] actually addicted to. For me, the biggest one was uh anxiety and then also
[04:12:22] biggest one was uh anxiety and then also self-sabotage. But for you it might be
[04:12:24] self-sabotage. But for you it might be self-doubt, frustration, fear of
[04:12:26] self-doubt, frustration, fear of rejection, like who knows? Okay, notice
[04:12:29] rejection, like who knows? Okay, notice when your body starts producing it
[04:12:31] when your body starts producing it before anything has actually happened.
[04:12:34] before anything has actually happened. Awareness alone starts to help break the
[04:12:36] Awareness alone starts to help break the unconscious loop. So once you know this
[04:12:39] unconscious loop. So once you know this stuff, the very first step is start to
[04:12:41] stuff, the very first step is start to just become aware of it in your own
[04:12:43] just become aware of it in your own body. For me, when I'm feeling a certain
[04:12:46] body. For me, when I'm feeling a certain type of emotion, I can feel it in my own
[04:12:48] type of emotion, I can feel it in my own body. Like I feel these emotions coming
[04:12:49] body. Like I feel these emotions coming up. And once you're aware of it, then
[04:12:51] up. And once you're aware of it, then you can consciously start to change it.
[04:12:53] you can consciously start to change it. But if it stays unconscious, it'll rule
[04:12:55] But if it stays unconscious, it'll rule your life and then they'll you'll call
[04:12:57] your life and then they'll you'll call it fate. So the very first thing we need
[04:12:59] it fate. So the very first thing we need to do is we need to actually start to
[04:13:00] to do is we need to actually start to become aware of what's going on. Then we
[04:13:04] become aware of what's going on. Then we can address it. Now once we become
[04:13:06] can address it. Now once we become aware, we can start to interrupt the
[04:13:07] aware, we can start to interrupt the pattern. Meditation is a tool to slow
[04:13:10] pattern. Meditation is a tool to slow your brain waves from beta to alpha to
[04:13:12] your brain waves from beta to alpha to theta. Okay? In theta, you have direct
[04:13:14] theta. Okay? In theta, you have direct access to this subconscious operating
[04:13:16] access to this subconscious operating system. This is where the reprogramming
[04:13:18] system. This is where the reprogramming happens. You cannot think your way out
[04:13:21] happens. You cannot think your way out of feeling. You have to change your
[04:13:22] of feeling. You have to change your state first. So again, we need to slow
[04:13:25] state first. So again, we need to slow our brain waves down. Does that mean
[04:13:28] our brain waves down. Does that mean every single time we feel anxious, we
[04:13:30] every single time we feel anxious, we need to go meditate for 20 minutes? No.
[04:13:32] need to go meditate for 20 minutes? No. Okay. Become aware of the anxiety. Try
[04:13:34] Okay. Become aware of the anxiety. Try to slow yourself down in the moment. And
[04:13:36] to slow yourself down in the moment. And then when you do have time to go ahead
[04:13:38] then when you do have time to go ahead and reprogram the emotions, you're going
[04:13:40] and reprogram the emotions, you're going to practice the emotions that you want
[04:13:41] to practice the emotions that you want to feel.
[04:13:44] to feel. Okay? Then what we're going to do is
[04:13:46] Okay? Then what we're going to do is we're going to again when we have time
[04:13:48] we're going to again when we have time we're going to release the stored
[04:13:51] we're going to release the stored energy. Okay. So we have breathing
[04:13:52] energy. Okay. So we have breathing techniques. Okay. So we want to pull
[04:13:54] techniques. Okay. So we want to pull trapped emotion energy from the lower
[04:13:56] trapped emotion energy from the lower centers through the spine. Okay.
[04:13:58] centers through the spine. Okay. Survival emotions get transmuted through
[04:14:00] Survival emotions get transmuted through creative emotions. Inspiration,
[04:14:02] creative emotions. Inspiration, confidence, gratitude and certainty.
[04:14:04] confidence, gratitude and certainty. Same energy just redirected. The body's
[04:14:07] Same energy just redirected. The body's electromagnetic field restores itself.
