Latest / What is Business Development? / Episode 123: Rewriting The Law of Attraction with Justin Michael

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Episode 123: Rewriting The Law of Attraction with Justin Michael · What is Business Development?

0:03
Speaker 1: Welcome to the Business Development podcast, brought to you by
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Speaker 1: the Global Business Development Association, delivering the strategies and tactics
0:11
Speaker 1: to boost your career and corporate growth.
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Speaker 2: Hello BD pros, and welcome to the Global Business Development
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Speaker 2: Association podcast called What is Business Development?
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Speaker 3: Now?
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Speaker 2: Folks, let me ask you. You know, business development is
0:35
Speaker 2: a tough profession, and I bet you've probably heard of
0:41
Speaker 2: the law of attraction, this concept of believing, thinking and
0:48
Speaker 2: projecting into the world what you want to accomplish and
0:54
Speaker 2: using that mental image, that focus to visualize your success.
1:00
Speaker 2: A nice sense of agency, but does it really work. Well,
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Speaker 2: we're going to talk about that with our guest today,
1:08
Speaker 2: about a new perspective that may give you a better
1:14
Speaker 2: sense of success. But before we get to that, let's
1:18
Speaker 2: talk about something else that can give you a little
1:20
Speaker 2: bit of a sense of agency and maybe some extra
1:23
Speaker 2: success in the business development profession. And that's the Business
1:27
Speaker 2: Development Body of Knowledge. It's available on Amazon. When you
1:32
Speaker 2: read the book, you can then take the Business Development
1:35
Speaker 2: Professional Certification Exam at Gbdassociation dot org. Okay, folks, let's
1:45
Speaker 2: jump into this book today. Now, this is really something exciting.
1:50
Speaker 2: It's a little bit of a departure from the usual
1:53
Speaker 2: tactical discussions we have with business developers, and we love
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Speaker 2: to talk about the latest and greatest tactic, but sometimes
2:01
Speaker 2: it's really important to just have a perspective, a codex,
2:07
Speaker 2: if you will, on how to engage the marketplace, how
2:11
Speaker 2: to engage the community, and how to be a business developer.
2:15
Speaker 2: And I think you'll find this book is really profound.
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Speaker 2: It comes from an author we've had on this podcast
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Speaker 2: multiple times before, Justin Michael, and you can see, folks,
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Speaker 2: some of the previous books that we've talked about on
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Speaker 2: the show, and he's published many other books. And you know,
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Speaker 2: Justin has been in the industry for quite some time.
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Speaker 2: Over the past decade, he's coached two hundred plus sales
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Speaker 2: teams and one thousand plus operators. The models behind his
2:47
Speaker 2: work have generated more than one billion dollars in revenue
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Speaker 2: and inform many advisory practices. He's a former record setting
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Speaker 2: pipeline producer across Salesforce, LinkedIn and venture startups. He's the
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Speaker 2: author of ten plus books and his works sit at
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Speaker 2: the intersection of execution, psychology and leverage. And I think
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Speaker 2: you'll find that this book today is really exciting and Today, folks,
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Speaker 2: we're talking about Justin's latest book. It's called Rewriting the
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Speaker 2: Law of Attraction, Stop manifesting and start becoming. Wow, Justin, Michael,
3:32
Speaker 2: welcome back to the show.
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Speaker 3: It's fantastic being back. And that book started out as
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Speaker 3: the phoenix rising concept. So we've been writing the frame
3:42
Speaker 3: and looking at frame psychology, and this leads to ontology,
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Speaker 3: this fancy word which means the science of consciousness or belief,
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Speaker 3: and the best symbol for kind of burning away the
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Speaker 3: past for the last thousand years has been the phoenix
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Speaker 3: that rises from the ashes, and we've seen in Harry
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Speaker 3: Potter in the Hunger Games, and it's been used, you know,
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Speaker 3: throughout history. And I really wanted to go toward a
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Speaker 3: new concept from the idea of being, the idea of
4:11
Speaker 3: your identity. I had a very simple model I've used
4:14
Speaker 3: for years from a book attraction selling, where you kind
4:17
Speaker 3: of your being influences, you're thinking, influences you're doing. It's
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Speaker 3: very easy if you're in sales, you're going to try
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Speaker 3: to close a million dollar deal, but you don't think
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Speaker 3: you can do it, you don't think you can resonate
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Speaker 3: with sea levels and then but you don't have the
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Speaker 3: identity of a million dollar closer, so it's very hard
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Speaker 3: to shift. And so this was in atomic habits You'm
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Speaker 3: talking about like the chainsmoker and not being able to
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Speaker 3: change the identity. But the question is how do you
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Speaker 3: actually change your identity? So after I wrote the Law
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Speaker 3: of attraction like attraction selling, I realized there was this
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Speaker 3: distinction of surrendered manifestation versus manufacturing manifestation. And most of
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Speaker 3: the law of attraction up until this time has been
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Speaker 3: I want that house, the ferrari, that partnership, the relationship,
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Speaker 3: and trying to go toward it and make a lot
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Speaker 3: of affirmations and visualizations and im statements, it can be
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Speaker 3: very exhausting. And so in this book we sort of
5:11
Speaker 3: burned the dream board. We sort of surrender and let
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Speaker 3: go of that to a higher force and a higher
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Speaker 3: understanding of creation. So I'll set the stage with that.
