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The Hidden Pattern That Keeps Talented People Trapped In Average Jobs · The Hannah Hammond Show

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If I came to you and said, hey, I'm making $1,000,000 a year and
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I want to make 10 million or 100 million a year, what does that
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conversation look like? First thing I'd say is you're
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delusional and then have to say, well, what do you mean
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delusional? I said, well, how good are you
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at being delusional? We're going to have to get good
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at lying to ourselves. Most people don't realize that
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if in order to be somebody that makes 10, twenty, $30 million a
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year, you said, oh, I make $30 million a year, you'd be lying.
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An affirmation would be a lie. In order to get into that
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delusion, I would sit down and I would really help you build
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what's called stability of your next step.
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What I mean by that is mass, massive action typically leads
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to massive burnout. You go to an event, you get
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fired up and they say, oh, take massive action.
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You go out there, I'm going to go make a bunch of calls.
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I'm going to push myself. You're going to burnout.
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What I want you to do is I want you to get to that next step,
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whatever that is, and I want to build stability from there.
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So I would work with that person.
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So listen. Welcome back to the Hannah
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Hammond Show. I'm here today with my friend
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Michael Burnoff, who is the founder and president of Human
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Communications Institute. And he has dedicated his past,
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pretty much your whole life, but definitely over the past 20
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years to helping people breakthrough the chains of
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mediocrity and getting through being average because average
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sucks. And you're the author of a book,
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Average Sucks. And you have a podcast called
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Average Sucks, right? Yeah.
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So I love this because I hate mediocrity.
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I hate average. And I'm always striving to reach
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our highest potential and help other people do the same.
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Like that's the mission that I'm on.
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So excited for our conversation to today and thanks for coming
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on the show. Thrilled to be here, thrilled to
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be here, super excited about it. And when you asked me to be on,
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I'm like, you're my people. I cannot wait, cannot wait to
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share with everybody. Yeah, it's and it's been cool to
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see you speak. We we met each other through
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genius network run by Joe Polish, one of the masterminds
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that we're in 100K group. And you know, I've seen you
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speak and you just always have such an energy about you, You
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know, like you can't not pay attention to you when you're
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speaking. And most speakers, you just, you
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have to convince yourself to pay attention and try to keep
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yourself in, but you just, you just own the room.
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And so I'm excited to hear kind of some of your strategies on
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persuasion and influence and showing up confident and
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creating the world that you want to create.
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And I know I would love to, to hear your background, but it
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sounds like you didn't, you weren't born with any like
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special, like with growing up that you, you weren't like this
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amazing athlete or this amazing genius or like any of these
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things. And so, like, what would what do
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we have to understand about your early years to to know why being
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average became such an important thing to you rather not being?
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Not being, not being average. So being average is never, never
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an important thing. It's part of my life.
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So I really wish I had a good story.
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I mean, most guests come on, they tell you this like tragic
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story of like what happened when they were a kid and they got
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through this thing. Or my dad was like my dad was
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Steve Wynn or my dad was, you know, Bill Bill Gates or
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something like that. My dad was, you know, Steve
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Jobs. I had what I believe a really
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big challenge that most people don't even realize they have.
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I grew up in the born in the 70s, grew up in the 80s and I
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grew up very, very middle class in New Jersey.
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And I never understood what those people did to get the
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things they had because every single person around me was
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about the same. They had about the same amount
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of money they made their they had parents had 1 1/2 cars, 2
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cars. They lived in a nice house that
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a white picket fence. And I would literally say my
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parents, how do those people even get a Lexus?
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Because we had a Buick LeSabre. Do you know what that is?
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It's a boat. It's a boat car.
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I mean, it's it's very practical middle class car.
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And I would say, mom, where do these people get these cars
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from? My parents would say they work
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hard, they're business owners and they're good people.
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And that is literally the only advice I got.
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And I struggled most of my life because I could not figure out
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how to get the things other people had.
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And it drove me nuts until, you know, one day I figured out they
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were doing something different. Yeah.
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What were you just seeing those things on TV or were you seeing
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it in school? There was like the wealthy part,
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you know, the wealthy people, and there was the people on the
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other side of the tracks. Or did.
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You grow up out here. Yeah.
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OK, so you got like rich people in Scottsdale.
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Yeah, I was in the middle of, I saw like the other side of the
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tracks, you know, the South Phoenix people and then the
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Paradise Valley people. So streams.
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So I'm from New Jersey so I lived in Rockaway NJ.
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This like like what I mean by middle class, I'm talking like
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literally something out of a movie.
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Like if you watched Goonies or any these movies like little
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teeny middle class community. And we would drive to the short
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Hills Mall where the rich people lived.
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And I remember I was in valet there once the Sultan of Brunei
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came in, closed down the mall. They had closed down the mall
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for hours. He parked all his cars up front,
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went in there, but all of his people or whatever you call them
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and they went and bought a bunch of stuff.
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And I remember saying my parents like, how do they do this?
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There's always like that one or two rich kids like in our
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school, their dad was probably do what you did was in the real
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estate world, the investing world, or maybe a dad worked for
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pharmaceutical company, might have as an engineer.
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My mom was a teacher and I'd see them and I'd go, man, how do
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they do that? And I just was told they're
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business owners, they work hard, they just do things different.
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But I never figured it out. So there's a few of them around,
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but I never thought I could do it.
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I just thought that was them. This is me, this is my life,
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this is their life. Yeah.
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And so did you at that point decide that you want to be a
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business owner or what were you like growing up?
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Yeah, so I I was very shy. I know you talk about how
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confident when I walk in a room, but I was painfully shy.
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I don't know where that came from, but I was very shy when I
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was a kid. And I remember literally
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deciding like for my life, I would see people like someone
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would date the girl that I would like to date and I'd be like,
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oh, OK, well that's for them and someone to make the team.
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And I just would opt out like of I'll be on the second line of
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the team. I played ice hockey my whole
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life. I never thought I could be
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really great. I just let them be great.
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And I was pretty shy as a kid and it wasn't until I got out of
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the environment I was in, I, I had this lady had really screwed
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up. I had ADD as a kid and I
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couldn't really pay attention much.
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My parents hired this guidance counselor and they said we've
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got the perfect school to send your kid to.
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And my parents, where is it? They said they got all this
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extra programs. It's going to be absolutely
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amazing. And they sent me away insecure,
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but I don't think I did business.
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That's a whole another story I'll talk about later, but
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insecure await Arizona to college.
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And they actually sent me to the wrong school.
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I was supposed to go to University of Arizona and I
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didn't realize to my second or third year, they sent me to
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Arizona State at the number one party school in the world.
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So here's an insecure kid. Now I got around wealthy,
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successful or parents that were successful people.
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And that is the first time I really saw people that did huge
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things. That's when I wanted to go into
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business. OK, cool.
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And that was when you were at ASU in college.
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Yeah, they didn't let me in the Business School because somebody
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wasn't smart enough. Well, you study communications.
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No, they, I wish I could have like I wasn't smart enough to
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get into the school. They, my grades were horrible.
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So I got in. I talked to Robert Kiyosaki
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about this. Our combined GPA might have been
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a four point O between us. I went down to the Business
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School and literally they laughed at me and I've been back
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to the school. I've spoken there three times.
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They paid me to speak there to the four point O GPA freshman,
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but they wouldn't let me into the Business School.
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So I did the next best thing. I got a degree in
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interdisciplinary studies, which was a minor in communication and
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a minor in tourism. And just to get a degree and get
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out. Yeah.
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So when did you realize that you had a gift for influencing
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people and like, you know, how did that stem into what you do?
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I mean, you've you've coached UFC fighters before they get on
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stage to fight. You've coached entrepreneurs,
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the founders that are trying to make billion dollar decisions
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like all these massive people. So how did you get?
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From Jake Paul with mindset prior to him getting to boxing
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so like a guy through Joe I met he hired me to going up to
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Calabasas worked with him. He was working on the personal
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stuff. I can't get into too much of
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that, but he was working on some stuff and literally worked on
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mindset and then boom months later he's boxing.
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So we've done it all. I have no therapy degree.
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I failed psych one O 1 three times.
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This is where the change came in.
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I was in my fraternity house in college and this guy came in to
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the fraternity house guys, I think it's Ryan Wood and he came
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in and he was good friends. The guy named Jake Plummer and
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Pat Tillman and they played ASU football back in the day.