[04:14:10] electromagnetic field restores itself. So what we're wanting to do and what
[04:14:12] So what we're wanting to do and what we're looking to do is take the emotions
[04:14:14] we're looking to do is take the emotions the negative emotions and shift them
[04:14:16] the negative emotions and shift them into something else. Often times like
[04:14:18] into something else. Often times like for me gratitude is the one that I keep
[04:14:21] for me gratitude is the one that I keep coming back to that gives me the best
[04:14:24] coming back to that gives me the best overall feeling. So changing anxiety of
[04:14:27] overall feeling. So changing anxiety of like what's going to happen to being
[04:14:28] like what's going to happen to being grateful for the things that you do
[04:14:30] grateful for the things that you do have. Just that shift in focus and that
[04:14:32] have. Just that shift in focus and that shift in the emotion you will act so
[04:14:35] shift in the emotion you will act so much differently when you shift it. So
[04:14:37] much differently when you shift it. So once we understand that breathing
[04:14:39] once we understand that breathing techniques we need to slow ourselves
[04:14:41] techniques we need to slow ourselves down. Okay. And down below I'm going to
[04:14:43] down. Okay. And down below I'm going to have tons of guided meditations that you
[04:14:46] have tons of guided meditations that you can follow that runs through this
[04:14:48] can follow that runs through this exactly. Okay. So I'm not going to sit
[04:14:51] exactly. Okay. So I'm not going to sit here and do a guided meditation with
[04:14:52] here and do a guided meditation with you, but down below there's going to be
[04:14:54] you, but down below there's going to be a ton there that I highly recommend you
[04:14:56] a ton there that I highly recommend you go through. And I would pick okay an
[04:15:00] go through. And I would pick okay an emotion that you're wanting to feel more
[04:15:02] emotion that you're wanting to feel more often. Okay. And then you're what you're
[04:15:04] often. Okay. And then you're what you're doing is you're practicing these
[04:15:06] doing is you're practicing these emotions. What you're doing is you're
[04:15:07] emotions. What you're doing is you're installing these new emotions. Once the
[04:15:10] installing these new emotions. Once the old energy is released, you create space
[04:15:12] old energy is released, you create space for the new programming. You visualize
[04:15:14] for the new programming. You visualize the version of yourself you want to
[04:15:16] the version of yourself you want to become who's feeling that emotions. You
[04:15:17] become who's feeling that emotions. You feel the emotion of that person now
[04:15:20] feel the emotion of that person now before the results show up. Again,
[04:15:22] before the results show up. Again, gratitude, confidence, certainty,
[04:15:24] gratitude, confidence, certainty, abundance. The body starts to become
[04:15:27] abundance. The body starts to become addicted to these emotions. And again,
[04:15:30] addicted to these emotions. And again, once your body's addicted to these
[04:15:31] once your body's addicted to these emotions, it's going to give you
[04:15:33] emotions, it's going to give you thoughts to keep feeling these emotions.
[04:15:34] thoughts to keep feeling these emotions. So if we get addicted to gratitude,
[04:15:36] So if we get addicted to gratitude, we're going to be really be able to
[04:15:37] we're going to be really be able to focus on the things that is going to
[04:15:39] focus on the things that is going to give us gratitude. Like for example,
[04:15:42] give us gratitude. Like for example, just understand like how your brain
[04:15:43] just understand like how your brain works. When I first got a Porsche, okay,
[04:15:46] works. When I first got a Porsche, okay, I didn't see Porsches anywhere. I just
[04:15:48] I didn't see Porsches anywhere. I just didn't see them. Once I got a Porsche, I
[04:15:51] didn't see them. Once I got a Porsche, I see Porsches [ __ ] everywhere. I'm
[04:15:53] see Porsches [ __ ] everywhere. I'm convinced that as soon as I got a
[04:15:56] convinced that as soon as I got a Porsche, everyone got a Porsche. Is that
[04:15:59] Porsche, everyone got a Porsche. Is that true? No, it's not true. It's what you
[04:16:02] true? No, it's not true. It's what you have and what you notice, right? what is
[04:16:04] have and what you notice, right? what is now conscious. Okay, you start to see
[04:16:06] now conscious. Okay, you start to see that and you start to identify that
