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How to Never Have a Broke Month Again w/ Dan Rochon · Real Estate Investing with RealDealCrew

0:00
Are
0:01
you
0:01
ready
0:01
to
0:01
transform
0:02
your
0:02
sales
0:02
game
0:03
and
0:03
never
0:03
have
0:04
a
0:04
broke
0:04
month
0:04
again?
0:05
Today
0:06
we're
0:06
diving
0:06
into
0:06
the
0:07
secrets
0:07
of
0:07
consistent
0:08
and
0:08
predictable
0:09
income
0:10
with
0:10
expert
0:10
Dan
0:11
Rochon.
0:12
In
0:12
this
0:12
episode,
0:12
you'll
0:13
learn
0:13
the
0:13
four
0:14
pillars
0:14
of
0:14
successful
0:15
sales,
0:16
how
0:16
to
0:16
build
0:17
trust
0:17
with
0:17
clients,
0:18
and
0:18
the
0:19
art
0:19
of
0:19
teaching
0:19
instead
0:20
of
0:20
selling.
0:21
Whether
0:21
you're
0:21
a
0:22
seasoned
0:22
pro
0:22
or
0:23
just
0:23
starting
0:23
out,
0:24
these
0:24
insights
0:25
will
0:25
elevate
0:25
your
0:26
approach
0:26
and
0:26
boost
0:27
your
0:27
results.
0:28
If
0:28
you
0:28
find
0:29
value
0:29
in
0:29
this
0:29
video,
0:30
please
0:30
give
0:30
us
0:30
a
0:31
thumbs
0:31
up
0:31
and
0:32
subscribe
0:32
for
0:33
more
0:33
insights.
0:34
And
0:34
don't
0:34
forget
0:34
to
0:34
check
0:35
out
0:35
the
0:35
link
0:35
in
0:36
the
0:36
description
0:36
for
0:37
Dan's
0:37
book,
0:38
Teach
0:38
to
0:38
Sell.
0:39
Let's
0:40
get
0:40
started.
0:44
Dan
0:44
Rochon
0:45
joins
0:45
me
0:45
here
0:46
today.
0:46
You
0:46
can
0:47
find
0:47
how
0:48
he
0:48
can
0:48
help
0:48
you
0:48
by
0:49
grabbing
0:49
a
0:49
book@teachtosellbook.com
0:53
the
0:53
domain
0:53
name
0:53
says
0:54
it
0:54
all.
0:54
We're
0:55
going
0:55
to
0:55
be
0:55
talking
0:55
about
0:55
sales
0:56
strategies,
0:57
influence
0:58
human
0:58
behavior,
0:59
and
0:59
a
0:59
few
0:59
other
1:00
things.
1:00
And
1:01
this
1:01
is
1:01
especially
1:01
interesting
1:02
to
1:02
those
1:03
who
1:04
consistently
1:04
speaking
1:05
to
1:05
distressed
1:05
homeowners.
1:06
I
1:07
really
1:07
appreciate
1:08
your
1:08
time
1:08
here
1:08
today,
1:08
Dan.
1:09
It's
1:09
my
1:10
pleasure.
1:10
Hi,
1:10
Jack.
1:10
Yeah,
1:11
I'd
1:11
imagine
1:11
you
1:12
kind
1:12
of
1:12
run
1:12
into
1:13
quite
1:13
a
1:13
few
1:13
real
1:14
estate
1:14
investors
1:15
trying
1:15
to
1:15
learn
1:15
your
1:15
strategies
1:16
around
1:17
the
1:17
with
1:17
these
1:18
techniques.
1:19
Yeah,
1:19
I
1:19
actually
1:19
do.
1:20
I
1:20
work
1:20
with
1:20
a
1:20
couple
1:21
of
1:21
different
1:21
companies.
1:21
And
1:23
you
1:23
do
1:23
some
1:23
shadow
1:24
hours
1:24
with
1:24
them
1:24
and
1:25
do
1:25
some
1:25
lead
1:25
generation
1:26
to
1:26
show
1:27
investors
1:27
how
1:27
to,
1:28
how
1:28
to
1:28
find
1:29
deals.
1:29
And
1:29
so
1:30
this
1:30
is
1:30
100%
1:31
in
1:31
my
1:31
space.
1:32
So
1:33
happy
1:33
to
1:33
talk
1:33
to
1:33
your
1:34
audience
1:34
today.
1:34
So
1:35
let's
1:35
start
1:35
things
1:35
off
1:36
with
1:36
how
1:36
you
1:37
kind
1:37
of
1:37
found
1:37
your
1:37
way
1:37
into
1:38
this.
1:38
I
1:38
understand,
1:39
like
1:39
in
1:39
2008,
1:41
you
1:41
haven't
1:41
gone
1:42
hungry
1:42
since
1:43
then.
1:43
You
1:43
woke
1:44
up
1:45
hungover
1:45
and
1:46
never
1:46
broke
1:48
since
1:48
then,
1:48
like,
1:49
what
1:49
was
1:49
the
1:49
turning
1:50
point
1:51
that
1:51
caused
1:52
such
1:52
a
1:52
big
1:52
shift?
1:53
Well,
1:54
I
1:54
woke
1:54
up
1:54
hungover
1:55
a
1:55
few
1:55
days
1:55
before
1:56
2008.
1:58
Uh,
1:58
so
1:59
I've
1:59
been
1:59
sober
2:00
since
2:00
2005
2:01
and
2:01
between
2:02
five
2:02
and
2:02
eight,
2:03
I
2:03
was,
2:04
well,
2:04
I
2:05
was
2:05
lost
2:05
my
2:05
entire
2:06
life
2:06
up
2:06
until
2:06
I,
2:07
you
2:07
know,
2:07
up
2:07
until
2:07
then.
2:07
And
2:08
then
2:08
I
2:08
wanted
2:09
to
2:09
really
2:09
discover
2:10
like,
2:10
okay,
2:11
how
2:11
do
2:11
I
2:12
become
2:12
an
2:12
adult?
2:12
And
2:13
you
2:13
know,
2:13
I
2:13
was
2:13
32
2:14
years
2:14
old
2:15
and
2:16
I
2:17
was
2:17
waiting
2:17
tables
2:18
at
2:18
one
2:18
of
2:19
the
2:19
highest
2:19
end
2:19
steakhouses
2:20
in
2:20
the
2:20
world
2:20
in
2:21
Washington
2:21
D.C.
2:22
i
2:22
was
2:22
miserable.
2:23
I
2:23
hated
2:23
my
2:23
life.
2:24
I
2:24
hated
2:24
my,
2:24
my
2:25
job.
2:25
I
2:25
mean,
2:26
I
2:26
made
2:26
a
2:26
ton
2:26
of
2:26
money,
2:27
but
2:27
it
2:27
sucked.
2:28
So,
2:29
you
2:29
know,
2:29
was,
2:30
was
2:30
looking
2:30
at
2:30
options
2:31
and
2:32
you
2:32
know,
2:32
interviewed
2:33
with,
2:34
you
2:34
know,
2:34
met
2:35
with
2:35
different
2:35
franchises
2:36
and
2:37
found
2:37
out
2:37
that
2:37
was
2:37
going
2:38
to
2:38
cost
2:38
me
2:38
a
2:38
quarter
2:38
million
2:38
dollars
2:39
or
2:39
half
2:39
a
2:40
million
2:40
dollars
2:40
to
2:40
start.
2:40
That
2:41
as
2:41
a
2:41
waiter,
2:41
I
2:41
didn't
2:42
have
2:42
a
2:42
quarter
2:42
million
2:42
dollars
2:43
or
2:43
half
2:43
a
2:43
million
2:44
dollars.
2:45
And
2:45
I
2:46
discovered
2:46
that
2:46
real
2:46
estate,
2:47
investing
2:47
in
2:47
real
2:47
estate
2:48
sales
2:48
was
2:49
an
2:49
option
2:50
that
2:50
I
2:50
could
2:50
get
2:50
into
2:50
with
2:51
a
2:51
minimal
2:51
amount
2:52
of
2:52
investment
2:52
and
2:53
have
2:53
an
2:53
opportunity
2:54
to
2:54
be.
2:54
Really
2:55
build
2:55
a
2:55
business
2:55
where
2:55
I
2:55
can
2:56
help
2:56
people
2:56
achieve
2:56
their.
2:57
Achieve
2:57
their
2:57
goals
2:58
and
2:58
solve
2:58
their
2:59
problems.
2:59
And
2:59
that's
2:59
how
3:00
I
3:00
got
3:00
started,
3:01
really,
3:01
honestly,
3:02
Jack,
3:02
because
3:03
I
3:03
didn't
3:03
know
3:03
what
3:03
the
3:03
hell
3:03
to
3:04
do.
3:04
That's.
3:04
That's
3:04
how
3:04
I
3:05
got
3:05
started.
3:05
And
3:05
then
3:05
from
3:06
then
3:06
it
3:06
evolved
3:07
into
3:08
learning
3:08
a
3:08
lot
3:08
about
3:09
business.
3:09
And
3:10
now,
3:10
you
3:10
know,
3:11
fast
3:11
forward
3:11
to
3:11
today,
3:12
helping
3:12
other
3:13
salespeople,
3:14
entrepreneurs,
3:15
investors,
3:15
et
3:16
cetera,
3:16
to
3:16
know
3:17
how
3:17
to
3:17
have
3:17
consistent,
3:17
predictable
3:18
income.
3:19
And
3:19
you
3:19
mentioned
3:19
I
3:19
haven't
3:20
had
3:20
a
3:20
broke
3:20
months
3:20
as
3:20
a,
3:21
as
3:21
a
3:21
sales
3:21
professional
3:22
since
3:22
2008.
3:24
And
3:24
of
3:24
all
3:24
the
3:25
cool
3:25
things
3:25
that
3:25
I've
3:25
done
3:26
in
3:26
my
3:26
career,
3:26
that's
3:27
the
3:27
one
3:27
I'm
3:27
most
3:27
proud
3:28
of.
3:28
Well,
3:28
if
3:28
you
3:28
ever
3:29
listen
3:29
to
3:29
Alex
3:30
harmozi,
3:30
Dan
3:31
Martell,
3:32
any
3:32
of
3:33
these
3:33
business
3:33
gurus,
3:34
this
3:35
is
3:35
like
3:35
the
3:35
number
3:36
one
3:36
skill
3:36
they
3:37
all
3:38
say
3:38
that
3:38
people
3:39
should
3:39
be
3:39
learning
3:40
in
3:40
order
3:41
to
3:41
make
3:41
a.
3:42
Make
3:42
any
3:43
kind
3:43
of
3:43
movement
3:43
in
3:43
their
3:44
lives.
3:44
I
3:44
mean,
3:44
whether
3:45
you're
3:45
an
3:45
actual
3:45
professional
3:46
salesperson
3:46
or
3:47
not,
3:47
these
3:48
are
3:48
skills
3:48
that
3:48
anybody
3:49
can
3:49
leverage.
3:50
Yeah,
3:50
I
3:50
agree
3:51
with
3:51
you
3:51
on
3:51
that,
3:51
Jack.
3:52
Their
3:52
skills
3:53
are
3:53
learnable.
3:53
Right.
3:54
But
3:54
the
3:54
challeng
3:55
challenge
3:55
is
3:55
that
3:56
it's
3:56
a
3:56
lot.
3:57
And,
3:58
you
3:58
know,
3:58
and
3:58
so
3:58
what
3:59
I've
3:59
done
3:59
is
3:59
I've
3:59
broken
3:59
it
3:59
down
4:00
into
4:00
four
4:00
pillars
4:01
of,
4:02
like,
4:02
if
4:02
there's,
4:02
how
4:03
can
4:03
we
4:03
organize
4:03
this
4:04
such
4:04
that,
4:05
you
4:06
know,
4:06
somebody
4:07
can,
4:07
you
4:07
know,
4:07
follow
4:07
some
4:08
simple
4:08
directions
4:09
and
4:10
then
4:10
implement
4:10
it
4:11
and
4:11
do
4:11
so
4:12
understanding
4:12
that
4:12
we're
4:13
all
4:13
different
4:13
human
4:13
beings,
4:13
we
4:14
all
4:14
have
4:14
different
4:14
strengths,
4:15
different,
4:15
you
4:15
know,
4:16
different
4:16
weaknesses,
4:16
etc.
4:17
And
4:17
so
4:17
the
4:17
four
4:18
pillars
4:18
that
4:18
I
4:18
talk
4:19
about
4:19
in
4:19
the
4:19
book
4:19
teach
4:19
to
4:20
sell
4:20
are,
4:20
you
4:20
know,
4:21
to
4:21
first,
4:21
you
4:21
have
4:21
to
4:21
believe
4:21
in
4:22
yourself,
4:22
and
4:22
then.
4:23
And
4:23
then
4:23
after
4:23
you
4:23
believe
4:23
in
4:24
yourself,
4:24
you
4:24
have
4:24
to
4:24
know
4:25
how
4:25
to
4:25
find
4:26
business.
4:27
And
4:27
then
4:27
after
4:27
you
4:27
find
4:28
the
4:28
business,
4:28
you
4:28
have
4:28
to
4:28
know
4:29
how
4:29
to
4:29
be
4:29
able
4:29
to
4:29
get
4:30
the
4:30
support
4:30
and
4:30
the
4:31
systems
4:31
around
4:31
you.
4:32
So
4:32
that's
4:32
building
4:33
organization.
4:33
And
4:33
finally,
4:34
it's
4:34
about
4:34
leadership.
4:35
And,
4:35
you
4:36
know,
4:36
my
4:36
definition
4:37
of
4:37
leadership
4:37
is
4:37
to
4:37
teach
4:38
somebody
4:38
else
4:38
how
4:38
to
4:38
think
4:39
so
4:39
they
4:39
can
4:39
get
4:39
what
4:39
they
4:40
want.
4:40
And
4:41
those
4:41
are
4:41
four
4:41
very,
4:42
very
4:43
learnable
4:44
things.
4:44
Right?
4:45
But,
4:46
you
4:46
know,
4:46
it
4:47
took
4:47
me
4:47
about
4:48
40
4:48
years.
4:49
You
4:49
know,
4:49
I
4:49
started,
4:50
you
4:50
know,
4:50
working
4:50
when
4:50
I
4:51
was
4:51
about,
4:51
you
4:51
know,
4:51
10
4:52
years
4:52
old,
4:52
and
4:52
it
4:53
took
4:53
me
4:53
about
4:53
40
4:53
years
4:54
to
4:54
discover
4:55
a
4:55
lot
4:55
of
4:55
that,
4:55
document
4:56
it,
4:56
and
4:56
then.
4:56
And
4:57
then
4:57
simplify
4:57
it
4:57
so
4:58
that,
4:58
you
4:58
know,
4:58
anybody
4:58
could
4:59
follow
4:59
it.
4:59
There
4:59
had
4:59
to
4:59
have
5:00
been
5:00
a
5:00
point
5:00
in
5:00
time,
5:00
though,
5:01
where
5:01
the
5:01
switch
5:02
Flipped
5:03
where.
5:03
Where
5:03
the
5:04
light
5:04
came
5:04
on
5:04
and
5:04
went,
5:05
maybe
5:06
I'm
5:06
onto
5:06
something
5:06
here.
5:07
This
5:07
is
5:07
actually
5:08
working
5:08
and
5:08
sustainable.
5:09
Yeah.
5:10
Could
5:11
you
5:11
talk
5:11
about
5:11
that
5:12
moment
5:12
or
5:12
how.
5:14
Because
5:14
I
5:14
don't
5:14
think
5:15
a
5:15
lot
5:15
of
5:15
people
5:15
realize
5:16
or
5:17
the
5:17
importance
5:17
of
5:18
the
5:18
whole
5:18
sales
5:19
thing
5:19
and
5:19
actually
5:20
the
5:20
strategies
5:21
associated
5:21
with
5:22
it.
5:23
So
5:23
there's
5:23
two
5:23
things
5:23
there.
5:24
I
5:24
think
5:24
that,
5:24
you
5:24
know,
5:25
there.
5:25
There
5:25
may
5:25
be.
5:26
There's,
5:26
like,
5:26
two
5:26
ways
5:26
that
5:27
I'm
5:27
thinking
5:27
I
5:27
could
5:27
answer
5:28
that.
5:28
So.
5:28
And
5:28
maybe
5:28
I'll
5:29
just
5:29
do
5:29
both.
5:29
Right.
5:29
So
5:29
there's
5:30
like,
5:30
when
5:30
did
5:31
I
5:31
know
5:31
that
5:31
I
5:31
had
5:32
faith
5:32
in
5:32
myself?
5:33
And
5:34
then
5:34
secondly,
5:34
when
5:35
did
5:35
I.
5:35
Or
5:36
how
5:36
did
5:36
I
5:36
discover
5:37
that
5:37
I
5:37
was
5:37
able
5:37
to
5:37
then
5:37
communicate
5:38
that
5:38
to
5:38
others
5:39
so
5:39
that
5:39
they
5:39
can
5:39
have
5:39
faith
5:40
in
5:40
themselves?
5:41
And
5:41
so
5:41
for
5:42
me,
5:42
it
5:43
started
5:43
with
5:44
what
5:44
I
5:44
call
5:45
in
5:45
the
5:45
book
5:45
blind
5:46
faith,
5:47
and
5:47
then
5:47
it
5:48
evolved
5:48
into
5:49
absolute
5:49
faith.
5:50
And
5:51
so
5:51
there
5:51
wasn't
5:52
like
5:52
a
5:52
point
5:52
in
5:52
time.
5:53
It
5:53
was
5:53
more
5:53
of
5:53
an
5:53
evolution.
5:54
And.
5:55
But
5:55
I
5:55
can
5:55
describe
5:56
that
5:56
evolution
5:57
of
5:57
when
5:57
I
5:57
had
5:57
the
5:58
blind
5:58
faith
5:58
was
6:00
I
6:00
didn't
6:00
have
6:00
the
6:00
experience.