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Speaker 3: If that's not a mystery sandwich in half and grabs
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Speaker 3: the proverbial third rail of religion.
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Speaker 2: Yeah, you know, there's When I wrote the Business Development
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Speaker 2: Body of Knowledge, you know, I really did a deep
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Speaker 2: dive on hundreds of books from the top minds and
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Speaker 2: business development sales marketing, customer success. Read a lot of
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Speaker 2: your books and a lot of scientific papers, and it
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Speaker 2: all boiled down to something that was fundamentally universal, and
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Speaker 2: I dare say a little metaphysical too, where it was
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Speaker 2: just kind of this almost like a scene from the
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Speaker 2: Matrix where all just started making sen you know, all
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Speaker 2: the zeros and ones of tactics just kind of boiled
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Speaker 2: down into something that fundamentally binds us all together. And well,
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Speaker 2: let's jump let me read a little bit of an
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Speaker 2: excerpt from an article you published about the book, and
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Speaker 2: let's get that out there and continue the discussion. But
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Speaker 2: I found it really just such a powerful understanding of
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Speaker 2: what you're talking about here and so and again, folks,
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Speaker 2: if you're just listening in the book is just out
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Speaker 2: on Amazon. It's called Rewriting the Law of Attraction r
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Speaker 2: LOA is the abbreviation we'll use as we continue to talk.
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Speaker 2: And you can see that prominently in the background here
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Speaker 2: behind Justin. But justin, if I could just read just
6:53
Speaker 2: one quick excerpt from an article you wrote recently about
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Speaker 2: the book, and it said, traditional manifestation taught any your progression.
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Speaker 2: Thinking creates feel, feeling, attracts results. But in your book RLA.
7:07
Speaker 2: It reveals a deeper order. Being shapes thinking, Thinking shapes doing,
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Speaker 2: and doing produces results. This is not motivational sequencing. It
7:20
Speaker 2: is structural truth. When being is coherent, action carries a
7:25
Speaker 2: different quality, and decisions sharpened, opportunities of beer less like
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Speaker 2: miracles and more like natural consequences. So can you talk
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Speaker 2: a little bit more about what you mean by this
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Speaker 2: difference between this shift between manifestation and what you talk
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Speaker 2: about in URLA.
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Speaker 3: Yeah, so I think you know, the law of attraction
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Speaker 3: of the secret is a law. It does work, ask, believe,
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Speaker 3: or receive. You can be intentional, right, there's a faith component,
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Speaker 3: and the faith component shifts because then it's really who
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Speaker 3: would you have to be to see X or Y happen.
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Speaker 3: There's also a detachment or almost Dallas surrender of like
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Speaker 3: do I really even need to be attached to the goal?
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Speaker 3: And so Jack Canfield put it in a good way
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Speaker 3: of you know, I want to achieve this goal or
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Speaker 3: something better, which leaves it up to the universe. But
8:12
Speaker 3: what I posit in this book is the goal you
8:14
Speaker 3: can leave up to a higher power, and the way
8:17
Speaker 3: toward the goal up to a higher power. So you
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Speaker 3: have three different laws running through here. You have the
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Speaker 3: law of attraction, which everyone understands from the secret and
8:25
Speaker 3: there's been three hundred million books sold on this concept,
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Speaker 3: so you know, it's sort of wishes fulfilled like the
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Speaker 3: genie in the bottle. The second which you know, I
8:35
Speaker 3: met Ron de Burn and had some great experiences with
8:37
Speaker 3: her in Santa Barbara about twenty years ago. The second
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Speaker 3: is the law of assumption, which came from Nevill Nevill Gaddard,
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Speaker 3: which I love the power of awareness, which is you
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Speaker 3: assume that it's already happened and you're grateful for it.