[04:16:08] that and you start to identify that everywhere. So, if you start to become
[04:16:09] everywhere. So, if you start to become conscious and addicted to gratitude, for
[04:16:12] conscious and addicted to gratitude, for example, there are going to be things in
[04:16:14] example, there are going to be things in your life right now that if you're not
[04:16:15] your life right now that if you're not addicted to that emotion that you could
[04:16:17] addicted to that emotion that you could feel grateful for, you just don't see it
[04:16:19] feel grateful for, you just don't see it because you're addicted to other
[04:16:20] because you're addicted to other emotions. Once you start becoming
[04:16:22] emotions. Once you start becoming addicted to gratitude, confidence, all
[04:16:25] addicted to gratitude, confidence, all these different things, you're going to
[04:16:26] these different things, you're going to focus on the things that are going to
[04:16:27] focus on the things that are going to give you that confidence, give you that
[04:16:29] give you that confidence, give you that gratitude. Okay? Now, your subconscious
[04:16:32] gratitude. Okay? Now, your subconscious is going to drive you towards behaviors
[04:16:35] is going to drive you towards behaviors that produce these new feelings again
[04:16:36] that produce these new feelings again because it wants to stay consistent with
[04:16:38] because it wants to stay consistent with how it views yourself, and it wants to
[04:16:40] how it views yourself, and it wants to stay consistent with the emotions that
[04:16:43] stay consistent with the emotions that you're addicted to. Okay? And there are
[04:16:45] you're addicted to. Okay? And there are tons of different guided meditations
[04:16:47] tons of different guided meditations down below on what you can do in terms
[04:16:50] down below on what you can do in terms of practicing these emotions.
[04:16:53] of practicing these emotions. So, what is the actual daily protocol?
[04:16:55] So, what is the actual daily protocol? Like, how do we do this? Okay, so
[04:16:58] Like, how do we do this? Okay, so understand something. Consistency
[04:17:00] understand something. Consistency matters a lot more than length. So if
[04:17:02] matters a lot more than length. So if you can only consistently do this for
[04:17:04] you can only consistently do this for five minutes a day, just do it for five
[04:17:06] five minutes a day, just do it for five minutes a day. Now, it probably better
[04:17:09] minutes a day. Now, it probably better if we can get it to the point where it's
[04:17:10] if we can get it to the point where it's like we're doing 10, 20, maybe even 30
[04:17:12] like we're doing 10, 20, maybe even 30 minutes per day, but you got to find
[04:17:13] minutes per day, but you got to find something that actually works for you.
[04:17:16] something that actually works for you. Okay? So the best time to actually
[04:17:17] Okay? So the best time to actually practice is immediately upon waking or
[04:17:19] practice is immediately upon waking or right before sleep. Me personally, I'm
[04:17:22] right before sleep. Me personally, I'm always going to do it right before sleep
[04:17:24] always going to do it right before sleep because I know for me, if I wake up and
[04:17:27] because I know for me, if I wake up and I dillydally around, I just don't get
[04:17:29] I dillydally around, I just don't get that much [ __ ] done, right? Cuz I'm
[04:17:31] that much [ __ ] done, right? Cuz I'm telling my brain at that moment like,
[04:17:33] telling my brain at that moment like, oh, I can not get right into work. So,
[04:17:35] oh, I can not get right into work. So, it's like when I wake up, I want to get
[04:17:37] it's like when I wake up, I want to get out in the sun, you know, maybe go for a
[04:17:40] out in the sun, you know, maybe go for a very quick little brisk 5minute walk,
[04:17:42] very quick little brisk 5minute walk, get out in the sun, and then I'm right
[04:17:43] get out in the sun, and then I'm right into work drinking some coffee, doing
[04:17:45] into work drinking some coffee, doing what I need to do. Okay. Now, why you
[04:17:47] what I need to do. Okay. Now, why you want to do it waking or right before
[04:17:49] want to do it waking or right before sleep? I do it right before sleep. Uh it
[04:17:52] sleep? I do it right before sleep. Uh it also helps me wind down and get better
[04:17:54] also helps me wind down and get better sleep. So this is why I recommend mostly
[04:17:56] sleep. So this is why I recommend mostly just do it right before bed. The brain