6:01
So
6:02
I
6:02
had
6:02
to
6:02
go
6:02
and
6:02
I
6:03
had
6:03
to
6:03
study
6:03
other
6:04
people
6:04
who
6:05
had
6:05
the
6:05
success
6:06
and
6:06
who
6:06
had
6:07
the,
6:07
you
6:07
know,
6:08
who
6:08
had
6:08
the.
6:08
The
6:08
outcome
6:10
that,
6:10
you
6:10
know,
6:10
that.
6:10
That
6:11
I
6:11
wanted.
6:11
And,
6:11
you
6:12
know,
6:12
so
6:12
if
6:12
I
6:12
wanted
6:12
to
6:12
be
6:13
a
6:13
top
6:13
podcaster,
6:14
I'd
6:14
go
6:14
and
6:14
say,
6:14
okay,
6:15
what
6:15
has
6:15
Jack
6:15
Hoss
6:16
done
6:16
to
6:16
be
6:16
able
6:16
to
6:17
be
6:17
this
6:17
podcaster?
6:18
And,
6:19
you
6:19
know,
6:19
what
6:19
was
6:19
his
6:20
challenges?
6:20
I'd
6:20
probably,
6:21
you
6:21
know,
6:21
have
6:21
a
6:21
conversation
6:22
with
6:22
you
6:23
and,
6:23
And.
6:23
And
6:23
you've
6:24
already
6:24
paved
6:25
the
6:25
way.
6:25
You
6:25
have
6:25
a
6:25
successful
6:26
podcast.
6:27
So
6:27
if
6:27
that
6:27
was
6:27
my
6:28
ambition,
6:28
that's
6:28
what
6:29
I
6:29
would
6:29
do.
6:29
And
6:30
then
6:30
I
6:30
would
6:30
have
6:30
blind
6:30
faith
6:31
in
6:31
that.
6:31
And
6:32
then
6:32
let's
6:32
say
6:32
I
6:32
start
6:33
the
6:33
podcast,
6:33
and
6:34
then,
6:34
you
6:34
know,
6:34
and
6:34
I
6:34
do
6:34
have
6:35
a
6:35
podcast
6:35
called
6:35
the
6:36
no
6:36
Broke
6:36
Months
6:36
Podcast,
6:38
and
6:38
I'm
6:38
around
6:38
maybe
6:39
1200
6:39
or
6:39
so
6:40
episodes
6:40
with
6:40
that.
6:40
With
6:40
that
6:41
show.
6:41
And
6:41
it's
6:42
specifically
6:42
for
6:42
salespeople.
6:43
And
6:44
so
6:44
then
6:44
it's.
6:44
It's,
6:46
you
6:46
know,
6:46
so
6:46
now
6:47
after
6:47
around
6:47
1200
6:48
episodes
6:48
or
6:48
so,
6:48
I'd
6:49
say,
6:49
yeah,
6:49
I
6:49
pretty
6:50
much.
6:50
I'm
6:50
pretty
6:50
good.
6:51
Like,
6:51
I
6:51
have
6:52
a
6:52
faith
6:53
in
6:53
this,
6:53
that
6:53
not
6:53
only
6:54
do
6:54
I
6:54
know
6:55
what
6:55
Jack
6:55
does
6:55
and
6:56
others
6:56
that
6:56
I
6:56
may
6:57
study,
6:57
but
6:58
then
6:58
I've
6:58
also
6:59
implemented
6:59
into
7:00
my
7:00
own
7:00
experience,
7:00
and
7:01
now
7:01
I
7:01
have
7:01
an
7:01
absolute
7:02
faith.
7:03
And
7:03
so
7:03
that,
7:03
for
7:03
me,
7:04
has
7:04
been
7:04
the
7:04
evolution.
7:04
And
7:05
then
7:06
how
7:06
did.
7:06
How
7:06
did
7:06
I
7:06
discover
7:07
that?
7:07
Okay,
7:08
well,
7:08
you've
7:09
got
7:09
this
7:09
very
7:10
complex
7:11
scenario,
7:12
which
7:12
is,
7:12
how
7:12
do
7:12
you
7:13
be
7:13
a
7:13
profitable
7:14
business
7:14
owner
7:14
and
7:15
not
7:15
kill
7:15
yourself
7:16
by
7:16
working
7:16
18
7:16
hours
7:17
a
7:17
day?
7:17
That
7:17
in
7:18
of
7:18
itself
7:18
is
7:18
just
7:18
a
7:19
freaking,
7:19
you
7:19
know,
7:20
that.
7:20
That's
7:20
just
7:20
a.
7:20
That's
7:21
a
7:21
problem.
7:21
Right?
7:21
And
7:22
I
7:22
had
7:22
a
7:22
coach
7:22
once
7:23
upon
7:23
a
7:23
time,
7:23
and
7:24
it
7:24
took
7:24
me
7:24
around
7:24
maybe
7:25
two
7:25
to
7:25
three
7:25
years
7:26
to
7:26
figure
7:26
this
7:27
out,
7:28
who
7:28
said,
7:29
dan,
7:29
you're
7:29
really
7:30
good
7:30
at
7:30
what
7:30
you're
7:30
doing,
7:30
you
7:31
know
7:31
what
7:31
you're
7:31
doing,
7:32
and
7:32
you
7:32
have
7:33
an
7:33
opportunity
7:33
to
7:33
make
7:33
an
7:34
impact
7:34
in
7:34
this
7:34
world
7:35
that's
7:35
significant.
7:36
And
7:36
for
7:37
you
7:37
to
7:37
get
7:37
from,
7:37
like,
7:38
doing
7:38
really
7:38
good
7:38
in
7:39
your
7:39
career
7:39
and
7:39
your
7:39
profession
7:40
to
7:40
making
7:41
a
7:41
difference
7:41
in
7:41
the
7:41
world,
7:42
you
7:42
gotta
7:43
document
7:43
what
7:43
you're
7:43
doing.
7:44
You've
7:44
gotta
7:44
be
7:44
able
7:44
to
7:45
explain
7:45
it.
7:45
You've
7:45
gotta
7:46
be
7:46
able
7:46
to
7:46
simplify
7:47
it.
7:47
And
7:47
it
7:48
took
7:48
me
7:48
around
7:48
two
7:49
or
7:49
so
7:49
years
7:50
from,
7:50
you
7:50
know,
7:51
being
7:51
coach.
7:51
His
7:52
name's
7:52
John
7:52
of
7:52
John.
7:53
Walking
7:53
me
7:53
through
7:54
that
7:54
before,
7:54
I
7:55
really
7:55
was
7:55
like,
7:55
you
7:55
know,
7:56
what
7:56
am
7:56
I
7:56
gonna
7:56
do?
7:57
And
7:57
I
7:57
wrote
7:58
my
7:58
first
7:58
book
7:58
called
7:58
Real
7:58
Estate
7:59
Evolution.
7:59
And
8:00
then,
8:00
then
8:01
just
8:01
like
8:01
everything
8:01
else,
8:02
I
8:02
had
8:02
to
8:02
interview.
8:02
I
8:03
had
8:03
to
8:03
interview
8:03
authors,
8:04
et
8:04
cetera,
8:04
et
8:05
cetera,
8:05
et
8:05
cetera,
8:05
to
8:06
find
8:06
models
8:06
of
8:06
success,
8:07
because
8:07
I
8:07
had
8:07
a
8:07
blind
8:08
faith
8:08
at
8:08
that
8:08
point.
8:09
So
8:09
now
8:09
on
8:09
my
8:10
second
8:10
book,
8:10
I
8:10
feel
8:11
like
8:11
I'm
8:11
closer
8:11
to
8:11
an
8:12
absolute
8:12
faith,
8:12
though.
8:12
I'm.
8:13
I'm,
8:13
you
8:13
know,
8:13
don't
8:14
have
8:14
the
8:14
reps
8:14
that
8:14
Stephen
8:15
King
8:15
has.
8:15
Right.
8:15
But
8:16
I
8:16
have
8:16
at
8:17
least
8:17
the
8:17
reps
8:17
have
8:17
taken
8:18
around
8:18
four
8:18
or
8:19
so
8:19
years
8:19
of
8:19
writing
8:20
between
8:20
the
8:20
two
8:20
books
8:21
to
8:21
be
8:21
able
8:21
to
8:21
learn
8:22
a
8:22
lot
8:22
in
8:22
those
8:22
four
8:23
years.
8:23
And
8:23
so
8:24
now
8:24
I'm
8:24
getting
8:24
closer
8:25
to
8:25
an
8:25
absolute
8:26
faith
8:27
that
8:27
I've
8:28
discovered
8:28
a
8:28
way
8:29
to
8:29
be
8:29
able
8:29
to
8:29
communicate
8:30
a
8:30
message
8:31
such
8:31
that
8:31
it's
8:32
simple
8:32
and
8:32
easy
8:33
for
8:33
other
8:33
people
8:33
to
8:33
follow.
8:34
And
8:34
that's
8:34
where
8:35
Teach
8:35
to
8:35
Sell
8:35
was.
8:36
Was
8:36
born.
8:36
So
8:36
you
8:37
have
8:37
this
8:37
premise
8:38
that
8:38
we
8:38
should
8:38
be
8:39
teaching
8:40
instead
8:40
of
8:41
selling.
8:41
I
8:41
think
8:42
there's.
8:42
There
8:43
is
8:43
this
8:43
kind
8:43
of
8:44
line
8:44
there
8:44
where
8:45
you
8:45
see
8:46
salesmen
8:46
as
8:47
like
8:47
that
8:47
pushy
8:48
sales
8:48
guy
8:49
in
8:49
the
8:49
used
8:49
car
8:50
lot.
8:51
Could
8:51
you.
8:51
Could
8:51
you
8:51
talk
8:52
about
8:52
that
8:52
distinction
8:53
and
8:53
what
8:54
you
8:54
mean
8:54
by
8:54
that?
8:55
Yeah.
8:56
So
8:56
what
8:56
I've
8:57
also
8:57
discovered
8:58
is
8:58
that,
8:58
you
8:58
know,
8:59
and,
8:59
you
8:59
know,
9:00
I.
9:00
I
9:00
mentioned
9:00
I
9:01
did
9:01
a
9:01
bunch
9:01
of
9:01
cool
9:01
things
9:01
in
9:01
business.
9:02
One
9:02
of
9:02
the
9:02
cool
9:02
things
9:02
I
9:02
did
9:03
in
9:03
business
9:03
was
9:04
once
9:04
upon
9:04
a
9:04
time
9:04
I
9:05
had
9:05
a
9:05
brokerage.
9:05
I
9:05
had
9:05
about
9:06
150
9:06
salespeople
9:07
that,
9:07
that
9:08
worked
9:08
in
9:08
the
9:08
brokerage
9:08
and
9:08
that.
9:09
And
9:09
I
9:09
was
9:09
the.
9:09
I
9:10
owned
9:10
that
9:10
on
9:10
that,
9:11
that
9:11
franchise
9:11
as
9:12
a
9:12
franchisee.
9:12
And
9:13
so
9:13
what
9:13
I
9:13
realized
9:14
was
9:14
that
9:15
most
9:15
of
9:15
the
9:15
people
9:16
I
9:16
was
9:16
leading
9:17
didn't
9:17
know
9:18
how
9:18
to
9:18
sell.
9:19
And
9:20
so
9:20
it
9:21
showed
9:21
up
9:21
more
9:22
as
9:22
a.
9:24
I
9:24
call
9:24
it
9:24
salesy,
9:25
begging,
9:26
pleading.
9:27
Right.
9:27
However
9:27
you
9:28
want
9:28
to
9:28
describe
9:28
it,
9:29
it
9:29
was
9:29
not
9:29
empowering.
9:30
And
9:30
it
9:30
was
9:31
not
9:31
powerful.
9:31
And
9:32
instead
9:33
what
9:34
I
9:34
realized
9:34
was,
9:35
well,
9:35
if
9:35
we
9:36
figure
9:36
out
9:36
all,
9:37
what
9:37
are
9:37
all
9:37
the
9:37
predictable
9:38
problems
9:38
of
9:38
the
9:38
transaction
9:39
that
9:40
may
9:40
happen
9:40
in
9:40
the
9:40
future,
9:41
and
9:42
instead
9:42
of
9:43
going
9:43
on
9:43
an
9:44
appointment
9:44
to
9:44
beg
9:44
somebody
9:45
to
9:45
hire
9:45
me,
9:46
what
9:46
if
9:46
I
9:46
go
9:46
there
9:47
for
9:47
the
9:47
purpose
9:47
of
9:47
educating
9:48
them?
9:49
And
9:49
what
9:49
if
9:49
before
9:50
I
9:50
go
9:50
there
9:51
that
9:51
I,
9:52
you
9:52
know,
9:52
that
9:52
I
9:52
have
9:52
a
9:53
process?
9:53
You
9:53
know,
9:54
I
9:54
send
9:54
them
9:54
videos
9:55
that
9:55
are
9:55
going
9:55
to
9:56
describe
9:56
to
9:56
them
9:56
about
9:57
how
9:57
we're
9:57
going
9:57
to
9:57
be
9:57
able
9:58
to
9:58
help
9:58
them.
9:58
And
9:59
I
9:59
share
9:59
with
10:00
them
10:00
information
10:01
that's
10:01
going
10:01
to
10:01
help
10:02
them
10:02
to
10:02
avoid
10:02
the
10:03
challenges
10:04
that
10:04
gains
10:05
trust.
10:06
And
10:06
so
10:06
it's
10:06
the
10:06
difference
10:07
is
10:07
what
10:07
I
10:08
call
10:08
the
10:08
influence
10:08
gap
10:09
is
10:10
really
10:10
it's
10:10
the
10:10
difference
10:11
between
10:12
what
10:13
you
10:13
want
10:13
somebody
10:14
to
10:14
do
10:14
and
10:15
their
10:15
willingness
10:15
to
10:16
do
10:16
it.
10:17
Now
10:17
it's
10:17
not
10:17
about
10:18
control,
10:19
it's
10:19
about
10:20
trust
10:21
and
10:21
to
10:22
be
10:22
able
10:22
to
10:22
fill
10:22
that
10:22
gap.
10:23
And
10:23
I
10:23
go
10:23
through
10:23
this
10:24
in
10:24
the
10:24
book
10:24
Teach
10:24
to
10:25
Sell.
10:25
I
10:25
have
10:26
a
10:26
three
10:26
step
10:27
process
10:27
that
10:27
I
10:27
describe
10:28
which
10:29
I
10:29
call
10:29
the
10:29
CPI
10:30
communication
10:30
model.
10:31
CPI
10:32
stands
10:32
for
10:32
consistent
10:33
and
10:33
predictable
10:34
income.
10:35
And
10:35
that
10:35
starts
10:36
with
10:37
the
10:37
first
10:38
of
10:38
those
10:38
three
10:38
steps
10:39
is
10:39
to
10:39
be
10:39
able
10:40
to
10:40
be
10:40
in
10:40
rapport.
10:41
Rapport
10:42
is
10:42
a
10:43
connection
10:43
of
10:43
energy.
10:45
Okay,
10:45
when
10:46
we
10:46
think
10:46
about
10:46
rapport,
10:46
we
10:47
think
10:47
like,
10:47
oh,
10:47
they
10:47
like
10:47
me
10:48
or
10:48
they're
10:48
like
10:49
me
10:49
or,
10:49
you
10:50
know,
10:50
but
10:50
that's
10:50
not
10:50
really
10:50
what
10:51
rapport
10:51
is.
10:51
In
10:51
the
10:52
early
10:52
1900s,
10:53
there's
10:53
a
10:53
guy
10:53
named
10:53
Pierre
10:53
Tolard
10:54
de
10:54
Chardon
10:55
who
10:55
was
10:55
a
10:55
French
10:56
philosopher
10:56
and
10:56
a
10:57
priest
10:57
who
10:57
taught
10:58
us
10:58
that
10:58
we
10:58
are
10:59
spiritual
10:59
beings
11:00
manifested
11:00
in
11:00
human
11:01
condition.
11:01
What
11:02
does
11:02
that
11:02
have
11:02
to
11:02
do
11:02
with
11:02
rapport?
11:03
Well,
11:03
once
11:04
you
11:04
understand
11:04
that
11:04
we're
11:04
all
11:05
spiritual
11:05
beings,
11:05
at
11:06
least
11:06
that's
11:06
what
11:06
I
11:06
believe,
11:06
and
11:07
I
11:07
think
11:07
many
11:07
people
11:08
believe
11:08
that
11:08
and
11:08
maybe
11:09
some
11:09
don't,
11:09
but
11:09
that's
11:09
fine.
11:11
But
11:11
once
11:11
we,
11:11
if
11:12
you
11:12
do
11:12
believe
11:12
that
11:13
and
11:13
when
11:13
you
11:13
recognize
11:14
that,
11:14
that
11:14
we're
11:15
spiritual
11:15
beings,
11:16
when
11:16
Jack
11:17
and
11:17
Dan
11:17
are
11:17
talking
11:18
and
11:18
our
11:18
spirits
11:19
intertwine,
11:20
that's
11:20
a
11:20
high
11:21
reflectiveness
11:22
and
11:22
demonstration
11:23
of
11:23
rapport.
11:24
So
11:24
step
11:25
one
11:25
is
11:25
to
11:25
be
11:25
in
11:25
rapport.
11:26
Step
11:26
two
11:26
is
11:26
to
11:27
ask
11:27
adept
11:27
questions.
11:28
An
11:28
adept
11:29
question
11:29
is
11:30
a
11:30
question
11:30
designed
11:31
to
11:31
get
11:31
underneath
11:32
the
11:32
noise.
11:33
It's
11:33
designed
11:34
to
11:34
be
11:34
able
11:34
to
11:35
really
11:35
understand
11:36
what
11:36
is
11:36
important
11:37
to
11:37
you
11:38
as
11:38
a
11:38
prospect.
