WEBVTT

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So the question is, which future are we killing off today?

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We're killing off the future of more of the same?

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We're killing off the future of everything

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that you said you wanted.

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Which future?

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The wealthiest people in the world see business as a game.

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This podcast, the game, is my attempt

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at documenting the lessons I've learned

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on my way to building acquisition.com

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into a billion dollar portfolio.

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My hope is that you use the lessons to bring your business

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and maybe someday soon partner with us

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to get to $200 million in beyond.

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I hope you share and enjoy.

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And so one of my favorite closes here at the end here

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is best case worst case close, which is like,

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listen, at the end of the day, both of these options

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are risk free, right?

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You can walk out the door, you can sign up, get a guarantee.

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But only one of them will get you closer to your goal.

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So if you have no risk with no upside

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or no risk with potential of upside,

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which one you want to do, I have closed

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a lot of weight loss sales with that close.

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It's probably if I had top three, that's of the top three.

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Best case worst case, let's play it out.

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Best case, you change your life, you get into amazing shape.

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Would that be a great outcome?

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Yes.

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Worst case, you do this and you don't have that happen.

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I give you money back and you just got free

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six weeks of training.

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Fair enough?

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Because the only other option you have

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that's all the risk for you is that you walk out the door.

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But that one is guaranteed to not get what you want.

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This one's at least got a shot.

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And you boil it down like that.

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A lot of people were like, okay,

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I'll step in that direction.

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Cool.

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Why you don't need money?

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This is a big one, and I love this one.

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If there's one thing that you can remember,

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it's the top right on here.

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Is that you know what self-made millionaires

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and you guys have in common?

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Both started at zero.

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So let me tell you the story of shoe dog.

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Feel nice story.

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Anyone read that book?

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Great book.

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There's this moment where he's maxed out on his credit cards,

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maxed out his loans, can't get anyone to give him money,

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and he's got to make payroll and buy inventory.

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And he goes to everyone, and he's like,

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I don't know what to do.

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Because they're making so many sales,

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he can't, he can't, you get a cash flow constraint.

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And so he goes to his vendors.

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Imagine going to your landlord,

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or imagine going to what vendors you go to click funnels,

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whatever, right?

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So somebody like some software, and you're like,

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hey, I need you to pay my payroll for me.

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Otherwise, I won't be able to keep paying you in the future

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because I'm gonna go out of business.

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That's what he did.

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He went to his manufacturing partners and said,

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I need you to pay my payroll for me.

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They're like, what?

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He's like, otherwise I won't be able to buy shoes from him.

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And they did.

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And then Nike kept going.

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And so it wasn't the fact that Phil didn't have the resources,

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it was the fact that he was resourceful.

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And so it's just like the $5,000 Ferrari,

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where if you have the hospital bill that comes up tomorrow,

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you become resourceful when it's for

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something that you truly value.

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Quick question.

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Who here has had a tax bill come up unexpectedly?

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We're about that time of year, right?

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Okay, follow a question.

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Who here is magically siphoned cash out of their asshole

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and found a way to pay Uncle Sam, right?

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Of course, or an unexpectedly high payroll bill,

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whatever it is.

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And here's what's fucked up.

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Is that everyone who just raised their hand,

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you're willing to flex that muscle when it's for someone else,

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but not when it's for your bank account,

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when it's for your landlord, when it's for the IRS,

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when it's for payroll, when it's for other people,

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all of a sudden you get resourceful.

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But it means that you don't hold yourself

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to that standard all the time.

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Interesting, right?

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So the big thing here is that you need someone

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to be resourceful, not have resources.

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And that goes for all of us, right?

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Like if you have a big decision, you need to make it.

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If you really want it, then it just comes down

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to being resourceful, not having the resources

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to begin with because every self-made millionaire

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starts at zero.

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So what separates them from everyone else?

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Nothing, they were just resourceful.

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If you'll get about that, time, now we have to value.

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Good for moving, this is all right.

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Okay, cool.

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You feel like you can use this stuff to close more sales?

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Okay, cool.

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Also close yourself on the less head bullshit.

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Okay, fit.

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Not sure it's for me, the special snowflake scenario.

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Genuinely, I don't think I've lost a sale on this one

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in a very long time.

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Well, obviously it would have been a very long time.

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But I didn't lose many to this.

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I feel very confident about this, which is someone says,

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I don't like something very specific about the program.

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I only like Zumba.

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I don't want to eat broccoli.

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I think you should have a vegan version of this plan,

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whatever, right?

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And so here are the three ways that overcame this.

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No idea how to do a new priorities,

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pain of change and hypothetical.

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All right, so let's start with the first one.

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So we vote with our dollars about the things

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that we care about.

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And this was always that like just like the busy one

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I was saying earlier, busy is the best time.

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We vote with our dollars about the things we care about.

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Like that was always my, as soon as someone say,

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I want to change this thing.

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I was like, let me tell you a quick story.

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I was at Sephora, which is a makeup store with Leila.

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And I was standing there awkwardly like this,

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watching them paint faces.

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And there's these two little girls come in.

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They were so excited.

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Yeah, ish, hi, old.

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And they were new to womanhood.

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Who's clear, right?

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And these girls came up and the girl with the smock

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goes over to them and she's like, hey girls,

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now that you guys are women,

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you're gonna have to start budging for this stuff

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every month because you're gonna need to buy this

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because you're becoming woman.

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You're gonna have to put this makeup on.

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And they were like so excited.

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They grabbed the things they go rush to check out.

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And I was like, that's so interesting.

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I was like, they, their identity changed

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from being girls to being women.

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And so with that new identity came new priorities.

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And I was like, that was like that moment

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that I got to witness.

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I was like, this is a perfect analogy

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for what people do when they're trying to lose weight

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when they're trying to become better business owners

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is that when you have a new identity,

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you have new priorities.

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And so if you're explaining this to a prospect,

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let me tell you a quick story.

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You tell that story or your version of that story.

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You say, listen, you wanna be this person.

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So right now, you're not stepping into woman,

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you're already woman, right, or whatever it is, right?

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You're already a man.

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The question is whether you wanna be a fit woman for life.

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The question is whether you wanna be a successful gem owner.

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Somebody's wealthy.

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And with new identity comes new priorities.

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We vote with our dollars with the things that we care about.

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You say you care about these things,

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but if I look at your bank account,

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I can see what you vote with your dollars for.

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Does that make sense?

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Right, you can close it.

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Next one is pain of change, right?

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And this one's a big one, which is like,

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ugh, I'm with this girl.

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I was like, do you think you could change the breakfast

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to this and this?

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Because that's what I already, now I was like, girl,

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I know that's what you already, I can see that.

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That breakfast got you that body, right?

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That morning routine got you that bank account.

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Yeah, right?

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Got to change the change.

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And so the thing is, I would always have that conversation

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and say, hey, the pain of change, pain of staying the same.

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This is Tony Robbins' quote, that's not mine.

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But when the pain of change is greater than pain

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of staying the same, you will change.

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And sometimes I look at a girl and just feel like,

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hey, maybe you got to gain 50 more pounds and come back.

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I was like, you're not enough pain.

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You're comfortable.

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They're like, well, I don't want that.

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I'm like, well, that's what you're saying with your actions.

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You're not enough pain.

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I'm like, let's just play it out.

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How much you gain in the last five years?

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50?

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Cool.

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Come back in five years.

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What do you weigh now?

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250?

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You'll be 300.

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Just come back when you're 300.

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Real talk.

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And they're like, well, I don't want that.

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And I'm like, you're acting like you do.

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And they're like, well, shit.

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I'm like, yeah.

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All right, damn.

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But it's like all of us have these things

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that we hold on to when in reality like,

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are you in enough pain?

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Maybe need to be broker.

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Maybe you have no money in your bank account.

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Need to be in debt.

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It's like, come back when you're 50 grand in debt.

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Come back when you lose money for another two years.

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Come back then, then you'll be ready.

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That'll be the right moment.

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That'll be the right time for you.

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The thing is, is everyone's thermostat.

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I'm side-quested here for a second.

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But everyone's thermostat is different, right?

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Like, I feel actually pretty fat

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out of shape right now.

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Because on my thermostat, I'm fat and out of shape.

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For some people, I'm hashtag life goals.

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Everyone's different.

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And what's interesting is that even people

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are 250, 300 pounds, whatever.

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There's a moment where for them, that's their thermostat.

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And they're like, no, no, no, I can't go above here.

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And what's crazy is that all you have to do

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is just reset the thermostat.

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It's the same effort.

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You just reset the thermostat.

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Right now your thermostat may be $10,000 in bank account.

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Maybe it's $100,000 in bank account.

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Maybe a million dollars in bank account.

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Might be $50,000 a month in bank account.

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And whatever it is, it's like,

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all you have to do is just reset what that thermostat is.

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And I think if you can communicate that to a prospect,

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that it's just made up in their head.

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The thing is, if you can have that little moment

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that some of you guys just had,

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if you have that with a prospect,

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like you can change their life.

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And I think that's really cool.

262
00:08:54.800 --> 00:08:56.760
So, paying a change.

263
00:08:56.760 --> 00:08:58.800
You gotta change in order to change.

264
00:08:59.760 --> 00:09:02.480
I really did say that, the breakfast thing.

265
00:09:02.480 --> 00:09:03.600
Like, Carl, I know.

266
00:09:05.400 --> 00:09:06.720
I was like, why won't we try my breakfast

267
00:09:06.720 --> 00:09:08.480
so we can get the body you actually want?

268
00:09:08.480 --> 00:09:09.640
All right.

269
00:09:09.640 --> 00:09:10.640
So here's, there's the good one.

270
00:09:10.640 --> 00:09:11.480
I've been trying to come up

271
00:09:11.480 --> 00:09:12.760
because when my sales book comes out,

272
00:09:12.760 --> 00:09:14.040
I'm gonna do this hypothetical thing,

273
00:09:14.040 --> 00:09:16.800
but I'm trying to figure out some like a three step process

274
00:09:16.800 --> 00:09:20.080
that closing like most obstacles that I can teach.

275
00:09:20.080 --> 00:09:22.200
But one that I use a lot is anything that,

276
00:09:22.200 --> 00:09:24.800
this is why this one I basically never lost sales

277
00:09:24.800 --> 00:09:27.560
on fit stuff was, okay, well,

278
00:09:27.560 --> 00:09:29.040
if this program had everything that you needed,

279
00:09:29.040 --> 00:09:30.280
would you do it?

280
00:09:30.280 --> 00:09:32.440
Hey, if this program were perfect, would you do it?

281
00:09:32.440 --> 00:09:35.040
If the program didn't have this thing that you just said,

282
00:09:35.040 --> 00:09:37.520
isolate the issue, would you do it?

283
00:09:37.520 --> 00:09:39.000
And then you gotta agree with it.

284
00:09:39.000 --> 00:09:39.840
And then you're like, cool,

285
00:09:39.840 --> 00:09:41.520
we don't have to worry about that one thing.

286
00:09:41.520 --> 00:09:42.880
What card do you want to use?

287
00:09:42.880 --> 00:09:44.440
I don't want to do broccoli, fantastic.