[04:17:58] just do it right before bed. The brain is naturally slowed down when you first
[04:18:01] is naturally slowed down when you first wake up and when you're right before
[04:18:02] wake up and when you're right before you're about to go to bed. So you're
[04:18:04] you're about to go to bed. So you're more in alpha and theta during those
[04:18:06] more in alpha and theta during those windows
[04:18:07] windows normally. Okay. So then with breathing
[04:18:09] normally. Okay. So then with breathing and everything along those lines, you
[04:18:11] and everything along those lines, you can slow your brain down even more and
[04:18:14] can slow your brain down even more and actually become more suggestible. This
[04:18:16] actually become more suggestible. This is when the subconscious is most
[04:18:18] is when the subconscious is most accessible. So duration, start with like
[04:18:21] accessible. So duration, start with like 5 to 10 minutes, build up to 30 plus
[04:18:23] 5 to 10 minutes, build up to 30 plus minutes over time. Consistency matters
[04:18:25] minutes over time. Consistency matters more than the length. Again, if you only
[04:18:28] more than the length. Again, if you only do like five minutes before you go to
[04:18:29] do like five minutes before you go to bed every single day where you just slow
[04:18:31] bed every single day where you just slow your brain down and you just practice
[04:18:32] your brain down and you just practice feeling the emotions of being grat like
[04:18:34] feeling the emotions of being grat like being grateful, you will start to notice
[04:18:37] being grateful, you will start to notice a change over time. So make sure you are
[04:18:41] a change over time. So make sure you are just consistent, consistent, consistent,
[04:18:43] just consistent, consistent, consistent, consistent. This is not a magic pill.
[04:18:46] consistent. This is not a magic pill. you are retraining your brain and your
[04:18:48] you are retraining your brain and your body to feel certain type of emotions.
[04:18:51] body to feel certain type of emotions. This needs to happen over a long period
[04:18:53] This needs to happen over a long period of time. Think about it. If you're
[04:18:55] of time. Think about it. If you're feeling anxious, if you're feeling not
[04:18:57] feeling anxious, if you're feeling not confident, you've been reinforcing
[04:19:00] confident, you've been reinforcing this feeling for however long, probably
[04:19:02] this feeling for however long, probably years. So, it's not going to happen
[04:19:04] years. So, it's not going to happen overnight to where it's like you just
[04:19:06] overnight to where it's like you just start doing something and then now
[04:19:08] start doing something and then now you're just completely changed. Like,
[04:19:09] you're just completely changed. Like, no, it's going to take months. So, we
[04:19:11] no, it's going to take months. So, we have to understand that. Okay. So,
[04:19:13] have to understand that. Okay. So, understand the full meditation practice
[04:19:15] understand the full meditation practice and process. So, again, there's tons of
[04:19:17] and process. So, again, there's tons of guided meditations down below, but I'll
[04:19:19] guided meditations down below, but I'll give you a highlevel overview. So, first
[04:19:22] give you a highlevel overview. So, first we need to settle in. So, sit or lie
[04:19:24] we need to settle in. So, sit or lie down. I'm always big on lying down. I
[04:19:26] down. I'm always big on lying down. I would close your eyes, slow your breath
[04:19:28] would close your eyes, slow your breath to help slow your brain waves. So, body
[04:19:30] to help slow your brain waves. So, body scan. So, what I'll do is I'll always go
[04:19:33] scan. So, what I'll do is I'll always go through my body and I'll notice where
[04:19:36] through my body and I'll notice where there is any tension. Okay? So when I
[04:19:39] there is any tension. Okay? So when I notice when there's any tension, I'm
[04:19:40] notice when there's any tension, I'm going to inhale deeply, pull energy from
[04:19:42] going to inhale deeply, pull energy from the base of my spine up to the top of
[04:19:44] the base of my spine up to the top of the head. And I'm going to release I'm
[04:19:47] the head. And I'm going to release I'm going to release the stored tension.
[04:19:49] going to release the stored tension. Like for me, it would be a lot of times
[04:19:51] Like for me, it would be a lot of times in my chest. And I'm going to put bring
[04:19:54] in my chest. And I'm going to put bring air into that and release it out.