11:39
And
11:40
these
11:40
techniques
11:41
work
11:41
in
11:41
sales,
11:41
they
11:42
work
11:42
in
11:42
relationships,
11:43
whatever
11:43
the
11:43
case
11:43
may
11:43
be.
11:44
It's
11:44
really
11:44
understanding
11:45
what
11:45
is
11:46
vital
11:46
to
11:46
you,
11:46
what
11:46
is
11:47
important
11:47
to
11:47
you.
11:48
So
11:48
number
11:48
one
11:48
is
11:48
to
11:48
be
11:49
in
11:49
rapport.
11:49
Number
11:49
two
11:49
is
11:50
to
11:50
ask
11:50
adept
11:50
questions.
11:51
And
11:51
then
11:51
finally
11:52
is
11:52
to
11:52
actively
11:52
listen.
11:53
And
11:53
actively
11:54
listening
11:55
allows
11:55
for
11:55
you
11:56
to
11:56
tune
11:56
into
11:56
the
11:57
other
11:57
person's
11:57
world
11:57
and
11:58
observe
11:58
them.
11:59
I've
11:59
been
12:00
in
12:00
many
12:00
situations
12:01
where
12:01
you
12:01
get
12:01
a
12:01
tepid
12:02
yes
12:02
from
12:02
somebody,
12:03
you
12:03
know,
12:03
like
12:03
you
12:03
have
12:03
a
12:04
husband
12:04
and
12:04
wife,
12:05
hey,
12:05
do
12:05
you
12:05
want
12:05
to
12:05
buy
12:05
this?
12:06
You
12:06
get
12:06
all,
12:06
yeah.
12:07
And
12:07
then
12:07
the
12:07
other
12:07
one's
12:07
like,
12:08
yes.
12:09
Right?
12:10
The
12:10
words
12:10
say
12:10
yes,
12:11
but
12:11
the
12:11
energy
12:11
says
12:12
no.
12:13
And
12:13
if
12:13
you
12:13
intend
12:14
to
12:14
move
12:14
forward
12:14
with
12:14
the
12:15
words
12:15
that
12:15
say
12:15
yes
12:15
and
12:15
the
12:16
energy
12:16
says
12:16
no,
12:17
you're
12:17
setting
12:17
yourself
12:18
up
12:18
for
12:18
a
12:18
big
12:18
failure.
12:19
Like,
12:19
either
12:20
there's
12:20
going
12:20
to
12:20
be
12:20
a
12:21
catastrophe
12:21
with
12:22
the
12:22
deal
12:23
or
12:23
they're
12:23
going
12:24
to
12:24
back
12:24
out,
12:24
or
12:25
at
12:25
the
12:25
very
12:25
least,
12:25
they're
12:26
not
12:26
going
12:26
to
12:26
feel
12:26
good
12:26
about
12:27
it.
12:27
And
12:27
you
12:27
don't
12:27
want,
12:27
you
12:28
don't
12:28
want
12:28
to
12:28
push
12:28
anybody
12:28
into
12:29
something
12:29
that
12:29
they
12:29
don't
12:29
feel
12:29
good
12:30
about.
12:30
Right.
12:31
And
12:31
so
12:31
bringing
12:32
this
12:32
all
12:32
back.
12:33
So
12:33
when
12:33
you
12:33
go
12:33
back
12:34
to
12:34
like,
12:34
why,
12:35
what
12:35
is
12:35
teach
12:36
to
12:36
sell?
12:37
I'm
12:38
demonstrating
12:38
to
12:38
you
12:38
right
12:39
now
12:39
where
12:39
instead
12:40
of
12:40
me
12:40
sitting
12:41
on
12:41
your
12:41
podcast
12:41
and
12:42
saying
12:42
to
12:42
your
12:42
audience,
12:43
buy
12:43
the
12:43
book,
12:43
buy
12:44
the
12:44
book,
12:44
please,
12:44
please,
12:45
please.
12:46
Right?
12:46
That's
12:47
a,
12:48
you
12:48
know,
12:48
that's
12:49
not
12:49
empowering.
12:50
Instead
12:51
I'm
12:51
saying,
12:51
here's
12:51
what
12:51
you're
12:52
going
12:52
to
12:52
learn
12:52
in
12:52
the
12:52
book.
12:53
If
12:53
you
12:53
want
12:54
to
12:54
have
12:54
consistent
12:54
and
12:54
predictable
12:55
income,
12:56
here's
12:56
the
12:57
pathway
12:57
to
12:57
do
12:57
it.
12:58
Here's
12:58
the
12:58
four
12:58
pillars,
12:59
here's
12:59
some,
12:59
some
13:00
nuggets
13:00
from
13:00
some
13:01
of
13:01
those
13:01
four
13:01
pillars.
13:02
And
13:02
now
13:02
you
13:03
understand
13:03
that
13:03
when
13:04
you
13:04
get
13:04
the
13:04
book,
13:04
you
13:05
already
13:05
have
13:05
something
13:06
you
13:06
can
13:06
rely
13:06
on
13:07
because,
13:07
you
13:08
know,
13:08
I
13:08
just
13:08
taught
13:08
you
13:08
something
13:09
right
13:09
there.
13:09
Or
13:09
maybe
13:10
you
13:10
already
13:10
knew
13:10
that.
13:10
I
13:11
don't
13:11
know.
13:11
But
13:12
at
13:12
the
13:12
very
13:12
least,
13:12
I
13:13
either
13:13
reminded
13:13
you
13:14
or
13:14
taught
13:14
you
13:14
something.
13:14
And
13:15
now
13:15
you're
13:15
inspired
13:15
to
13:16
be
13:16
able
13:16
to
13:16
take
13:16
the
13:16
next
13:16
action,
13:17
which
13:17
is
13:17
to
13:18
Visit
13:18
the
13:18
website
13:18
teachourselfbook.com
13:20
I
13:20
think.
13:20
What's
13:20
really
13:21
great
13:21
to
13:21
hear
13:22
there
13:22
is
13:22
the
13:22
fact
13:22
that
13:24
you
13:24
mentioned
13:26
the
13:26
deep
13:26
questions
13:27
and
13:27
the
13:27
active
13:28
listening.
13:29
Because
13:29
frankly,
13:30
when
13:30
we
13:31
started
13:31
things
13:32
off
13:32
by
13:32
saying
13:32
you
13:33
need
13:33
to
13:33
teach,
13:34
I
13:34
think
13:34
some
13:34
people
13:35
fall
13:35
into
13:35
that
13:36
trap
13:36
too,
13:36
where
13:37
they,
13:37
they
13:38
get
13:38
on
13:38
that
13:38
bandwagon,
13:39
they
13:39
start
13:39
teach,
13:40
teach,
13:40
teach,
13:40
and
13:41
then
13:41
they
13:41
never
13:41
actively
13:42
build
13:42
that
13:43
rapport
13:44
with
13:44
the,
13:44
with
13:44
the
13:45
other
13:45
person.
13:46
Yeah,
13:46
well,
13:46
it
13:47
is,
13:47
it's
13:47
still
13:47
a
13:48
sales
13:48
process.
13:49
Excuse
13:50
me.
13:50
I
13:50
mean,
13:50
so
13:51
you
13:51
still
13:51
have
13:51
to,
13:52
you
13:52
still
13:52
have
13:52
to
13:52
make
13:53
the
13:53
request
13:53
for
13:53
the
13:53
sale,
13:55
but
13:55
the
13:55
difference
13:56
is
13:56
when
13:56
I'm
13:56
making
13:57
the
13:57
request
13:57
for
13:57
the
13:57
sale,
13:58
the
13:58
number
13:59
one
13:59
response
14:00
that
14:00
I
14:00
get.
14:00
So
14:01
let
14:01
me
14:01
fast
14:01
forward.
14:02
So
14:02
let's
14:02
assume
14:03
that
14:04
before
14:04
I
14:04
get
14:04
to
14:05
this
14:05
question,
14:05
and
14:05
it's
14:06
the
14:06
first
14:06
time
14:06
that
14:07
I
14:07
actually
14:08
ask
14:08
a
14:08
closed
14:08
ended
14:09
question,
14:09
most
14:09
of
14:10
the
14:10
time
14:10
it's
14:10
more
14:10
of
14:10
open
14:10
ended
14:11
questions.
14:11
It's,
14:11
you
14:12
know,
14:12
you
14:12
know,
14:12
what
14:13
would
14:13
that
14:13
do
14:13
for
14:13
you?
14:14
How
14:14
would
14:14
you
14:14
feel?
14:15
What
14:15
do
14:15
you
14:15
think
14:15
about
14:16
this?
14:17
You
14:17
know,
14:17
to
14:17
be
14:17
able
14:17
to
14:18
really
14:18
discover.
14:18
Those
14:19
are
14:19
examples
14:19
of
14:19
adept
14:20
questions.
14:20
The
14:21
only
14:21
closed
14:21
question
14:22
I
14:22
get
14:22
is
14:22
when
14:22
I'm
14:22
actually
14:23
asking
14:23
for
14:23
the
14:23
sale.
14:23
By
14:24
the
14:24
time
14:24
I
14:24
ask
14:24
for
14:24
the
14:25
sale,
14:25
it's
14:25
going
14:25
to
14:25
be
14:25
like,
14:25
so,
14:26
Jack,
14:26
do
14:26
you
14:27
want
14:27
to
14:27
do
14:27
this
14:27
or
14:28
do
14:28
you
14:28
want
14:28
to
14:28
hire
14:28
me?
14:29
And
14:29
the
14:29
common
14:30
response
14:31
that
14:31
I
14:31
get
14:31
from
14:31
that
14:31
is,
14:32
what
14:32
do
14:32
you
14:32
mean?
14:33
We're
14:33
already
14:33
working
14:34
together.
14:34
Oh,
14:34
yeah.
14:35
Yes.
14:35
But
14:35
we
14:35
just
14:35
need
14:35
to
14:35
make
14:36
it
14:36
official.
14:36
And
14:36
to
14:37
be
14:37
able
14:37
to
14:37
do
14:37
so,
14:37
you
14:38
have
14:38
to
14:38
actually
14:38
okay
14:39
some
14:39
paperwork.
14:39
It's
14:40
standard
14:40
paperwork.
14:40
Everybody
14:41
signs
14:41
it.
14:41
Just,
14:41
you
14:42
know,
14:42
sign
14:42
here,
14:42
here
14:42
and
14:43
here.
14:43
And
14:44
so
14:44
it's
14:44
really
14:45
understanding,
14:46
like
14:46
the
14:46
process
14:47
to
14:48
teach
14:48
somebody
14:48
get
14:49
some.
14:49
When
14:49
you
14:49
do
14:50
it
14:50
properly,
14:51
that
14:51
by
14:51
the
14:52
time
14:52
you're
14:52
ready
14:52
to
14:52
ask
14:52
for
14:53
the
14:53
sale,
14:53
the
14:53
sale's
14:54
already
14:54
done.
14:55
Right.
14:55
And
14:55
so,
14:56
you
14:56
know,
14:56
I
14:56
say,
14:57
you
14:57
know,
14:57
I
14:57
get
14:57
hired
14:58
85%
14:58
of
14:58
the
14:58
appointments
14:59
I
14:59
go
14:59
on,
14:59
I'm
14:59
going
15:00
on
15:00
an
15:00
appointment
15:00
in
15:01
two
15:01
hours
15:01
from
15:01
now.
15:02
I
15:02
have
15:02
an
15:02
85%
15:03
chance
15:03
of
15:03
getting
15:04
hired
15:04
because
15:04
I've
15:04
already
15:05
done
15:05
the
15:05
heavy
15:06
lifting
15:06
before
15:07
I
15:07
even
15:07
meet
15:07
with
15:08
them,
15:08
of
15:09
demonstrating
15:09
to
15:09
them
15:10
the
15:10
value
15:11
that
15:11
I
15:11
provide
15:11
to
15:12
them
15:12
by
15:12
deep
15:13
diving
15:13
on
15:13
what,
15:13
what
15:14
is
15:14
their
15:14
pain?
15:15
What's
15:15
their
15:15
internal
15:16
pain?
15:16
What
15:16
is
15:17
their
15:17
external
15:17
pain?
15:18
What
15:18
is
15:19
their
15:19
internal
15:19
desire?
15:20
What
15:20
is
15:20
their
15:20
external
15:21
desire?
15:22
And
15:22
then
15:22
understanding
15:22
that
15:23
my
15:23
job
15:23
as
15:23
a
15:23
sales
15:23
professional
15:24
is
15:24
to
15:25
start
15:25
with
15:25
their
15:26
pain.
15:26
Internal
15:27
and
15:27
external
15:27
internals.
15:28
Like,
15:28
I
15:28
feel
15:28
like
15:29
crud.
15:29
External
15:30
is
15:30
I
15:31
don't
15:31
have
15:31
the
15:31
money.
15:32
And
15:32
then
15:32
getting
15:33
them
15:33
to
15:33
the
15:33
desire
15:34
that
15:34
they
15:34
want.
15:34
Internal,
15:35
external.
15:35
And
15:35
then
15:35
I
15:36
am
15:36
the
15:36
bridge,
15:37
or
15:37
my
15:37
services
15:38
are
15:38
the
15:38
bridge
15:39
or
15:39
my
15:39
book
15:39
is
15:40
the
15:40
bridge
15:40
for
15:40
them
15:40
to
15:40
be
15:41
able
15:41
to
15:41
achieve
15:41
that.
15:41
So
15:42
there's
15:42
a
15:42
lot
15:42
to
15:43
unpack
15:43
what
15:43
you
15:43
just
15:44
talked
15:44
about
15:44
there,
15:45
I'm
15:45
sure.
15:46
So
15:46
we're
15:47
going
15:47
to,
15:47
we're
15:47
going
15:47
to
15:47
start
15:48
with.
15:48
I
15:48
happen
15:48
to
15:49
notice
15:49
that
15:49
when
15:49
you
15:50
asked
15:50
some
15:50
of
15:50
those
15:50
open
15:51
ended
15:51
questions,
15:51
you
15:52
were
15:52
exploring
15:53
feelings
15:54
like,
15:55
how
15:55
important
15:55
is
15:56
that?
15:56
Because
15:57
sometimes
15:57
I
15:57
think
15:57
we
15:58
kind
15:58
of
15:58
try
15:58
to
15:58
avoid
15:59
that
15:59
in
16:00
those
16:00
type
16:00
of
16:00
conversations.
16:01
Yeah.
16:02
It
16:02
is
16:02
vital.
16:03
Give
16:03
me
16:03
one
16:03
second.
16:03
I'm
16:04
sorry.
16:04
It
16:05
is
16:05
vital.
16:05
Excuse
16:06
me.
16:06
To
16:06
be
16:07
able
16:07
to
16:09
understand
16:11
both
16:11
the
16:11
internal
16:12
and
16:12
the
16:12
external
16:13
desires.
16:13
And
16:13
I
16:13
think
16:14
what
16:14
many
16:14
salespeople
16:15
do
16:15
is
16:15
they
16:15
just
16:15
look
16:15
at
16:16
the
16:16
external
16:17
like,
16:17
what
16:17
do
16:17
you
16:17
want
16:17
to
16:18
do?
16:18
I
16:18
want
16:18
to
16:18
buy
16:19
a
16:19
pen.
16:21
Okay,
16:21
great.
16:22
Well,
16:23
what
16:23
does
16:23
that
16:24
pen,
16:24
what
16:24
is
16:24
that
16:24
pen
16:25
going
16:25
to
16:25
do
16:25
for
16:25
you?
16:26
It's
16:26
gonna,
16:27
you
16:27
know,
16:27
and
16:27
what
16:27
do
16:27
you
16:28
need
16:28
the
16:28
pen
16:28
for?
16:29
Well,
16:29
I
16:29
need
16:29
the
16:29
pen
16:29
for
16:30
signing
16:30
autographs
16:31
or
16:31
I
16:31
need
16:31
the
16:31
pen
16:31
for,
16:32
for
16:32
taking,
16:32
taking
16:33
notes
16:34
or
16:34
whatever
16:34
the
16:34
case
16:34
may
16:35
be.
16:35
Okay,
16:36
so
16:36
when
16:36
you
16:36
have
16:36
the
16:36
ability
16:37
to
16:37
be
16:37
able
16:37
to
16:37
take
16:37
notes,
16:38
what
16:38
will
16:38
that
16:39
do
16:39
for
16:39
you?
16:39
Well,
16:40
I'll
16:40
be
16:40
able
16:40
to
16:40
have
16:41
great
16:41
conversations
16:41
with
16:42
friends
16:42
like
16:42
Jack
16:42
and
16:43
I'll
16:43
be
16:43
able
16:43
to
16:43
really
16:43
learn
16:44
from
16:44
him
16:44
and
16:44
I'll
16:44
be
16:44
able
16:45
to
16:45
take
16:45
my
16:45
notes.
16:46
Okay,
16:46
great.
16:46
Well,
16:47
that
16:47
do
16:48
for
16:48
you?
16:48
Well,
16:48
I'll
16:48
be
16:48
able
16:48
to
16:49
have
16:49
a
16:49
resource
16:50
to
16:50
be
16:50
able
16:50
to
16:51
reflect
16:52
on
16:52
and
16:53
then,
16:53
you
16:53
know,
16:53
getting
16:53
into
16:54
like,
16:54
well,
16:54
what
16:54
does
16:54
that
16:54
mean
16:55
to
16:55
you
16:55
internally?
16:55
Well,
16:56
now
16:56
I
16:56
know
16:57
that
16:57
I've
16:57
got
16:57
the
16:57
tools
16:58
to
16:58
be
16:58
able
16:58
to
16:58
have
16:58
the
16:58
faith
16:59
and
16:59
I've
17:00
got
17:00
the.
17:00
And
17:00
I
17:01
can
17:01
feel
17:01
good
17:02
about
17:02
having
17:02
a
17:03
conversation.