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And he goes, do you want to get into our direct sales company?
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And it was selling phone cards back in the day.
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And I struggled to be good at this.
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But I found when I was there, personal development.
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I've never seen personal development before.
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So I found how to want friends and influence people thinking
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grow rich. So I was introduced to how I've
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been thinking this stuff my whole life, but I never could
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find like how to actually get it to work.
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So these guys got me into, I failed miserably at the
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business, but I found personal development and that was how I
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really got started in business. And what what, how is your
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approach different than traditional personal
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development? Like what exactly is it that you
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do and the methodologies that you teach to help people
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breakthrough mediocrity and and create what they want in their
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life? So here's what I believe.
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I look at people, there's like two groups of people.
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I believe there's a group of people that are extremely,
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extremely, absolutely, 100%, they're way too talented to be
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getting the results that they're currently getting and they're
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not happy with that. And those people I work with,
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the ones that are absolutely happy with where they're at, I
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don't work with those crowd. And what I've learned is these
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people are willing to work hard. They're driven.
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They're doing what they need to do.
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They don't need to work any harder.
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They don't need to be anymore driven.
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What they need to do is do up two very simple things
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differently. They don't need to change their
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mindset. They need to change how they
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think about what they think about and #2 is the way they use
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their words. Because what I found is the guy
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that got the girl in high school, he used words on himself
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and with others different. The person that closes the deal,
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they use words different and they think about life very, very
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different. So when I asked you earlier
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about the guest you had on in there, you mentioned people,
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$500 million exits, billion dollar brands, all that stuff.
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Every one of these people think different and they communicate
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different. So I focus on words because I
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think it's the fastest thing for anybody to change is when your
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words change, your life changes. Yeah, it's like a script.
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And what can you share us, like give us real world?
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You've actually mentioned trigger words, right?
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Wow. You can say a word that
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literally changes somebody's state within minutes.
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So what's an example of a trigger word that can change
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someone's state? Super.
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Quickly, so let's say we're dealing with someone that's got
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a difficult situation going on. You got a friend that's going
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through a divorce, someone's got a they, they've got a hard deal
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going on. This is difficult, this thing
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that's happening. It's amazing how many of us will
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respond to people in a way that we don't realize we're just
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we're not serving them correctly.
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So that's a quick story. I had a lady I was in, I was in
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Utah getting ready for a speaking engagement.
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I had a couple thousand people at the Convention Center I was
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speaking at a few years ago. And I went to dinner the night
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before. I was like to disappear the
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night before and do my own thing.
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And I'm out to dinner and this lady in Utah falls out of a bar
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almost like stumbling drunk, about 60 years old.
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And I'm thinking, well, what's wrong?
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And her friend goes, oh, no, don't worry about her, she's OK.
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She's going through a divorce. And she literally looks at me.
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She goes, my divorce is so hard. And instantly I stared at her.
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I said actually divorce is not hard.
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And she paused, almost sobered up.
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I said it's harder than you'd like it to be.
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See, most people fail in life because they say things like
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sales is hard versus it's harder than I'd like it to be.
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See, the way the unconscious mind works is or the mind works
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is when something's hard, we avoid it.
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When it's harder than I'd like it to be, it presupposes it can
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and will get better. So this works for sales, it
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works for business and everything.
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So we want to have a language that a solution based, not
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problem based. And most people say investing is
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hard, and I would look at them and say it's not.
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It's actually harder than you'd like it to be because it's new
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to you. And most people don't realize 1
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script is impossible and the other script is possibility.
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Yeah. Your mindset is everything you
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know. It's just like if you what the
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language you tell yourself, it impacts everything in your life
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so dramatically because it it becomes your reality.
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And just like the book think and grow rich, right?
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As if you, you know, people who think that they can create
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whatever they want to create at least have the capacity to
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actually do that. But if you think you can't, you
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can't. And I was on the school of Hard
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Knocks. He interviewed me and he's like,
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what's, you know, one piece of advice that you would give to
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the younger generation or the best piece of advice you ever
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heard? And I said, whether you think
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you can or you think you can't, you're right.
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And it's like, I don't have anything special that other
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people have. Like I, I wasn't born with this
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crazy gift or these wealthy parents or in this environment
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with a ton of opportunity, but I just always thought that I could
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do it and I would just find a way.
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And I'm just, I just think bigger and bigger and bigger.
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And then as you start to elevate your accomplishments, whether
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it's health, finances, relationships, whatever that is
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in, in that area, you start to surround and you start to
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elevate yourself and surround yourself with people who have
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accomplished more to more than you like, for instance,
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masterminds, right? Then you start to understand,
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Oh, I'm still thinking kind of small and like these people are
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thinking bigger. And it just continues to make
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you think bigger and bigger, bigger.
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But if you keep yourself in a environment of limited thinking
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and limiting beliefs. And that's where a lot of this
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self love and compassion and things has been so important to
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me is because if you think I'm not good enough, I'm unworthy, I
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can't do it. I don't have the money, I don't
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have. Like whatever that becomes, part
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of that becomes your reality. Yeah, I think the big, the
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biggest, there's really the biggest limit of beliefs.
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I've seen people stopping them from getting what they want are
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like 2 very simple things. One is people say, I know what
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I'm doing and I know how to do it.
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As soon as someone says I know how to do it, I don't believe
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them because if they knew how to do it, they are to be doing it.
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They might know what it looks like.
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They don't know how to get themselves to actually do it.
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And the second thing is, if somebody just says, you know
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very, very simply that if I just keep on working, one day I'll
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get there. This is one of the saddest
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things I've seen is that most people don't realize they're
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operating from what was a good idea 3 to 5 to 10 years ago.
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So most people's lives are a really good idea 10 years ago.
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It's just you forgot to upgrade yourself.
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That's the challenge people run into.
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How do you audit yourself to upgrade yourself?
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And especially in a world like right now where you know the AI
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revolution and everything's changing rapidly.
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So how do you audit yourself to upgrade and make sure that
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you're really operating in the direction of your true north for
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where you want to go and you're doing the right things and
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you're not just scaling the right map mount of scaling the
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wrong mountain? Because I remember one of my
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mentors, he told me, Hannah, if you're going to climb the
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ladder, make sure it's up the right wall.
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A. 100% And I think a lot of people there, they are plan of
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what they're doing in their life had a lot to do with what a
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problem they had in the past. They were looking to get over
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some insecurity or some problem in the past.
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They just wanted to earn money. They just said hey, I'm going to
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go to business, like what do I want to do and make a lot of
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money. And they didn't think any of it
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through and they built an entire plan that gives them no
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lifestyle, no life, anything. They're just have money or maybe
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they don't or they had a certain amount of money that they
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wanted. So I guess the real question is
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like, who's making the decisions in your life?
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I was on a show a few years back.
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I don't know. Do you know Brad Costanzo?
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Do you know Brad? I was, I was on a show and he
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basically asked me this question.
14:35
He said he asked me something. I said, I said, Brad, let me ask
14:38
a question. You're 40 years old.
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What can a 40 year old man with a with a beautiful wife and guys
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travel the world does real well. What can that guy do?
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And he goes, I don't talk to that guy much.
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And I realized most of us made a decision 5 or 10 years ago and
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we've never actually checked in with the person we are today.
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Like, what have I actually accomplished?
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Where am I now based on where I'm at right now?
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What do I want next? When we audit ourselves, one of
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the first questions you got to ask yourself is where am I
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actually at now? And then make your decisions
15:03
from where you currently are, because most people's investment
15:06
plans are based on, got it, here's the amount of money I
15:08
want. But based on having millions in
15:10
the bank or hundreds of thousands in the bank, what can
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you now do? Not what you could do when you
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were broke. What could you do now with what
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you have? And we would make different
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decisions. So there's nothing wrong with
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not starting over adding to your current plan.
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Yeah, Yeah. I think that recalibration is so
15:27
important and you know, I've if you don't, I mean, how important
15:31
is goal saying do you do? Do you write down your goals or?
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The question. Like one year, three-year, five
15:37
year tenure type goals. Or do you kind of just like what
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drives you and how are you, what are you auditing against?
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Because for me, I have a true North playbook.
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I have 50 pages I've written out for exactly everything that I
15:47
want to create in my life. It's impressive.