288
00:09:44.440 --> 00:09:45.280
Not gonna do broccoli.

289
00:09:45.280 --> 00:09:46.480
If we didn't have that, would you do it?

290
00:09:46.480 --> 00:09:47.320
Great.

291
00:09:47.320 --> 00:09:49.160
And so it's just one of those really easy things

292
00:09:49.160 --> 00:09:51.200
that you can always use.

293
00:09:51.200 --> 00:09:53.200
On the flip side, it's also just a good close overall,

294
00:09:53.200 --> 00:09:56.600
which is, what is it missing?

295
00:09:56.600 --> 00:09:59.240
And then they're like, oh, I've never been asked

296
00:09:59.240 --> 00:10:00.240
this question before.

297
00:10:00.240 --> 00:10:01.080
And you're like, right,

298
00:10:01.080 --> 00:10:02.360
because it doesn't sound like there's anything wrong

299
00:10:02.360 --> 00:10:03.440
with the program, it sounds like you're afraid

300
00:10:03.440 --> 00:10:04.240
of something happening.

301
00:10:04.240 --> 00:10:06.040
Let's talk about that, right?

302
00:10:06.040 --> 00:10:08.200
And then you actually get to the real stuff,

303
00:10:08.200 --> 00:10:09.360
peeling back the layers.

304
00:10:10.520 --> 00:10:13.520
So, I'm not sure it's a fit for me.

305
00:10:13.520 --> 00:10:16.600
We covered that with new identity and priorities,

306
00:10:16.600 --> 00:10:18.800
pain of change, which you gotta change to change,

307
00:10:18.800 --> 00:10:20.160
and hypothetical.

308
00:10:20.160 --> 00:10:23.440
So isolate, hypothesize a world where it wouldn't have

309
00:10:23.440 --> 00:10:25.400
that issue, then overcome.

310
00:10:25.400 --> 00:10:26.840
See how we're peeling down?

311
00:10:26.840 --> 00:10:28.160
Peeling down the layers?

312
00:10:28.160 --> 00:10:29.000
All right.

313
00:10:29.000 --> 00:10:29.840
Awesome.

314
00:10:29.840 --> 00:10:30.680
Two more.

315
00:10:30.680 --> 00:10:31.920
You're still hanging in there?

316
00:10:31.920 --> 00:10:32.760
Okay.

317
00:10:32.760 --> 00:10:34.320
I know this is more tactical.

318
00:10:34.320 --> 00:10:36.360
I know this is more tactical.

319
00:10:36.360 --> 00:10:38.080
I know this is tactical, but I just want you guys

320
00:10:38.080 --> 00:10:39.360
to have stuff that, like, when you leave here,

321
00:10:39.360 --> 00:10:41.040
like, I will make more sales.

322
00:10:41.040 --> 00:10:42.000
Okay.

323
00:10:42.000 --> 00:10:43.240
Raise your hand if you've ever thought

324
00:10:43.240 --> 00:10:44.840
or had a prospect say, I have to talk

325
00:10:44.840 --> 00:10:46.960
to my business partner, spouse, friend, kids,

326
00:10:46.960 --> 00:10:48.440
employees, pets.

327
00:10:50.360 --> 00:10:52.160
Yes, right?

328
00:10:52.160 --> 00:10:53.280
This is big.

329
00:10:53.280 --> 00:10:54.960
When someone says this, what they say

330
00:10:54.960 --> 00:10:58.400
is that person controls me wherever they point.

331
00:10:58.400 --> 00:10:59.760
So if some of you guys are like, I got to talk

332
00:10:59.760 --> 00:11:01.720
to my spouse, totally get it.

333
00:11:01.720 --> 00:11:03.640
That person controls you.

334
00:11:03.640 --> 00:11:06.240
Say, hey, I got to talk to my employees.

335
00:11:06.240 --> 00:11:07.760
Guess who owns you?

336
00:11:07.760 --> 00:11:08.880
I got to talk to my pet.

337
00:11:08.880 --> 00:11:13.040
It's kind of weird, but hey, some people do it.

338
00:11:13.040 --> 00:11:17.080
And so I have really only found one way to overcome this

339
00:11:17.080 --> 00:11:18.440
that has been smooth.

340
00:11:18.440 --> 00:11:19.280
All right.

341
00:11:19.280 --> 00:11:20.120
So the rest of the other obstacles

342
00:11:20.120 --> 00:11:21.880
are the zillion ways to overcome it.

343
00:11:21.880 --> 00:11:25.080
Lack of authority is one of the hardest ones to overcome.

344
00:11:25.080 --> 00:11:26.640
Because I don't have control over my own life.

345
00:11:26.640 --> 00:11:27.880
I can't make decisions for myself.

346
00:11:27.880 --> 00:11:28.560
I am powerless.

347
00:11:28.560 --> 00:11:30.680
I am a victim to what it says.

348
00:11:30.680 --> 00:11:33.480
And so this one is a process.

349
00:11:33.480 --> 00:11:37.560
So first off, in many selling situations,

350
00:11:37.560 --> 00:11:39.000
you don't have the advantage that you're like here.

351
00:11:39.000 --> 00:11:40.920
Like, some of you guys could call people yesterday,

352
00:11:40.920 --> 00:11:42.320
talk to people, whatever, right?

353
00:11:42.320 --> 00:11:45.360
Or you have more time.

354
00:11:45.360 --> 00:11:47.360
In waylaw sales, we all know we're all waiting

355
00:11:47.360 --> 00:11:49.120
for Lisa to come back, right?

356
00:11:49.120 --> 00:11:50.000
She said she'd call you back.

357
00:11:50.000 --> 00:11:50.840
It's been five years.

358
00:11:50.840 --> 00:11:52.600
She's not calling back, right?

359
00:11:52.600 --> 00:11:55.760
And so you want to get the person to bring their spouse.

360
00:11:55.760 --> 00:11:57.400
You want to get the person to bring the decision maker

361
00:11:57.400 --> 00:11:58.600
whenever possible.

362
00:11:58.600 --> 00:12:00.640
It's also worth the get to the second sale.

363
00:12:00.640 --> 00:12:02.000
Why not, right?

364
00:12:02.000 --> 00:12:04.600
But if you can't, then this is the only thing

365
00:12:04.600 --> 00:12:07.000
that I have found that has worked consistently.

366
00:12:07.000 --> 00:12:08.800
So it's three steps.

367
00:12:08.800 --> 00:12:09.640
Let me go back one.

368
00:12:09.640 --> 00:12:10.480
There you go.

369
00:12:10.480 --> 00:12:11.440
Ice laden claps the foil.

370
00:12:11.440 --> 00:12:13.080
The realization they've already given you permission

371
00:12:13.080 --> 00:12:14.080
and the realization that you never need

372
00:12:14.080 --> 00:12:15.160
to permission to begin with.

373
00:12:15.160 --> 00:12:17.040
All right, so I'll walk through them.

374
00:12:17.040 --> 00:12:20.880
So you say, hey, assuming you're already asked, right,

375
00:12:20.880 --> 00:12:23.120
transactional versus long term, you say, hey,

376
00:12:23.120 --> 00:12:25.840
what part do you think they wouldn't approve of

377
00:12:25.840 --> 00:12:27.680
of this thing that I talked about?

378
00:12:27.680 --> 00:12:30.560
The reason this is the ice laden claps the foil, all right?

379
00:12:30.560 --> 00:12:32.760
The reason you ask them, why do you think your husband,

380
00:12:32.760 --> 00:12:33.960
why do you think your partner, why do you think

381
00:12:33.960 --> 00:12:36.880
your employees would not want you to do this?

382
00:12:36.880 --> 00:12:39.520
Now, mind you, the employees and the partner

383
00:12:39.520 --> 00:12:41.840
and the husband are not here.

384
00:12:41.840 --> 00:12:44.200
So they have no idea.

385
00:12:44.200 --> 00:12:46.120
So they're just going to answer it with the reason

386
00:12:46.240 --> 00:12:48.160
that they actually don't want to do it.

387
00:12:48.160 --> 00:12:50.440
And then you have isolated and collapsed the foil

388
00:12:50.440 --> 00:12:52.800
and then you can attack the reason that they say.

389
00:12:52.800 --> 00:12:55.160
So what do you think your husband will be opposed to?

390
00:12:55.160 --> 00:12:57.760
Well, I've done a couple of things in the past

391
00:12:57.760 --> 00:12:58.880
and they didn't work.

392
00:12:58.880 --> 00:13:02.400
Okay, then let's talk about the thing that you're afraid of

393
00:13:02.400 --> 00:13:03.880
which is that this is not going to work too.

394
00:13:03.880 --> 00:13:05.000
So it sounds like it's a belief issue.

395
00:13:05.000 --> 00:13:06.640
So let's talk about that, right?

396
00:13:06.640 --> 00:13:07.960
Now it's not about the husband anymore.

397
00:13:07.960 --> 00:13:09.800
It's about the fact that she doesn't believe.

398
00:13:09.800 --> 00:13:11.080
Does that make sense?

399
00:13:11.080 --> 00:13:13.800
So we just, we pull, now she's back in the driver's seat

400
00:13:13.800 --> 00:13:15.160
and she can make a decision to help herself

401
00:13:15.160 --> 00:13:16.880
or he can make a decision to help himself.

402
00:13:16.880 --> 00:13:19.000
Okay, that's step one.

403
00:13:19.000 --> 00:13:20.280
Sometimes you just close it off that,

404
00:13:20.280 --> 00:13:21.680
which is wonderful.

405
00:13:21.680 --> 00:13:22.920
Two and three go together.

406
00:13:24.320 --> 00:13:28.000
And so if they, if you've already asked,

407
00:13:28.000 --> 00:13:29.720
hey, what do you think they wouldn't approve of, right?

408
00:13:29.720 --> 00:13:33.480
Then you say, well, do they approve of your current struggle?

409
00:13:33.480 --> 00:13:34.880
And they'll be like, well, no.

410
00:13:34.880 --> 00:13:35.680
It's like, well, then why would they be

411
00:13:35.680 --> 00:13:37.560
against something they already don't approve of?

412
00:13:37.560 --> 00:13:39.240
Like, huh, anything about that?

413
00:13:39.240 --> 00:13:41.400
Well, what if the roles were reversed

414
00:13:41.400 --> 00:13:42.400
and your husband was struggling

415
00:13:42.400 --> 00:13:44.040
or your partner was struggling

416
00:13:44.040 --> 00:13:46.520
with making money, getting in shape, whatever it is?

417
00:13:46.520 --> 00:13:48.080
I was like, and they found something that was gonna help them.

418
00:13:48.080 --> 00:13:49.520
I was like, would you be against it?

419
00:13:49.520 --> 00:13:50.840
No, I would want that.

420
00:13:50.840 --> 00:13:52.960
Right, so why would it be different for them?

421
00:13:52.960 --> 00:13:54.640
Because I think the thing is is that

422
00:13:54.640 --> 00:13:57.760
you're looking for permission, not for support.

423
00:13:57.760 --> 00:14:00.280
Because let's play this out, three years.

424
00:14:00.280 --> 00:14:01.480
You're still bankrupt.

425
00:14:01.480 --> 00:14:02.880
You're still out of shape.