17:03
I'm
17:03
not
17:03
going
17:04
to
17:04
miss
17:04
anything.
17:05
And
17:05
that
17:06
is
17:06
going
17:06
to
17:06
allow
17:06
for
17:07
me
17:07
to
17:07
have
17:07
better
17:07
faith
17:08
in
17:08
myself
17:08
and
17:08
my
17:08
ability
17:09
to
17:09
be
17:09
able
17:09
to
17:09
learn.
17:10
Right.
17:10
And
17:10
so
17:11
it's
17:11
those
17:11
internal,
17:13
the
17:13
feelings,
17:14
that's
17:14
what
17:14
drives
17:15
people.
17:15
So
17:15
you
17:15
have
17:15
to
17:16
understand
17:16
that
17:16
emotion,
17:17
that
17:18
logic
17:18
makes
17:18
you
17:18
think
17:19
and
17:20
emotion
17:20
makes
17:20
you
17:21
act.
17:21
And
17:21
as
17:22
sales
17:22
professionals,
17:23
I
17:23
find
17:23
a
17:23
lot
17:23
of
17:23
times
17:24
we
17:24
stay
17:24
in
17:24
the
17:24
logic
17:26
features
17:26
and
17:26
benefits,
17:27
et
17:27
cetera,
17:28
price,
17:29
whatever
17:29
the
17:29
case
17:29
may
17:30
be,
17:31
and
17:31
we
17:31
avoid
17:32
the
17:32
emotions.
17:33
But
17:33
the
17:33
emotions
17:34
is
17:34
what
17:34
gets
17:35
somebody
17:35
to
17:35
do
17:36
something.
17:37
So
17:37
it
17:37
is
17:37
critical
17:38
that
17:38
you
17:39
understand
17:39
what
17:39
they're
17:39
feeling
17:40
and
17:40
then
17:40
if
17:41
you
17:41
understand
17:41
the
17:41
way
17:41
that
17:41
the
17:42
mind
17:42
works.
17:43
There's
17:43
a
17:43
thing
17:43
that
17:44
I
17:44
go
17:44
through
17:44
in
17:44
the
17:44
book
17:44
called
17:44
the
17:45
self
17:45
coaching
17:45
model,
17:46
which
17:46
is
17:46
that
17:47
the
17:47
circumstances,
17:48
all
17:48
right,
17:49
that
17:49
you
17:49
observe
17:50
through
17:50
your
17:50
five
17:50
senses
17:52
that
17:52
then
17:52
get
17:53
deleted
17:53
and
17:53
distorted
17:54
and
17:54
generalized.
17:54
And
17:54
I
17:55
don't
17:55
have,
17:55
you
17:55
know,
17:55
that
17:55
takes
17:56
me
17:56
about
17:56
an
17:56
hour
17:56
or
17:56
so
17:56
to
17:57
explain
17:57
that
17:57
piece
17:57
of
17:57
there,
17:58
right?
17:58
And
17:58
then,
17:59
so
17:59
you
17:59
think
17:59
about
17:59
this.
18:00
So
18:00
you
18:00
have
18:01
a
18:01
circumstance,
18:01
you
18:01
observe
18:02
it
18:02
through
18:02
your
18:02
senses,
18:02
you
18:03
delete,
18:03
distort
18:03
and
18:04
generalize.
18:04
You
18:05
assign
18:05
meaning
18:05
to
18:06
that
18:06
based
18:06
off
18:07
of
18:07
your
18:07
experiences,
18:08
your
18:09
culture,
18:09
your
18:09
upbringing,
18:10
et
18:10
cetera.
18:11
And
18:12
then
18:12
you
18:12
have
18:12
a
18:13
thought,
18:14
and
18:14
then
18:14
that
18:15
thought
18:15
leads
18:15
to
18:15
a
18:16
feeling,
18:17
that
18:17
feeling
18:17
leads
18:18
to
18:18
an
18:18
action,
18:18
and
18:19
the
18:19
action
18:19
leads
18:19
to
18:19
a
18:20
result.
18:21
Rewind
18:22
what
18:22
you
18:22
just
18:22
heard
18:22
for
18:22
the
18:23
listeners
18:23
and
18:24
go
18:24
through
18:24
that
18:24
a
18:24
few
18:24
times
18:25
because
18:25
I
18:25
know
18:25
I
18:25
went
18:25
through
18:26
it
18:26
relatively
18:26
quickly.
18:27
And
18:27
you
18:27
could
18:27
Google
18:28
the
18:28
self
18:28
coaching
18:29
model
18:29
if
18:29
you
18:29
wanted
18:29
to,
18:29
you
18:29
know,
18:30
learn
18:30
more
18:30
about
18:30
that
18:30
or
18:30
get
18:31
the
18:31
book
18:31
if
18:31
you
18:31
want
18:31
to
18:32
learn
18:32
more
18:32
about
18:32
that.
18:33
And
18:33
but
18:34
what
18:34
is
18:34
really
18:35
critical
18:35
if
18:35
you
18:35
just
18:35
pull
18:36
out
18:36
two
18:36
points
18:36
of
18:36
that
18:37
is
18:37
know
18:38
that
18:38
the
18:38
thought
18:38
becomes
18:39
before
18:39
the
18:39
feeling
18:40
and
18:40
the
18:40
feeling
18:40
comes
18:41
before
18:41
the
18:41
action.
18:42
So
18:42
it's
18:42
the
18:42
order
18:43
of
18:43
the
18:43
way
18:43
that
18:43
you,
18:44
you,
18:44
you
18:45
Guide
18:45
somebody
18:45
through
18:45
is
18:46
you're
18:46
gonna
18:46
sit
18:46
there
18:46
and
18:46
you're
18:47
gonna
18:47
allow
18:47
for
18:47
them
18:47
to
18:47
think
18:48
first.
18:49
Then
18:49
how
18:50
does
18:50
that
18:50
thought
18:50
show
18:50
up
18:51
in
18:51
your
18:51
feelings?
18:52
If
18:52
you
18:52
skip
18:53
from
18:53
thought
18:53
to
18:54
action,
18:54
you're
18:55
gonna
18:55
be
18:55
much
18:55
less
18:56
effective.
18:57
This
18:57
is
18:57
one
18:57
of
18:57
those
18:58
things
18:58
that
18:58
I've
18:58
experienced.
18:59
I've
19:00
been
19:00
in
19:00
this
19:00
game
19:01
now
19:01
for
19:02
almost
19:02
a
19:02
decade,
19:03
Dan.
19:04
And
19:04
it's.
19:05
It's
19:05
been
19:05
interesting.
19:06
When
19:06
I
19:06
go
19:06
to
19:07
meetups
19:08
or
19:08
having
19:08
conversations
19:09
with
19:09
other
19:10
investors,
19:10
they
19:11
sometimes
19:11
find
19:12
it
19:12
strange
19:13
the
19:13
amount
19:14
of
19:14
time
19:14
I
19:14
might
19:15
spend
19:15
with
19:15
a
19:15
potential
19:16
seller.
19:16
But
19:17
I've.
19:17
I've
19:17
told
19:17
them
19:18
that
19:18
in
19:18
many,
19:19
many
19:19
situations.
19:20
Many
19:20
times
19:22
the
19:22
people
19:22
that
19:22
I
19:23
talk
19:23
to,
19:23
they.
19:24
This
19:24
might
19:24
be
19:24
the
19:25
first
19:25
time
19:25
that
19:25
they
19:26
have
19:26
said
19:26
any
19:27
of
19:27
this
19:27
out
19:27
loud.
19:28
And
19:28
it
19:28
almost
19:29
becomes
19:29
some
19:30
sort
19:30
of
19:30
session,
19:31
if
19:31
you
19:31
will,
19:32
as
19:32
they're
19:33
coming
19:33
to
19:33
grips
19:34
with
19:34
whatever
19:35
situation.
19:35
Yeah.
19:36
And
19:36
what
19:36
you're
19:36
implementing
19:37
there,
19:37
Jack,
19:37
is
19:37
you're
19:37
implementing.
19:38
Teach
19:38
yourself.
19:39
So
19:39
imagine
19:40
when
19:40
they
19:41
speak
19:41
that
19:41
out
19:42
loud,
19:42
they
19:43
speak
19:43
that
19:43
pain
19:44
out
19:44
loud
19:44
for
19:44
the
19:44
first
19:45
time.
19:45
A
19:45
lot
19:46
of
19:46
times
19:46
they're.
19:46
They're
19:47
just.
19:47
They're
19:48
just
19:48
becoming
19:48
consciously
19:49
aware
19:49
of
19:49
it.
19:50
Now.
19:51
How
19:51
much
19:51
am
19:51
I
19:51
going
19:52
to
19:52
trust
19:52
Jack
19:53
when
19:53
he
19:54
helps
19:54
me
19:55
to
19:55
discover
19:56
something
19:56
that
19:56
I
19:57
was
19:57
afraid
19:57
to
19:58
take,
19:58
to
19:58
take
19:58
a
19:59
look
19:59
at?
19:59
And
19:59
now
20:00
it's
20:00
like,
20:00
man,
20:01
okay,
20:01
I
20:02
hadn't
20:02
thought
20:02
about
20:02
that.
20:03
Now
20:04
Jack's
20:04
got
20:04
a
20:04
solution
20:05
for
20:05
me,
20:06
for
20:06
me
20:07
to
20:07
be
20:07
able
20:07
to
20:07
get
20:07
what
20:07
I
20:08
want,
20:08
which
20:08
is
20:08
that
20:09
internal,
20:09
external
20:10
desire
20:10
and
20:10
the
20:11
trust
20:12
that
20:12
I
20:12
have
20:12
in
20:13
Jack,
20:13
because
20:13
you
20:13
sat
20:14
there
20:14
and
20:14
you
20:14
took
20:14
the
20:14
time
20:14
to
20:15
be
20:15
able
20:15
to
20:15
ask
20:15
me
20:15
those
20:15
questions
20:16
and
20:16
help
20:16
me
20:17
unravel
20:17
and,
20:17
you
20:18
know,
20:18
discover
20:18
something
20:18
that
20:19
was
20:19
lying
20:19
underneath.
20:20
You
20:20
know,
20:20
the
20:20
trust
20:21
is
20:21
just
20:21
extraordinary.
20:22
I
20:22
could
20:22
possibly
20:23
hire
20:23
somebody
20:23
else,
20:24
but,
20:24
you
20:24
know,
20:25
you
20:25
got
20:25
a
20:25
really
20:25
good
20:26
shot
20:26
of
20:26
getting
20:26
my
20:26
business
20:26
when
20:27
you're
20:27
the
20:27
one
20:27
that's.
20:27
That's
20:28
walking
20:28
me
20:28
through
20:28
that.
20:28
Yeah.
20:29
Yeah.
20:30
After
20:30
we're
20:30
done
20:30
with
20:31
the
20:31
conversation,
20:31
I
20:31
set
20:32
the
20:32
stage
20:32
for
20:32
when
20:33
my
20:33
partner
20:33
goes
20:34
on
20:34
site.
20:35
Our
20:35
close
20:36
rate
20:36
is
20:36
pretty
20:37
high
20:37
at
20:37
that
20:38
point,
20:38
you
20:38
know.
20:39
Right.
20:39
Because
20:40
you're
20:41
doing
20:41
it
20:41
already,
20:42
Jack,
20:42
without
20:42
even.
20:43
I
20:43
mean,
20:43
this
20:43
is
20:44
what
20:44
really
20:44
top
20:45
performing
20:45
people
20:46
do,
20:46
is
20:46
they
20:47
discover
20:48
this
20:48
through
20:48
time.
20:49
And
20:49
sometimes
20:50
we
20:50
don't
20:50
necessarily.
20:52
We
20:52
may
20:52
discover
20:53
and
20:53
do
20:53
it
20:53
sort
20:54
of
20:54
experience,
20:54
you
20:54
know,
20:54
through
20:55
our
20:55
experience
20:55
and
20:55
through
20:56
our
20:56
intuition.
20:57
But
20:57
we
20:58
may
20:58
not
20:58
know
20:58
what
20:58
we're
20:59
doing.
21:00
Right.
21:00
And
21:00
so
21:00
that's
21:01
really
21:01
what
21:01
my
21:02
intention
21:02
is
21:02
in
21:03
the
21:03
movement
21:03
that
21:03
I'm
21:04
leading,
21:04
is
21:04
to
21:04
be
21:04
able
21:05
to
21:05
have
21:05
salespeople
21:06
know
21:06
that
21:07
there
21:07
is
21:07
a
21:07
predictable
21:08
way
21:09
for
21:09
you
21:09
to
21:09
get
21:10
results.
21:11
And
21:11
not
21:11
only
21:12
just
21:12
a
21:12
predictable
21:12
way
21:13
But
21:13
a
21:13
way
21:14
that's
21:14
easy
21:15
for
21:15
you
21:15
to
21:15
follow
21:16
based
21:16
off
21:17
of
21:17
who
21:17
you
21:17
are.
21:18
Because
21:19
Jack
21:19
and
21:19
Dan,
21:20
though
21:20
I
21:21
suspect
21:21
we
21:21
may
21:21
have
21:22
a
21:22
lot
21:22
of
21:22
similarities
21:23
in
21:23
the
21:23
way
21:23
we
21:23
approach
21:23
things,
21:24
but
21:25
we
21:25
may
21:25
also
21:26
have
21:26
a
21:26
lot
21:26
of
21:26
differences
21:27
in
21:27
the
21:27
way
21:27
we
21:27
approach
21:28
things.
21:29
So
21:29
for
21:29
me
21:29
to
21:29
sit
21:30
there
21:30
and
21:30
say,
21:30
Jack,
21:30
you
21:31
should
21:31
do
21:31
X
21:31
because
21:32
it
21:32
works
21:32
for
21:33
me,
21:34
I
21:34
just
21:34
think
21:34
it's
21:34
a
21:35
stupid
21:35
piece
21:35
of
21:35
advice.
21:37
Instead
21:37
it's
21:38
Jack,
21:38
what
21:39
are
21:39
your
21:39
strengths?
21:40
What
21:41
are
21:41
your
21:41
superpowers?
21:42
What
21:43
do
21:43
you
21:43
love
21:43
to
21:43
do?
21:44
What
21:44
are
21:44
your
21:44
passions?
21:45
Great,
21:46
let's
21:46
start
21:46
there
21:46
first.
21:47
Then
21:48
what
21:48
are
21:48
the
21:48
ways
21:48
that
21:49
you
21:49
could
21:49
do
21:49
something?
21:51
So
21:51
what
21:51
are
21:51
your
21:51
options?
21:52
And
21:52
I
21:52
want
21:53
you
21:53
to
21:53
be
21:53
completely
21:54
open
21:54
mind
21:54
about
21:55
what's
21:55
all
21:55
your
21:55
different
21:56
options.
21:56
I
21:56
want
21:57
you
21:57
to
21:57
be
21:57
completely
21:58
what
21:58
are
21:58
your
21:58
different
21:58
options?
21:59
And
22:00
so
22:00
now
22:00
what
22:00
you
22:00
understand
22:01
is
22:01
say,
22:01
what
22:01
are
22:01
my
22:01
superpowers?
22:02
What
22:02
are
22:02
my
22:03
options?
22:03
And
22:03
then
22:04
you
22:04
look
22:04
at
22:04
those
22:04
two
22:04
lists
22:05
and
22:05
now
22:06
you,
22:06
you
22:06
match
22:07
up
22:07
your
22:08
superpower
22:08
with
22:09
your
22:09
options
22:10
and
22:10
now
22:10
you've
22:11
got
22:11
an
22:11
activity
22:13
that
22:13
you're
22:13
much
22:14
more
22:14
likely
22:14
to
22:15
implement
22:16
than
22:16
if
22:16
somebody
22:17
who
22:17
has
22:17
some
22:17
sort
22:17
of
22:18
success
22:18
says
22:18
do
22:18
this
22:19
because
22:19
it
22:19
worked
22:19
for
22:19
me.
22:20
Right.
22:20
And
22:20
I
22:20
think
22:21
Jack,
22:21
you
22:21
and
22:21
I
22:21
would
22:21
probably
22:22
have
22:22
a
22:22
lot
22:22
of
22:22
similar,
22:23
you
22:23
know,
22:23
a
22:24
lot
22:24
of
22:24
similarities
22:24
in
22:24
that.
22:25
But
22:25
again,
22:26
it's
22:26
is
22:26
about
22:27
understanding
22:27
what
22:27
is
22:27
your
22:28
superpower
22:28
and
22:28
then,
22:28
you
22:29
know,
22:29
implementing
22:30
that
22:30
with,
22:30
with
22:30
passion.
22:31
And
22:31
if
22:31
you
22:31
want
22:31
more
22:32
information
22:32
on
22:33
what
22:33
Dan
22:33
is
22:33
talking
22:34
about
22:34
here,
22:34
you're
22:35
going
22:35
to
22:35
have
22:35
to
22:35
go
22:35
to
22:35
his
22:36
website
22:36
and
22:36
it's
22:37
teachtocellbook.com
22:39
that's
22:39
going
22:39
to
22:39
be
22:39
a
22:40
clickable
22:40
link
22:40
in
22:40
the
22:40
show
22:40
notes.
22:41
If
22:41
you
22:41
found
22:41
some
22:41
value
22:42
in
22:42
what
22:42
we're
22:42
chatting
22:42
about
22:43
so
22:43
far,
22:44
do
22:44
us
22:44
a
22:44
favor,
22:44
share
22:45
this
22:45
with
22:45
one
22:45
of
22:45
your
22:45
friends
22:46
and
22:46
if
22:46
you're
22:47
watching
22:47
us
22:47
on
22:47
YouTube,
22:48
give
22:48
us
22:48
a
22:48
like
22:48
and
22:48
subscribe.