8:50
Speaker 3: And Wayne Dyer wrote a book called Wishes Fulfilled which
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Speaker 3: was based on that concept. That's law one, Law two,
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Speaker 3: Law three. The deepest law right is whatever you are,
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Speaker 3: who you're being, your identity is really what's going to manifest.
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Speaker 3: And so a lot of the practices that I've endorsed
9:09
Speaker 3: work where I'm successful, I am achieving. But if you're
9:13
Speaker 3: a person that's reading that off a document all day
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Speaker 3: every day, you're kind of projecting insecurity and dissonance out
9:20
Speaker 3: to the universe. So a lot of the book is
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Speaker 3: about letting go of the past and burning it away
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Speaker 3: and making a new decision now. Steve Chandler called that
9:29
Speaker 3: moving from a victim to an owner, and Werner Earhart
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Speaker 3: called that creating the future from the future and not
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Speaker 3: the past. And Werner Earhart was very influenced by Heidegger,
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Speaker 3: the German philosopher. So the stuff I'm preaching is not
9:42
Speaker 3: coming from nowhere. Adjacently to this, there was Michael a
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Speaker 3: singer in the Surrender experiment.
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Speaker 2: The problem I.
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Speaker 3: Found is that no one ever went and said, Okay,
9:50
Speaker 3: what do we do with the law of attraction. It
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Speaker 3: was like, use the law of attraction, but then come
9:54
Speaker 3: over here in experiment with surrender, which one is it?
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Speaker 3: And so I lay out all three of those laws
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Speaker 3: and we really get to the bedrock. There's a bunch
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Speaker 3: of allegories and stories like my books, you know, have
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Speaker 3: rituals you can do to really be present and sort
10:09
Speaker 3: of you know, find those modes of surrender. A lot
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Speaker 3: of people listening have been through a trauma, an extinction
10:14
Speaker 3: level event, an event in their lives where it broke
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Speaker 3: them completely. They shatter, and I think of like Kinsue,
10:20
Speaker 3: the Kinsue guy, the Japanese pottery. I could break the
10:24
Speaker 3: pot and they fuse it. Back together with gold. You
10:27
Speaker 3: kind of get up after one of those events, a
10:28
Speaker 3: complete collapse, and you're still alive, right, And so I
10:33
Speaker 3: introduced this concept called promanoil, where you're looking at the
10:35
Speaker 3: universe as being favorable to your plans and there's a
10:38
Speaker 3: higher force that's bringing abundance in your life. So if
10:40
Speaker 3: that's the case, and a lot of times the trauma
10:43
Speaker 3: is to give you wisdom and it's a gift. In
10:45
Speaker 3: my case, everything that happened to me, which I go
10:47
Speaker 3: through in the book, it gave me the gift to
10:51
Speaker 3: be wise. I'll be on my ears humbly speaking, and
10:53
Speaker 3: to be able to help other people because they're kind
10:56
Speaker 3: of like I'm going through this. I was like, listen
10:58
Speaker 3: to this story I went through like whoa. So I
11:01
Speaker 3: kind of expose a little bit in the book. I'm
11:02
Speaker 3: happy to talk about it now, but yeah, a lot
11:05
Speaker 3: of people read it and they feel like the first
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Speaker 3: time their nervous system calmed down and they felt serene
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Speaker 3: and peaceful. Like people are carrying this really big weight
11:13
Speaker 3: usually or pushing and grinding, and this book just allows
11:17
Speaker 3: it to let go. And some people are against it.
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Speaker 3: They're like, you can't accomplish things in life by just
11:22
Speaker 3: like flowing. But to me, it's the metaphor like we're
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Speaker 3: all in the river. I'm paddling upstream and I was
11:27
Speaker 3: huffing and puffing against the wind in the current, and
11:30
Speaker 3: some people are just floating down the stream. Well, where's
11:32
Speaker 3: the stream going out to an infinite sea? Why are
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Speaker 3: we going there? I don't know. But who's happier you
11:40
Speaker 3: want to be rowing? That's the analogy, you know.