426
00:14:02.880 --> 00:14:04.880
Whatever it is, three years from now.

427
00:14:04.880 --> 00:14:07.840
You're not making the money you want, whatever it is.

428
00:14:07.840 --> 00:14:09.280
Three years from now.

429
00:14:09.280 --> 00:14:11.880
And all the while you blamed,

430
00:14:11.880 --> 00:14:13.680
now I see how we're changing the language,

431
00:14:13.680 --> 00:14:17.360
you blame them because they never let you do it.

432
00:14:17.360 --> 00:14:18.800
Is that fair to them?

433
00:14:18.800 --> 00:14:20.200
Is that fair to you?

434
00:14:20.200 --> 00:14:21.040
No.

435
00:14:21.040 --> 00:14:22.640
So I think what you've been looking for this whole time

436
00:14:22.640 --> 00:14:23.560
is you've been asking for permission

437
00:14:23.560 --> 00:14:24.920
when you really need support.

438
00:14:24.920 --> 00:14:27.000
Do you think your husband will support you

439
00:14:27.000 --> 00:14:29.720
and solving this problem you already said he doesn't approve of?

440
00:14:29.720 --> 00:14:30.720
Yes.

441
00:14:30.720 --> 00:14:33.040
So the whole idea here is that we're relying

442
00:14:33.040 --> 00:14:35.360
on past agreements to extrapolate into the present

443
00:14:35.360 --> 00:14:37.120
and then we're future forecasting

444
00:14:37.120 --> 00:14:40.120
and negative situation, which realistically,

445
00:14:40.120 --> 00:14:42.200
like hopefully for everyone here,

446
00:14:42.200 --> 00:14:43.680
I know that if I wanted something,

447
00:14:43.680 --> 00:14:45.760
Laila's not gonna be like, how dare you?

448
00:14:45.760 --> 00:14:48.560
Right, like I wanted it.

449
00:14:48.560 --> 00:14:50.920
I mean, like, it's not even a discussion, right?

450
00:14:50.920 --> 00:14:52.960
And so it's really a question of power.

451
00:14:52.960 --> 00:14:54.560
And at the end of the day, I think,

452
00:14:54.560 --> 00:14:55.960
even if the person doesn't buy for me,

453
00:14:55.960 --> 00:14:58.320
if you can help them make a decision that is empowered,

454
00:14:58.320 --> 00:15:00.080
you have served them.

455
00:15:00.080 --> 00:15:01.640
And for me, that's my big thing with sales.

456
00:15:01.640 --> 00:15:03.840
It's like if I can actually get in this person's mind,

457
00:15:03.840 --> 00:15:06.480
peel back the shit, get them to make decisions,

458
00:15:06.480 --> 00:15:09.680
one way or the other, I feel like I serve this person today.

459
00:15:09.680 --> 00:15:11.880
And that, I feel like I'm very convicted about.

460
00:15:11.880 --> 00:15:14.680
And so at the end of the day,

461
00:15:14.680 --> 00:15:16.600
it's your decision if they say no, no resentment.

462
00:15:16.600 --> 00:15:19.160
And so then I say, say, hey, let's just get you going.

463
00:15:19.160 --> 00:15:21.440
We have a three day no sweat guarantee,

464
00:15:21.440 --> 00:15:24.920
which is you sign up today, you get back home,

465
00:15:24.920 --> 00:15:26.680
your husband says, sweetheart,

466
00:15:26.680 --> 00:15:28.560
I want you to live 10 years less long.

467
00:15:28.560 --> 00:15:29.560
I want you to be out of shape.

468
00:15:29.560 --> 00:15:31.880
I want you to get that diabetes needle, right?

469
00:15:31.880 --> 00:15:33.520
I want you to put those sweat pants on,

470
00:15:33.520 --> 00:15:34.840
reach the head and those bag of cheetos,

471
00:15:34.840 --> 00:15:37.680
just, you know, and sit down and get comfortable

472
00:15:37.680 --> 00:15:40.320
and pass down generational unhealth to our kids

473
00:15:40.320 --> 00:15:41.920
so we can make future generations

474
00:15:41.920 --> 00:15:44.880
to people who don't understand how he says that to you.

475
00:15:44.880 --> 00:15:48.440
One, having me call, two, I was like,

476
00:15:48.440 --> 00:15:50.240
I'll happily tear this up, all right?

477
00:15:50.240 --> 00:15:51.400
And then of course they're cracking up

478
00:15:51.400 --> 00:15:53.200
and you're like, right, of course he's not going to say that.

479
00:15:53.200 --> 00:15:54.200
He wants you to live longer.

480
00:15:54.200 --> 00:15:56.080
He wants you to pass on these good habits to your kids.

481
00:15:56.080 --> 00:15:58.760
He wants to be hot and sexy and feel good about yourself, right?

482
00:15:58.760 --> 00:15:59.720
Of course he does it.

483
00:15:59.720 --> 00:16:01.440
What you're afraid of is that it's not going to work.

484
00:16:01.440 --> 00:16:03.440
That we can help you with, right?

485
00:16:03.440 --> 00:16:04.400
That makes sense?

486
00:16:04.400 --> 00:16:05.840
All right, cool.

487
00:16:05.840 --> 00:16:06.960
So we're peeling back the onion.

488
00:16:06.960 --> 00:16:09.920
We covered time, we covered value,

489
00:16:09.920 --> 00:16:12.440
covered fit, we covered people casting their power

490
00:16:12.440 --> 00:16:14.360
to authority, all these different things.

491
00:16:14.360 --> 00:16:15.920
They cast their power to.

492
00:16:15.920 --> 00:16:17.320
Here's the best part.

493
00:16:17.320 --> 00:16:19.400
When you finally have learned and you know

494
00:16:19.400 --> 00:16:23.080
how to debulch at yourself and debulch at their brains

495
00:16:23.080 --> 00:16:24.800
to get them down to this final thing,

496
00:16:24.800 --> 00:16:27.160
you're actually talking to a person who's in power.

497
00:16:27.160 --> 00:16:29.080
They can't blame their, they can't give the authority

498
00:16:29.080 --> 00:16:31.120
to other people, they can't blame the circumstances

499
00:16:31.120 --> 00:16:33.200
because it's about being resourceful overall,

500
00:16:33.200 --> 00:16:36.880
finding the time, making it work, getting out of pain.

501
00:16:36.880 --> 00:16:38.560
All you have now is just somebody says,

502
00:16:38.640 --> 00:16:41.640
I get all that, I just need to think about it.

503
00:16:41.640 --> 00:16:43.200
And when someone says anything about it,

504
00:16:43.200 --> 00:16:45.280
well, I want you to translate that into his,

505
00:16:45.280 --> 00:16:49.080
I need to avoid this decision for fear of making a mistake.

506
00:16:49.080 --> 00:16:50.000
That's what that means.

507
00:16:51.520 --> 00:16:52.640
Because what it really means is just,

508
00:16:52.640 --> 00:16:56.760
I just want the universe to make the decision for me.

509
00:16:56.760 --> 00:16:58.440
What a pussy move.

510
00:16:58.440 --> 00:17:00.200
Like I'm not man or woman enough.

511
00:17:00.200 --> 00:17:03.000
I don't have the gonads, which are both sexes, by the way.

512
00:17:03.000 --> 00:17:06.320
I don't have the nads to make this call.

513
00:17:06.320 --> 00:17:07.600
So I'm just gonna let the universe do it.

514
00:17:07.600 --> 00:17:11.080
So then I can blame the universe if it doesn't go right.

515
00:17:11.080 --> 00:17:12.080
It's just fear.

516
00:17:13.000 --> 00:17:15.800
So, big important note, we have exhausted

517
00:17:15.800 --> 00:17:17.960
all reasons outside of themselves.

518
00:17:17.960 --> 00:17:20.520
Now we're talking to someone who's at least in power.

519
00:17:20.520 --> 00:17:22.280
All right, so raise your hand if you ever thought

520
00:17:22.280 --> 00:17:24.120
or had a prospect say, I have to think about it,

521
00:17:24.120 --> 00:17:25.840
not sure I need today.

522
00:17:25.840 --> 00:17:28.880
This guy still, he's like, mm-hmm, not me.

523
00:17:28.880 --> 00:17:30.120
Everyone decides.

524
00:17:31.120 --> 00:17:33.920
Okay, as a fun side note, anyone know

525
00:17:33.920 --> 00:17:35.800
like the root of the side?

526
00:17:35.800 --> 00:17:37.080
So it comes from Latin Dicadera,

527
00:17:37.120 --> 00:17:38.520
which means to kill off.

528
00:17:38.520 --> 00:17:39.840
And so a good one is to even ask them

529
00:17:39.840 --> 00:17:42.040
where that question is like, we just need to decide.

530
00:17:42.040 --> 00:17:43.960
Do you know what the root of it is?

531
00:17:43.960 --> 00:17:45.360
Dicadera, which means to kill off.

532
00:17:45.360 --> 00:17:47.840
So the question is, which future we killin' off today?

533
00:17:47.840 --> 00:17:50.440
We killin' off the future of more of the same?

534
00:17:50.440 --> 00:17:52.960
We killin' off the future of everything

535
00:17:52.960 --> 00:17:54.360
that you said you wanted.

536
00:17:54.360 --> 00:17:55.920
Which future?

537
00:17:55.920 --> 00:17:56.760
Cool.

538
00:17:56.760 --> 00:17:58.320
All right, avoidance, I need to think about it.

539
00:17:58.320 --> 00:17:59.640
So this is the frame I think about.

540
00:17:59.640 --> 00:18:00.840
Past, present, future.

541
00:18:01.960 --> 00:18:03.360
And this is an easy one for you.

542
00:18:03.360 --> 00:18:04.800
So when someone says, I need to think about it.

543
00:18:04.800 --> 00:18:06.720
You translate that into, I'm going to avoid

544
00:18:06.720 --> 00:18:08.760
this decision for fear of making a mistake.

545
00:18:08.760 --> 00:18:10.160
And you're like, cool.

546
00:18:10.160 --> 00:18:11.680
Well, let's talk about your past.

547
00:18:11.680 --> 00:18:13.920
I think this is not a fast decision, right?

548
00:18:13.920 --> 00:18:15.840
You've been deciding this for years.

549
00:18:15.840 --> 00:18:17.960
How long have you been wanting to be in shape?

550
00:18:17.960 --> 00:18:19.320
My whole life.

551
00:18:19.320 --> 00:18:20.440
So this doesn't seem fast at all.

552
00:18:20.440 --> 00:18:21.640
You've been deciding this forever.

553
00:18:21.640 --> 00:18:23.280
Now we're just taking action on it.

554
00:18:23.280 --> 00:18:24.920
You decided a long time ago.

555
00:18:24.920 --> 00:18:26.600
They were taking the first step.

556
00:18:26.600 --> 00:18:28.880
Huh, nothing about like that.

557
00:18:28.880 --> 00:18:30.480
And there's another one come this far,

558
00:18:30.480 --> 00:18:32.000
six inches from gold, it's like, listen.

559
00:18:32.000 --> 00:18:34.280
And this is one where I like to stack all the shit

560
00:18:34.280 --> 00:18:35.920
they've done to get to this point.