[04:19:56] air into that and release it out. Release the tension from your body. Each
[04:19:58] Release the tension from your body. Each time you're taking a breath in and
[04:20:00] time you're taking a breath in and you're releasing it, you should feel
[04:20:02] you're releasing it, you should feel more and more relaxed. Okay? Then from
[04:20:06] more and more relaxed. Okay? Then from there, we're going to visualize. You're
[04:20:08] there, we're going to visualize. You're going to see yourself through your own
[04:20:09] going to see yourself through your own eyes performing at the level you want to
[04:20:11] eyes performing at the level you want to be. Okay. On a sales calls, calm,
[04:20:13] be. Okay. On a sales calls, calm, certain, in control, closing the deal
[04:20:15] certain, in control, closing the deal effortlessly, checking your bank account
[04:20:17] effortlessly, checking your bank account and seeing the number you want. You want
[04:20:18] and seeing the number you want. You want to rewire bad calls. Okay? You had a bad
[04:20:21] to rewire bad calls. Okay? You had a bad call, you rewire them. You go through in
[04:20:23] call, you rewire them. You go through in your brain like how they should have
[04:20:25] your brain like how they should have gone and see them actually handing over
[04:20:28] gone and see them actually handing over the credit card. This is something that
[04:20:29] the credit card. This is something that I would do every single night. Anytime I
[04:20:32] I would do every single night. Anytime I had a call that did not close, I would
[04:20:34] had a call that did not close, I would go through and I would replay that call
[04:20:36] go through and I would replay that call and say what I should have said calmly,
[04:20:38] and say what I should have said calmly, confidently, and they're like, "You know
[04:20:40] confidently, and they're like, "You know what, Christian? You're right. Here's my
[04:20:41] what, Christian? You're right. Here's my credit card." That's why in my head,
[04:20:43] credit card." That's why in my head, I've always closed 100%. So, I never am
[04:20:46] I've always closed 100%. So, I never am going to get down on a sales call that
[04:20:48] going to get down on a sales call that didn't close because I'm going to rewire
[04:20:50] didn't close because I'm going to rewire it every single night in my head. Okay?
[04:20:53] it every single night in my head. Okay? And then you want to hold the elevated
[04:20:54] And then you want to hold the elevated emotion for as long as you can. Feel the
[04:20:57] emotion for as long as you can. Feel the emotions casually, not desperately. You
[04:21:00] emotions casually, not desperately. You don't want to be like gripping onto
[04:21:02] don't want to be like gripping onto these emotions. The way that I can think
[04:21:04] these emotions. The way that I can think about it or the way that helps me
[04:21:06] about it or the way that helps me conceptualize it when you think about
[04:21:08] conceptualize it when you think about like Tom Brady for example or you're
[04:21:10] like Tom Brady for example or you're thinking about Floyd Mayweather. When
[04:21:12] thinking about Floyd Mayweather. When you look at these people, these people
[04:21:14] you look at these people, these people carry themselves a certain type of way.
[04:21:16] carry themselves a certain type of way. Tom Brady carries himself like he won
[04:21:18] Tom Brady carries himself like he won seven Super Bowls, but he's not ecstatic
[04:21:21] seven Super Bowls, but he's not ecstatic about it. He's not like over the top
[04:21:23] about it. He's not like over the top like, "Holy [ __ ] I won seven Super
[04:21:25] like, "Holy [ __ ] I won seven Super Bowls." Like, that's not how he is.
[04:21:27] Bowls." Like, that's not how he is. That's just he is that person. He is
[04:21:30] That's just he is that person. He is casually very confident and convicted in
[04:21:32] casually very confident and convicted in who he is because he is a champion.
[04:21:35] who he is because he is a champion. That's how you should be feeling these
[04:21:36] That's how you should be feeling these emotions. You shouldn't be like over the
[04:21:39] emotions. You shouldn't be like over the top like oh my god it's yeah that is me.
[04:21:42] top like oh my god it's yeah that is me. I'm a confident person. I'm a grateful
[04:21:44] I'm a confident person. I'm a grateful person. You want to have them casually.