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Speaker 2: Yeah, it's so if I could kind of put it
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Speaker 2: in business development terms, when people manifest they're projecting their
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Speaker 2: conscious purpose on what they want to achieve, okay, And
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Speaker 2: you know it's I'm going to sell you this pen.
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Speaker 2: Whether you want this pen or not, I am going
12:06
Speaker 2: to sell you this darn pen, okay. And I think
12:09
Speaker 2: that's part of this manifestation mindset is I want to
12:15
Speaker 2: accomplish X, and so I will do everything in my
12:19
Speaker 2: power to achieve X. And there's something to be said
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Speaker 2: for programming the mind in visualizing. Athletes use this all
12:28
Speaker 2: the time in sports, professional sports, and it appears to
12:33
Speaker 2: work with great success. It's kind of this pre programming
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Speaker 2: of essentially seeing the success and then the subconscious system
12:42
Speaker 2: optimizes your motor skills, your automatic reactions on a regular basis,
12:46
Speaker 2: so that when you're triggered, you engage, and I think
12:49
Speaker 2: you're taking it to the next level. There's nothing wrong
12:52
Speaker 2: with that, I think, is what you're saying. Nothing wrong
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Speaker 2: with manifesting and visualizing, particularly like the way athletes do,
12:59
Speaker 2: you know, visualizing that perfect cold call. That's great. The
13:02
Speaker 2: subconscious brain will continue to work with that even when
13:05
Speaker 2: you're not consciously thinking about it. But I think what
13:08
Speaker 2: you're saying is sell me this pen. That is the
13:13
Speaker 2: grind because I, as the seller, I don't care about
13:16
Speaker 2: the pen, so.
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Speaker 3: It becomes a grind for me.
13:20
Speaker 2: Right.
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Speaker 3: Well, we're so obsessed on our quota and getting the number.
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Speaker 3: But I think if you detach from all of that
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Speaker 3: and focus on serving the customer, service and delivery and
13:31
Speaker 3: put you know, a focus on the value to person
13:35
Speaker 3: on the other side, you may have a way better
13:37
Speaker 3: financial result. They may feel differently in your presence. There
13:42
Speaker 3: are intractable things. You're sitting there and you're you've closed
13:45
Speaker 3: two hundred K, and you're on a two million number,
13:46
Speaker 3: and you're six months through the year, and you're sitting
13:48
Speaker 3: there and the world is splitting and you can get
13:52
Speaker 3: white knuckled and look for a new job. You can
13:53
Speaker 3: freak out and drink red bulls and work fourteen hours
13:56
Speaker 3: a day. Or you can kind of have faith that
13:58
Speaker 3: there's maybe something bigger than you and then get your
14:01
Speaker 3: attention off yourself and onto the clients and onto the prospects.
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Speaker 3: Become curious again, really be service based, and you'll feel
14:09
Speaker 3: an end to the suffering of that. Just grind and
14:12
Speaker 3: churn right away. I've been on both sides, you know.
14:16
Speaker 3: I've been to will Smith on the treadmill, like we
14:18
Speaker 3: both get on and you'll die on yours. That quote
14:20
Speaker 3: you had, I mean I've literally lived in La San Francisco,
14:24
Speaker 3: New York, Seattle. I've been the first in last I
14:26
Speaker 3: leave done seventy hour, ninety hour weeks. I mean, I
14:28
Speaker 3: have ground my way to you know that half a
14:33
Speaker 3: million bucks a year mark. What I've found getting into
14:35
Speaker 3: the upper levels over seven figures is there's and I
14:38
Speaker 3: help a lot of people with the wealth creation. So
14:40
Speaker 3: this isn't the only reason to use this, and I
14:41
Speaker 3: highlight many other scenarios in the book, is that there
14:45
Speaker 3: are certain levels of service and income and life that
14:50
Speaker 3: just will not change if you don't change your internal identity.
14:53
Speaker 3: And now maxiwell Maltz deals with this in psycho cybernetics.