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You should do that. That works for you, correct?
15:50
Yeah, yeah, no, I love it and I've read it, You know, I read
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it probably not enough, but I read it once or twice a year and
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I adjust it and change it and add to it.
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And I have my values in it. I have my metrics, I have how I
16:01
feel, the experiences I want to create, the type of people I
16:05
want to be around, the type of team I want to work with, the
16:08
type of clients I want to serve. Like it's very, very, very
16:10
detailed. And then I have my my one year,
16:13
my three-year and my five year goals in each of my different
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areas too. So I'm like very much
16:17
intentional about that. And then I usually do a daily
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recalibration, like a daily win review on what's working, what
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isn't working, and what needs. To change, you're a process
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person. Yeah, I'm an industrial
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engineer. Yeah, it's like, and one of them
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mistakes people will make because I, I get people with a
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listen to a show like this and afterwards they need therapy for
16:32
me. They're like, OK, I tried what
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Hannah did and it didn't work. And when you have the engineer,
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my dad's an aerospace engineer, my dad would do all of that.
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I in life, you either become like your parents would go the
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opposite way. I'm more of a quick start, like
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a spontaneous, like just go type person.
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So I do set goals. I have targets of things that
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I'm aiming at. I base a lot off of four very
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simple things like Einstein's EMEM C ^2 or whatever it is.
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I base everything off emotional. Yeah, but I, I changed it and I
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made it EMCC, which is emotional, mental confidence and
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communication. So I look at my life and go
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where am I emotionally? Where am I mentally?
17:06
Where's my confidence? How am I communicating with the
17:08
people in my life? Because I've realized that if
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I'm not getting the things that I want, there is a way that I'm
17:12
communicating with either the world, myself, or other people
17:16
that is making it respond to me in the way that it is.
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So if people are not buying for me right now, there's a way that
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I'm communicating a message I'm sending.
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If I'm not getting myself to train correctly or exercise, I
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will literally audit a word and I'll say, I hate working out,
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but I like training. I like training because work out
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to me is something I can't stand doing.
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I don't want to do, but training works.
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So I will audit my language. I'll audit my communication.
17:38
So daily, almost by the minute, I'm literally auditing how what
17:43
I'm saying is impacting my life in the life of people around me.
17:45
So that's how I audit my day-to-day when it comes to goal
17:49
stuff, I have targets of things. I have business goals and I also
17:52
have investment goals because years ago I had a lady about 20
17:54
years ago sat me down. She goes, you need to build a
17:56
money machine investment portfolio that is bigger than
17:58
anything your business can do. And I thank God I met Sally came
18:02
to my life and help me with that because she got me to set that
18:04
up. And that thing allows me to then
18:06
take the risks in my business and do the things I need.
18:08
So I have this thing that is so perfect over here, always adding
18:11
to that. But my business is I've got
18:14
different metrics all the time. So I don't know if that's the
18:16
ADD answer. I don't do what you do, but I
18:18
have my own version of auditing me and I do it in real time.
18:20
Yeah, no, I like that I'm not perfectly structured.
18:23
Like that your sounds amazing. I there's there's a group of
18:25
people that would like like that is perfect for.
18:27
Yeah, and I'm, I'm a weird left brain and right brain, like I'm
18:31
an engineer, but I'm also a quick start, OK, visionary.
18:34
Perfect combination. Yeah, so it's nice, but I
18:36
sometimes, depending on life and what's going on and what had I
18:39
put on, I kind of am more one or more the other, right?
18:42
So I'm not perfectly systemized and structured.
18:45
I'm actually not like my closet is messy, right?
18:47
You know, really. Deep, but you know everything
18:49
is. Yeah.
18:51
See, I'm messy. I mean, no, I don't, but I know
18:52
everything is so like my wife would walk in and go how how do
18:55
you operate on this? Like you don't understand
18:56
underneath that third envelope with that, with this Sharpie on
19:00
it is the tax form that we're going to need in three months.
19:02
I know if anyone, if anyone claimed my desk, I am.
19:05
So my memory is autographic. I memorize everything I hear and
19:09
then I know where everything is. And if one little thing is out
19:11
of place, I know. So I'm very organized.
19:13
I'm just not interested in structure.
19:15
Yeah, because like, I can't even stand in the line.
19:17
Like I go to Disney with the family.
19:19
I got to buy the $8000 tour. I cannot stand in a line.
19:22
I can't either. Oh, it's horrible.
19:24
Yeah, I've I've the ADD ADHDI was diagnosed with all that
19:27
very. Young, good for you.
19:28
I call it a dynamic disorder. Yeah, exactly.
19:32
I mean, there's everybody has issues and they just want to
19:35
sell prescriptions in my opinion, but we'd.
19:37
Go in that conversation if you want too, but yes, I agree.
19:40
Yeah, screwed. Me up.
19:41
I was on all that meds. They put me out everything.
19:43
Oh, me too. They put me out.
19:44
They put me on adder, they put me on Ritalin, and then I
19:46
couldn't sleep, so they put me on antidepressants.
19:48
I'm 8th grade. They did the same thing to me.
19:51
And then I'm then my mouth is dry, so they gave me something
19:53
to drool. So now I'm drooling, I'm trying
19:55
to talk to girls, I'm drooling. I think I'm depressed and I'm on
19:58
speed. I'm on methylphenylate, which is
20:00
a Class 2 controlled substance. Yeah.
20:02
How did that affect you? Invest me up.
20:05
I really thought something was wrong with me and I it was
20:08
crazy. So I went to college and there
20:09
was this like therapist. You had to go to go get your
20:11
drugs. I had to go get my Adderall from
20:13
them. My, my did you take Adderall?
20:15
I took the like the XRS or whatever it was.
20:17
This is I've been taking. 25 years, less than 100 lbs and.
20:21
For years. Like from the drugs and I've.
20:25
Had crystal meth basically. Yeah, it was.
20:26
Oh, it was horrible. I had I was extremely
20:28
introverted, wouldn't socialize. Like anxiety through the roof.
20:32
Depression on the medical system is so messed up.
20:37
Wouldn't you try words prior like most people they use, I
20:40
study these guys and they use words like depression and
20:43
anxiety versus saying you have not learned how to control your
20:46
emotional state yet. So I deal with people with, I've
20:48
gotten 1000 people off meds, I've gotten thousands people off
20:50
everything from cocaine to Adderall to Ritalin to drinking
20:53
to you name it. And one of the things I say to
20:55
them is that like this, well, this therapist guy said to me,
20:57
he goes, he sat me down as the first person introduced me to
21:00
hypnosis and he sat me down and he goes, what made you believe
21:03
you have ADD? And I said, well, well, my
21:06
doctor told me he goes, is your doctor right about everything?
21:09
There's a therapist saying this. And I said, well, I don't, I
21:13
don't know. He goes, do you think he's ever
21:14
made a mistake or been late to anything?
21:16
What if you made a mistake about this?
21:19
What if it's that you were not interested in what they were
21:21
covering with you and maybe you're able to focus on other
21:24
things? So he literally on that day, I
21:27
never took the medicine ever again.
21:28
I had one quick conversation. He challenged my belief in that
21:32
moment between that and the personal development that me got
21:35
to realize that I'm going to go help some people because most
21:37
people are taking the advice of the world instead of actually
21:40
listening to themselves. Most parents do not want to put
21:42
their kids on it or they're so deep into the system.
21:45
They don't. Not your, not your audience, but
21:47
they're so deep into the system that they're just going to do
21:49
what anyone tells. Them to do Yeah, I know it's I I
21:53
could go on a tangent about all. Yeah, we can go on a tangent,
21:55
probably take it off the air for it, but it, it, it's BS if your
22:00
parent out there do every option first.
22:02
I don't care if it's calcium, magnesium at night.
22:04
The saffron gummies that you can take that are fantastic.
22:07
They're new out there. A lot of it.
22:08
I mean, your kid, there's little homeopathic thing you could take
22:11
called coffee crudo, and it's homeopathic for 9 bucks of
22:15
Sprouts actually gives almost the same thing that you'd get
22:18
from a Ritalin because the kids don't lack focus.
22:22
They're not not interested in what you're sharing.
22:24
That same kid could play video games for hours.