[04:21:46] person. You want to have them casually. And you want to hold this emotions for
[04:21:48] And you want to hold this emotions for as long as possible. The longer you
[04:21:50] as long as possible. The longer you sustain it the more recognition that
[04:21:53] sustain it the more recognition that that you'll have to your body to a new
[04:21:55] that you'll have to your body to a new mind. Okay? You the more you'll
[04:21:56] mind. Okay? You the more you'll recondition your body to a new mind.
[04:21:58] recondition your body to a new mind. Okay? So the longer you do it, the
[04:22:00] Okay? So the longer you do it, the better. But again, start with the lowest
[04:22:02] better. But again, start with the lowest common denominator that's actually going
[04:22:04] common denominator that's actually going to get you to do it. And understand like
[04:22:07] to get you to do it. And understand like this is something for me personally that
[04:22:09] this is something for me personally that when I first started doing this, like I
[04:22:11] when I first started doing this, like I was in a pretty rough spot. And this
[04:22:13] was in a pretty rough spot. And this helped me go from 3K to 15K per month
[04:22:16] helped me go from 3K to 15K per month very early on in my sales career, right,
[04:22:18] very early on in my sales career, right, within the first year of me doing sales.
[04:22:20] within the first year of me doing sales. And this is the thing that really helped
[04:22:23] And this is the thing that really helped me gain a lot of my confidence and
[04:22:25] me gain a lot of my confidence and authority early on. Okay. So, it it it
[04:22:28] authority early on. Okay. So, it it it took about 3 months of consistent daily
[04:22:31] took about 3 months of consistent daily practice before I started to see the
[04:22:33] practice before I started to see the internal shifts. Again, this is not
[04:22:35] internal shifts. Again, this is not something that's going to happen
[04:22:36] something that's going to happen overnight. And one of the biggest things
[04:22:38] overnight. And one of the biggest things I would always do is I'm rewiring bad
[04:22:40] I would always do is I'm rewiring bad calls. Okay? Before bed, I'm reimagining
[04:22:43] calls. Okay? Before bed, I'm reimagining failed sales calls as successful ones. I
[04:22:46] failed sales calls as successful ones. I replace the chemical the chemical memory
[04:22:48] replace the chemical the chemical memory of failure with a new one. Okay? The
[04:22:50] of failure with a new one. Okay? The body stopped storing the losing emotions
[04:22:52] body stopped storing the losing emotions and I started feeling the feeling of
[04:22:55] and I started feeling the feeling of good emotions. me closing the deal. The
[04:22:57] good emotions. me closing the deal. The next day's calls came from a clean
[04:23:00] next day's calls came from a clean neutral state. So with that, within 3
[04:23:03] neutral state. So with that, within 3 months, I went from 3 to 15K. Same
[04:23:05] months, I went from 3 to 15K. Same script, same offer, same market,
[04:23:07] script, same offer, same market, completely different internal operating
[04:23:09] completely different internal operating system. And again, this took me three
[04:23:11] system. And again, this took me three months to really start to notice a big
[04:23:12] months to really start to notice a big difference. So understand how do we
[04:23:15] difference. So understand how do we actually apply this to ourselves and to
[04:23:18] actually apply this to ourselves and to our sales calls. So understand what we
[04:23:21] our sales calls. So understand what we can do. Pre-all ritual. If you have your
[04:23:24] can do. Pre-all ritual. If you have your pre-all checklist, all you need to do is
[04:23:26] pre-all checklist, all you need to do is just really see and and we talk about
[04:23:29] just really see and and we talk about it. Just slow yourself down before you
[04:23:32] it. Just slow yourself down before you go ahead and you get into your calls.
[04:23:34] go ahead and you get into your calls. That's the biggest thing that we need to
[04:23:35] That's the biggest thing that we need to do. Okay? So, clear the survival
[04:23:38] do. Okay? So, clear the survival emotions from the last call and step
[04:23:40] emotions from the last call and step into the identity of the closer who you
[04:23:42] into the identity of the closer who you want to be. So, nothing really changes
[04:23:44] want to be. So, nothing really changes if you're doing your pre-all checklist.