22:49
So
22:50
Dan,
22:50
another
22:50
thing
22:51
that
22:51
I
22:51
wanted
22:51
to
22:52
touch
22:52
on
22:52
is
22:53
the
22:53
concept
22:54
of
22:55
we
22:55
kind
22:55
of
22:56
have
22:56
to
22:56
sell
22:56
ourselves
22:57
on
22:57
some
22:58
of
22:58
this.
22:59
And
23:00
I
23:00
know
23:00
that
23:00
you
23:00
are,
23:01
you're
23:01
going
23:02
to
23:02
have
23:02
to
23:02
forgive
23:02
me
23:02
here
23:03
because
23:03
this
23:03
is
23:03
a
23:03
mouthful.
23:04
A
23:04
certified
23:05
practitioner
23:06
in
23:06
NLP
23:07
and
23:07
humanistic
23:08
neurological
23:09
neuro
23:10
linguistic
23:11
psychology
23:13
and
23:13
whatever
23:13
that
23:14
means.
23:14
But
23:14
what
23:15
is
23:15
the
23:15
most
23:15
common
23:16
self
23:17
sabotage
23:18
pattern
23:18
in
23:19
language
23:19
or
23:20
what
23:20
have
23:20
you.
23:21
You've
23:21
seen
23:21
that
23:21
other
23:22
real
23:22
estate
23:22
pros
23:23
have
23:24
that
23:25
seem
23:25
to
23:25
fall
23:25
into.
23:26
Yeah,
23:26
I
23:26
got
23:27
a
23:27
more
23:27
general
23:28
answer
23:28
where
23:29
this
23:29
is
23:29
a
23:29
truth
23:30
not
23:30
with
23:31
real
23:31
estate
23:31
pros,
23:31
but
23:32
this
23:32
is
23:32
a
23:32
truth
23:32
with
23:32
the
23:32
human
23:33
beings.
23:34
But
23:34
before
23:34
I
23:34
answer
23:35
the
23:35
question,
23:35
I
23:35
just
23:35
have
23:36
to
23:36
chuckle
23:36
because
23:36
every
23:37
single
23:38
show
23:38
that
23:38
I've
23:38
been
23:39
on,
23:39
the
23:39
host
23:39
has
23:39
always
23:40
Stumbled
23:40
over
23:41
neuro
23:41
linguistic
23:42
programming
23:42
and
23:43
neuro
23:43
linguistic
23:43
psychology.
23:44
Neuro
23:44
linguistics.
23:45
You
23:45
know,
23:45
I'm
23:46
going
23:46
to
23:46
fix
23:46
that
23:46
with
23:46
AI
23:47
and
23:47
I'm
23:48
going
23:48
to
23:48
make
23:48
it
23:48
sound
23:49
like
23:49
I'm
23:49
going
23:49
to
23:49
be
23:49
perfect.
23:50
I'm
23:50
going
23:50
to
23:50
have
23:50
that
23:51
pronounced
23:51
perfectly
23:52
in
23:52
the
23:52
end
23:52
result.
23:53
But
23:53
the,
23:53
the
23:54
funny
23:54
thing
23:54
is
23:54
it's
23:55
almost
23:55
100%
23:56
and
23:56
I
23:56
always
23:56
chuckle
23:57
every
23:57
time
23:57
it
23:57
happens,
23:58
like
23:58
I
23:58
got
23:58
to
23:58
change
23:58
that.
23:59
But,
23:59
but
23:59
it
23:59
is,
24:00
you
24:00
know,
24:00
it
24:00
is,
24:00
you
24:01
know,
24:01
it
24:01
is
24:01
what
24:01
it
24:01
is.
24:02
So
24:03
let
24:03
me
24:03
just
24:04
say
24:04
what
24:04
that
24:04
is
24:04
real
24:04
quick
24:05
because
24:05
your
24:05
audience
24:06
may
24:06
not
24:06
be
24:06
aware
24:06
of
24:06
it.
24:06
Around
24:07
10%
24:07
of
24:07
people
24:08
do
24:08
you
24:08
know
24:08
what
24:08
it
24:09
is,
24:09
and
24:09
I'm
24:09
going
24:09
to
24:09
answer
24:09
your
24:09
question.
24:10
Neuro
24:11
Linguistic
24:11
Program.
24:12
See,
24:12
now
24:12
you
24:12
got
24:12
me
24:12
screwing
24:13
it
24:13
up.
24:13
LP
24:15
is
24:15
the
24:15
study
24:15
of
24:16
subjective
24:16
experience
24:17
and
24:17
is
24:18
also
24:18
the
24:18
study
24:18
of,
24:19
of,
24:20
of
24:20
excellence.
24:21
And
24:21
it
24:21
was
24:21
discovered
24:22
in
24:22
the
24:23
1970s
24:24
by
24:24
two
24:25
gentlemen,
24:25
Dr.
24:25
Bandler
24:26
and
24:26
Dr.
24:26
Grinder.
24:27
And
24:27
they
24:27
had,
24:28
you
24:29
know,
24:29
they
24:29
were
24:29
psychologists
24:30
in
24:31
the
24:31
1980s.
24:32
Tony
24:32
Robbins
24:33
popularized
24:34
it.
24:35
All
24:35
right,
24:35
so
24:35
you
24:35
probably
24:35
are
24:36
not
24:36
familiar
24:36
with
24:36
the
24:36
founders,
24:37
but
24:37
you're
24:37
most
24:38
certainly
24:38
probably
24:38
familiar
24:39
with
24:39
Tony
24:39
Robbins.
24:40
All
24:40
right,
24:40
and
24:40
so,
24:41
and
24:41
so
24:41
it's
24:42
about
24:42
a
24:42
study
24:42
of,
24:43
of
24:44
subjectivity
24:45
and
24:45
the
24:45
way
24:45
we
24:46
process
24:46
information
24:47
and
24:47
the
24:48
way
24:48
that
24:48
we
24:48
interpret
24:49
information.
24:49
Okay,
24:50
and
24:50
so
24:50
then
24:51
the
24:51
answer
24:51
to
24:51
your
24:51
question
24:52
is
24:53
what
24:53
is?
24:54
I
24:54
label
24:54
what
24:54
you
24:55
asked
24:55
me,
24:55
I
24:55
label
24:55
as
24:56
the
24:56
number
24:56
one
24:56
sales
24:57
mistake.
24:58
Okay,
24:59
so
24:59
the
24:59
number
24:59
one
24:59
sales
25:00
mistake,
25:01
and
25:01
this
25:02
would
25:02
be
25:02
not
25:03
just
25:03
for
25:03
salespeople,
25:03
but
25:04
for
25:04
humans,
25:04
is
25:05
that
25:05
pervasive
25:06
feeling
25:06
of
25:07
not
25:07
good
25:07
enough.
25:08
And
25:08
so
25:09
that
25:09
may
25:09
come
25:10
from
25:10
having
25:10
self
25:11
doubt,
25:11
you
25:12
know,
25:12
lacking
25:12
the
25:12
confidence
25:13
that
25:13
you
25:13
could
25:14
prevent
25:14
from
25:15
even
25:15
starting
25:15
the
25:15
sales
25:16
process.
25:16
It
25:16
may
25:16
come
25:16
from
25:17
having
25:17
an
25:17
unclear
25:18
sales
25:19
process.
25:19
You
25:19
know,
25:20
without
25:20
a
25:20
clear
25:21
roadmap,
25:21
it
25:21
could
25:22
seem
25:22
like
25:22
you're
25:22
winding
25:23
through
25:23
this
25:23
maze.
25:24
It
25:24
could
25:24
be
25:25
too
25:25
much
25:25
work,
25:25
multitasking,
25:27
or
25:27
negative
25:28
assumptions.
25:28
There's
25:28
so
25:28
many
25:29
things
25:29
that
25:29
feed
25:29
into
25:30
the
25:30
not
25:31
good
25:31
enough.
25:32
And
25:32
so
25:32
the
25:32
not
25:33
good
25:33
enough
25:33
may
25:33
be
25:35
my
25:35
business
25:36
card's
25:36
not
25:36
good
25:37
enough,
25:37
my
25:37
website's
25:38
not
25:38
good
25:38
enough,
25:38
my
25:40
knowledge
25:40
is
25:41
my
25:41
experience,
25:42
whatever
25:42
the
25:42
case
25:42
may
25:43
be.
25:43
And
25:43
the
25:43
worst
25:43
one
25:44
of
25:44
all
25:44
is
25:45
I'm
25:45
not
25:45
good
25:45
enough.
25:46
And
25:46
I
25:46
even
25:46
hate
25:47
saying
25:47
that
25:47
because
25:47
I
25:48
just
25:48
said
25:48
those
25:48
words
25:48
in
25:48
my,
25:49
my
25:49
psyche,
25:50
my,
25:50
my
25:51
nervous
25:51
system
25:52
as
25:52
soon
25:52
as
25:52
I
25:52
said
25:52
that
25:53
out
25:53
loud.
25:53
Like,
25:53
right,
25:54
like,
25:54
like,
25:54
you
25:54
know,
25:54
because
25:54
even
25:55
saying
25:55
those
25:55
words
25:56
out
25:56
loud,
25:56
I
25:57
don't
25:57
want
25:57
to
25:57
embed
25:57
that
25:57
within
25:58
my
25:58
psyche.
25:59
So
25:59
I'm
25:59
doing
25:59
a
25:59
little
25:59
cancel
26:00
here
26:00
for
26:00
myself
26:01
as
26:01
I
26:01
say
26:01
that.
26:01
But
26:02
that
26:02
is
26:02
the
26:03
number
26:03
one
26:03
sales.
26:03
Mistake
26:04
is
26:04
that
26:04
like
26:06
the
26:06
core
26:06
of
26:07
the
26:07
whole
26:07
impersonator
26:08
syndrome.
26:09
I
26:09
think
26:09
some
26:10
people,
26:10
we
26:10
all
26:10
experience.
26:11
I
26:11
think
26:11
so.
26:12
I
26:12
think
26:12
it's
26:12
a
26:12
piece
26:13
of
26:13
it.
26:13
It's
26:13
like,
26:13
who
26:14
am
26:14
I
26:14
to
26:14
be
26:15
worthy
26:15
of
26:15
this?
26:16
Who
26:16
am
26:17
I
26:17
to
26:17
be
26:18
to.
26:18
To
26:18
believe
26:18
that.
26:19
That
26:19
people
26:19
should
26:20
follow
26:20
me
26:20
or
26:20
listen
26:21
to
26:21
me
26:21
or
26:22
whatever
26:22
the
26:23
case
26:23
may
26:23
be.
26:23
And
26:24
my
26:24
question
26:25
to
26:25
that,
26:26
imposter
26:26
syndrome,
26:27
what
26:27
My
26:27
question
26:28
to
26:28
that
26:28
for
26:28
if
26:29
somebody's
26:29
experiencing
26:30
that
26:30
and
26:30
we.
26:31
I'll
26:31
have
26:31
a
26:31
bit
26:31
of
26:31
that,
26:32
but
26:32
I've
26:32
got
26:32
an
26:32
easy
26:32
question
26:33
for
26:33
you.
26:34
So
26:34
if
26:34
you
26:34
ask
26:35
yourself,
26:35
who
26:35
am
26:36
I
26:36
to.
26:36
Whatever,
26:36
whatever,
26:37
whatever.
26:38
I'm
26:38
going
26:38
to
26:39
counter
26:39
that
26:39
with,
26:40
who
26:40
are
26:40
you
26:41
to
26:41
not?
26:42
Because
26:42
both
26:42
those
26:43
questions
26:43
are
26:43
equally
26:44
valid,
26:45
right?
26:45
So
26:46
you
26:46
could
26:46
create
26:46
your
26:47
future
26:48
by
26:48
saying,
26:49
who
26:49
am
26:49
I
26:49
to
26:50
what.
26:50
What
26:50
gives
26:51
me
26:51
the
26:51
right
26:51
to
26:51
be
26:52
able
26:52
to
26:52
do
26:52
this?
26:52
Or
26:53
you
26:54
could
26:54
create
26:54
your
26:54
future
26:54
and
26:55
say,
26:55
what
26:55
gives
26:55
me
26:55
the
26:55
right
26:55
to
26:56
not
26:56
do
26:56
this?
26:57
They're
26:57
both
26:57
equal
26:58
questions,
26:59
but
26:59
they
26:59
give
27:00
you
27:00
very
27:00
different
27:00
answers.
27:01
So
27:01
one
27:02
curiosity
27:03
that
27:03
I
27:03
have
27:03
is,
27:05
when
27:06
you
27:07
go
27:07
into
27:08
a
27:09
place,
27:09
whether
27:09
it's
27:10
to
27:10
go
27:10
buy
27:10
a
27:10
new
27:10
car
27:11
or
27:11
what
27:11
have
27:11
you,
27:11
you
27:12
likely
27:12
have
27:13
run
27:13
into,
27:14
you
27:14
know,
27:15
you
27:16
obviously
27:16
have
27:16
run
27:16
into
27:17
other
27:17
sales
27:17
professionals.
27:18
Has
27:19
there
27:19
ever
27:19
been
27:19
a
27:19
situation
27:20
where
27:20
it
27:20
kind
27:20
of.
27:21
You
27:21
kind
27:21
of
27:21
puts
27:22
a
27:22
grin
27:22
on
27:22
your
27:22
face
27:23
because
27:23
you
27:23
know
27:23
what
27:23
they're
27:24
doing?
27:25
I
27:25
love.
27:26
I
27:26
love.
27:27
I
27:27
love
27:28
skilled
27:28
salespeople
27:29
because
27:30
they're
27:30
so
27:31
few
27:31
and
27:31
far
27:31
in
27:31
between.
27:32
And
27:33
when
27:33
I
27:33
come
27:33
across
27:34
somebody
27:34
who
27:35
understands
27:36
the
27:36
craft
27:36
of
27:36
sales
27:37
and
27:37
understands,
27:38
you
27:38
know,
27:38
the,
27:39
you
27:39
know,
27:39
basic
27:39
premise
27:40
of
27:40
I
27:41
just
27:41
got
27:41
off
27:41
a
27:41
sales
27:42
call,
27:42
and
27:43
the
27:43
guy
27:43
at
27:43
the
27:43
end
27:43
of
27:43
the
27:44
sales
27:44
call,
27:44
this
27:44
is
27:44
somebody
27:45
selling
27:45
me
27:45
something.
27:46
I
27:46
just,
27:47
literally,
27:47
before
27:47
this
27:47
podcast
27:48
got
27:48
off
27:48
this
27:48
conversation,
27:49
and
27:50
at
27:50
the
27:50
end
27:50
of
27:50
the
27:50
conversation,
27:51
he
27:51
says
27:51
to
27:52
me,
27:52
well,
27:53
when
27:53
should
27:53
I
27:53
follow
27:54
up?
27:54
And
27:54
I
27:55
was
27:55
like,
27:55
oh,
27:55
give
27:55
me
27:55
a
27:55
week
27:55
and
27:56
a
27:56
half
27:56
or
27:56
so.
27:57
And
27:57
then
27:57
he
27:57
ended
27:58
the
27:58
call.
27:59
And
27:59
I'm
27:59
like,
28:00
oh,
28:00
my
28:00
goodness,
28:02
how
28:02
did
28:02
you
28:03
not
28:03
book
28:03
a
28:04
time
28:04
and
28:04
a
28:05
date?
28:05
He
28:05
left
28:06
it
28:06
at
28:06
a
28:07
week
28:07
and
28:07
a
28:07
half.
28:07
Now
28:07
that
28:08
guy's
28:08
going
28:08
to
28:08
be
28:08
prospecting
28:09
me.
28:09
He's
28:09
going
28:09
to.
28:10
I
28:10
won't
28:11
let
28:11
that
28:11
happen.
28:11
Right.
28:11
I'll
28:12
tell
28:12
him
28:12
a
28:13
yes
28:13
or
28:13
a
28:13
no.
28:13
Right?
28:14
But
28:15
if
28:15
it
28:15
wasn't
28:16
me,
28:16
he's
28:17
going
28:17
to
28:17
get
28:17
ghosted.
28:18
He's
28:18
going
28:19
to.
28:19
He's
28:19
going
28:19
to
28:19
have
28:19
to
28:20
chase.
28:20
He's
28:20
going
28:20
to,
28:20
you
28:21
know,
28:21
well,
28:21
if
28:22
he
28:22
could
28:22
have
28:22
just
28:22
simply
28:23
said
28:23
that,
28:23
you
28:23
know,
28:24
well,
28:24
when
28:24
should
28:24
I
28:24
follow
28:24
up
28:25
with
28:25
you,
28:25
Dan?
28:25
I
28:25
don't
28:25
know.
28:25
A
28:26
week
28:26
and
28:26
a
28:26
half
28:26
from
28:26
now.
28:27
Okay,
28:28
how
28:28
about
28:28
Wednesday?
28:28
Whatever
28:29
the
28:29
day
28:29
is.
28:31
Is
28:31
afternoon
28:31
better?
28:32
For
28:32
you.
28:32
Morning.
28:32
What
28:32
are
28:32
you
28:33
thinking?
28:33
Oh,
28:34
I'll
28:34
let
28:34
you
28:34
know.
28:34
Okay,
28:35
great.
28:35
Well,
28:35
that's.
28:35
Okay.
28:36
So
28:36
maybe
28:37
by
28:37
Wednesday
28:37
of
28:37
that
28:38
week,
28:38
if
28:38
I
28:38
don't
28:38
hear
28:38
from
28:38
you,
28:38
I
28:39
should
28:39
follow
28:39
up
28:39
with
28:39
you.
28:40
Would
28:40
that
28:40
be
28:40
okay?
28:41
Would
28:41
that
28:41
be
28:41
valuable
28:41
to
28:42
you?
28:42
Yeah,
28:42
that's
28:42
fine.
28:42
Whatever.
28:43
I'm
28:43
just
28:43
trying
28:43
to
28:43
hang
28:43
up
28:43
the
28:43
phone,
28:44
say,
28:44
okay,
28:44
great.