22:27
Right. I could sit and listen to things
22:29
and do things for hours, but I just had no interest in calculus
22:32
structured. Yeah, and I think it's just
22:35
everything can be all of your to suppress a child or any person's
22:41
gifts, like I think in all of your weaknesses is your greatest
22:44
strength, right? And to suppress that and make
22:46
you a zombie is robbing that child.
22:48
And then especially in your I was a zombie too.
22:51
And in your. Earliest development years
22:52
before this is. Great.
22:53
Oh really? Well, you know, I feel like all
22:56
great entrepreneurs and high achievers, most of them that I
23:01
interview and I'm friends with and collaborate with have very,
23:05
very deep rooted unworthiness and insecurity beneath all of
23:10
it. And that's what initially stems.
23:13
That's where it starts, the entrepreneur.
23:14
Yeah, yeah. So that's why I'm like, your
23:16
whole theme is average sucks. So you felt very average?
23:20
Yeah, I was very average and I but I also wasn't inside.
23:23
So this is the difference. Inside my heart.
23:26
I knew I didn't, I, I something wasn't right.
23:28
Like I knew I could do more. I couldn't figure it out.
23:31
And I, when I started writing the book, I, I, I play ice
23:35
hockey still like four or five days a week to this, this day.
23:38
And I never was a goal scorer. And then I talk about this in my
23:40
book. I said, I wonder it was on the
23:42
ice. And I'm like, wait, what is that
23:43
guy doing that? I'm not like that guy scores
23:45
goals. I can shoot hard.
23:46
I can do what he does. What is he doing?
23:48
And then I realized that guy puts the puck where the goal is
23:51
not in the next shift. I just went out and go, I'm just
23:53
going to do what he did. I was so set on being the
23:56
character I was for so long in so many areas of my life.
23:59
And it's almost like I was given the wrong script instead of like
24:02
being Liam Neeson and Taken is like, I get a unique set of
24:04
skills and I'll kill you. I was like extra man with like,
24:09
hold pole and corner stand there.
24:10
Do you know what I'm saying? And I was, I wrote a script for
24:13
myself for so many years where stay in your corner, do what
24:16
you're going to do. And that's why I just wanted to
24:18
get out of. That's why I get obsessed with
24:21
breaking up, breaking past that, helping other people break past
24:23
that. Yeah.
24:24
Yeah, because we, we have to, you know, growing up, we have to
24:28
fit in to survive and we lose, we disconnect from our authentic
24:32
selves because we feel like we're not good enough and, and,
24:35
or we can't show up How we really are and be accepted and
24:40
loved. And so that happens when we're
24:42
very young children. And then at some point during
24:44
adulthood, we realized like, we just built this whole identity,
24:46
this whole persona, this whole life that may not be even
24:50
aligned with anything that we actually wanted or anything that
24:53
actually gives us joy because we were just trying to be accepted
24:56
and trying to prove our worth or trying to survive, take care of
24:59
ourselves or just do the things that our parents told us to do
25:02
or our environment told us to do.
25:03
Or the, you know, affected by the drugs that we're getting put
25:06
on. And, and we're, we're being
25:07
labeled like you have ADD, you have anxiety, you have
25:10
depression. I'm like, if you look back at my
25:11
medical history, my medical records, I've been diagnosed
25:14
with like every issue in the book and I have no issues.
25:17
I, I'm like, I'm, I'm a, like, I had a disconnection disorder and
25:21
then you were putting me on a bunch of drugs that was making
25:23
me worse and crazy. And all I really needed was to
25:28
understand myself and understand authenticity and understand love
25:33
and be able to lean into my gifts and the things that
25:35
fuelled me and not just be told you have ADD get on meth and you
25:39
have now you, you can't sleep, get on Xanax or you have
25:42
anxiety, get on Xanax. You can't sleep, get on Ambien.
25:45
I'm like, I'm 1415 years old. Like how do you expect me?
25:49
To show up, they're getting positioned correctly, they're
25:51
getting sold by the medical company.
25:53
A therapy session. It should look like this.
25:55
Most time it comes in and go what's wrong?
25:57
And if you ever want residual income, talk about what's wrong.
26:00
Because you talk about wrong. It never goes away.
26:01
Tell me about your mom. And then you go on for hours,
26:03
bitch and complain when you sit down with me.
26:05
One of the weirdest things that I'd say to people is, listen,
26:07
are you OK with this getting fixed very quickly?
26:10
And let's talk about something. Do you know how to be happy?
26:15
Has anyone ever taught you how to be a happy person?
26:17
Like a therapist Never said that before.
26:19
They want to dig up the problem. So when we sit down with people,
26:22
we do it by we work with people by the result, not by the time.
26:26
So it's what is it you want? So OK, do you want to stop being
26:29
depressed or do you want to be happy?
26:31
So guy comes to me and he says, Michael, I got chronic anxiety
26:34
and I looked him in the eyes. I said you're you're screwed.
26:36
I actually said you're if you fucked.
26:38
I told him I can't help him. He goes, but Michael, you're the
26:40
possibility guy. Why would you tell me that?
26:42
I said, well, there's nothing I can help you with.
26:43
If you have chronic anxiety, if quite possibly you've not
26:47
learned how to communicate with yourself emotionally yet, I
26:49
could help you with that. But if you have chronic anxiety,
26:51
that label I can't help you with, I don't, I don't deal with
26:53
that. You're screwed for the rest of
26:54
your life. And he goes, is it possible that
26:56
I haven't learned how to communicate and emotionally
26:58
communicate with myself yet? I said, well, when is the last
27:00
time you actually learned what makes you happy, what makes you
27:03
tick and the triggers that bring that stuff on?
27:05
It goes, I have no experience. Nobody does.
27:08
And what they do is they quickly tell someone this thing wrong
27:11
with them versus maybe there's something you don't understand.
27:14
People are not broke. They do not know how to make
27:16
money. And if they knew how money
27:19
worked and how money worked, they could be in a different
27:21
spot. But most people are getting
27:22
really bad advice from people that are not bad people.
27:25
They're just saying the same thing they heard from someone
27:27
else. Yeah.
27:29
And so what's the next step that you do when you're trying to
27:31
have a breakthrough with somebody like, OK, let's say
27:34
somebody wants to maybe somebody's making $100,000 a
27:37
year and they want to make $10 million a year.
27:41
If I came to you and said, hey, I'm making $100 dollars a year
27:46
or maybe $1,000,000 a year, I'm making $1,000,000 a year and I
27:48
want to make 10 million or 100 million a year.
27:50
What does that conversation look like?
27:52
First thing I'd say is you're delusional and they'd have to
27:54
say, well, what do you mean delusional?
27:56
I said, well, how good are you at being delusional?
27:57
Because we are going to have to become delusional because we're
28:00
going to have to get good at lying to ourselves because a lot
28:02
of people hear the word lie. If you want to act like someone
28:05
makes $1,000,000 and you make 100 grand a year, that's a lie.
28:07
Currently like that. That's not something you're
28:09
currently doing, is it? And we have trouble with that
28:12
word delusional. Well, delusional lie.
28:15
This is the thing most people don't realize that if in order
28:18
to be somebody that makes 10, twenty, $30 million a year, you
28:21
said, oh, I make $30 million a year, you'd be lying.
28:23
An affirmation would be a lie. So in order to get into that
28:27
delusion, I would sit down with you.
28:29
I have a bunch of different ways to do this.
28:31
I would sit down and I would really help you build what's
28:33
called stability of your next step.
28:35
What I mean by that is massive action typically leads to
28:38
massive burnout. You go to an event, you get
28:39
fired up and they say, oh, take massive action.
28:42
You go out there and I'm going to go, I'm going to go make a
28:44
bunch of calls. I'm going to push myself.
28:45
You're going to burn out. What I want you to do is I want
28:48
you to get to that next step, whatever that is, and I want to
28:51
build stability from there. So I would work with that person
28:53
and said, listen, we're going to get you to 10 million, we're
28:56
going to get it 20. That's not a problem.
28:58
Most importantly, I want to get you from 1,000,000 to 1.5.
29:01
And how fast do you want to do that?
29:03
And if they're not interested in getting there, we then figured
29:05
out where the problem exists for most people.
29:07
Because most people want the home run, because it feels good,
29:10
because it gives you a dopamine rush.
29:12
They want to talk about this big ridiculous number, but they've
29:15
never actually experienced it before.