[04:23:46] if you're doing your pre-all checklist. Nothing really changes. So during the
[04:23:47] Nothing really changes. So during the call when you feel the old pattern okay
[04:23:50] call when you feel the old pattern okay recognize it as a chemical pattern not
[04:23:52] recognize it as a chemical pattern not reality take one deep breath re and this
[04:23:55] reality take one deep breath re and this is going to help reset the nervous
[04:23:56] is going to help reset the nervous system and return to the identity that
[04:23:58] system and return to the identity that you've installed in meditation. So once
[04:24:00] you've installed in meditation. So once you understand something okay that these
[04:24:03] you understand something okay that these emotions that you're feeling these are
[04:24:05] emotions that you're feeling these are just chemicals that your body is used to
[04:24:06] just chemicals that your body is used to feeling. It allows you to separate.
[04:24:09] feeling. It allows you to separate. That's really what we're doing here when
[04:24:10] That's really what we're doing here when we're becoming conscious of it. We want
[04:24:12] we're becoming conscious of it. We want to be able to separate and understand
[04:24:13] to be able to separate and understand like hey these emotions are not us.
[04:24:15] like hey these emotions are not us. There are chemicals that are in our
[04:24:17] There are chemicals that are in our body, but they are not us. There is a
[04:24:18] body, but they are not us. There is a difference. Once you understand that
[04:24:20] difference. Once you understand that difference, you can separate yourself
[04:24:21] difference, you can separate yourself and not be so attached to your emotions.
[04:24:24] and not be so attached to your emotions. Okay? And then post call, don't carry
[04:24:26] Okay? And then post call, don't carry the emotion of a lost dealing to the
[04:24:28] the emotion of a lost dealing to the next call. Each call is a clean slate.
[04:24:30] next call. Each call is a clean slate. If you lost one, reimagine it going well
[04:24:32] If you lost one, reimagine it going well before moving on to the next. This
[04:24:33] before moving on to the next. This prevents the body from storing uh more
[04:24:36] prevents the body from storing uh more from the old emotions. Okay? But if you
[04:24:38] from the old emotions. Okay? But if you don't have time, just deep breath,
[04:24:40] don't have time, just deep breath, release it, and then focus on that
[04:24:42] release it, and then focus on that later. That's generally speaking what I
[04:24:43] later. That's generally speaking what I would do at the end of the day.
[04:24:45] would do at the end of the day. and understand that there is a
[04:24:47] and understand that there is a compounding effect over time. The first
[04:24:49] compounding effect over time. The first 30 days is going to feel weird and
[04:24:52] 30 days is going to feel weird and nothing is going to seem different,
[04:24:53] nothing is going to seem different, right? Like maybe some things, but not
[04:24:56] right? Like maybe some things, but not really. You just got to do it anyways.
[04:24:58] really. You just got to do it anyways. And also understand meditation, like any
[04:25:01] And also understand meditation, like any other skill, practicing the motions,
[04:25:03] other skill, practicing the motions, you're going to be [ __ ] at it at first.
[04:25:06] you're going to be [ __ ] at it at first. That is fine. That is understandable.
[04:25:08] That is fine. That is understandable. Okay. Now, after you push through for 30
[04:25:11] Okay. Now, after you push through for 30 days, you'll start to actually catch
[04:25:12] days, you'll start to actually catch yourself in old patterns faster. This
[04:25:14] yourself in old patterns faster. This loop is still running, but you become
[04:25:16] loop is still running, but you become more aware of it. Okay? 30 to uh 60 to
[04:25:19] more aware of it. Okay? 30 to uh 60 to 90 days, your baseline emotional state,
[04:25:21] 90 days, your baseline emotional state, like you'll start to shift. Calls will
[04:25:23] like you'll start to shift. Calls will feel different, calmer, more certain.