14:56
Speaker 3: I call it the polygraph test. And the book isn't
14:59
Speaker 3: very sign and tipic like this. It's more like the
15:01
Speaker 3: Alchemists or four Agreements. But if we both get on
15:04
Speaker 3: polygraph lie detector, okay, justin you earn two hundred thousand,
15:07
Speaker 3: three hundred thousand, five hundred thousand and one million two
15:10
Speaker 3: a certain point it starts to lie. My physiology tells
15:12
Speaker 3: the machine. I don't believe it. I don't believe I
15:15
Speaker 3: can fly. No one does, so I'm probably gonna go
15:17
Speaker 3: off the balcony, right, don't try. But what I'm saying
15:20
Speaker 3: is people come to me they want to shift it.
15:22
Speaker 3: They want to double their income, they want to five
15:23
Speaker 3: mix their income, They want to bring wealth and abundance
15:25
Speaker 3: in their lives. Are they going to do that by
15:27
Speaker 3: sitting in a chair thinking of rich and lovely things?
15:31
Speaker 3: Well in their heart of hearts, their deep physiology, they're
15:33
Speaker 3: not there. They're not shifting who they are goes to relationships,
15:38
Speaker 3: goes to health, fitness, spiritual connection, all the seven dimensions
15:43
Speaker 3: of life. Right, So that is the shift we're really
15:47
Speaker 3: making is to becoming or being and getting to where
15:51
Speaker 3: you want to be. I mean it's been called dharma, right,
15:53
Speaker 3: like a cherry seed cannot become an apple tree. So
15:56
Speaker 3: this has been very controversial and polarizing book obviously. I
16:00
Speaker 3: mean I'm grabbing every third rail from philosophy to religion
16:03
Speaker 3: into I'm not attacking law of attraction. It does work.
16:07
Speaker 3: I just think there's a deeper way to embrace serenity, surrender,
16:13
Speaker 3: let go. And that's why I love the word pro noia,
16:16
Speaker 3: because most people aren't walking around like yeah, like the
16:18
Speaker 3: world's out to do me good, like today's Christmas warning.
16:21
Speaker 3: It's telling me most people are living in fear and
16:24
Speaker 3: worry and grind it on cam.
16:26
Speaker 2: Yeah. Yeah, well, you know, let me give you the
16:29
Speaker 2: first and second rail of science to go with your
16:33
Speaker 2: third rail. And yeah, very you're very honest about that.
16:36
Speaker 2: But again, this goes back to my writing and the
16:38
Speaker 2: business development body of knowledge and the research that I
16:41
Speaker 2: did looking purely at the science of business development. I
16:44
Speaker 2: wanted to like distill all of this down to the
16:47
Speaker 2: fundamental first principles of business development. What does it all mean?
16:50
Speaker 2: What are we all trying to achieve here. Yeah, I
16:52
Speaker 2: can go. And I had thousands of pages on No
16:54
Speaker 2: it's tactics everything else, and it fundamentally boils down to this.
16:57
Speaker 2: Every living being on this plan and it has a
17:00
Speaker 2: biological imperative to survive and thrive. Okay, and that yields
17:06
Speaker 2: every time you engage. And even if it's an amiba
17:08
Speaker 2: that engages another amiba, there are four fundamental responses fight, flight, freeze,
17:14
Speaker 2: or fuse with that other being. And so we all
17:18
Speaker 2: encounter this in our day to day lives as humans. Now,
17:21
Speaker 2: for humans, it's easy for us to you know, not
17:25
Speaker 2: get in a state of flow, get triggered, and get
17:27
Speaker 2: into an anxiety state because we're in this fight or
17:31
Speaker 2: flight mode and you know, nobody will fuse with you
17:37
Speaker 2: unless you have trust. And neuroscience proves it's a brain
17:41
Speaker 2: chemical and cocktail that consists of dopamine, oxytocin, serotonin. Those
17:48
Speaker 2: are triggered when you demonstrate purpose, empathy, and truth. Those
17:54
Speaker 2: three fundamental things are the master unlocked key. And what
17:58
Speaker 2: you're talking about, justin is yes, good to manifest on
18:01
Speaker 2: your purpose, great, but you also need the empathy and
18:05
Speaker 2: the truth and service to others and deliver value to
18:09
Speaker 2: others and what that does as our mission is to
18:13
Speaker 2: as business developers. It's customer and community advocacy that creates
18:18
Speaker 2: corporate growth. And the difference between BD and sales and marketing.
18:22
Speaker 2: Sales and marketing are linear. Double the number of ads,
18:24
Speaker 2: you'll get, the double number of impressions, double the number
18:27
Speaker 2: of cold college you'll get, double the number of meetings. Okay,
18:29
Speaker 2: simple math. But when you do business development and you're
18:33
Speaker 2: in service to others, they will then become your biggest advocates.