29:17
I want them to to actually feel accomplished working their way
29:21
up the ladder. So people go, Michael, why would
29:23
you get a guy from 1.5 that says he wants to make 10?
29:25
Because from 1.5 I'm going to go to 3:00 and 3:00.
29:28
I'm going to go to 9:00 and 9:00, I'm going to go to 10,
29:29
whatever it is. So my next step is I need to get
29:32
you stable and comfortable, whatever your next number is.
29:35
And that's how I work with people.
29:37
Whatever it is, I'm knocking a minute off your your 5K.
29:40
If I'm knocking, if I want to knock weight off, we are going
29:42
to then get really good at what the next level is and decide
29:45
from there. Because most people have been in
29:47
their problems so long, they just want to get out of it.
29:49
I just want to get rid of a million and get to get to 10 and
29:52
they don't want to go. I want to get to 3 and from
29:55
three we're going to figure out how to get to 15.
29:57
So do you think it's good to just scratch the big goal?
30:00
No, you have to have it. You have to have it, but it's
30:01
just setting the the rocks like the milestones in between to
30:04
actually get there. So like.
30:07
You hide Camelback Mountain. You've been up Camelback.
30:11
There's a point you get to when you go.
30:12
I can get to the top. You get through that rail.
30:14
You know the rail. Once you're past the rail,
30:16
there's one other spot. When you get there, go.
30:18
I'll be OK. But if you make your decision
30:20
from the bottom, it's very different.
30:23
I want you to make the decision from halfway.
30:25
It's a very, very different calibration for people.
30:28
And then it builds the serotonin levels in their body.
30:30
The neural pathways start to kick in because they believe
30:33
they can do it. My biggest desire is I want
30:35
people to fall in love and believe in the process, not just
30:39
that goal. Because most people are getting
30:41
off on their goals. They get excited about their
30:42
goals. Their goals turn them on.
30:43
They get them excited. They talk about them all day
30:46
because it's exciting. And I can tell you all about
30:49
what I'm going to do and then I don't actually have to do it
30:51
because you get just as heavy of a stimuli from talking about it
30:54
than you do actually achieving it.
30:56
It's actually more exciting to talk about it because remember
30:58
the first time you made a huge deal, got a big check, title
31:02
company cuts you a check, big deal comes in.
31:04
Remember that huge right? And you're high for about 3
31:07
days. The idea What made you high for
31:09
10 years, from 20 to 26, whatever it is, you get excited,
31:13
you get, Oh my God, I can't wait for that day, the dream, the I'm
31:16
going to make the Super Bowl so exciting.
31:17
And then you finally get what you want.
31:19
You're high for two days. Your unconscious mind knows that
31:22
when you finally get what you want, it will not be as exciting
31:24
as talking about it. Right, that's what Tim Cooper.
31:26
Talks about, he talks about that.
31:28
Yeah, yeah. He says that when you achieve
31:30
something great, it's a it's a high that you experience for a
31:35
very short period of time. It's usually in silence, like
31:38
because you don't really have a especially as you accomplish
31:40
more, you have less and less people to really that understand
31:43
the level of commitment it took and the sacrifice and, and just
31:47
celebrating it. But then it's usually followed
31:48
by depression and anxiety of like, now what do I do now I'm
31:52
back to square 1. I got the high wear off.
31:54
And, and studies show that too is like planning the vacation,
31:57
thinking about the goal gives you a more dopamine and
32:01
serotonin release than actually accomplishing it.
32:02
And once you accomplish it, then you're, you're just crushed by
32:05
this like anxiety and like, what's next?
32:07
And that's why we always end up setting bigger goals.
32:09
And then we have this issue of being accomplished to success
32:12
because you're just always kind of chasing the next thing.
32:14
And it's that balance of I actually would like to get your
32:18
opinion on this. I, I find this fascinating.
32:21
I was an EO, another mastermind. I've been I.
32:23
Spoke for one in Atlanta a couple weeks ago.
32:24
Great group. OK, cool.
32:25
Yeah, they're they're I'm actually paused on it this year.
32:28
I'm pausing on a few. But anyway, he said that the
32:33
problem with pursuit and excellence is people think that
32:38
the journey of I'm sorry, the problem with fulfillment and
32:42
excellence is people think that in order to achieve fulfillment,
32:48
they have to achieve excellence, right?
32:49
And so they think that it, that they feed each other, right?
32:52
Like if I become excellent at this, if I become a multi
32:55
millionaire, then I'll be fulfilled, right?
32:57
And then you get you, you achieve this thing of excellence
33:00
and then you get it. And then you're still not
33:02
fulfilled. And so then you keep striving
33:05
for excellence, but it's actually inverse.
33:07
Like usually people that are very fulfilled, they don't have
33:11
as big of a desire for excellence.
33:12
Like they're like, I feel really good.
33:14
I don't need to go work 1,000,000 hours a week and go
33:18
take on all this pressure and go do all of these things because I
33:21
feel fulfilled. And so they don't actually feel
33:22
each other. And so he said that we need to
33:24
have two separate pursuits. Like the pursuit of excellence
33:27
is separate from the pursuit of fulfillment.
33:29
And they're, they're not intertwined.
33:32
What are your thoughts on that? Like so he he talks about if you
33:35
have a three-year old that takes their first steps, right?
33:38
Like that's fulfilling, but it's not excellent.
33:40
Nobody cares. Nobody on social media cares.
33:41
It's not making any money in your business or whatever.
33:43
It's cool for the parents, right?
33:44
Yeah, it's cool, but it's fulfilling to have a child or to
33:47
watch your child speak for the first time or say mom or dad or
33:51
those types of things. But then you have your pursuit
33:53
of excellence of my business milestones or my impact or my
33:57
whatever other things that are excellent to you.
34:00
And you have to not abandon either one of those things
34:03
because if you only shoot for fulfillment, you're not going to
34:06
be able to survive because you're you're not achieving that
34:08
excellence. But if you only shoot for
34:10
excellence, you're not ever going to have fulfillment.
34:11
And they don't feed each other necessarily.
34:13
It's interesting question because I, I taught this on a
34:16
leadership call this morning. I said to our people, I said, if
34:19
you need applause for what you're doing, you're, you're
34:22
going to miss some of this because a lot of people do
34:24
things for applause. They do it because they want to
34:26
look good. They want to do what they need
34:28
to do. Where the most successful people
34:30
I know, they just closed the deal and no one didn't really
34:31
care. They went about their day.
34:32
They did, they were going to do the wealthier you are, the more
34:35
you just don't care anymore. So our driving force are
34:39
insecure or young immature driving factor is usually I want
34:43
to prove something I need to do perfect.
34:45
I need a great job. So I don't think you need to get
34:47
everything from that one pursuit.
34:49
Meaning if you get no happiness from business, you don't get
34:53
angry. You just you just do it and
34:54
you're really good at it. But you get a blast from playing
34:57
golf and you can do perfectionism and and all your
34:59
stuff on golf or you can do it on some other venture.
35:02
There's nothing wrong with them. I think one of the biggest
35:03
reasons people fail is they in in attempting is they want to
35:07
get it all from one place. They, they hear these stupid
35:09
statements like find your passion and go make money.
35:12
Do you know what I'm saying? In my opinion is like, go be
35:14
passionate and if it makes you money, that's great, but also
35:16
just be a passionate person in what it is that you do.
35:19
So I, I would feel like I love what I do.
35:21
I could talk all day long. I love about speaking.
35:24
I love doing what I do. I would do it for free.
35:25
It is so enjoyable. I just so happen to get paid
35:27
very well for it. But there's other things that I,
35:29
I work on perfection on as well. So the the answer to your
35:34
question very simply, the fulfillment of the achievement.
35:37
You may or may not get that from your actual pursuit in your
35:40
entrepreneurial endeavor, but you need to get it as a person
35:43
and you need to find out where fulfillment comes from in your
35:44
life. And if you're not getting it
35:45
from your business, you may never get it from your business,
35:47
but you can get it from other areas to get it from raising
35:49
kids. You can get it from bike riding,
35:50
you can get it from bowling and get it from washing rocks.
35:53
I have no idea, but I think that's a misnomer.
35:56
People think you need to get it all in one place.
35:58
It's just like getting everything you want from your
35:59
significant other. That would be ridiculous.