561
00:18:35.920 --> 00:18:40.000
We're like, listen, you saw an ad, you clicked it,

562
00:18:40.000 --> 00:18:42.880
you bought a ticket, you reserved it, you blocked the time,

563
00:18:42.880 --> 00:18:44.800
you flew out here, you got a hotel,

564
00:18:44.800 --> 00:18:46.040
you showed up at the crack of dawn,

565
00:18:46.040 --> 00:18:48.000
you had all these notes, you walked in here.

566
00:18:48.000 --> 00:18:49.720
Of course you want to fucking grow your gym.

567
00:18:49.720 --> 00:18:51.440
Of course you're trying to lose weight,

568
00:18:51.440 --> 00:18:53.200
you blocked the time, you got in your car,

569
00:18:53.200 --> 00:18:54.600
you got all the way over here.

570
00:18:54.600 --> 00:18:56.320
This isn't a fast decision.

571
00:18:56.320 --> 00:18:58.480
You've indicated with your actions up to this point,

572
00:18:58.480 --> 00:19:00.160
this is important to you.

573
00:19:00.160 --> 00:19:02.600
And do you think that maybe the reason you've struggled

574
00:19:02.600 --> 00:19:04.680
in the past is because you haven't been able

575
00:19:04.680 --> 00:19:06.120
to pull the trigger?

576
00:19:06.120 --> 00:19:07.200
Do you think needing to think about

577
00:19:07.200 --> 00:19:08.520
is the reason you're here right now

578
00:19:08.520 --> 00:19:10.480
rather than where you want to be?

579
00:19:10.480 --> 00:19:11.600
Because you always need to think about it,

580
00:19:11.600 --> 00:19:13.440
which means you don't.

581
00:19:13.440 --> 00:19:15.040
And so the question is just,

582
00:19:15.040 --> 00:19:16.760
do you want to have another year of almost?

583
00:19:16.760 --> 00:19:17.600
Love this one.

584
00:19:17.600 --> 00:19:20.280
Do you want another year of almost being in the shape you want,

585
00:19:20.280 --> 00:19:22.040
almost making the amount of money you want,

586
00:19:22.040 --> 00:19:24.280
almost being in the spouse you want to be?

587
00:19:24.280 --> 00:19:25.120
But not quite.

588
00:19:26.520 --> 00:19:28.360
And so the question is how much is not deciding

589
00:19:28.360 --> 00:19:30.000
cost you up to this point?

590
00:19:30.000 --> 00:19:31.840
How are the last five years for you?

591
00:19:31.840 --> 00:19:33.280
Is that a cost?

592
00:19:33.280 --> 00:19:35.840
You didn't decide to do this five years ago, right?

593
00:19:35.840 --> 00:19:38.160
So would you say all that pain that you went through?

594
00:19:38.160 --> 00:19:40.040
Is that a big cost?

595
00:19:40.040 --> 00:19:40.880
So when you think about like that,

596
00:19:40.880 --> 00:19:43.760
I don't think it's that expensive, right?

597
00:19:43.760 --> 00:19:44.720
That's past.

598
00:19:44.720 --> 00:19:46.080
Since getting them and what we're doing here

599
00:19:46.080 --> 00:19:47.560
is we're educating and reminding them

600
00:19:47.560 --> 00:19:49.080
of why they are here.

601
00:19:49.080 --> 00:19:51.120
To increase their action threshold, rather,

602
00:19:51.120 --> 00:19:52.480
decrease their action threshold

603
00:19:52.480 --> 00:19:54.200
to get them to step over and make a decision.

604
00:19:54.200 --> 00:19:55.040
Does that make sense?

605
00:19:55.040 --> 00:19:56.640
What we're doing conceptually here?

606
00:19:56.640 --> 00:19:58.920
We're looking at their past decisions.

607
00:19:58.920 --> 00:20:00.680
I'm gonna go through all of them.

608
00:20:00.680 --> 00:20:02.680
Showing them how far they've come,

609
00:20:02.680 --> 00:20:04.160
explaining to them that maybe the reason

610
00:20:04.160 --> 00:20:06.040
that they're in the fucking seat today

611
00:20:06.040 --> 00:20:07.920
is because they have struggled pulling the trigger

612
00:20:07.920 --> 00:20:08.760
in the past.

613
00:20:08.760 --> 00:20:10.160
They've thought about doing things like this before,

614
00:20:10.160 --> 00:20:11.200
but they have been able to.

615
00:20:11.200 --> 00:20:13.560
They have it nutted up and today they need to.

616
00:20:13.560 --> 00:20:16.800
Otherwise, they're going to have another year of almost

617
00:20:16.800 --> 00:20:18.880
and then we ask them if all the pain they've been through

618
00:20:18.880 --> 00:20:21.320
has been enough pain for them to make a decision.

619
00:20:23.160 --> 00:20:25.280
Hey guys, real quick, if you're new to the podcast,

620
00:20:25.280 --> 00:20:28.520
I have a book on Amazon called $100 million offers

621
00:20:28.520 --> 00:20:30.440
that over 8,000 five star reviews

622
00:20:30.480 --> 00:20:31.640
has almost a perfect score.

623
00:20:31.640 --> 00:20:33.520
You can get it for 99 cents on Kindle.

624
00:20:33.520 --> 00:20:35.680
The reason I bring it up is that I put over a thousand hours

625
00:20:35.680 --> 00:20:37.000
into writing that book

626
00:20:37.000 --> 00:20:38.720
and it's my biggest gift to our community.

627
00:20:38.720 --> 00:20:41.280
So it's my very shameless way of trying to get you

628
00:20:41.280 --> 00:20:44.000
to like me more and ultimately make more dollars

629
00:20:44.000 --> 00:20:45.960
to that later on in your business career.

630
00:20:45.960 --> 00:20:46.960
I can finish the part with you.

631
00:20:46.960 --> 00:20:48.040
So that's my gift.

632
00:20:48.040 --> 00:20:48.960
Go check it out.

633
00:20:48.960 --> 00:20:50.760
Amazon and back to the show.

634
00:20:52.520 --> 00:20:53.280
And that was the one.

635
00:20:53.280 --> 00:20:56.320
I actually had this as the last year.

636
00:20:56.320 --> 00:20:58.880
This lady was like, this is like,

637
00:20:58.880 --> 00:21:00.960
she was referencing a call that was like five years earlier,

638
00:21:00.960 --> 00:21:02.360
very beginning at gym launch.

639
00:21:02.360 --> 00:21:03.200
She's like, it's crazy.

640
00:21:03.200 --> 00:21:05.120
I had a sales call with you six years ago

641
00:21:05.120 --> 00:21:06.280
and I'm kicking myself in the butt

642
00:21:06.280 --> 00:21:07.360
for not jumping in your program.

643
00:21:07.360 --> 00:21:10.600
Well, so funny.

644
00:21:10.600 --> 00:21:11.440
So funny.

645
00:21:12.560 --> 00:21:14.240
I was like, yeah, you let a bad decision burn you twice.

646
00:21:14.240 --> 00:21:15.360
Once when you made a poor investment,

647
00:21:15.360 --> 00:21:16.680
the second time you let that bad investment

648
00:21:16.680 --> 00:21:18.400
make any good one.

649
00:21:18.400 --> 00:21:20.520
I remember the conversation, right?

650
00:21:20.520 --> 00:21:22.240
Here she is six years later.

651
00:21:22.240 --> 00:21:25.720
Same position, same exact shit.

652
00:21:25.720 --> 00:21:27.360
But she couldn't because he had one bad boyfriend.

653
00:21:27.360 --> 00:21:29.400
She's like, no men for me.

654
00:21:29.400 --> 00:21:30.240
That's it.

655
00:21:30.240 --> 00:21:31.760
Just me and my cats.

656
00:21:31.760 --> 00:21:34.240
So, two is present.

657
00:21:34.240 --> 00:21:35.800
All right, so we talked about the past.

658
00:21:35.800 --> 00:21:36.920
All the things you've done to get here,

659
00:21:36.920 --> 00:21:37.760
all the pain you've been through.

660
00:21:37.760 --> 00:21:40.280
Do you think not being able to pull the trigger

661
00:21:40.280 --> 00:21:42.800
is the reason you're sitting in the seat today, right?

662
00:21:42.800 --> 00:21:44.520
So now let's talk about present.

663
00:21:44.520 --> 00:21:45.480
So I love this one.

664
00:21:45.480 --> 00:21:47.720
I use the rocking chair clothes a lot.

665
00:21:47.720 --> 00:21:49.960
As far as I'm concerned, I made it up.

666
00:21:49.960 --> 00:21:53.680
So here's how the rocking chair clothes works.

667
00:21:53.680 --> 00:21:56.840
I'm like, when you say you need to think about it,

668
00:21:56.840 --> 00:21:58.720
I was like, you don't really think

669
00:21:58.720 --> 00:21:59.800
we're gonna think about it, right?

670
00:21:59.800 --> 00:22:01.680
Because what's gonna happen?

671
00:22:01.680 --> 00:22:03.960
You're not gonna drive out of here, go home,

672
00:22:03.960 --> 00:22:06.240
sit on the rocking chair on your porch and be like,

673
00:22:06.240 --> 00:22:11.160
hmm, am I going to join this program or not, right?

674
00:22:11.160 --> 00:22:12.000
Of course not.

675
00:22:12.000 --> 00:22:12.840
What are you gonna do?

676
00:22:12.840 --> 00:22:13.680
I was like, you're gonna get in your car,

677
00:22:13.680 --> 00:22:15.240
you're gonna check your phone, you're gonna see six mix,

678
00:22:15.240 --> 00:22:16.840
mix tax messages, and you're gonna be like,

679
00:22:16.840 --> 00:22:18.520
I fuck, I can pick up the laundry, I gotta go to the dry clean,

680
00:22:18.520 --> 00:22:19.680
I gotta pick up Timmy from school,

681
00:22:19.680 --> 00:22:22.320
I gotta get food, I gotta order a pizza, whatever it is, right?

682
00:22:22.320 --> 00:22:25.080
Go all the shit, and then five days from now,

683
00:22:25.080 --> 00:22:26.820
you're gonna put on one of your skirts.

684
00:22:26.820 --> 00:22:28.340
You're gonna check your bank account,

685
00:22:28.340 --> 00:22:31.660
and it's gonna be like, ooh, this is tight.

686
00:22:31.660 --> 00:22:34.780
And in that many, you're like, I should have done that thing.

687
00:22:34.780 --> 00:22:36.460
That's when you made the decision, right then.

688
00:22:36.460 --> 00:22:37.700
Then you keep living your life,

689
00:22:37.700 --> 00:22:40.100
and you do another five years until it gets painful enough.

690
00:22:40.100 --> 00:22:44.260
So, you don't need, and you've heard this one from me before,

691
00:22:44.260 --> 00:22:45.980
you don't need time to make decision to need information,

692
00:22:45.980 --> 00:22:47.260
and I'm your source of information.

693
00:22:47.260 --> 00:22:48.900
So what are the main things you're thinking about?

694
00:22:48.900 --> 00:22:50.580
How are you making the decision?