28:44
Well,
28:44
let's
28:45
just
28:45
pencil
28:45
it.
28:45
Maybe
28:46
Thursday
28:46
or
28:47
Friday.
28:47
What
28:47
do
28:47
you
28:47
think?
28:48
Right.
28:49
Thursday's
28:50
fine.
28:50
Okay.
28:50
I'm
28:50
just
28:50
trying
28:50
to
28:51
get
28:51
off
28:51
the
28:51
phone.
28:51
Okay.
28:51
How
28:51
about
28:52
3
28:52
o'?
28:52
Clock?
28:52
Sure,
28:53
3
28:53
o'.
28:53
Clock.
28:53
Great.
28:54
I'll
28:54
send
28:54
you
28:54
a
28:55
calendar
28:55
invitation.
28:55
I
28:56
look
28:56
forward
28:56
to
28:56
helping
28:56
you.
28:57
Presumptive
28:57
clues.
28:58
I
28:58
look
28:58
forward
28:58
to
28:58
helping
28:58
you.
28:59
So
28:59
I
28:59
just
28:59
went
29:00
through,
29:00
you
29:00
know,
29:00
without
29:01
really
29:01
dissecting
29:02
what
29:02
I
29:02
just
29:03
did,
29:03
but
29:04
a
29:04
much
29:04
better
29:04
way
29:05
than
29:05
what
29:05
he
29:05
positioned
29:06
himself,
29:06
which
29:06
is,
29:07
you
29:07
know,
29:07
if
29:08
he
29:08
didn't
29:08
have
29:08
a
29:08
responsible
29:09
person
29:09
that
29:09
he
29:09
was
29:10
talking
29:10
to
29:10
that's
29:10
going
29:10
to
29:10
actually
29:11
respond
29:11
to
29:11
him,
29:12
yes
29:12
or
29:12
no,
29:13
that
29:13
now
29:13
he's.
29:14
He's
29:14
in
29:14
a
29:14
bad
29:14
spot.
29:15
So
29:16
when
29:16
I
29:17
find
29:17
people
29:17
that
29:18
know
29:18
how
29:18
to
29:18
do
29:18
it
29:19
and
29:19
do
29:19
it
29:19
well,
29:19
they
29:20
become
29:20
best
29:20
friends
29:20
of
29:20
mine.
29:21
I
29:21
love,
29:21
I
29:21
love
29:22
finding
29:22
people
29:22
that
29:22
are
29:22
crafted
29:23
in
29:23
sales.
29:24
Yeah.
29:24
I
29:24
would
29:24
imagine
29:25
that
29:25
when
29:26
you
29:26
probably
29:26
have
29:27
found
29:27
yourself
29:27
in
29:27
the
29:27
situation,
29:28
that
29:28
since
29:29
you
29:29
have
29:29
the
29:29
sales
29:30
skills,
29:31
you've
29:31
been
29:32
able
29:32
to
29:32
influence
29:33
situations
29:34
to
29:34
your
29:34
benefit
29:35
as
29:35
well.
29:35
But
29:36
when
29:36
you
29:36
have
29:36
a
29:36
skilled
29:37
salesperson,
29:38
it'd
29:38
be
29:38
like
29:39
two
29:40
Jedis
29:40
trying
29:40
to
29:41
play
29:41
mind
29:41
tricks
29:42
on
29:42
each
29:42
other.
29:43
It's
29:44
an
29:44
interesting
29:45
experience
29:45
and
29:46
it's
29:46
about
29:47
ethically
29:48
influencing.
29:49
Now,
29:49
again,
29:50
it's
29:50
all
29:50
about
29:50
learning.
29:51
Right.
29:51
I
29:51
remember
29:51
one
29:52
day
29:52
I
29:52
was
29:52
selling
29:53
a
29:53
business,
29:53
and
29:53
this
29:54
was
29:54
about
29:54
15
29:54
years
29:54
ago,
29:55
and
29:56
I
29:56
was
29:56
sitting.
29:56
I'll
29:57
never
29:57
forget
29:57
this.
29:57
I
29:57
was
29:57
at
29:57
an
29:58
IHOP
29:58
International
29:59
House
29:59
of
29:59
Pancakes.
30:00
I'm
30:00
sitting
30:00
at
30:01
the
30:01
breakfast
30:01
table.
30:02
We
30:02
start
30:02
at
30:02
9am
30:03
and
30:03
the
30:03
lady
30:04
was
30:04
selling.
30:04
She
30:05
was
30:05
selling
30:05
her
30:05
business.
30:06
We
30:06
were
30:06
partners
30:07
and
30:07
she
30:07
was
30:07
selling
30:07
her
30:07
portion
30:08
to
30:08
me.
30:09
And
30:09
before
30:10
I
30:10
was
30:10
selling
30:10
to
30:10
somebody
30:11
else.
30:11
And
30:11
so
30:11
it
30:11
was
30:11
like
30:12
the
30:12
first
30:12
part
30:12
of
30:12
that
30:12
transaction.
30:13
And
30:13
so
30:15
two
30:15
Jedi
30:15
sitting
30:16
across
30:16
from
30:16
each
30:16
other,
30:17
knowing
30:17
that
30:17
the
30:17
first
30:18
person
30:18
that
30:18
says
30:18
a
30:18
number
30:19
is
30:20
going
30:20
to
30:20
be
30:20
in
30:20
a
30:20
worse
30:21
position
30:21
negotiating.
30:23
And
30:23
I
30:23
also
30:23
knew,
30:24
because
30:24
I
30:24
knew
30:24
her
30:24
very
30:25
well,
30:25
that
30:25
she
30:25
would
30:26
use
30:26
food
30:27
to
30:27
be
30:27
able.
30:27
Like
30:28
she
30:28
would
30:28
intentionally
30:29
go
30:29
on
30:29
meetings
30:30
so
30:30
that
30:30
if
30:30
she
30:31
didn't
30:31
want
30:31
to
30:31
talk,
30:31
she
30:31
would
30:32
just
30:32
eat.
30:33
And
30:33
then
30:33
that
30:33
would,
30:34
that
30:34
would
30:34
be
30:34
a
30:34
more
30:34
natural,
30:35
like
30:35
filling
30:35
in
30:35
the
30:36
void.
30:37
That
30:37
negotiation.
30:38
We
30:38
started
30:38
at
30:38
nine
30:38
in
30:38
the
30:39
morning,
30:39
three
30:39
in
30:39
the
30:39
afternoon.
30:40
We're
30:41
still
30:41
working
30:41
it
30:42
out.
30:42
Right.
30:42
Because
30:43
it's
30:43
like,
30:43
but
30:44
that
30:44
being
30:44
said,
30:46
I
30:46
would
30:46
have
30:46
approached
30:47
it
30:47
differently
30:47
today
30:47
than
30:48
I
30:48
did
30:48
then.
30:48
Right?
30:49
Like
30:49
then
30:49
I,
30:50
I,
30:50
I
30:50
didn't
30:50
have
30:50
the
30:51
skill
30:51
to
30:51
be
30:51
able
30:51
to
30:52
understand.
30:52
Like
30:52
when
30:52
you,
30:53
when
30:53
you
30:53
have
30:53
somebody
30:54
that's
30:54
basically
30:54
knows
30:55
the
30:55
same
30:55
skills
30:55
as
30:55
you,
30:56
you
30:56
gotta
30:57
use
30:57
a
30:57
different
30:57
skill.
30:58
Now
30:59
you're
30:59
getting
30:59
to
30:59
the
30:59
ninja
31:00
level.
31:00
Right?
31:00
You
31:01
know,
31:01
so,
31:02
so
31:02
if
31:02
you
31:02
find
31:03
yourself,
31:03
if
31:03
you're
31:03
very
31:03
skilled
31:04
at
31:04
sales
31:04
and
31:04
you
31:04
find
31:04
yourself
31:05
with
31:05
some
31:05
in
31:06
a
31:06
situation
31:06
that
31:07
you're
31:08
not
31:08
moving
31:08
things
31:08
forward
31:09
because
31:09
the
31:09
other
31:10
person's
31:10
also
31:10
very
31:11
skilled
31:11
and
31:11
it's
31:11
not
31:11
just
31:12
sales.
31:12
I
31:12
don't
31:12
want
31:13
to
31:13
say
31:13
sales,
31:13
I
31:13
want
31:13
to
31:13
say
31:13
influence
31:14
instead.
31:15
Okay.
31:16
And
31:16
so
31:17
if
31:17
you
31:17
find
31:17
yourself
31:18
in
31:18
that
31:18
situation,
31:18
this
31:19
is
31:19
just
31:19
like
31:19
anything
31:20
else
31:20
in
31:21
life,
31:21
in
31:21
business,
31:22
anytime
31:23
that
31:23
you
31:23
find
31:23
yourself
31:24
stuck
31:25
or
31:25
you
31:25
take
31:25
a
31:26
setback
31:26
or
31:26
it
31:27
doesn't
31:27
go
31:27
the
31:27
way
31:27
that
31:27
you
31:27
want,
31:28
that's
31:29
a
31:29
learning
31:29
opportunity
31:30
and
31:30
there
31:30
is
31:31
an
31:31
answer.
31:32
And
31:33
so
31:33
just
31:33
notate
31:34
and
31:34
say,
31:34
wow,
31:35
I
31:35
didn't
31:36
know
31:36
what
31:36
to
31:36
do
31:36
during
31:36
that
31:37
time
31:37
and
31:38
I
31:38
know
31:38
that
31:38
there
31:38
is
31:39
a
31:39
way
31:39
to
31:39
do
31:39
something.
31:40
So
31:40
what
31:40
is
31:40
that
31:40
way?
31:41
And
31:41
now
31:41
you
31:42
start
31:42
learning
31:42
and
31:42
discovering.
31:43
Right?
31:43
So
31:43
15
31:44
years
31:44
ago
31:45
I
31:45
didn't
31:45
know
31:45
that
31:45
answer.
31:46
Today
31:46
I
31:46
do.
31:46
You
31:47
know,
31:47
I
31:47
hate
31:47
to
31:47
back
31:47
up
31:48
too
31:48
far,
31:48
but
31:48
I'm
31:49
going
31:49
to
31:49
do
31:49
it
31:49
anyway.
31:50
I
31:50
noticed
31:50
that
31:50
when
31:51
we
31:51
were
31:51
talking
31:51
about
31:51
open
31:52
ended
31:53
questions,
31:53
most
31:54
of
31:54
the
31:54
of
31:55
the
31:55
scenario
31:55
you
31:56
were
31:56
laying
31:56
out
31:56
were
31:57
all
31:57
open
31:57
ended
31:58
until
31:58
you
31:58
got
31:58
to
31:58
the
31:59
end
31:59
where
31:59
it
31:59
was
31:59
a
31:59
bit
32:00
more
32:00
of
32:00
a
32:00
yes,
32:00
no.
32:01
Yeah.
32:01
Is
32:01
that
32:01
by
32:02
design
32:02
as
32:02
well?
32:03
Yeah,
32:03
absolutely.
32:04
Every
32:05
single,
32:05
so
32:05
every
32:06
single
32:06
step
32:06
in
32:06
the
32:07
sales
32:07
process
32:07
is
32:08
one
32:08
step
32:09
forward
32:10
to
32:10
that
32:11
final
32:11
question.
32:12
Okay.
32:13
And
32:13
that
32:13
is
32:14
you
32:14
hire
32:14
me
32:15
however
32:15
you,
32:15
however
32:15
you
32:16
cage
32:16
at,
32:16
right.
32:17
You
32:17
don't
32:18
want
32:18
to
32:18
solicit
32:19
a
32:19
no.
32:20
So
32:20
the
32:20
thing
32:21
about
32:21
this,
32:21
if
32:21
I
32:21
ask
32:22
you
32:22
early
32:23
on
32:23
in
32:23
the
32:23
conversation,
32:24
do
32:24
you
32:24
want
32:25
to
32:25
hire
32:25
me?
32:26
And
32:26
you
32:26
give
32:26
me
32:26
an
32:27
objection
32:27
or
32:27
a
32:27
no
32:28
or
32:28
an
32:28
uncertainty,
32:30
what
32:30
happens
32:31
at
32:31
that
32:31
point
32:32
is
32:32
I
32:32
have
32:32
to
32:32
reset
32:33
from
32:33
zero
32:34
and
32:34
maybe
32:34
even
32:34
from
32:35
a
32:35
negative.
32:35
So
32:36
instead
32:36
it's
32:37
about
32:37
taking
32:37
the
32:38
process
32:38
of,
32:39
for
32:39
example,
32:40
when
32:40
I
32:41
set
32:41
up
32:41
an
32:42
appointment
32:42
with
32:42
somebody,
32:42
the
32:43
first
32:43
thing
32:43
that
32:43
I
32:43
do
32:43
is
32:43
I
32:44
take
32:44
out
32:44
my
32:44
phone
32:44
and
32:45
I
32:45
look
32:45
into
32:45
the
32:46
camera
32:46
and
32:46
I
32:46
say,
32:46
hey
32:47
Jack,
32:47
really
32:47
nice
32:47
to
32:48
talk
32:48
to
32:48
you.
32:48
I
32:49
look
32:49
forward
32:49
to
32:49
meeting
32:50
with
32:50
you
32:50
on
32:50
Tuesday
32:50
and
32:51
helping
32:51
you
32:51
presumptive
32:52
closing
32:52
there.
32:53
Then
32:53
I
32:54
take
32:54
and
32:54
I
32:54
text
32:54
in
32:55
there,
32:55
Jack,
32:56
I
32:56
look
32:56
forward
32:57
to
32:57
meeting
32:57
you
32:57
on
32:58
Tuesday
32:58
and
32:58
helping
32:59
you
32:59
a
32:59
second
33:00
presumptive
33:00
close.
33:01
And
33:01
then
33:01
I
33:01
take
33:01
my
33:01
Google
33:02
Calendar
33:02
invitation
33:03
and
33:03
I
33:03
write
33:04
in
33:04
The
33:04
Jack.
33:04
I
33:05
look
33:05
forward
33:05
to
33:05
helping
33:06
you
33:06
when
33:06
we
33:06
meet
33:06
on
33:06
Thursday.
33:07
Another
33:08
presumed
33:09
sale.
33:09
All
33:09
right,
33:10
so
33:10
there's
33:10
some
33:10
techniques
33:11
to
33:11
be
33:11
able
33:11
to
33:11
presume
33:12
the
33:12
sale.
33:12
Those
33:12
are
33:12
just
33:12
basic
33:13
sales
33:13
techniques
33:14
that
33:14
some
33:14
people
33:14
have
33:14
and
33:15
some
33:15
people
33:15
don't.
33:15
I
33:15
mean,
33:16
that's
33:16
a
33:16
lower
33:16
level
33:17
type
33:17
sales
33:17
skill
33:18
in
33:18
my
33:18
opinion.
33:18
When
33:19
you
33:19
increase
33:19
that
33:20
by
33:20
implementing
33:21
teach
33:21
to
33:21
sell,
33:22
by
33:22
being
33:22
the.
33:22
By
33:23
being
33:23
the
33:23
leader
33:24
rather
33:24
than
33:24
the
33:24
salesperson,
33:26
and
33:26
you're
33:27
able
33:27
to
33:28
follow
33:28
a
33:28
process,
33:29
by
33:29
the
33:30
time
33:30
you
33:30
get
33:30
to
33:30
that
33:31
very
33:31
last
33:31
question,
33:32
which
33:32
is
33:32
a
33:32
yes
33:32
or
33:33
a
33:33
no,
33:33
will
33:33
you
33:34
hire
33:34
me?
33:35
It's
33:35
already
33:35
presumed
33:36
that
33:36
you're
33:36
the
33:36
guy
33:36
and
33:37
you
33:37
haven't
33:37
given
33:37
any
33:38
opportunity
33:39
for
33:39
them
33:39
to
33:39
say
33:40
no
33:40
to
33:40
you.
33:40
I
33:40
don't
33:41
want
33:41
to
33:41
give
33:41
them
33:41
an
33:41
opportunity
33:42
to
33:42
say
33:42
no
33:42
to
33:42
me
33:43
until
33:43
I've
33:43
taken
33:43
my
33:44
best
33:44
shot
33:45
to
33:45
be
33:45
able
33:45
to
33:45
gain
33:46
the
33:46
trust.
33:47
I'm
33:47
going
33:47
to
33:47
be
33:48
able
33:48
to
33:48
take
33:48
my
33:48
best
33:48
shot
33:48
of
33:49
gaining
33:49
the
33:49
trust
33:49
by
33:50
following
33:50
a
33:50
process
33:51
and
33:52
by
33:52
a
33:52
process
33:53
of
33:53
sales.
33:53
And
33:53
I
33:53
gave
33:54
you
33:54
a
33:54
couple
33:54
of
33:54
the
33:54
14
33:55
steps
33:55
that
33:55
I
33:56
outlined
33:56
in
33:56
the
33:56
book.
33:56
I
33:56
just
33:57
shared
33:57
with
33:57
you
33:57
what
33:57
I
33:57
do
33:58
to
33:58
be
33:58
able
33:58
to
33:59
presume
33:59
the
33:59
sale
34:00
and
34:00
also
34:01
educate
34:01
them
34:02
to
34:02
gain
34:02
the
34:02
trust.
34:03
Now
34:03
it's
34:04
intentional
34:04
at
34:04
the
34:04
very
34:04
end.
34:05
Hey,
34:05
you
34:05
ready
34:06
to
34:06
rock
34:06
and
34:06
roll?
34:06
Yes.
34:06
Let's
34:07
go.
34:07
A
34:07
lot
34:07
of
34:07
people
34:08
that
34:08
are
34:08
listening
34:08
right
34:09
now
34:10
are
34:10
going
34:10
to
34:10
rail
34:11
on
34:11
me
34:11
if
34:11
I
34:11
don't
34:12
ask
34:12
this.