18:36
Speaker 2: They will refer your customers. This is how you get
18:39
Speaker 2: to a product market fit tipping point. Okay, that's what
18:43
Speaker 2: Mark Andresen wrote a paper about over a decade ago.
18:46
Speaker 2: Once you get your your customers being your strongest advocates,
18:50
Speaker 2: now you have exponential growth. And it follows almost like
18:53
Speaker 2: the Fibonacci series. It's found in nature everywhere. Right, I
18:57
Speaker 2: win one customer, they love me. They tell two friends,
19:00
Speaker 2: who then in turn tell two fronts. Tell it two fronts.
19:02
Speaker 2: It becomes exponential. And this we find in the universe
19:05
Speaker 2: all over the place. So that's my take on the
19:07
Speaker 2: first and second rail of science to support your third rail.
19:12
Speaker 2: So give us a little sense of how as a
19:15
Speaker 2: business developer, how can I implement this? What should I do.
19:20
Speaker 3: Well? I mean, this book is really universal to your
19:24
Speaker 3: inner psychology. I mean the biggest thing I've done. I've
19:28
Speaker 3: worked with hundreds of salespeople. I've worked with salespeople at
19:30
Speaker 3: the very top of companies like you know, Snowflake and
19:34
Speaker 3: Matterport and proof Point and people at the most elite
19:37
Speaker 3: levels doing seven point fifty over a million a year.
19:42
Speaker 3: It's really what is happening internal in your psychology, not
19:46
Speaker 3: just your thoughts, because I would positive you're not your thoughts,
19:49
Speaker 3: your mind and your body, You're behind all of that.
19:51
Speaker 3: But how what do you think of yourself?
19:54
Speaker 2: Like?
19:54
Speaker 3: Who are you? Have you really embraced your greatness and
19:58
Speaker 3: your genius and your talent? Are you loving to yourself?
20:02
Speaker 3: Are you caring? Do you have resentments? Have you forgiven yourself?
20:05
Speaker 3: Have you forgiven to other people? So I'm talking about
20:08
Speaker 3: like I do this metaphor of like it's like a
20:09
Speaker 3: lake in your head, Like what's that water like on
20:12
Speaker 3: a day to day basis, something goes wrong. Is it
20:14
Speaker 3: churning like a stormy sea or is it calm and
20:17
Speaker 3: placid and serene? And so it's that whole gentle giant theory.
20:21
Speaker 3: I say this because I did sales for twenty five
20:24
Speaker 3: years and only really in the last four or five
20:27
Speaker 3: years is I found things like the Go Giver and
20:29
Speaker 3: Surrender Experiment and Sid Banks and Byron Katie, and I
20:33
Speaker 3: read Eckert Tolea. But I saw it from a new light.
20:36
Speaker 3: I started to understand that that stillness of mind and
20:40
Speaker 3: that serenity is creating reality, and that's studies of quantum physics,
20:45
Speaker 3: and there's a lot of ideas about parallel universes and dimensions. Ultimately, though,
20:50
Speaker 3: right if you are calm, cool and collected and you
20:53
Speaker 3: go out in the business world, you're seen as the
20:55
Speaker 3: rock and the solver, and people react to you differently.
20:57
Speaker 3: It's a different wave, it's a different frequency. So I
21:00
Speaker 3: think a lot of top performers are in the outer
21:02
Speaker 3: shell of tactics and methodology and Douno medic and you know,
21:06
Speaker 3: spin and challenge are all that, and they're always looking
21:08
Speaker 3: for the next you know, method and tactic and clay
21:11
Speaker 3: and cloud code and all that. But if you terrorize
21:15
Speaker 3: yourself and abuse yourself and beat yourself up, like all
21:17
Speaker 3: your sales managers, hopefully you didn't have that kind but
21:19
Speaker 3: I come from the boiler room. Then you start to
21:22
Speaker 3: adopt that voice internally. There is an amazing movie called Whiplash.