[04:25:26] feel different, calmer, more certain. And then 90 plus days, this is when you
[04:25:28] And then 90 plus days, this is when you actually start to feel more of like who
[04:25:31] actually start to feel more of like who like that new identity. Like this is
[04:25:32] like that new identity. Like this is generally speaking like where the jump
[04:25:34] generally speaking like where the jump happens. Okay. Now, could it happen
[04:25:37] happens. Okay. Now, could it happen sooner? Could it happen later? 100%. Not
[04:25:41] sooner? Could it happen later? 100%. Not everyone is the same. But the main
[04:25:42] everyone is the same. But the main concept we have to understand is more
[04:25:45] concept we have to understand is more likely than not first 30 days you're not
[04:25:47] likely than not first 30 days you're not going to feel [ __ ] And over time you're
[04:25:49] going to feel [ __ ] And over time you're actually going to start to feel the
[04:25:50] actually going to start to feel the difference. So this is something to
[04:25:52] difference. So this is something to where again we need consistency. This
[04:25:54] where again we need consistency. This needs to be a daily practice over time.
[04:25:56] needs to be a daily practice over time. That's how we're going to get the
[04:25:57] That's how we're going to get the results.
[04:25:59] results. Okay? And then understand so you are not
[04:26:03] Okay? And then understand so you are not going to close more deals by just
[04:26:04] going to close more deals by just learning more scripts. You close more
[04:26:06] learning more scripts. You close more deals by becoming the person who closes
[04:26:08] deals by becoming the person who closes more deals. So meditation will help
[04:26:11] more deals. So meditation will help rewrite your identity. Meditation is the
[04:26:14] rewrite your identity. Meditation is the tool. Understand that's all it is. It is
[04:26:16] tool. Understand that's all it is. It is a tool that helps you rewrite your
[04:26:18] a tool that helps you rewrite your identity at a subconscious level. When
[04:26:20] identity at a subconscious level. When your body is addicted to confidence,
[04:26:22] your body is addicted to confidence, certainty and abundance like you will
[04:26:24] certainty and abundance like you will act differently. So the new behaviors
[04:26:27] act differently. So the new behaviors will happen because of that. You stop
[04:26:29] will happen because of that. You stop chasing rapport and you start leading
[04:26:31] chasing rapport and you start leading conversations. You stop fearing
[04:26:33] conversations. You stop fearing objections. You start welcoming them.
[04:26:34] objections. You start welcoming them. Okay? You stop hoping prospects don't
[04:26:37] Okay? You stop hoping prospects don't show up and you actually hope they do
[04:26:39] show up and you actually hope they do show up. You start expecting them to.
[04:26:41] show up. You start expecting them to. You stop celebrating uh one good month
[04:26:44] You stop celebrating uh one good month and you start expecting consistency. So
[04:26:46] and you start expecting consistency. So just understand you are really
[04:26:49] just understand you are really reprogramming your internal operating
[04:26:51] reprogramming your internal operating system. So yes, the sales skills are
[04:26:54] system. So yes, the sales skills are absolutely important, but how you use
[04:26:57] absolutely important, but how you use those and your internal state and the
[04:26:59] those and your internal state and the emotions that you're feeling is going to
[04:27:00] emotions that you're feeling is going to be a big component in it and making sure
[04:27:02] be a big component in it and making sure that you perform at a much higher level.
[04:27:05] that you perform at a much higher level. All right, so this so hopefully this has
[04:27:09] All right, so this so hopefully this has been helpful and if you do have any
[04:27:10] been helpful and if you do have any particular questions on this, go ahead
[04:27:12] particular questions on this, go ahead and let me know. Again, just a reminder,
[04:27:14] and let me know. Again, just a reminder, consistency is key. Consistency,
[04:27:17] consistency is key. Consistency, consistency, consistency. Check out the
[04:27:20] consistency, consistency. Check out the the links down below to the guided
[04:27:22] the links down below to the guided meditations. I would just pick one to do
[04:27:24] meditations. I would just pick one to do consistently, okay? Generally speaking,
[04:27:26] consistently, okay? Generally speaking, they're about 15 minutes. Pick an
[04:27:29] they're about 15 minutes. Pick an emotion that you're wanting to feel. Do
[04:27:30] emotion that you're wanting to feel. Do that over and over every single day, at
[04:27:33] that over and over every single day, at least one time a day. Do that for 30
[04:27:35] least one time a day. Do that for 30 days. And by that point, we should start
[04:27:38] days. And by that point, we should start to notice at least some type of
[04:27:40] to notice at least some type of difference. Okay? Hopefully this has
[04:27:42] difference. Okay? Hopefully this has been helpful,