34:12
Dan,
34:12
I'm
34:13
sure
34:13
you
34:13
get
34:13
this
34:14
all
34:14
the
34:14
time.
34:16
Why
34:16
am
34:16
I
34:16
so
34:16
good
34:17
looking?
34:18
Why?
34:18
Yeah,
34:20
what
34:21
do
34:21
I
34:21
actually
34:22
say?
34:22
They're
34:23
looking
34:23
for
34:23
an
34:23
actual
34:24
script
34:24
of
34:25
some
34:25
kind,
34:25
I
34:26
would
34:26
guess.
34:27
So
34:28
let's
34:28
start
34:28
from
34:29
the
34:29
beginning.
34:30
Somebody's
34:30
calling
34:31
in.
34:31
Let's
34:31
say
34:31
it's
34:32
a
34:32
distressed
34:32
homeowner.
34:33
Somebody's
34:33
calling
34:33
in
34:34
for
34:34
the
34:34
very
34:34
first
34:34
time.
34:35
What
34:35
should
34:35
be
34:36
some
34:36
of
34:36
the
34:36
first
34:36
things
34:37
that
34:37
hurt
34:37
the
34:38
buyer?
34:38
Basic
34:39
human
34:39
question.
34:40
So,
34:40
Mr.
34:41
Distressed
34:41
Homeowner,
34:42
I
34:42
see
34:42
that
34:43
you
34:43
had
34:43
contacted
34:43
us
34:44
about
34:44
this
34:44
property,
34:44
123
34:45
Main
34:45
street
34:45
and
34:46
I'm
34:46
just
34:46
curious,
34:46
do
34:47
you
34:47
want
34:47
to
34:47
sell?
34:47
Right.
34:47
Like.
34:48
Like
34:48
the
34:48
scripts
34:49
are,
34:49
you
34:49
know,
34:50
what
34:50
I
34:50
teach
34:50
is
34:51
not
34:51
scripts
34:52
per
34:52
se.
34:53
And
34:53
if
34:53
you
34:53
look
34:54
at
34:54
neuro
34:54
linguistic
34:55
programming,
34:55
it's
34:56
about
34:56
understanding
34:57
how
34:57
people
34:57
behave
34:57
and
34:58
how
34:58
they
34:58
act
34:58
and
34:59
how
34:59
they
34:59
speak.
35:00
All
35:01
right.
35:01
The
35:01
best
35:01
script
35:02
is
35:02
just
35:02
to
35:02
ask
35:02
the
35:02
freaking
35:03
question,
35:03
right?
35:04
So
35:04
then
35:05
it
35:05
would
35:05
be,
35:05
so
35:05
do
35:06
you
35:06
want
35:06
to
35:06
sell?
35:06
And
35:06
they
35:06
say
35:07
whatever
35:07
they
35:07
say.
35:08
Assuming
35:09
that
35:09
you
35:09
have
35:10
51%
35:11
of
35:11
a
35:11
positive
35:12
of
35:12
answer.
35:13
Tell
35:13
me
35:13
more
35:14
about
35:14
that.
35:14
If
35:14
you
35:15
have
35:15
less
35:15
than
35:15
51%
35:16
of
35:16
a
35:16
positive
35:17
answer,
35:17
then
35:17
it's,
35:17
oh,
35:18
well,
35:18
I'm
35:19
just
35:19
curious.
35:19
Do
35:20
I
35:20
have
35:20
the
35:20
right
35:20
information
35:21
or
35:21
tell
35:21
me
35:22
more
35:22
about
35:22
that.
35:22
It's
35:22
still
35:23
just
35:23
a
35:23
little
35:23
bit
35:23
of
35:23
a
35:23
different.
35:24
Tell
35:24
me
35:24
more
35:24
about
35:24
that.
35:25
Right.
35:26
Oftentimes
35:27
your
35:27
job
35:27
in
35:28
this
35:28
scenario,
35:29
this
35:29
hypothetical
35:29
scenario
35:30
that
35:30
we're
35:30
doing
35:30
right
35:30
now,
35:31
is
35:31
not
35:31
necessarily
35:32
to
35:32
get
35:32
the
35:32
appointment
35:33
initially
35:34
your
35:34
first
35:35
thing
35:35
to
35:36
do.
35:36
It
35:36
goes
35:36
back
35:36
to
35:36
the
35:37
CPI
35:37
communication
35:38
model
35:38
is
35:39
to
35:39
gain
35:39
rapport.
35:40
So
35:40
if
35:41
I
35:41
call
35:41
you
35:41
and
35:41
you're
35:42
all
35:42
curmunji,
35:43
you
35:43
know,
35:43
curmudgee.
35:44
See,
35:44
now
35:45
I
35:45
got
35:45
words
35:45
I
35:45
can't
35:45
pronounce
35:47
and
35:48
you're
35:48
upset
35:49
or
35:49
you're
35:49
annoyed
35:49
or
35:49
whatever
35:50
the
35:50
case
35:50
may
35:50
be,
35:50
it
35:51
is
35:51
much
35:51
more
35:51
effective
35:52
to
35:52
label
35:53
the
35:53
emotion
35:53
than
35:54
it
35:54
is
35:54
to
35:54
try
35:54
to
35:54
push
35:55
through
35:55
it.
35:55
Jack,
35:56
man,
35:56
you
35:56
sound
35:56
annoyed.
35:57
Bunch
35:58
of
35:58
people
35:58
calling
35:58
you,
35:58
huh?
35:59
Man,
36:00
I'd
36:00
be
36:00
annoyed
36:00
as
36:00
well.
36:01
Yeah,
36:01
I'm
36:02
just
36:02
curious.
36:02
I
36:02
mean,
36:02
are
36:03
you
36:03
selling?
36:03
Right.
36:04
So
36:05
you
36:06
have
36:06
to
36:06
be
36:06
able
36:06
to
36:06
get
36:07
the
36:07
conversation
36:09
before,
36:09
you
36:09
know,
36:10
you
36:10
have
36:10
to
36:10
get
36:10
that
36:10
rapport
36:11
first
36:11
before
36:11
you
36:11
can
36:11
have
36:11
the
36:11
conversation.
36:12
Then,
36:13
well,
36:13
tell
36:14
me
36:14
more
36:14
about
36:14
what
36:14
you're
36:14
doing.
36:15
And
36:15
then
36:15
as
36:16
they
36:16
go
36:16
through
36:16
that
36:16
process
36:17
of
36:17
tell
36:17
me
36:17
more,
36:18
tell
36:18
me
36:18
more,
36:18
tell
36:19
me
36:19
more,
36:19
what
36:19
I'm
36:19
going
36:19
to
36:20
do
36:20
is
36:20
I'm
36:20
going
36:20
to
36:20
pivot
36:21
and
36:21
I'm
36:21
just
36:22
going
36:22
to
36:22
repeat
36:22
back
36:22
the
36:23
last
36:23
three
36:23
to
36:23
five
36:23
words
36:24
that
36:24
I
36:24
hear
36:24
with
36:25
from
36:25
you.
36:26
That's
36:26
the
36:26
demonstration
36:27
of
36:27
my
36:27
active
36:28
listening.
36:29
And
36:29
I'm
36:29
saying,
36:29
well,
36:30
so
36:32
whatever
36:32
sentence
36:33
you
36:33
say,
36:33
let's
36:33
say
36:33
you
36:34
said
36:34
a
36:34
sentence
36:35
like
36:35
I
36:35
want
36:35
to
36:36
reach
36:36
my
36:36
goals.
36:37
You
36:37
say,
36:37
oh,
36:37
so
36:38
you
36:38
want
36:38
to
36:38
reach
36:38
your
36:38
goals,
36:39
and
36:40
then
36:40
zip
36:40
it.
36:41
What's
36:41
going
36:41
to
36:41
naturally
36:42
happen?
36:42
Is
36:42
the
36:43
other
36:43
person
36:43
most
36:44
likely
36:44
going
36:45
to
36:45
fill
36:45
in
36:45
the
36:45
void
36:46
and
36:46
they'll
36:46
say
36:47
something
36:47
like,
36:47
well,
36:47
yeah,
36:47
I
36:48
want
36:48
to
36:48
reach
36:48
my
36:48
goals.
36:49
I've
36:49
been
36:49
trying
36:49
to
36:49
do
36:49
this
36:50
for
36:50
freaking
36:50
7
36:51
years
36:51
and
36:51
I
36:51
couldn't
36:52
get
36:52
it
36:52
done.
36:52
Couldn't
36:53
get
36:53
it
36:53
done.
36:54
No,
36:54
my
36:54
wife
36:55
wouldn't
36:55
let
36:55
me.
36:55
Oh,
36:55
geez,
36:56
your
36:56
wife
36:56
wouldn't
36:57
allow
36:57
me.
36:57
Let
36:58
you.
36:58
Right.
36:59
And
36:59
you,
36:59
you
36:59
just
36:59
repeat
37:00
back
37:00
their
37:00
words
37:01
and
37:01
it's
37:01
going
37:01
to
37:01
drive
37:01
the
37:02
conversation
37:02
direction
37:03
that
37:03
you
37:03
want.
37:04
When
37:04
the
37:04
direction
37:05
when
37:05
it
37:05
doesn't
37:06
continue,
37:06
that's
37:06
when
37:07
you
37:07
say,
37:07
well,
37:07
tell
37:07
me
37:07
more
37:08
about
37:08
that.
37:09
So
37:09
then
37:09
that's
37:10
going
37:10
to
37:10
drive
37:10
it
37:10
down.
37:12
Then
37:12
if
37:13
you
37:13
have
37:13
a
37:13
very
37:14
specific
37:14
question,
37:15
like
37:16
in
37:16
your
37:16
scenario
37:16
for
37:16
an
37:17
investor,
37:17
which
37:17
is,
37:18
what's
37:18
the
37:18
condition
37:19
of
37:19
your
37:19
property?
37:20
How
37:20
much
37:20
do
37:20
you
37:21
want
37:21
for
37:21
it?
37:22
What
37:22
improvements
37:22
have
37:23
you
37:23
done
37:23
to
37:23
it?
37:23
What's
37:24
your
37:24
financial
37:24
situation?
37:25
That
37:25
type
37:25
of
37:26
thing,
37:26
then
37:27
you
37:27
ask
37:27
a
37:27
specific
37:28
question.
37:29
When
37:29
I'm
37:29
doing
37:30
a
37:30
consultation
37:30
or
37:31
intake,
37:31
rather,
37:31
I
37:32
will
37:32
Maybe
37:33
it's
37:34
rare
37:34
for
37:34
me
37:34
to
37:34
even
37:34
ask
37:35
one
37:35
specific
37:35
question,
37:37
because
37:37
when
37:38
you
37:38
understand
37:38
how
37:38
to
37:39
communicate
37:39
and
37:39
you
37:39
understand
37:40
how
37:40
to
37:40
be
37:40
able
37:40
to
37:40
get
37:41
somebody
37:41
else
37:41
to
37:41
sort
37:42
of
37:42
share
37:43
with
37:43
you
37:43
what's
37:43
going
37:43
on,
37:44
rarely
37:45
do
37:45
you
37:45
have
37:45
to
37:45
say,
37:45
well,
37:46
how
37:46
many
37:46
bedrooms
37:46
is
37:46
it?
37:47
Right.
37:47
Most
37:48
likely
37:48
they're
37:48
going
37:48
to
37:49
share
37:49
that
37:49
with
37:49
you.
37:49
Sometimes
37:50
you
37:50
may
37:50
get
37:50
a
37:50
personality,
37:51
and
37:51
this
37:51
is
37:52
about
37:52
understanding
37:52
behavior.
37:53
A
37:53
very
37:53
dominant
37:54
personality,
37:55
a
37:55
very
37:55
direct
37:55
personality.
37:56
Maybe
37:57
they
37:57
talk
37:58
a
37:58
little
37:58
bit
37:58
cold,
37:59
right.
37:59
And
37:59
they're
37:59
just
37:59
like,
38:00
yes.
38:01
You
38:01
say
38:01
yes,
38:02
and
38:02
then,
38:02
you
38:02
know,
38:02
you
38:03
repeat
38:03
back
38:03
the
38:03
yes,
38:03
or
38:03
then
38:03
they
38:04
say
38:04
nothing.
38:04
Then
38:05
you
38:05
have
38:05
to.
38:05
Again,
38:05
just
38:06
like
38:06
what
38:06
I
38:06
said
38:06
is,
38:06
now
38:07
you
38:07
got
38:07
to
38:07
edit
38:07
your.
38:07
Your
38:08
approach.
38:08
And
38:08
so
38:08
now
38:09
I
38:09
may
38:10
have
38:10
to
38:10
ask
38:10
more
38:10
intentional
38:11
questions.
38:12
But
38:13
if
38:13
at
38:13
that
38:14
point
38:14
I'm
38:14
still
38:14
intending
38:15
to
38:15
get
38:15
that
38:15
person
38:16
who's
38:16
giving
38:16
me
38:16
short
38:16
answers
38:17
to
38:17
open
38:17
up.
38:17
Right.
38:18
And
38:18
to
38:18
be
38:18
able
38:18
to
38:19
do
38:19
that,
38:19
I
38:19
may
38:20
label
38:20
what
38:20
I'm.
38:21
What
38:21
I'm
38:21
hearing
38:21
as
38:21
well.
38:22
I
38:22
say,
38:22
well,
38:23
Jack,
38:23
it
38:24
sounds
38:24
to
38:24
me
38:24
like
38:25
you're
38:25
a
38:25
busy
38:25
man
38:27
and
38:27
you
38:27
just
38:27
want
38:27
to
38:27
get
38:27
to
38:27
the
38:28
point.
38:28
How
38:28
can.
38:28
How
38:29
do
38:29
I
38:29
need
38:29
to
38:29
know
38:29
to
38:29
be
38:30
able
38:30
to
38:30
get
38:30
to
38:30
that
38:30
point
38:30
as
38:31
quick
38:31
as
38:31
possible.
38:31
Right.
38:32
So
38:32
that's
38:33
the
38:33
way
38:33
that
38:33
you
38:33
can
38:33
open
38:33
up
38:34
somebody
38:34
who's
38:34
a
38:34
natural
38:35
behavior
38:35
of.
38:36
Yes.
38:36
No.
38:37
But
38:37
that's
38:37
only
38:38
about
38:38
10
38:38
or
38:38
15%
38:39
of
38:39
the
38:39
population.
38:39
Yeah.
38:40
You
38:40
know,
38:40
it
38:41
was
38:41
interesting
38:41
when
38:41
you
38:42
said,
38:42
when
38:42
you're
38:43
talking
38:43
to
38:43
somebody
38:43
and
38:44
you
38:44
might
38:44
even
38:44
call
38:44
them
38:45
out
38:45
on
38:45
their
38:46
emotion.
38:47
You
38:47
know,
38:47
that's
38:48
actually.
38:48
There's
38:48
been
38:48
a
38:49
few
38:49
times
38:49
now
38:49
that
38:49
that's
38:50
actually
38:50
how
38:50
I've
38:51
purchased
38:51
a
38:51
couple
38:52
houses,
38:53
is
38:53
that,
38:54
you
38:54
know,
38:54
when
38:54
we'll
38:55
send
38:55
out
38:55
direct
38:55
mail
38:56
and
38:56
I'll
38:56
get
38:56
these
38:57
phone
38:57
calls,
38:58
them
38:59
telling
39:00
us
39:00
to
39:00
screw
39:00
off
39:01
or
39:01
what
39:01
have
39:02
you,
39:02
and
39:02
they're
39:02
really
39:02
upset
39:03
that
39:04
they
39:04
even
39:04
received
39:04
this
39:05
postcard.
39:05
I
39:05
will
39:06
still
39:06
call
39:06
them
39:07
and
39:08
apologize.
39:09
Yeah.
39:10
And
39:11
one
39:11
thing
39:11
leads
39:12
to
39:12
another,
39:12
and
39:12
the
39:12
next
39:13
thing
39:13
you
39:13
know,
39:13
I'm
39:14
sending
39:14
my
39:14
partner
39:15
over
39:15
to
39:15
buy
39:15
their
39:15
house.
39:16
Right.
39:16
And
39:17
it's
39:17
because
39:17
it's.
39:17
It's.
39:18
It's.
39:19
They're
39:19
not
39:19
upset
39:20
against
39:20
you,
39:20
Jack,
39:21
when
39:21
that
39:21
happens.
39:21
And
39:21
you
39:22
know
39:22
this.
39:22
Right.
39:22
But
39:22
they're
39:23
not
39:23
upset
39:23
against
39:23
Jack.
39:24
They're
39:24
upset
39:24
about
39:24
the
39:25
situation.
39:26
And
39:26
that
39:26
situation
39:27
may
39:27
be
39:28
a
39:28
hundred
39:28
people
39:28
are
39:28
calling
39:29
me.
39:29
That
39:29
situation
39:29
may
39:30
be,
39:30
my
39:30
loved
39:30
one
39:31
just
39:31
passed
39:31
away.
39:32
That
39:32
situation
39:32
may
39:33
be,
39:33
I
39:33
can't
39:33
afford
39:34
my
39:34
mortgage.
39:35
But
39:35
in
39:35
your
39:35
scenario,
39:36
whatever
39:36
they're
39:37
experiencing,
39:37
it's
39:37
a
39:38
significant
39:38
experience.
39:40
And
39:40
so
39:40
they're
39:40
being,
39:41
for
39:41
the
39:41
lack
39:41
of
39:42
a
39:42
better
39:42
word,
39:42
mean
39:42
to
39:43
you,
39:44
because
39:44
of
39:45
the
39:45
scenario,
39:45
not
39:46
because
39:46
of
39:46
that.
39:46
You
39:47
provide
39:47
them
39:47
a
39:47
solution.
39:48
So
39:48
when
39:49
you,
39:49
when
39:49
you're
39:49
in
39:49
that
39:50
situation,
39:50
you
39:50
approach
39:51
it
39:51
from
39:51
a
39:51
very,
39:51
very
39:51
simple,
39:52
like,
39:52
man,
39:53
I
39:53
get
39:53
it,
39:54
I
39:54
get
39:54
it.