695
00:22:50.580 --> 00:22:52.660
So we're bringing it to the present, right?

696
00:22:52.660 --> 00:22:53.900
We're not letting them kick it off,

697
00:22:53.900 --> 00:22:55.500
we're saying let's confront this.

698
00:22:55.500 --> 00:22:57.420
What are your main criteria?

699
00:22:57.420 --> 00:22:59.380
Now they're gonna say, I have no fucking idea

700
00:22:59.380 --> 00:23:00.580
because I don't know how to make decisions,

701
00:23:00.580 --> 00:23:03.060
because I'm a victim, and you're like, oh, you know what?

702
00:23:03.060 --> 00:23:04.140
I've talked to victims before,

703
00:23:04.140 --> 00:23:06.060
let me tell you how I teach them how to make decisions.

704
00:23:06.060 --> 00:23:08.580
Cool, great, so here's how to make a decision.

705
00:23:09.500 --> 00:23:12.420
Product, us, you access the money, all right?

706
00:23:12.420 --> 00:23:14.500
So do you believe the product could work?

707
00:23:14.500 --> 00:23:16.940
Yes, do you trust us, do you trust me?

708
00:23:16.940 --> 00:23:18.620
Do you like me, do you think I'm bad breath?

709
00:23:18.620 --> 00:23:19.660
No, I think I like you guys.

710
00:23:19.660 --> 00:23:23.020
Okay, do you think it'll work for you?

711
00:23:23.020 --> 00:23:25.020
The way you want it to go?

712
00:23:25.020 --> 00:23:28.060
Yes, cool, do you have access to the amount of money

713
00:23:28.060 --> 00:23:30.460
to start this thing or know someone who does?

714
00:23:30.460 --> 00:23:32.780
Yes, right?

715
00:23:32.780 --> 00:23:35.380
Just made the decision, let's do it.

716
00:23:35.380 --> 00:23:37.060
A lot of times, we just need to be walked through

717
00:23:37.060 --> 00:23:38.300
how to make a decision.

718
00:23:38.300 --> 00:23:39.860
People actually don't make that many decisions,

719
00:23:39.860 --> 00:23:40.780
kind of crazy.

720
00:23:40.780 --> 00:23:42.980
We make lots of micro decisions, they don't make big ones.

721
00:23:42.980 --> 00:23:44.860
So you have to teach them how to make decisions.

722
00:23:44.860 --> 00:23:46.660
Many of you guys suck at making big decisions.

723
00:23:46.660 --> 00:23:47.780
You have to learn having framework.

724
00:23:47.780 --> 00:23:49.420
That's why all these investors talk about having

725
00:23:49.420 --> 00:23:52.180
a lattice work of decision making frameworks.

726
00:23:52.180 --> 00:23:53.540
That's why I do a lot of framework stuff.

727
00:23:53.540 --> 00:23:55.380
It's got to make a lot of big stake decisions

728
00:23:55.380 --> 00:23:56.380
all the time.

729
00:23:56.380 --> 00:23:58.340
Big strategic directions, big checks,

730
00:23:58.340 --> 00:23:59.660
like you have to make big decisions.

731
00:23:59.660 --> 00:24:01.060
You have to have a framework and be able to do it

732
00:24:01.060 --> 00:24:02.940
and remove your emotions.

733
00:24:02.940 --> 00:24:05.260
If it checks the boxes, you do the deal.

734
00:24:05.260 --> 00:24:06.420
This one's really good.

735
00:24:06.420 --> 00:24:08.700
If you ever have the opportunity to do free trial stuff,

736
00:24:08.700 --> 00:24:11.780
it's just a free trial and or money back guarantee stuff.

737
00:24:11.780 --> 00:24:15.180
The third one is fucking fire, which is, listen,

738
00:24:15.180 --> 00:24:16.540
can we both agree that you just need to make

739
00:24:16.540 --> 00:24:17.740
an informed decision?

740
00:24:17.740 --> 00:24:19.620
They're gonna say, yes, that's what I need.

741
00:24:19.620 --> 00:24:21.180
An informed decision, absolutely.

742
00:24:21.180 --> 00:24:22.660
They're gonna, let's take in the bait.

743
00:24:22.660 --> 00:24:24.300
That's what that is, all right?

744
00:24:24.300 --> 00:24:25.860
You're like, okay, you need to make informed decision.

745
00:24:25.860 --> 00:24:28.220
Well, how can you make informed decision

746
00:24:28.220 --> 00:24:29.540
without doing it?

747
00:24:29.540 --> 00:24:30.860
Huh.

748
00:24:30.860 --> 00:24:33.540
Hmm, got me there.

749
00:24:33.540 --> 00:24:34.900
I'm like, so, why don't we do this?

750
00:24:34.900 --> 00:24:36.660
Let's get you started.

751
00:24:36.660 --> 00:24:40.260
And if 30 days in, you hate it, let me know.

752
00:24:40.260 --> 00:24:41.100
Oops.

753
00:24:41.100 --> 00:24:42.820
Boop, boop, boop, boop.

754
00:24:42.820 --> 00:24:43.660
There we go.

755
00:24:43.660 --> 00:24:46.460
And if you're 30 days in, you hate it, let me know.

756
00:24:46.460 --> 00:24:47.500
I'll give you money back.

757
00:24:47.500 --> 00:24:48.340
No big deal.

758
00:24:48.340 --> 00:24:50.180
But that way, at least you have made an informed decision

759
00:24:50.180 --> 00:24:51.540
rather than one that's made up in your mind

760
00:24:51.540 --> 00:24:53.580
about what I say or what you think it is.

761
00:24:53.580 --> 00:24:55.380
It'll bridge our communication gap.

762
00:24:55.380 --> 00:24:57.180
Because you've got an idea what it is in your head.

763
00:24:57.180 --> 00:24:58.500
I know what it is in my head.

764
00:24:58.500 --> 00:25:00.620
And I'm using words to try and communicate that to you.

765
00:25:00.620 --> 00:25:03.220
That's gonna fail versus you actually doing it.

766
00:25:03.220 --> 00:25:05.300
Can we agree that that's a way more informed decision?

767
00:25:05.300 --> 00:25:06.140
Yes.

768
00:25:06.140 --> 00:25:06.980
Well, then let's do an informed decision.

769
00:25:06.980 --> 00:25:09.060
Let's get you going, right?

770
00:25:09.060 --> 00:25:11.220
That makes anything you could close some sales with that?

771
00:25:11.220 --> 00:25:13.020
Yeah, flags.

772
00:25:13.020 --> 00:25:16.060
Okay, decision definition.

773
00:25:16.060 --> 00:25:17.620
I already went that one over that one.

774
00:25:17.620 --> 00:25:19.260
So again, when we're in the present,

775
00:25:19.260 --> 00:25:21.940
we have to tell them which future we're cutting off, right?

776
00:25:21.940 --> 00:25:23.660
Did you know it's from Naden, Dekadere,

777
00:25:23.660 --> 00:25:25.900
means to kill off, which future we're killing off?

778
00:25:25.900 --> 00:25:27.820
The good one or the bad one?

779
00:25:27.820 --> 00:25:28.660
Cool.

780
00:25:28.660 --> 00:25:29.940
Future.

781
00:25:29.940 --> 00:25:30.940
So you guys getting this?

782
00:25:30.940 --> 00:25:34.140
Pass, we stacked all the past pain, bring it to this point.

783
00:25:34.140 --> 00:25:35.700
Present, it's all about rocking chair,

784
00:25:35.700 --> 00:25:37.620
time-night information, helping them make the decision

785
00:25:37.620 --> 00:25:39.100
in the moment.

786
00:25:39.100 --> 00:25:40.900
And future is future casting,

787
00:25:40.900 --> 00:25:43.500
what I prefer to say positive and negative.

788
00:25:43.500 --> 00:25:46.540
So five years in the future,

789
00:25:46.540 --> 00:25:48.780
what does it look like if you keep doing what you're doing?

790
00:25:48.820 --> 00:25:50.300
Are you broker?

791
00:25:50.300 --> 00:25:52.100
Are you in a worse marriage?

792
00:25:52.100 --> 00:25:54.100
Are you in a worse body?

793
00:25:54.100 --> 00:25:55.180
A lot of times literally you're saying like,

794
00:25:55.180 --> 00:25:57.820
what did you gain in the last five years?

795
00:25:57.820 --> 00:25:58.860
Cool.

796
00:25:58.860 --> 00:26:00.780
Let's tack that on.

797
00:26:00.780 --> 00:26:01.820
What are you way now?

798
00:26:01.820 --> 00:26:02.660
230?

799
00:26:02.660 --> 00:26:03.500
Okay.

800
00:26:03.500 --> 00:26:04.580
270.

801
00:26:04.580 --> 00:26:05.940
How's that feel?

802
00:26:05.940 --> 00:26:07.540
You can see them visibly react to this.

803
00:26:07.540 --> 00:26:08.980
They're like, oh shit.

804
00:26:08.980 --> 00:26:11.100
Your negative $10,000.

805
00:26:11.100 --> 00:26:12.140
Let's go negative 50.

806
00:26:12.140 --> 00:26:13.300
Let's try that on.

807
00:26:13.300 --> 00:26:15.260
Maybe that'll jog your memory, right?

808
00:26:16.540 --> 00:26:17.940
And they're like, fuck, I don't want that, right?

809
00:26:17.940 --> 00:26:19.580
What we're doing is we're trying to decrease

810
00:26:19.580 --> 00:26:21.940
the action threshold so they walk across the line,

811
00:26:21.940 --> 00:26:23.260
make the decision.

812
00:26:23.260 --> 00:26:25.820
The next one, let's consider the options.

813
00:26:25.820 --> 00:26:27.780
This is the risk-free clothes I mentioned it earlier.

814
00:26:27.780 --> 00:26:29.540
I just love this because again,

815
00:26:29.540 --> 00:26:32.180
we're future-pacing the scenario, right?

816
00:26:32.180 --> 00:26:33.740
Both these options are risk-free.

817
00:26:33.740 --> 00:26:34.980
Only one of them will get you closer

818
00:26:34.980 --> 00:26:36.060
where you want to go.

819
00:26:36.060 --> 00:26:37.660
So what are we talking about here?

820
00:26:37.660 --> 00:26:39.140
They're both risk-free.

821
00:26:39.140 --> 00:26:40.380
And if someone still doesn't want to do it,

822
00:26:40.380 --> 00:26:42.180
then you have to confront with they're afraid of.

823
00:26:42.180 --> 00:26:43.020
Because at that point,

824
00:26:43.020 --> 00:26:44.460
it makes no logical sense,

825
00:26:44.460 --> 00:26:46.380
which means there's an emotional need.

826
00:26:46.380 --> 00:26:47.660
I love this one.

827
00:26:47.660 --> 00:26:50.260
Well, you're not going to struggle forever, right?

828
00:26:50.260 --> 00:26:52.420
They're like, well, no, I'm not going to struggle forever.

829
00:26:52.420 --> 00:26:53.540
You're like, right.

830
00:26:53.540 --> 00:26:55.660
Well, if you're going to start getting in shape eventually,

831
00:26:55.660 --> 00:26:57.340
muzzle'll do it now.