36:01
I'm going to get love, happiness and satisfy action fulfillment.
36:03
And they're going to be my biggest cheerleader.
36:05
Your biggest cheerleader might be your friend, John.
36:07
Does that make sense? It may not be.
36:08
It doesn't have to be your significant other.
36:11
And we put that pressure on businesses and ourselves or
36:14
people and we miss it. So I don't know if that answers
36:17
your question exactly, but that's my take on it.
36:20
And I think a lot of people go wrong because they say things
36:23
like I said to when I was writing my book, I said to my
36:27
wife, I said, I said, I don't enjoy this.
36:29
And she goes, nobody said you had to.
36:30
You just need to get it done. I hate writing.
36:33
I I didn't identify as an author.
36:35
I brought back all kinds of it was 7 year process.
36:37
I had spoken all over around the world.
36:39
I've I've spoken to hundreds of thousands of people at that
36:41
point, maybe millions of people and I could not get a book done
36:44
about everything that I talked about.
36:46
It brought back everything from high school, Everything was
36:47
going on. No one ever said I had to be
36:49
enjoyable. I had to just get it done
36:51
because the world needed it. That was just one of those get
36:53
it done things did not need to be enjoyable.
36:55
And I think a lot of people want to make everything enjoyable
36:57
these days, and I wish them the best, but they're probably not
37:00
going to get very far. Yeah, yeah, I know.
37:03
And that's a message that I try to get to people is because I
37:08
talk a lot about the Green Zone and living in flow state.
37:10
And when you are in a state of flow, it works so well, right?
37:13
You have five times better results.
37:15
And that's study, like studies literally show that.
37:17
But that doesn't mean that everything's just dandy all the
37:22
time. And you don't have pressure, you
37:23
don't have stress or you don't go through storms.
37:25
Like, in fact, the better you become and the further, I always
37:27
say, the further you sail out to sea, the bigger the storms
37:29
become. But it's about learning how to
37:31
master the navigation and being able to control your emotional
37:35
state and making sure that the things that you're doing are in
37:37
the direction of your true north.
37:38
And I'm writing a book right now too.
37:40
And. It makes me want.
37:41
To blow my brains out, yeah. So, so how I how I got through
37:44
that was so do you have any more of a question because I was
37:46
going to. Give you no, go ahead.
37:48
So I I sat here, I mean it was bad.
37:49
I went through like 3 publishers.
37:51
I went through my my friend Tucker Max helped me get the
37:53
book done. Do you know Tucker?
37:54
I feel like I did. He wrote the book.
37:55
Do they serve beer and held at white?
37:57
Assholes. Oh yeah.
37:58
Yeah, yeah. He he, I sat.
37:59
He's a friend of mine. I did it at his house.
38:01
He did Goggins book and I sat on his couch at his house.
38:04
He goes, he goes, he goes. I'm going to kill you.
38:07
I am. I am not going to let you be my
38:08
friend if we do not get this thing done.
38:10
I was fighting this thing because a 7 year old boy was
38:13
trying to write the book and you might be having a six year old
38:15
little girl that's trying to write the book that's got ADD
38:17
and everything else. And then one day I realized what
38:22
it was. I wasn't asking for help
38:23
correctly. And I said to my wife, will you
38:24
help me with this? I was like 97% there.
38:27
And then she goes, I've been waiting for you to ask.
38:29
And then I got the book done. We've sold like 7080 thousand
38:31
copies of it. Why?
38:33
Why am I telling you this? I'm telling you this because you
38:36
don't identify as an author yet. Because of that, we don't
38:38
identify as a millionaire, we don't identify as a wealthy or
38:41
happy person. That is the biggest thing we're
38:43
up against. Our archetype is there's so many
38:46
more years of you struggling in school or whatever it is you
38:48
were dealing with in writing or English, whatever it is, then
38:51
years of you being an author, which is officially none
38:53
currently. So that is our biggest thing we
38:55
need to get through. And then also your second book
38:57
will be easier than your first book.
38:58
You just need to get it done. It doesn't have to be perfect.
39:01
And mine came out really good and it made a difference and it
39:03
impacted people. So are you writing it or
39:04
speaking it? I'm writing it, I'm well, I
39:09
haven't been working on it 'cause I would just, you know, I
39:12
have a million other things to. Do I was scaling the business
39:15
and literally sit down and always record.
39:17
And I would say, hey, this is a good thing for Chapter 1 and I
39:20
record it. And I would literally talk the
39:22
book because I have a feeling that your brand processes, I
39:25
would guess that you're more auditory than you are than you
39:27
are. And you run it through your
39:28
kinesthetic. It's not too much feeling and
39:30
you want to change it and you want to move every paragraph
39:32
around every time you're touching the keyboard.
39:33
So I would literally just speak that book and tell the story of
39:37
it. And then I believe that you'd
39:39
get done a lot quicker. Yeah, that's what I'm going to
39:41
end up doing. I'm just, I'm kind of putting a
39:43
pause on it right now because I'm trying.
39:44
I just I'm working a. 100% offline that I'll yeah.
39:48
But anyway, so you talk about your average.
39:52
So what is your average and why does it suck?
39:56
This is funny. So when I wrote the book,
39:57
average sucks, I wear the shirt, average sucks.
39:58
My license plate is average sucks.
40:00
People stop me all the time. Like I'm here in Scottsdale, go
40:02
with Lamborghini stops. Yo, bro, what's up, man?
40:04
I love your license plate. I'm like, do you know what it
40:05
means? He goes, yeah, man, screw
40:07
everybody, be better than them. I said no, your average.
40:09
And when I say the guy in the $500,000 car, he's average.
40:13
He gets confused, he goes, what, what do you mean?
40:15
And I say to him, I said, listen, your average is what
40:18
holds you back. All of us are controlled by our
40:20
current average, what we do. So if you looked at people, This
40:23
is why we, we judge, we're doing loans with people like why we
40:26
judge the credit course credit score will probably tell you how
40:28
you've lived. It tells you how much you've
40:30
spent, where you've gone, what you've done, when the bank needs
40:33
info for especially when you're doing a loan or in a hard money
40:36
loan when they need one. What happens is they want to see
40:38
what you spent, where you went. And you'll find how many times
40:41
they went to this restaurant, how often they go to this
40:43
website, what they do. So we all do about the same
40:47
every year until we make a drastic change.
40:49
So most people live inside of an average, and it's their average
40:52
that is controlling their reality.
40:55
So Elon Musk has an average, I have an average, you have an
40:58
average. The guy on the cameras got an
41:00
average. Everybody's got 1.
41:02
And that's what sucks because your average will never get you
41:04
what you want. Your average will only get you a
41:07
guaranteed version of what you have, give or take 5 or 10%
41:10
period. So your average is you, and then
41:13
we need to make the average we want.
41:15
And most of our averages are based on who we used to be, not
41:18
on who we want to be. Yeah.
41:20
And how do you push through to who you want to be and move your
41:22
average up? 1st, we got to accept that we're
41:24
doing it. Most people don't realize and
41:25
it's funny how we, we invent these things for ourselves is
41:28
like we literally one day we'll just get pissed off and we'll go
41:30
like, I want to change things. I'm never going to do that
41:32
again. And we we say that and then we
41:34
say this new thing we want, but we don't upgrade our identity
41:38
and it's our identity of how we see ourselves.
41:40
We have conditioned every person in our lives to treat us a
41:42
certain way, and it's the way that we communicate makes people
41:46
respond to us a certain way. So the first thing we need to do
41:49
to get to what I call the other side of the wall, which is you
41:52
do averages. We're going to have to change
41:53
the way we communicate with ourselves and others about what
41:56
we want, about how they can help us and how we see ourselves.
41:59
It's almost like an actor that's choosing not to be be an actor
42:02
anymore. And you want to be an actor, you
42:04
need to get your lines different.
42:06
You need to communicate different.
42:07
So it sounds scripty when I say it, but at the end of the day is
42:11
we need to accept that we're going to have to change because
42:14
every person in our lives currently is put there in a role
42:18
to help us stay where we're at. And we're going to have to
42:20
change some of those relationships because they're
42:22
not working correctly. I know that sounds very psycho
42:25
Babble, but we can go a little deeper if you'd like.
42:27
Yeah, so cutting people out of your life.