39:54
I'm
39:55
sorry.
39:56
Right.
39:56
I'm
39:57
sorry
39:57
to
39:57
know
39:57
that
39:58
your,
39:58
your,
39:58
your
39:58
wife
39:59
passed
39:59
away.
39:59
And
40:00
that
40:00
is
40:00
horrible.
40:01
And,
40:01
and
40:02
maybe
40:02
right
40:02
now
40:02
is
40:02
not
40:03
the
40:03
time
40:03
for
40:03
us
40:03
to
40:03
talk.
40:03
Or
40:04
maybe
40:04
it
40:04
is,
40:04
you
40:05
know,
40:05
And
40:05
I
40:05
want
40:05
to
40:05
be
40:05
very,
40:05
very
40:06
respectful
40:06
of
40:06
you.
40:07
Would
40:07
it
40:07
make
40:07
sense
40:07
for
40:08
us
40:08
to
40:08
talk
40:08
now
40:08
or,
40:09
or
40:09
should
40:09
we,
40:10
should
40:10
we
40:10
do
40:10
something
40:10
in
40:11
the
40:11
future?
40:12
Right.
40:12
So
40:12
you
40:12
also
40:13
have
40:13
to
40:13
be
40:13
respectful.
40:13
Right.
40:14
I'm
40:14
not
40:14
going
40:14
to
40:14
push
40:14
through
40:15
the
40:15
emotion.
40:16
My
40:16
goodness,
40:17
you're
40:17
talking
40:17
to
40:17
somebody
40:17
who
40:17
just
40:18
lost
40:18
his
40:18
wife.
40:18
Like,
40:19
that's,
40:19
that's
40:19
not
40:19
appropriate.
40:21
But
40:21
the
40:21
thing
40:21
about
40:22
that
40:22
is,
40:22
is
40:22
you
40:23
just
40:23
gain
40:23
the
40:23
trust.
40:24
And
40:24
you
40:24
also
40:24
identify
40:25
when
40:25
the
40:25
right
40:26
time
40:26
is.
40:27
And
40:27
now
40:27
you're
40:27
setting
40:28
yourself
40:28
up
40:28
for
40:28
success
40:29
to
40:29
follow
40:29
up
40:29
with
40:29
them
40:29
when
40:30
it's
40:30
appropriate.
40:31
And
40:31
guess
40:31
what?
40:32
Your
40:32
competitors
40:33
aren't
40:33
doing
40:33
that.
40:33
So
40:34
that
40:34
now
40:34
you're,
40:35
you're.
40:35
You're
40:35
one
40:35
of
40:36
one
40:36
rather
40:37
than
40:37
one
40:37
of
40:37
many
40:37
for
40:38
the
40:38
opportunity
40:38
to
40:38
be
40:38
able,
40:38
in
40:39
your
40:39
case,
40:39
to
40:40
take
40:40
that
40:40
acquisition.
40:41
Yeah.
40:41
I
40:42
would
40:42
imagine
40:42
that
40:42
most
40:43
people,
40:43
they
40:43
get
40:43
somebody
40:44
calling
40:44
in
40:44
upset
40:45
or
40:45
leaving
40:45
a
40:46
nasty
40:46
voicemail.
40:47
They
40:47
don't
40:48
while
40:48
they're
40:48
calling
40:48
it
40:48
back.
40:49
I
40:49
got
40:49
one
40:50
last
40:50
night,
40:50
so
40:51
I,
40:51
I
40:51
got
40:51
a
40:52
text
40:52
1:00
40:52
clock
40:53
last
40:53
night.
40:53
Somebody
40:53
that.
40:54
We
40:55
made
40:55
a
40:55
mistake.
40:55
All
40:56
right?
40:56
And,
40:56
and
40:57
I
40:57
think
40:57
that
40:58
the,
40:58
the
40:58
way
40:58
the
40:58
guy
40:59
received
40:59
it
40:59
was,
40:59
was
41:00
not,
41:00
you
41:00
know,
41:00
I
41:01
think
41:01
there
41:01
was
41:01
other
41:01
things
41:01
going
41:02
on.
41:02
Everybody's
41:02
like,
41:02
hey,
41:02
I'm
41:03
going
41:03
to
41:03
hire
41:03
somebody
41:03
else
41:04
because
41:04
you
41:04
made
41:04
this
41:05
mistake.
41:05
And
41:05
I
41:05
called
41:06
him
41:06
this
41:06
morning
41:06
and
41:07
he
41:07
didn't
41:07
hire
41:07
me.
41:07
That's
41:08
okay.
41:08
Right?
41:08
But
41:08
I
41:08
called
41:08
him
41:09
this
41:09
morning,
41:09
said,
41:09
hey,
41:09
you
41:09
know
41:09
what?
41:09
You're
41:10
right.
41:11
And
41:11
thank
41:11
you
41:12
for
41:12
letting
41:12
me
41:13
know
41:13
that.
41:13
I
41:13
really
41:14
appreciate
41:14
it.
41:14
I
41:15
would
41:15
feel
41:15
the
41:15
same
41:15
way
41:15
if
41:15
I
41:16
were
41:16
you.
41:16
Now,
41:16
if
41:16
you
41:17
end
41:17
up
41:17
deciding
41:17
in
41:17
the
41:18
future
41:18
to
41:18
be
41:18
able,
41:20
consider
41:20
me
41:20
again.
41:21
I
41:21
recognize
41:21
I've
41:22
lost
41:22
your
41:22
trust.
41:23
I
41:23
recognize
41:24
that
41:24
I
41:25
have
41:25
no
41:25
right
41:25
for
41:25
you
41:26
to
41:26
trust
41:26
me
41:26
at
41:26
all.
41:26
I
41:27
get
41:27
it.
41:28
Right.
41:28
And
41:28
I'm
41:29
going
41:29
to
41:29
honestly
41:29
say
41:29
you're
41:29
completely
41:30
right.
41:30
Just
41:31
consider
41:31
me
41:31
for
41:31
the
41:31
future
41:31
if
41:32
it's
41:32
appropriate.
41:33
And
41:33
that's
41:33
the
41:33
way
41:33
I
41:34
left
41:34
it.
41:34
And
41:34
that's
41:35
the
41:35
conversation
41:35
I
41:35
had
41:35
earlier
41:36
today
41:36
from
41:36
the
41:36
text
41:36
from
41:37
last
41:37
night.
41:37
And
41:38
that
41:38
one
41:38
didn't
41:39
go
41:39
in
41:39
a
41:39
further
41:39
direction,
41:40
but
41:40
sometimes
41:41
it
41:41
will.
41:44
What
41:44
I
41:44
do
41:44
know
41:44
is
41:45
if
41:45
I
41:45
don't
41:45
make
41:45
the
41:45
call,
41:46
I
41:46
know
41:46
I'm
41:47
not
41:47
getting
41:47
the
41:47
opportunity
41:48
100%
41:48
in
41:49
that
41:49
case.
41:49
Well,
41:50
Dan,
41:50
this
41:50
has
41:51
been
41:51
a
41:51
great
41:51
conversation.
41:52
Before
41:52
we
41:53
jump
41:53
into
41:53
the
41:53
rapid
41:53
fire
41:54
and
41:54
start
41:54
to
41:54
close
41:54
out
41:55
this
41:55
episode,
41:55
is
41:55
there
41:56
anything
41:56
else
41:56
we
41:56
should
41:56
have
41:56
tried
41:57
to
41:57
hit
41:57
on?
41:57
I
41:57
want
41:58
to
41:58
make
41:58
sure
41:58
that
41:58
your
41:59
audience,
41:59
you
41:59
know,
41:59
we
41:59
go
42:00
back
42:00
to
42:00
the
42:00
four
42:01
pillars
42:01
of
42:01
business
42:01
and
42:02
the
42:02
belief
42:02
is
42:02
really
42:03
a
42:03
foundational.
42:04
And
42:05
so
42:05
for
42:05
people
42:05
to
42:06
be
42:06
able
42:06
to
42:07
understand
42:09
that
42:09
you
42:10
have
42:10
the
42:10
power
42:11
within
42:11
you
42:12
to
42:12
be
42:13
able
42:13
to
42:13
achieve
42:14
whatever
42:14
it
42:14
is
42:14
that
42:15
you
42:15
want
42:15
to
42:15
achieve.
42:16
And
42:17
you
42:17
have
42:17
a
42:17
choice
42:18
right
42:18
now.
42:19
You
42:19
can
42:19
listen
42:19
to
42:20
those
42:20
words
42:20
that
42:20
I
42:20
just
42:21
said
42:21
and
42:21
believe
42:21
them.
42:22
You
42:23
can
42:23
listen
42:23
to
42:23
that
42:23
drunk
42:24
monkey
42:24
that's
42:24
saying
42:25
things
42:25
that
42:26
are
42:26
causing
42:27
you
42:27
to
42:27
have
42:27
negative
42:28
thoughts.
42:28
And
42:29
both
42:29
of
42:29
those
42:29
cost
42:30
just
42:30
as
42:30
much
42:30
energy.
42:31
One
42:31
doesn't
42:31
cost
42:32
you
42:32
more
42:32
energy
42:32
to
42:33
say
42:33
I
42:33
can't
42:33
do
42:33
this
42:33
than
42:34
to
42:34
say
42:34
I
42:34
can
42:34
do
42:34
this.
42:36
So
42:36
a
42:36
starting
42:36
point
42:37
is
42:38
I
42:38
can
42:39
do
42:39
this.
42:39
If
42:40
it
42:40
takes
42:40
me
42:40
just
42:40
as
42:41
much
42:41
energy
42:41
go
42:41
that
42:41
direction
42:42
than
42:42
the
42:42
other,
42:43
then
42:43
go
42:44
in
42:44
that
42:44
direction.
42:45
The
42:45
next
42:45
piece
42:46
of
42:46
that
42:46
is,
42:46
well,
42:47
now,
42:47
I
42:47
don't
42:47
know
42:47
how.
42:48
I've
42:48
already
42:49
mentioned
42:49
how
42:50
find
42:50
somebody
42:51
who,
42:51
when
42:51
you
42:51
look
42:52
in
42:52
the
42:52
mirrors
42:52
looking
42:52
back
42:53
at
42:53
you,
42:53
looks
42:53
a
42:53
lot
42:54
like
42:54
you.
42:54
Same
42:54
age,
42:55
same
42:55
culture,
42:55
same
42:56
everything.
42:57
Because
42:57
that
42:57
gets
42:58
rid
42:58
of
42:58
a
42:58
lot
42:59
of
42:59
like,
42:59
victimhood,
43:00
a
43:01
lot
43:01
of
43:01
like,
43:01
yeah,
43:02
he
43:02
could
43:02
do
43:02
that
43:02
because
43:03
he
43:03
is
43:04
an
43:04
American
43:05
or
43:05
he's
43:06
a
43:06
man
43:06
or
43:07
he's
43:07
white
43:08
or
43:08
he's
43:08
blue
43:08
or
43:09
whatever
43:09
the
43:09
case
43:09
may
43:10
be,
43:10
it
43:11
gets
43:11
rid
43:11
of
43:11
that.
43:11
So
43:12
look
43:12
at
43:12
yourself
43:12
in
43:12
the
43:12
mirror
43:13
of
43:13
somebody
43:13
else
43:13
that's
43:14
done
43:14
what
43:14
you
43:14
want
43:14
to
43:15
do.
43:15
And
43:15
guess
43:16
what?
43:16
You
43:16
just
43:16
found
43:16
evidence
43:17
that
43:17
can
43:17
be
43:17
done.
43:18
Now
43:19
study
43:19
that
43:19
person
43:20
and
43:20
do
43:20
whatever
43:20
the
43:20
heck
43:21
they've
43:21
done.
43:21
Well,
43:21
Dan,
43:22
remind
43:22
everybody
43:23
one
43:23
more
43:23
time
43:23
teachtosellbook.com
43:26
Clickable
43:26
link
43:26
in
43:27
the
43:27
show
43:27
notes.
43:27
But
43:27
if
43:27
you're
43:28
ready,
43:28
Dan,
43:28
we'll
43:29
jump
43:29
into
43:29
the
43:30
rapid
43:30
fire
43:30
and
43:31
close
43:31
out
43:31
this
43:31
episode.
43:31
Let's
43:31
do
43:31
it.
43:32
What
43:32
lie
43:32
do
43:33
real
43:33
estate
43:33
investors
43:33
often
43:34
tell
43:34
themselves
43:35
it
43:35
can't
43:35
be
43:35
done?
43:36
If
43:36
you
43:36
could
43:36
go
43:36
back
43:36
in
43:37
time
43:37
and
43:37
give
43:38
yourself
43:38
one
43:38
piece
43:39
of
43:39
advice,
43:39
what
43:40
would
43:40
it
43:40
be?
43:40
Depending
43:41
on
43:41
how
43:41
far
43:41
I
43:41
go
43:42
back
43:42
in
43:42
time,
43:43
it
43:43
would
43:43
be
43:44
that
43:44
you
43:45
have
43:45
the
43:45
right
43:45
to
43:46
be
43:46
happy,
43:47
you
43:47
have
43:47
the
43:48
right
43:48
to
43:48
be
43:48
loved,
43:49
you
43:50
have
43:50
the
43:50
right
43:50
to
43:50
love
43:50
others,
43:52
you
43:52
have
43:52
the
43:52
right
43:52
to
43:52
be
43:53
grateful.
43:53
Make
43:54
good
43:54
choices,
43:55
and
43:56
you
43:56
have
43:56
the
43:57
right
43:57
to
43:57
be
43:57
able
43:57
to
43:58
help.
43:58
Do
43:59
you
43:59
have
43:59
a
43:59
book
43:59
recommendation
44:00
or
44:00
what
44:01
are
44:01
you
44:01
reading
44:01
right
44:01
now?
44:03
My
44:03
all
44:04
time
44:04
favorite
44:05
book
44:05
is
44:06
Think
44:06
and
44:06
Grow
44:06
Rich
44:07
by
44:07
Napoleon
44:07
Hill.
44:08
And
44:08
I
44:09
am
44:09
pretty
44:10
consistently
44:10
reading
44:11
three
44:11
to
44:11
five
44:11
books
44:12
at
44:12
a
44:12
time
44:13
and
44:14
What
44:14
I
44:14
am
44:14
reading
44:15
right
44:15
now
44:15
is
44:16
I
44:16
will
44:16
tell
44:16
you
44:16
one
44:17
second.
44:17
I
44:17
know
44:17
this
44:17
is
44:18
rapid
44:18
fire
44:19
and
44:19
I
44:19
am
44:20
filling
44:20
in
44:20
a
44:20
void
44:21
of
44:21
time
44:21
during
44:21
our
44:22
rapid
44:22
fire
44:22
session
44:23
to
44:23
honor.
44:24
I'm
44:24
reading
44:24
Flip
44:24
the
44:25
Switch
44:25
right
44:25
now
44:25
is
44:26
one
44:26
of
44:26
the
44:26
books
44:26
that
44:26
I'm
44:26
reading
44:27
by
44:27
coach
44:27
Michael
44:27
Burke,
44:28
who's
44:29
a
44:29
friend
44:29
of
44:29
mine
44:29
and
44:30
he
44:30
wrote
44:30
a
44:30
great
44:30
book
44:30
there.
44:31
Flip
44:31
the
44:31
Switch.
44:32
And
44:32
then
44:32
finally,
44:33
what
44:33
single
44:33
process
44:34
or
44:34
tool
44:35
have
44:35
you
44:35
implemented
44:36
that
44:36
has
44:36
had
44:36
the
44:36
biggest
44:37
time
44:37
saving
44:37
impact
44:38
systems
44:39
over
44:39
people.
44:40
But
44:40
systems
44:41
can't
44:41
do
44:41
what
44:41
people
44:42
can
44:42
do.
44:43
And
44:43
so
44:44
when
44:44
you're,
44:44
when
44:44
you're
44:45
considering
44:45
as
44:46
my
44:46
philosophy
44:46
is,
44:47
is
44:47
there
44:47
a
44:48
system
44:48
that
44:48
can
44:48
be
44:49
able
44:49
to
44:49
take
44:50
this
44:50
task
44:51
so
44:51
that
44:51
it's
44:51
predictable?
44:53
Because
44:53
I
44:53
know
44:53
a
44:54
system
44:54
I
44:54
can
44:54
take
44:55
AI,
44:55
I
44:55
could
44:55
take
44:56
a
44:56
CRM.
44:56
I
44:57
use
44:57
go
44:57
high
44:57
level,
44:58
whatever
44:58
you
44:58
want
44:58
to
44:58
do.
44:59
I
44:59
could
44:59
set
45:00
that
45:00
up
45:00
so
45:00
that
45:01
the
45:01
same
45:01
thing
45:01
happens
45:02
every
45:02
single
45:02
time.
45:03
But
45:04
then
45:04
I
45:04
also
45:04
need
45:05
talented
45:05
people
45:06
to
45:06
be
45:06
able
45:06
to
45:06
then
45:07
make
45:07
decisions
45:08
and
45:09
to
45:09
guide
45:09
the
45:09
systems
45:10
to
45:10
be
45:10
able
45:10
to
45:10
be
45:10
effective.
45:11
Well,
45:11
Dan,
45:11
this
45:12
was
45:12
just
45:12
fantastic.
45:13
One
45:14
more
45:14
time.
45:14
It
45:14
is
45:15
teachtosellbook.com
45:17
Clickable
45:17
link
45:17
in
45:17
the
45:18
show
45:18
notes
45:19
but
45:19
really
45:19
great
45:19
to
45:20
meet
45:20
you
45:20
and
45:20
I
45:20
hope
45:20
you
45:20
consider
45:21
coming
45:21
back.
45:22
Thank
45:22
you.
45:22
J.