832
00:26:57.340 --> 00:26:59.620
Why would you not want to be in shape longer in your life?

833
00:26:59.620 --> 00:27:01.700
Would you rather only be in shape for like three years

834
00:27:01.700 --> 00:27:03.220
or for like 30?

835
00:27:03.220 --> 00:27:06.780
I promise you, it's way cooler to do it for longer, right?

836
00:27:06.780 --> 00:27:07.780
Oh, you're right.

837
00:27:08.940 --> 00:27:11.540
And so this last one is probably

838
00:27:11.540 --> 00:27:13.340
one of the strongest decision frames

839
00:27:13.340 --> 00:27:15.740
that I can give you guys, all right?

840
00:27:15.740 --> 00:27:17.780
I'm emphasizing this on purpose.

841
00:27:17.780 --> 00:27:19.220
And this comes with all decisions.

842
00:27:19.220 --> 00:27:23.460
So like, if I'm ever allowed it in the future,

843
00:27:23.460 --> 00:27:25.980
praised in the future for making good decisions,

844
00:27:25.980 --> 00:27:27.380
this is probably the single framework

845
00:27:27.380 --> 00:27:29.300
that I use the most, which is,

846
00:27:29.300 --> 00:27:32.260
not will this get me what I want,

847
00:27:32.260 --> 00:27:35.220
but will this get me closer or further to what I want?

848
00:27:35.220 --> 00:27:37.980
Because the thing is, will this get me what I want?

849
00:27:37.980 --> 00:27:40.980
He needs a high amount of predictive value.

850
00:27:40.980 --> 00:27:44.020
Like to really say, this will get me that really tough

851
00:27:44.020 --> 00:27:45.620
and you'll be wrong a lot.

852
00:27:45.620 --> 00:27:47.460
And that can be very discouraging.

853
00:27:47.460 --> 00:27:50.500
But simply saying, okay, I've got two paths.

854
00:27:50.500 --> 00:27:52.740
This one will get me closer.

855
00:27:52.740 --> 00:27:55.260
Will this be everything I need to get there?

856
00:27:55.260 --> 00:27:56.540
Probably not.

857
00:27:56.540 --> 00:27:58.140
But will it get me closer?

858
00:27:58.140 --> 00:27:59.500
Yeah, I think so.

859
00:27:59.500 --> 00:28:01.300
And when it comes to education, in my opinion,

860
00:28:01.300 --> 00:28:03.260
the more educated you are,

861
00:28:03.260 --> 00:28:04.820
the closer you'll get to where you're going

862
00:28:04.820 --> 00:28:07.500
because you'll have context to see the path more clearly.

863
00:28:07.500 --> 00:28:11.140
And so the problem is, a lot of sandies, right,

864
00:28:11.140 --> 00:28:12.180
are sitting there and they're like, well,

865
00:28:12.180 --> 00:28:13.820
you say it's this and that guy said,

866
00:28:13.820 --> 00:28:16.100
Bacon's bad for me and this guy says keto's good.

867
00:28:16.100 --> 00:28:17.660
And I don't know what the fuck, you know, right?

868
00:28:17.660 --> 00:28:19.340
The thing is, she doesn't have the perspective

869
00:28:19.340 --> 00:28:20.860
in which to make a judgment.

870
00:28:20.860 --> 00:28:22.780
It's all gobbledygook.

871
00:28:22.780 --> 00:28:25.380
And the thing is, is that we are all in sandy seat

872
00:28:25.380 --> 00:28:27.580
in different verticals of our lives.

873
00:28:27.580 --> 00:28:28.660
We don't have the perspective

874
00:28:28.660 --> 00:28:29.740
in which to make a judgment.

875
00:28:29.740 --> 00:28:32.420
And so trying to say, will the first fitness program

876
00:28:32.420 --> 00:28:35.460
that Sandy buys be the one that gets her

877
00:28:35.460 --> 00:28:36.980
to the promised land?

878
00:28:36.980 --> 00:28:39.220
Likelihood, probably not.

879
00:28:39.220 --> 00:28:41.020
Some of you guys know many of your trainers who left you

880
00:28:41.020 --> 00:28:42.860
who have some weird things that they do

881
00:28:42.860 --> 00:28:45.220
and they teach people, right?

882
00:28:45.220 --> 00:28:47.580
And you're like, if they, if Sandy starts with her

883
00:28:47.580 --> 00:28:50.020
or him, is she gonna get the perfect body?

884
00:28:50.020 --> 00:28:51.500
Probably not.

885
00:28:51.500 --> 00:28:52.860
Will she be better than she was

886
00:28:52.860 --> 00:28:54.860
before she was doing something?

887
00:28:54.860 --> 00:28:56.020
Probably.

888
00:28:56.020 --> 00:28:58.740
And so if you can regress the decision-maker framework

889
00:28:58.740 --> 00:29:01.660
to simply like, Sandy, if you walk out of here,

890
00:29:01.660 --> 00:29:03.540
do you think you're gonna get closer getting in shape

891
00:29:03.540 --> 00:29:04.460
or further?

892
00:29:04.460 --> 00:29:06.340
If you stay and sign up, do you think you're closer

893
00:29:06.340 --> 00:29:08.060
or further, closer?

894
00:29:08.060 --> 00:29:09.780
I think that's all we gotta do today.

895
00:29:09.780 --> 00:29:11.500
And if we do that one step closer,

896
00:29:11.500 --> 00:29:13.140
enough weeks in a row, I think we'll get

897
00:29:13.140 --> 00:29:14.540
to where you wanna go.

898
00:29:14.540 --> 00:29:17.860
It takes the pressure off of making a perfect decision.

899
00:29:17.860 --> 00:29:19.260
Does that make sense?

900
00:29:19.260 --> 00:29:20.940
That decreases the action threshold

901
00:29:20.940 --> 00:29:22.180
and gets people to actually take a step

902
00:29:22.180 --> 00:29:24.460
and be like, Jim won't says they have to be perfect.

903
00:29:24.460 --> 00:29:26.140
X, Y, D, Z doesn't have to be perfect.

904
00:29:26.140 --> 00:29:28.020
It's just, we'll get you closer.

905
00:29:28.020 --> 00:29:29.260
Does that make sense?

906
00:29:29.260 --> 00:29:30.100
Okay.

907
00:29:30.100 --> 00:29:32.340
That single framework has made me more money

908
00:29:32.340 --> 00:29:33.940
than anything in my life.

909
00:29:34.900 --> 00:29:35.740
Thanks.

910
00:29:37.340 --> 00:29:38.260
Appreciate it.

911
00:29:38.260 --> 00:29:40.540
And real talk, I've bought a lot of things in the past

912
00:29:40.540 --> 00:29:42.500
that didn't get me the thing,

913
00:29:42.500 --> 00:29:44.740
but got me a thing that I used later,

914
00:29:44.740 --> 00:29:46.660
that got me closer where I wanted to go.

915
00:29:46.660 --> 00:29:48.940
And so the question is, was it a good investment?

916
00:29:48.940 --> 00:29:50.940
Well, only based on my expectations

917
00:29:50.940 --> 00:29:52.540
would it be a bad investment.

918
00:29:52.540 --> 00:29:54.860
And so if I change my expectations of education in general,

919
00:29:54.860 --> 00:29:56.100
which is what I'm trying to encourage you to do

920
00:29:56.100 --> 00:29:58.020
with your prospects in yourselves,

921
00:29:58.020 --> 00:30:00.380
then you can shift what you expect to get out of something

922
00:30:00.380 --> 00:30:02.220
and you'll ultimately get more out of it.

923
00:30:02.220 --> 00:30:03.220
Future.

924
00:30:03.220 --> 00:30:04.900
Okay, no reasons left.

925
00:30:06.180 --> 00:30:07.300
It's just you.

926
00:30:07.300 --> 00:30:09.100
It's just your prospect, right?

927
00:30:09.100 --> 00:30:10.940
Sitting there, barren naked in the field,

928
00:30:10.940 --> 00:30:13.780
forced to make a decision, right?

929
00:30:13.780 --> 00:30:14.820
Sandy's looking at herself.

930
00:30:14.820 --> 00:30:17.340
She's like, I haven't seen my toes in so long.

931
00:30:19.620 --> 00:30:22.660
The idea is you want to get them to be empowered, right?

932
00:30:22.660 --> 00:30:25.460
And so the thing is, is like, truth hurts sometimes.

933
00:30:25.460 --> 00:30:26.900
But sometimes a sting is what it takes

934
00:30:26.900 --> 00:30:28.460
to get someone to take her first step.

935
00:30:28.460 --> 00:30:30.060
And so like, my big thing is like,

936
00:30:30.060 --> 00:30:31.780
I don't want to be nice.

937
00:30:31.780 --> 00:30:33.020
I want to be kind.

938
00:30:33.020 --> 00:30:34.780
And sometimes kindness hurts.

939
00:30:34.780 --> 00:30:37.300
Like maybe you need to come back 50 pounds heavier.

940
00:30:37.300 --> 00:30:38.500
Maybe you need to go be poor

941
00:30:38.540 --> 00:30:40.220
or maybe you need to struggle more.

942
00:30:40.220 --> 00:30:42.220
Maybe that's what you need.

943
00:30:42.220 --> 00:30:44.060
At the end of the day, it is their decision

944
00:30:44.060 --> 00:30:46.340
and they have to have that power.

945
00:30:46.340 --> 00:30:47.660
And here's bonus number six.

946
00:30:47.660 --> 00:30:51.660
So in my blanket closes,

947
00:30:51.660 --> 00:30:53.580
this one I separated out purposely

948
00:30:53.580 --> 00:30:55.380
because I've used it a lot of times.

949
00:30:55.380 --> 00:30:56.660
It's kind of like the best case worst case

950
00:30:56.660 --> 00:30:58.620
like I've used it a ton of times,

951
00:30:58.620 --> 00:31:03.020
which is whatever reason the prospect is telling themselves,

952
00:31:03.020 --> 00:31:04.540
you just repeat it right back to them

953
00:31:04.540 --> 00:31:06.020
as the reason they should do it.

954
00:31:06.020 --> 00:31:07.500
Watch this.

955
00:31:07.500 --> 00:31:09.340
I don't have the time to get in shape.

956
00:31:09.340 --> 00:31:10.420
You're like, that's the perfect reason

957
00:31:10.420 --> 00:31:11.260
you need to do this program.

958
00:31:11.260 --> 00:31:12.660
So I'm gonna show you exactly how to have the time

959
00:31:12.660 --> 00:31:13.660
so you can do it.

960
00:31:13.660 --> 00:31:14.900
Give you a different one.

961
00:31:15.900 --> 00:31:17.740
I don't have the money.

962
00:31:17.740 --> 00:31:19.060
It's the exact reason you need to do this.

963
00:31:19.060 --> 00:31:19.820
It's because you don't have the money

964
00:31:19.820 --> 00:31:22.220
because you need to get it, right?

965
00:31:22.220 --> 00:31:23.500
Let's see another one.

966
00:31:23.500 --> 00:31:24.540
Come up with one.

967
00:31:24.540 --> 00:31:25.380
Say something.