42:30
That's drastic. I mean, that's something that
42:32
we, you may or may not want to do.
42:34
I mean, that's the initial thing.
42:35
You get into business. You're like, screw everybody.
42:37
I'm getting rid of everybody. You shouldn't have Jim Rohn, my
42:39
mentor. We said limited association.
42:41
Change what they mean to you before you get rid of them.
42:44
You know what? They're a good person.
42:45
I'm actually not interested in their lifestyle.
42:48
They can be in my life, but they're not going to be someone
42:50
that I go to for counsel. And most people will just get
42:53
rid of people out of spite. So you can get rid of them and
42:55
blame them for your own BS. So that's one thing #2 is really
43:00
identifying. I mean, most of us identify as
43:03
somebody that wants something. And they identify as a hard
43:06
worker, identify as a certain thing.
43:08
Most people have never really identified as somebody that
43:10
business works easy for them and they're really good at.
43:12
Like I'm extraordinary communicator, extraordinary and
43:15
influencing people. I had to get to that point.
43:17
Most people don't even see themselves the ability to even
43:19
get there. So I guess the scenario would be
43:22
let's come up with a fake person.
43:24
Let's let's imagine somebody. So let's who?
43:27
Who would we want to help? Let's make an imaginary person
43:29
and let's do a role play real. Quick, Sam.
43:31
Sam. OK, what does Sam do?
43:33
He's a entrepreneur. OK, someone on this line right
43:36
now is going to be like, who's Sam?
43:37
You called me out. We need a lawsuit with Sam.
43:39
Sam's an entrepreneur. What does?
43:41
Sam want Sam wants to do $10 million a year in revenue this
43:48
year. His company is 4 years old and
43:52
he feels like he works way too much and he isn't really
43:57
fulfilled inside and wants to make a lot more than that but
44:02
doesn't really know if he could get there.
44:03
So the first thing Samson want to do is he's going to want to
44:05
work harder and get more to do. And that's the worst thing Sam
44:07
should do. So first thing I want to say
44:08
isn't, look, you're way too talented to be getting the
44:10
results you're currently getting.
44:11
And Sam would go, you're right, you're already working hard and
44:14
it's not that you're on performing.
44:15
Number 2 is you are doing better than you first got to applaud
44:18
these people and you got to look at them and go, look, you are
44:20
doing way better than that group of people.
44:22
And most of us, that's where high performers get screwed up.
44:24
We're doing better than them, but we're not doing what they
44:27
do. This group up here.
44:29
So our job is to actually figure out what these people are doing.
44:32
So then I would want to figure out is OK, got it.
44:34
So we want to do about 10 million.
44:36
What step are we needing to take?
44:37
Who are we targeting? Who are we going after?
44:39
Let's just say Joe, Joe's doing 20 million in real estate or
44:43
whatever it is, or 20 million in investment properties.
44:46
And I said, OK, So what does Joe do that you don't do?
44:49
And we would need to figure this out.
44:50
So do you see yourself that way? Does the world see you that way?
44:54
Because if they don't, that's where the change comes in.
44:56
So we'd have to reinvent how he sees himself and how he presents
44:59
himself to the world. Because if the guy he wants
45:02
deals come to and he's better networker and better with
45:04
people, well, we know what we need to work on.
45:06
We need to figure that out. And if the world doesn't see you
45:08
that way, that's why I'm not bringing you the deals.
45:10
So we would need to reinvent how Sam sees Sam and how the world
45:14
sees Sam so they'll respond differently to Sam to a get him
45:17
in the flow state. That's a big piece of the
45:19
puzzle. It's a bigger plan than that.
45:21
I have programs and processes I walk people through, but it's
45:23
really changing your unconscious mind's behavior and readjusting
45:27
your identity. Yeah.
45:28
And are you even going as far as like actually changing your
45:31
appearance and changing how you dress and change all those, or
45:33
more of just the mindset and how you talk to yourself and the
45:36
communication and the language it is?
45:39
All the language, because when someone, somebody, if you take a
45:42
look at that guy, that that guy doesn't communicate in a way,
45:45
his script is written to make a million, His script is not
45:47
written to make 10. The guy that is 10 talks
45:50
radically different, just a different communicator, tone,
45:53
language. Everything is different and most
45:56
people don't want to start though, they want to work hard.
45:57
Like my parents told me, hard work is part of it.
46:00
It's necessary. You just don't have to work any
46:02
harder if you're maxed out. Talking wise, we need to change
46:06
how we think and how we think about it is you need to realize
46:09
what they're doing is different and we got to figure out what
46:13
the difference is. And is this part of neuro
46:15
linguistic programming? Or is this different?
46:18
For years I invented something called human interaction
46:21
technology, which is our version of how human high performance
46:25
works and how people create a change.
46:27
But that's a big piece of the puzzle, and we need to use
46:29
language in a way that that serves us.
46:31
Like, I'll give you a prime example.
46:32
Inside of most companies, when somebody does a good job, what
46:35
do we usually say to them? Somebody closes the deal.
46:37
What do we? Say congratulations, great work.
46:39
Great job. Awesome.
46:40
Thank you. And they're all happy.
46:42
Yeah. What I've trained people how to
46:44
do is when someone tells me they closed the big deal, I said, of
46:46
course you did. That's why you're on the team.
46:49
Now, what's interesting about that is I need to condition
46:51
people to believe that's what they're supposed to do, not for
46:54
my approval. So if you think about it, the
46:56
person that performs at the highest level doesn't need
46:58
anybody to tell them a good job. If they always need someone to
47:01
tell them a good job, they're always going to be motivated.
47:03
Michael Jordan did not need motivation.
47:05
He was the motivation. He did it.
47:06
He loved the crowd, and it felt good.
47:08
So what I do with people is when somebody performs well, I will
47:12
tell them, of course you did great.
47:14
That's why you're on the team, You're that kind of person, of
47:16
course you did that. That's what you do.
47:19
Because remember, I'm conditioning to believe that's
47:21
what they do, not because they're doing it for me.
47:23
If they always have to do it for me, What happens if I don't show
47:25
up? What happens if I don't say it
47:27
the right way today? So I take the emotion out of it
47:31
and I give them the power back. But how do you?
47:34
Because you know, people are so driven by acknowledgement, like
47:38
in status, right? Some.
47:40
So most people are, if you like, look at studies and things like
47:44
that. I mean, people I don't know, I'm
47:46
in another mastermind. I've ventured for masterminds,
47:49
but called the boardroom. And all these entrepreneurs,
47:52
they're really successful guys, you know?
47:54
They want the. Coins, you know, 10 and $100
47:56
million revenue guys, maybe some lower, maybe some higher, but
48:02
yeah, they want the sticker, you know that like I think I, you
48:04
know, I really want the sticker. I accomplished my 3:00 to do's
48:08
that I said I want to do is like I I deserve that sticker, you
48:10
know, and they they'll, they'll battle.
48:11
For it, we're not saying don't do it.
48:13
Yeah, we're saying we need to get to the point where we don't
48:16
need that anymore. And that will be the
48:17
differentiator, right? Because Elon Musk is not doing
48:20
it for the sticker anymore. There's another level we want to
48:23
get to, and the level that's going to make us grow is not
48:26
needing it, doing it just because it's who we are.
48:28
Well, we as a leader, an entrepreneur, but what about for
48:31
your team? You're going to get both and
48:33
we're going to train them slowly and we're going to work with
48:35
them. Because that's what I was
48:36
wondering is like, are you saying that you eventually.
48:38
Removed that. On my team.
48:39
They know how we operate. It's part of our culture of how
48:41
we work. So one of the things we do is we
48:43
tell them great job, fantastic, great job.
48:45
Of course you did that. That's who you are.
48:47
Do you realize how great that is, what you did?
48:49
You should be proud of yourself. And the reason we do that is it
48:52
triggers a different part of the brain.
48:53
Tom Brady loves Tom Brady. I need people to love themselves
48:57
to such a degree that it's one level below what you'd call
49:00
almost a narcissist. You know what I'm saying?
49:02
That's the level we want people to love themselves because they
49:04
already love themselves at that level.
49:06
They love themselves like I am wonderful.
49:08
Well then if I took care of me and I, I was selfish and I made
49:11
me great, well then I want to make you great also.
49:14
So we want people to actually love themselves to such a level.