21:25
Speaker 3: I think it's called or Yeah, and it's about this
21:28
Speaker 3: like drum instructor. He's just like grinding on this kid,
21:31
Speaker 3: and uh, that was me the other scene. I always
21:34
Speaker 3: thinks in the Da Vinci code silas. So he's just
21:36
Speaker 3: sort of like self whipping himself. So you have to
21:40
Speaker 3: develop sort of a healthy love affair with yourself, not conceit,
21:44
Speaker 3: but a gentleness towards yourself, because if you're calm internally,
21:48
Speaker 3: miracles will happen externally. And that's a secret to high performers.
21:52
Speaker 3: I was shocked because I listened to a lot of
21:53
Speaker 3: Dave Goggins and his interviews and like, he's really kind
21:57
Speaker 3: of crazy on YouTube and you know, broke a dosha
22:01
Speaker 3: and stuff. But then when you actually he doesn't drink
22:03
Speaker 3: any coffee, that's weird, and he's actually kind of gentle
22:07
Speaker 3: when on some of the interviews, and he has kind
22:08
Speaker 3: of a positive mindset deep down under that whole exterior.
22:12
Speaker 3: So I don't know. I think I think the strongest
22:14
Speaker 3: characters in human history have been seared with scars, and
22:17
Speaker 3: they think they have a funnel on the fundamental understanding
22:20
Speaker 3: of like love and peace being more powerful than aggression
22:24
Speaker 3: and force. So those are some inner areas, right. Look
22:28
Speaker 3: up the word ontology, look up the word pronoia, and
22:32
Speaker 3: analyze how you're viewing yourself on a daily basis. That's
22:36
Speaker 3: why I like these rich people have kids that aren't
22:38
Speaker 3: that smart, but they make millions of dollars because they're like, oh, Temmy,
22:41
Speaker 3: you've got to be Mineu's You're amazing. Because they have
22:43
Speaker 3: self belief and like, you can have tons of negative
22:45
Speaker 3: thoughts and still be really successful because if you believe
22:49
Speaker 3: you can. That's that's what I'm really digging into. So
22:52
Speaker 3: I know, I'm kind of like weaving into a very
22:54
Speaker 3: focused piece on this because I have books about everything else.
22:56
Speaker 2: You know, yeah, you do. You have a lot of
23:01
Speaker 2: great books books. I'm showing the graphic here of some
23:04
Speaker 2: of the great books that Justin has published. They're available
23:07
Speaker 2: on Amazon. We've talked to him on past shows about
23:10
Speaker 2: some of these great books, some packed with tactics, but
23:13
Speaker 2: this one rewriting the law of attraction, stop manifesting and
23:19
Speaker 2: start becoming being more forgiving with yourself being giving towards
23:25
Speaker 2: others as well, and that it's the master unlock key.
23:31
Speaker 2: You can read it in Justin's book. You can read
23:33
Speaker 2: the scientific backing in the Business Development Body of Knowledge Justin.
23:38
Speaker 2: What's one final takeaway you'd like to leave with our
23:40
Speaker 2: listeners today about your powerful book?
23:43
Speaker 3: I would say, look for synchronicities. Right. So, literally, twenty
23:47
Speaker 3: years ago, I helped a friend who was an accountant
23:51
Speaker 3: his daughter do a music showcase, and so he invited
23:54
Speaker 3: me to Hope Branch to this charity. And then I
23:55
Speaker 3: sat with Jack Canfield for dinner and I got all
23:57
Speaker 3: those books and tapes. He gave me the Secret Duty.
24:00
Speaker 3: In six weeks, I met Hailey Burn and then I
24:02
Speaker 3: met Ronda. In the height of all that success of
24:04
Speaker 3: the Secret Well, then I start to write this book
24:07
Speaker 3: and through a contact in Seattle, I get introduced to
24:10
Speaker 3: Mark Victor Hanson, who was the collaborator with Jack Hanfield.
24:15
Speaker 3: They've sold five hundred million books. We just got on
24:17
Speaker 3: a phone call last week. I have a big smile
24:20
Speaker 3: on my face, like Mark, oh my god, I'm listening
24:22
Speaker 3: you to tapes. For twenty years, he wrote The Aladdin Factor.