968
00:31:25.380 --> 00:31:26.860
Spouse.

969
00:31:26.860 --> 00:31:28.180
My husband doesn't support me.

970
00:31:28.180 --> 00:31:30.580
That's the perfect reason you should be getting in shape.

971
00:31:31.580 --> 00:31:32.620
You wanna have us, right?

972
00:31:32.620 --> 00:31:33.740
What a husband who doesn't support you

973
00:31:33.740 --> 00:31:34.660
and then not be in shape?

974
00:31:34.660 --> 00:31:35.500
I don't know.

975
00:31:35.500 --> 00:31:37.740
I'm like, right?

976
00:31:37.740 --> 00:31:38.820
My wife doesn't support me.

977
00:31:38.820 --> 00:31:40.540
It's the perfect reason to do this.

978
00:31:40.540 --> 00:31:43.300
And so whatever reason they present with,

979
00:31:43.300 --> 00:31:44.660
you literally can just say that's the reason

980
00:31:44.660 --> 00:31:46.060
and people think about it a little bit deeper

981
00:31:46.060 --> 00:31:47.980
and they're like, fuck, you're right.

982
00:31:47.980 --> 00:31:49.780
And I think if you, if you, like, it's it,

983
00:31:49.780 --> 00:31:51.180
because like, as a salesperson,

984
00:31:51.180 --> 00:31:52.900
you always have to have a couple of fast bullets.

985
00:31:52.900 --> 00:31:55.180
Like, if you're like, I need to catch, like, take a breath.

986
00:31:55.180 --> 00:31:56.620
Like, whatever they say, you're like, that's the reason.

987
00:31:56.620 --> 00:31:57.620
And you're like, what did I just say?

988
00:31:57.620 --> 00:32:01.460
And you're like, okay, I don't have time to get to the gym.

989
00:32:01.460 --> 00:32:03.220
It's the perfect reason to do it, right?

990
00:32:03.220 --> 00:32:05.900
I hate broccoli, perfect reason to do it.

991
00:32:05.900 --> 00:32:06.740
Doesn't matter.

992
00:32:06.740 --> 00:32:07.580
Cause whatever the reason,

993
00:32:07.580 --> 00:32:08.580
and here's the thing is, is that the,

994
00:32:08.580 --> 00:32:09.820
whatever reason they give you

995
00:32:09.820 --> 00:32:11.940
is usually the perfect reason they should do it, right?

996
00:32:11.940 --> 00:32:13.380
Cause it's actually the thing they're presenting with

997
00:32:13.380 --> 00:32:14.860
is the thing they're most afraid of.

998
00:32:14.860 --> 00:32:15.980
And so hopefully this helps you realize

999
00:32:15.980 --> 00:32:19.020
that you and your clients are always in complete power, all right?

1000
00:32:19.020 --> 00:32:22.820
So rather than casting their power to circumstances,

1001
00:32:22.820 --> 00:32:25.660
where they say it's the time, it's the money, it's the fit,

1002
00:32:25.660 --> 00:32:28.820
you transition to saying, I don't need to have resources

1003
00:32:28.820 --> 00:32:30.420
and it'd be resourceful.

1004
00:32:30.420 --> 00:32:33.460
Instead of casting their, their power to other people,

1005
00:32:33.460 --> 00:32:35.780
their spouses, their partners, their kids, their employees,

1006
00:32:35.780 --> 00:32:40.380
whatever it is, they then say, I'm the one who gets to decide,

1007
00:32:40.380 --> 00:32:43.420
I do not need permission, I'm asking for support.

1008
00:32:43.420 --> 00:32:45.620
And notice, it didn't say I need support,

1009
00:32:45.620 --> 00:32:47.340
saying I'm asking for it.

1010
00:32:47.340 --> 00:32:51.500
And then finally, when you're talking to the person themselves,

1011
00:32:51.500 --> 00:32:53.820
they're just trying to avoid the decision

1012
00:32:53.820 --> 00:32:55.340
because they do not want to make a mistake.

1013
00:32:55.340 --> 00:32:57.580
So whenever someone says, I'm like, I want you to translate

1014
00:32:57.580 --> 00:32:58.580
this in your brains.

1015
00:32:58.580 --> 00:33:00.180
Whenever someone says, I need to think about it.

1016
00:33:00.180 --> 00:33:02.100
Just say, I need to avoid this decision

1017
00:33:02.100 --> 00:33:03.860
in order to avoid a mistake.

1018
00:33:03.860 --> 00:33:05.940
That's what they're saying, need to avoid this decision

1019
00:33:05.940 --> 00:33:09.700
in order to avoid making a mistake, all right?

1020
00:33:09.700 --> 00:33:12.220
So it's not about time, it's about information,

1021
00:33:12.220 --> 00:33:14.620
and then you need to make sure that they have the information

1022
00:33:14.620 --> 00:33:15.580
they need to decide.

1023
00:33:15.580 --> 00:33:18.420
And at that point, hopefully you've given the person

1024
00:33:18.420 --> 00:33:21.620
or the prospect enough power and you've debunked

1025
00:33:21.620 --> 00:33:24.540
a lot of their bullshit, you've peeled the onion of blame back

1026
00:33:24.540 --> 00:33:26.060
so that they are the ones in power.

1027
00:33:26.060 --> 00:33:28.820
And then at that point, they can finally just make a decision.

1028
00:33:28.860 --> 00:33:31.700
And maybe it's the first decision they made in five fucking years.

1029
00:33:31.700 --> 00:33:32.980
And you got to help them do that,

1030
00:33:32.980 --> 00:33:34.620
which I think is there's very few things

1031
00:33:34.620 --> 00:33:36.900
that are more noble than in my opinion.

1032
00:33:36.900 --> 00:33:38.340
And so like I promised at the beginning,

1033
00:33:38.340 --> 00:33:40.260
my hope is that you become more powerful by making a decision

1034
00:33:40.260 --> 00:33:42.500
rather than letting it life make it for you,

1035
00:33:42.500 --> 00:33:44.460
being a victim of universe.

1036
00:33:44.460 --> 00:33:45.940
Somehow you think that randomness

1037
00:33:45.940 --> 00:33:47.620
is going to make a better decision than you

1038
00:33:47.620 --> 00:33:48.980
because you don't want to be responsible

1039
00:33:48.980 --> 00:33:50.340
for making a bad one.

1040
00:33:50.340 --> 00:33:51.060
Well, how are you going to learn

1041
00:33:51.060 --> 00:33:53.740
if you never take responsibility for decisions you make?

1042
00:33:53.740 --> 00:33:55.700
So a few final thoughts.

1043
00:33:55.700 --> 00:33:57.580
Fortsons are created by taking lots of risk

1044
00:33:57.580 --> 00:33:58.940
with a little money.

1045
00:33:58.940 --> 00:34:00.820
Fortsons are maintained by taking little risk

1046
00:34:00.820 --> 00:34:02.020
with lots of money.

1047
00:34:02.020 --> 00:34:03.340
Of everything that ever made in my life,

1048
00:34:03.340 --> 00:34:05.020
the result of investing my own education

1049
00:34:05.020 --> 00:34:07.740
has got me high returns in the stock, market, real estate,

1050
00:34:07.740 --> 00:34:09.420
or crypto or anything else.

1051
00:34:09.420 --> 00:34:11.420
And all investments in myself for skills, beliefs,

1052
00:34:11.420 --> 00:34:13.260
and traits have got me closer,

1053
00:34:13.260 --> 00:34:15.020
keep point closer to where I wanted to go.

1054
00:34:15.020 --> 00:34:17.820
Even if that brick wasn't the last brick.

1055
00:34:17.820 --> 00:34:19.340
And so what I mean here is that,

1056
00:34:19.340 --> 00:34:21.900
if you imagine yourself, I'm going to go over here.

1057
00:34:21.900 --> 00:34:24.740
So imagine I'm here and I want to get over there.

1058
00:34:24.780 --> 00:34:27.020
And there's this big thing of lava underneath of me.

1059
00:34:27.020 --> 00:34:28.300
And I have to build this bridge.

1060
00:34:28.300 --> 00:34:29.860
And there's 100 bricks between where I am

1061
00:34:29.860 --> 00:34:31.460
to where I want to go.

1062
00:34:31.460 --> 00:34:33.540
Just because something that I learned

1063
00:34:33.540 --> 00:34:35.700
didn't get me all 100 bricks,

1064
00:34:35.700 --> 00:34:37.780
if it gets me 28 bricks,

1065
00:34:37.780 --> 00:34:40.700
I am closer to where I want to go.

1066
00:34:40.700 --> 00:34:42.500
And what's interesting is that I've observed this

1067
00:34:42.500 --> 00:34:44.060
in the education space overall,

1068
00:34:44.060 --> 00:34:46.700
is that people will attribute their success

1069
00:34:46.700 --> 00:34:48.860
to the thing that gives them the last brick.

1070
00:34:48.860 --> 00:34:51.660
But if you had 99 bricks and then the last one,

1071
00:34:51.660 --> 00:34:55.180
it's like who or what was the thing that really got you there.

1072
00:34:55.180 --> 00:34:57.980
It's like people making fun of their elementary school

1073
00:34:57.980 --> 00:34:59.140
teacher who taught them arithmetic

1074
00:34:59.140 --> 00:34:59.980
when they learned calculus.

1075
00:34:59.980 --> 00:35:00.980
They're like, this is this shit.

1076
00:35:00.980 --> 00:35:04.060
It's like, dude, you didn't know what a fucking ad before, right?

1077
00:35:04.060 --> 00:35:07.540
You didn't know how to add, you can't do calculus, right?

1078
00:35:07.540 --> 00:35:09.020
If you didn't know how to do fitness and training,

1079
00:35:09.020 --> 00:35:11.740
you wouldn't be able to have a gym, right?

1080
00:35:11.740 --> 00:35:13.900
If you didn't know how to sell, be tough to market.

1081
00:35:13.900 --> 00:35:15.620
If you didn't know how to sell, be tough to manage.

1082
00:35:15.620 --> 00:35:17.820
Because you got to persuade people, right?

1083
00:35:17.820 --> 00:35:20.020
And so each of these things are just the little bricks

1084
00:35:20.020 --> 00:35:23.300
and then we attribute our success to the last brick.

1085
00:35:23.300 --> 00:35:24.300
And this is something, again, for me,

1086
00:35:24.300 --> 00:35:26.620
I wouldn't think about what are the biases I have psychologically

1087
00:35:26.620 --> 00:35:29.220
that filter the information that I make decisions off of.

1088
00:35:29.220 --> 00:35:30.780
And so for me, I'm telling you,

1089
00:35:30.780 --> 00:35:32.580
the biggest and best frame I have is,

1090
00:35:32.580 --> 00:35:35.660
will this get me closer or further from where I'm trying to go?

1091
00:35:35.660 --> 00:35:37.980
And I think if you can relate that frame to your prospects

1092
00:35:37.980 --> 00:35:39.340
who are walking in the door,

1093
00:35:39.340 --> 00:35:41.980
it will help them make a lower stakes decision.

1094
00:35:41.980 --> 00:35:43.020
It's like, it's gonna get me closer.