24:25
Speaker 3: He says, Justin changed the name of the book. It
24:26
Speaker 3: can't be Phoenix Rise and has to be rewriting the
24:28
Speaker 3: law attraction. So that's the r all the way, the
24:30
Speaker 3: sort of movement. So even the way I'm piecing together
24:34
Speaker 3: the book and the community and the sort of movement
24:36
Speaker 3: behind it is following the principles here, right, I'm surrendering
24:40
Speaker 3: and I'm sort of flowing to see it going. So
24:42
Speaker 3: a lot of you are, You're getting signs and you're
24:46
Speaker 3: not heeding it. On that whole joke with the guy
24:49
Speaker 3: who's like, you know, in the flood, and then there's
24:51
Speaker 3: like the rowboat and then the helicopter and he goes
24:54
Speaker 3: to the Farly gates and God sais, hey, I sent
24:57
Speaker 3: you the rowboat and the helicopter. You were this this
25:00
Speaker 3: parable right, So you're getting You're you're attracting constantly, You're
25:04
Speaker 3: manifesting like crazy, and maybe you're not just connecting the dots.
25:09
Speaker 3: I think it'll be really surprised about what you read.
25:11
Speaker 3: It's it's like poetry. It's like allegory. Bring your Kleenex.
25:14
Speaker 3: A lot of people cry reading it. I did during
25:16
Speaker 3: the edit, and Yeah, I'm just really excited to share
25:19
Speaker 3: it with the world.
25:22
Speaker 2: Yeah, well, really powerful book, folks. And justin it's available
25:26
Speaker 2: on Amazon.
25:27
Speaker 3: Correct, it will be in April.
25:29
Speaker 2: Yeah great. Yeah, so hey, while you're there, you can
25:33
Speaker 2: not only get his book, but you can buy a
25:34
Speaker 2: box of kleen X too. Maybe you should buy read
25:39
Speaker 2: and it's probably in the drop down readers of this
25:41
Speaker 2: book often also by this other product genius.
25:45
Speaker 3: Yeah, I have a good good cry. All these sales
25:47
Speaker 3: brows are going to have a good good cry. Yeah.
25:50
Speaker 3: It's it's been. It's been amazing to produce all this content.
25:55
Speaker 3: And that's why I love The Alchemist because when you
25:57
Speaker 3: feel and I love the expression by Jerald Tolkien, who's
26:00
Speaker 3: definitely here, like not all those not all those who
26:03
Speaker 3: wander are lost because when you feel like you're off
26:05
Speaker 3: the path, sometimes you're drawn to the path. So imagine me,
26:09
Speaker 3: like since twenty sixteen, I've done ten books. This is
26:12
Speaker 3: my eleventh book is Combo, you know, case saying that,
26:16
Speaker 3: and I write the frame and it's phenomenal, and then
26:18
Speaker 3: I still have this cutting room floor sort of the
26:20
Speaker 3: wo wo stuff, the spiritual angles. We kind of went
26:23
Speaker 3: to Stoic and created a bridge there and then this
26:26
Speaker 3: whole thing came out, and the amount of supportsmen nuts.
26:28
Speaker 3: I mean, people write like three page essays, people say
26:31
Speaker 3: that they cried, they had epiphanies. They're reading it four
26:34
Speaker 3: or five times. So I think I have lightning in
26:36
Speaker 3: the bottle here. And it's great to grace the show again.
26:40
Speaker 2: Yeah, always great to have you back, Justin. How can
26:43
Speaker 2: folks follow your work and connect with you? Yeah?
26:46
Speaker 3: So I'm just on LinkedIn as Justin Michael or on Amazon.
26:50
Speaker 3: You can't miss me. Type me into your favorite LLM.
26:54
Speaker 3: I come up in there. Actually just got a client.
26:56
Speaker 3: They were like, who's the top sales coach for this?
26:59
Speaker 3: And I guess chat got me a client in England,
27:01
Speaker 3: So thank you.
27:05
Speaker 2: All right, well, folks, today we talked about Justin's latest book,
27:10
Speaker 2: again available on Amazon, Rewriting the Law of Attraction, Stop Manifesting,
27:16
Speaker 2: Start Becoming Justin Michael. Always great to have you on
27:19
Speaker 2: the show. Can't wait to have you back again with
27:22
Speaker 2: some more great books.
27:23
Speaker 3: It could happen.
27:27
Speaker 2: Thank you, Justin. Thanks for everything that you do for
27:29
Speaker 2: the business development profession.
27:31
Speaker 3: Appreciate you, Tony, Thanks so much.
27:35
Speaker 1: Thank you for listening to the Business Development Podcast. Join
27:39
Speaker 1: our free community of corporate partners and Business development professionals
27:44
Speaker 1: advancing the art, science, and ethics of the business development
27:48
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