1095
00:35:43.020 --> 00:35:44.060
And if I make enough of these,

1096
00:35:44.060 --> 00:35:45.660
it will get me closer decisions.

1097
00:35:45.660 --> 00:35:47.220
I'll get to where I want to go.

1098
00:35:47.220 --> 00:35:51.620
Because what happens is the perfect decision maker makes none.

1099
00:35:51.620 --> 00:35:54.900
The directional decision maker makes many

1100
00:35:54.900 --> 00:35:56.620
and then course corrects much faster.

1101
00:35:56.620 --> 00:35:59.620
I have five minutes and 40 seconds more.

1102
00:35:59.620 --> 00:36:01.020
You guys good with that, is that all right?

1103
00:36:01.020 --> 00:36:02.180
All right, cool.

1104
00:36:02.180 --> 00:36:04.540
Okay, so it's why I did it at my left to education.

1105
00:36:04.540 --> 00:36:05.780
That's acquisition.com.

1106
00:36:05.780 --> 00:36:07.340
Our mission is to make real business education available

1107
00:36:07.340 --> 00:36:11.100
to everyone because when you realize that you are source,

1108
00:36:11.100 --> 00:36:13.940
everyone here say, I am source, right?

1109
00:36:13.940 --> 00:36:16.700
You are source, everything comes from you.

1110
00:36:16.700 --> 00:36:18.860
Your other superman is not coming.

1111
00:36:18.860 --> 00:36:21.820
Gemma on chain coming, Alex in coming, nobody's coming.

1112
00:36:21.820 --> 00:36:25.180
Just you, like you have to save you, right?

1113
00:36:25.180 --> 00:36:26.540
Can't ask for a savior.

1114
00:36:26.540 --> 00:36:28.100
It's just you.

1115
00:36:28.100 --> 00:36:29.660
And so every decision is a vote towards

1116
00:36:29.660 --> 00:36:31.460
or against the person we want to become.

1117
00:36:31.460 --> 00:36:33.220
And so the question is, are the decisions you're making

1118
00:36:33.220 --> 00:36:34.740
voting towards the person you want to become

1119
00:36:34.740 --> 00:36:36.340
or just more of the same?

1120
00:36:36.340 --> 00:36:38.100
Many votes every day.

1121
00:36:38.100 --> 00:36:40.940
And so be it, ask me all the time, how do you move so quickly?

1122
00:36:40.940 --> 00:36:43.300
And I think the answer is I know how to buy time.

1123
00:36:43.300 --> 00:36:45.460
And so the question is, how do you buy time?

1124
00:36:45.460 --> 00:36:47.420
By buying the time other people took to make mistakes

1125
00:36:47.420 --> 00:36:49.060
that taught them the lessons?

1126
00:36:49.060 --> 00:36:51.020
Because again, I said this, I think on first day,

1127
00:36:51.020 --> 00:36:53.020
which is strategy prioritizing.

1128
00:36:53.020 --> 00:36:56.700
Doing the right thing, I don't do this really fast.

1129
00:36:56.700 --> 00:36:59.500
It's just you get more for every step, right?

1130
00:36:59.500 --> 00:37:02.940
And so when you buy time, you don't have to spend

1131
00:37:02.940 --> 00:37:05.460
eight years figuring out the right way

1132
00:37:05.460 --> 00:37:07.620
to have the lobby set up, right?

1133
00:37:07.620 --> 00:37:09.980
When your prospect walks in, it's like, it took me,

1134
00:37:09.980 --> 00:37:12.140
and I'm sure it took some of you guys like six years

1135
00:37:12.140 --> 00:37:14.860
to way through the bullshit of like intermittent fasting.

1136
00:37:14.900 --> 00:37:17.060
And then it's like, no, it's cardio.

1137
00:37:17.060 --> 00:37:18.900
Oh no, it's body weight and kettlebells.

1138
00:37:18.900 --> 00:37:19.740
That's functional.

1139
00:37:19.740 --> 00:37:20.740
And you're like, oh, fuck, you know what I mean?

1140
00:37:20.740 --> 00:37:22.420
Mind you, some of your life, that's what I do now.

1141
00:37:22.420 --> 00:37:23.260
That's the one I mean.

1142
00:37:23.260 --> 00:37:26.220
Point is that you go through your own iteration

1143
00:37:26.220 --> 00:37:28.500
until finally you figure out, I'll just say your truth.

1144
00:37:28.500 --> 00:37:30.220
I'm just gonna leave it at that, so no one gets upset.

1145
00:37:30.220 --> 00:37:34.180
All right, it's finally figured out like the thing, right?

1146
00:37:34.180 --> 00:37:36.660
But wouldn't it be cool if you just started there?

1147
00:37:36.660 --> 00:37:38.980
Because you got to buy everyone else's time?

1148
00:37:38.980 --> 00:37:40.460
Like I would say if there's a skill that I've had,

1149
00:37:40.460 --> 00:37:41.940
it's by it's that.

1150
00:37:41.940 --> 00:37:44.260
Because I'm just willing to buy other people's time

1151
00:37:44.260 --> 00:37:48.900
and not, it's an egotistical thing, I think, to say,

1152
00:37:48.900 --> 00:37:50.460
I can figure it out on my own.

1153
00:37:50.460 --> 00:37:52.380
Because the answer is of course you can.

1154
00:37:52.380 --> 00:37:53.660
The question is whether you wanna spend time

1155
00:37:53.660 --> 00:37:54.740
or you wanna spend money.

1156
00:37:54.740 --> 00:37:57.100
You spend the one you value least, right?

1157
00:37:57.100 --> 00:37:59.020
You're gonna learn the lessons either way.

1158
00:37:59.020 --> 00:38:00.500
It's just how you wanna pay.

1159
00:38:01.500 --> 00:38:04.580
And sometimes that time might be 30 years.

1160
00:38:04.580 --> 00:38:07.620
It's a steep price tag, not one I would wanna pay.

1161
00:38:08.580 --> 00:38:11.580
So ignorance is the most expensive debt that we all pay

1162
00:38:11.580 --> 00:38:12.480
every day.

1163
00:38:12.520 --> 00:38:15.840
And this is my favorite, my favorite thing I heard.

1164
00:38:15.840 --> 00:38:18.040
This was a close that I heard from,

1165
00:38:18.040 --> 00:38:19.240
check him over his name.

1166
00:38:19.240 --> 00:38:20.920
Anyways, he wrote this thing on the board

1167
00:38:20.920 --> 00:38:23.880
and I'll just do it live.

1168
00:38:23.880 --> 00:38:26.880
Okay, how much do you make right now, per year?

1169
00:38:26.880 --> 00:38:29.520
Income, just personal income.

1170
00:38:29.520 --> 00:38:31.040
Awesome, $185,000.

1171
00:38:31.040 --> 00:38:34.040
So imagine I wrote a million dollars on here.

1172
00:38:35.120 --> 00:38:37.440
Minus 185,000.

1173
00:38:37.440 --> 00:38:41.920
So right now it costs you $815,000 a year,

1174
00:38:41.920 --> 00:38:44.120
not knowing how to make a million dollars a year

1175
00:38:44.120 --> 00:38:45.120
in income.

1176
00:38:45.120 --> 00:38:46.720
Every year, just pay in the universe.

1177
00:38:46.720 --> 00:38:49.080
You're like, here's 815,000.

1178
00:38:49.080 --> 00:38:49.960
And guess what?

1179
00:38:49.960 --> 00:38:52.400
Cost you $9.8 million per year,

1180
00:38:52.400 --> 00:38:54.600
not knowing how to make $10 million a year.

1181
00:38:54.600 --> 00:38:55.560
Every year.

1182
00:38:55.560 --> 00:38:57.440
And so like we think about taxes,

1183
00:38:57.440 --> 00:39:00.080
we think about all these other expenses.

1184
00:39:00.080 --> 00:39:03.560
The one that eats me alive is the debt of not knowing.

1185
00:39:03.560 --> 00:39:06.360
Of not knowing all the shit that I should know

1186
00:39:06.360 --> 00:39:07.840
to make what I wanna make.

1187
00:39:07.840 --> 00:39:11.240
And that's the debt that really we all pay the most of.

1188
00:39:11.240 --> 00:39:13.400
Every day, there you go.

1189
00:39:14.480 --> 00:39:17.400
And so for me, I think you should be willing to invest money

1190
00:39:17.400 --> 00:39:19.000
to increase your capacity for income

1191
00:39:19.000 --> 00:39:21.120
because once you have it, it pays you forever.

1192
00:39:21.120 --> 00:39:23.240
One-time investment pays you forever.

1193
00:39:23.240 --> 00:39:24.880
You don't get tax on education.

1194
00:39:24.880 --> 00:39:26.280
Government can't steal it from you.

1195
00:39:26.280 --> 00:39:28.080
Can't lose it in a divorce.

1196
00:39:28.080 --> 00:39:29.520
If you think about it from an asset perspective,

1197
00:39:29.520 --> 00:39:32.040
it makes every other asset you have more valuable.

1198
00:39:32.040 --> 00:39:33.400
It appreciates with time.

1199
00:39:35.040 --> 00:39:37.760
If you actually thought about it as an actual asset,

1200
00:39:37.760 --> 00:39:39.600
your investment, it actually checks all the boxes.

1201
00:39:39.600 --> 00:39:40.800
It's amazing.

1202
00:39:40.800 --> 00:39:43.720
It increases your asset value, increases your income.

1203
00:39:43.720 --> 00:39:45.040
It's great.

1204
00:39:45.040 --> 00:39:48.720
And so that's one that I like thinking.

1205
00:39:48.720 --> 00:39:51.840
And so for me, 10 years ago, I had my little do-it-i decision.

1206
00:39:51.840 --> 00:39:53.240
I went for my swaking consulting job

1207
00:39:53.240 --> 00:39:54.440
to sleeping on the floor.

1208
00:39:54.440 --> 00:39:55.920
And I think a lot of times we have the decisions

1209
00:39:55.920 --> 00:39:58.120
and I think we need to present these to our prospects.

1210
00:39:58.120 --> 00:40:00.160
We say like, you have a do-it-i decision.

1211
00:40:00.160 --> 00:40:01.280
Where's your action threshold?

1212
00:40:01.280 --> 00:40:02.560
Maybe you need to weigh another five years.

1213
00:40:02.560 --> 00:40:04.560
Maybe you need to gain another 50 pounds.

1214
00:40:04.560 --> 00:40:05.880
And so here's my two cents.

1215
00:40:05.880 --> 00:40:08.680
Make the decisions to help yourself, implement like crazy,

1216
00:40:08.720 --> 00:40:11.680
take ownership, realize that there are no silver bullets.

1217
00:40:11.680 --> 00:40:13.800
But some things can move you closer to your goals.

1218
00:40:13.800 --> 00:40:16.440
And when those rare acceleration opportunities come in life,

1219
00:40:16.440 --> 00:40:17.280
take them.

1220
00:40:17.280 --> 00:40:18.320
Because either win or you learn

1221
00:40:18.320 --> 00:40:20.640
and both of those get you closer to wherever it is you want to go.

1222
00:40:20.640 --> 00:40:21.480
Thank you.