49:18
That's one of the ways that people will then go do the thing
49:20
they want to do if they're really going to do it.
49:21
Yep I agree, love yourself like your life depends on.
49:26
It and some people go Oh my God, they're they're a bad person
49:28
they're egomaniac No, they love themselves.
49:30
I love me and everyone should love themselves and I want
49:32
people to love themselves. Don't do it for me, dude.
49:34
Look how good you are that you did that.
49:36
This is incredible. You should be proud.
49:37
This show's amazing. That's how you want to go and
49:40
talk with people because it changes the conditioning of of
49:44
the behavior. I've had parents do this for
49:46
years with kids. They build a more confident
49:47
child because if you tell your kid, good job, that's nice.
49:51
But if you say listen, all that hard work you put in, you should
49:54
be proud of yourself. That's the real win.
49:56
Yeah, yeah. Because if it's all, if you're
49:59
just seeking approval from other people, then you are never full
50:02
or connected or whole inside and you're, you're just seeking
50:05
validation and you're never going to be able to show up your
50:07
best because you're not even living in integrity with your
50:10
true self. So to answer your question, it
50:12
looks like the people in boardroom, I've known Kent for
50:15
almost 20 years and you take a look at the people in that
50:19
group, yes, they want the sticker, but but but they're
50:23
also love themselves. Like Brandon is a good friend of
50:25
mine. Brandon loves himself and he
50:27
want, yeah, great working with him for about two years on a
50:31
speaking. He's amazing.
50:32
He's an incredible, incredible human being.
50:34
And what happens is he loves Brandon, but he loves the
50:37
sticker. And it's a combo fulfillment
50:39
from the love of the group. But I love myself.
50:42
Yeah. And it's we need to get them
50:44
both going right? And that's where people climb
50:46
the mountain, really. Fast, yeah and yeah, you always
50:49
and that. I don't know if you ever read
50:50
the book Atlas Shrugged, but she talks about the importance.
50:52
The movie was horrible. I didn't see the yeah, it looks
50:55
bad just on the cover, but it's so good because it talks about,
50:59
you know, I swear by my life and my love of it that I will never
51:03
live for the sake of another man or ask another man to live for
51:06
me. And I think it's what the
51:09
message is. If, if we don't love our self
51:11
and we don't put our self first, like being selfish is the most
51:15
selfless thing you can do because then you can show up and
51:19
share your gift with the world and with others and actually
51:23
create a positive impact on everyone else.
51:24
Because if you're, if you show up miserable, you can't possibly
51:28
share your gift with the world. You can't possibly help in the
51:31
way that you, you could. So you have to take care of
51:33
yourself 1st. And I was just talking to
51:35
Jeremiah about that yesterday was, you know, the, the
51:40
standards we have for people in our world, like our friends or,
51:43
or business acquaintances are like who we surround ourselves
51:45
with. Because if you're, if you're
51:48
like massively overweight, you have horrible relationships, you
51:52
are addicted to alcohol or drugs or sex or whatever these other
51:57
things are like you clearly don't love yourself.
52:00
So how are you ever going to love your partner, your
52:04
children, your employees, your team, like your team, your
52:08
clients, like you're not going to be able to love them if you
52:10
can't love yourself 1st. And so self love is the root, I
52:14
believe in all love. And if we abandoned ourself, we
52:17
can't love other people. That's impossible.
52:19
And I tell people all the time, the most selfish thing in the
52:21
world you can do is help everyone with their problems and
52:23
not deal with your own. And the second most selfish
52:25
thing you can do is hold on to a problem you shouldn't have.
52:27
So if people are bitching, complaining about something and
52:29
they've got issues, most people are problem based.
52:31
So back to what you were saying a minute ago.
52:33
Most people think what they have is a problem and they go, how
52:36
come I can't get from 1,000,000 to 10 million?
52:38
That's not a problem. There's a solution, how do I get
52:42
from 1,000,000 to 10 million is a different part of your brain
52:44
versus why? The second you ask why you go
52:47
into the therapy model and you go into the negative model.
52:49
Why is this happening to me? I mean, I'm Simon Sinek.
52:52
I love to start with why, but we got to get off it real quickly
52:55
because why is not going to get you anywhere.
52:56
Why may motivate you, but most people like why am I not doing
52:59
this? Why don't people like me?
53:00
Why can't I get deals? And then I'd say the biggest
53:03
thing people run into is they watch someone perform.
53:05
They'll watch you do an incredible podcast.
53:07
You are so successful at what you do and it's amazing and
53:10
they'll watch you and go, man, what is she doing?
53:13
I don't really care what you're doing.
53:14
I want to figure out how I can do what you're doing.
53:16
So when I look at you or anyone successful, I don't want to say,
53:19
man, how do they do that? I want to say how can I do that?
53:22
So I want to trigger my brain to watch Michael Jordan or Wayne
53:26
Gretzky for me back in the day and go not how does he do that?
53:29
How can I do that? What the most delusional people
53:33
do as they look at things and go, how can I do that?
53:35
Elon Musk does not say how does he do that?
53:38
He says how can I do that? And that little shift in
53:41
language takes it from the first person to second person to
53:46
what's called the observer role. And it looks, how can I do what
53:49
they're doing? Just learning how to talk that
53:52
way to yourself isn't positive thinking.
53:54
It's intelligent prompting. So in ChatGPT, you would get a
53:57
very, very different response. Go, how does Michael Jordan be
54:00
successful? How did Kobe Bryant do it versus
54:03
how can I get to the level of Kobe Bryant?
54:06
You are going to get a very different response. 1 is going
54:08
to be the whole story of how he did it #2 is OK.
54:10
Michael, looks like you grew up middle class, and you probably
54:13
get a good start. But the problem you had was your
54:15
life was too easy. It would have been better if you
54:17
would have grew up, grew up poor.
54:18
So you didn't. So let's go struggle a little
54:20
bit. Yeah.
54:22
And it takes, I mean, we have to have extreme ownership and
54:24
extreme accountability if we are just pointing the finger and
54:28
looking for excuses as to why we can't do something or just like
54:31
the language Robert Kiyosaki talks about this is instead of I
54:35
can't afford it, it's like, how can I afford it?
54:37
Either you don't want it and say you don't want it.
54:39
I think people just the people aren't honest.
54:41
You know, like I'll tell people now.
54:44
So like, oh, hey, are you available, you know, Sunday
54:47
afternoon or whatever. And I'm like, no, I, I'm, that's
54:50
my day off and I'm prioritizing time for myself that day.
54:53
Whereas most people are just used to someone make up an
54:54
excuse like, oh, I have another obligation or da da, da, da.
54:57
I'm just like, no, I'm honest about if I want something, if I
55:00
don't want something, what I'm doing where I'm at.
55:01
And if I like an excuse instead of saying, Oh, I can't afford it
55:05
this year. It's like, no, no, I'm taking
55:07
time this year because this is my priority and my focus.
55:09
And I'm going to put a pause on it this year.
55:11
And then next year I'll re evaluate and if it's if it's
55:13
aligning again, then I'll do that, right.
55:15
But but if it is something I want to not make up the excuse
55:19
of, no, I can't afford it. It's this isn't my top priority.
55:23
Or if it's if I truly can't afford it, it's how can I afford
55:25
it? And what can I go create and
55:27
what can I change so I can afford it and create the things
55:30
that you want in your life. And people just assume that they
55:34
can't do something because they're putting that label on
55:37
themselves. But why can't you?
55:39
You're not different than anybody.
55:40
Else it's a lie that they say they can.
55:41
It's also a lie they say they can.
55:43
It's all a lie. So if you're lying about
55:44
anything, you might as make a lie that works for you.
55:46
And that's that's one of the beliefs that one of my mentors
55:48
taught me a long time ago. If everything's a lie, pick your
55:49
lie. So here's the deal, can I make
55:53
$1,000,000? I have no idea.
55:54
Can I make 100 million? I have no idea, but I'm going to
55:57
have to pick a lie. Is it impossible for me?
55:59
I have no idea. So the sooner we realize it's
56:01
all make believe and we need to pick what our truth is.
56:05
And my truth is this, when I do apply myself to it.
56:07
So most people walk by a piano or, or they watch people dance
56:11
and they go, I can't play. Actually I could, I just never
56:14
applied myself to do it. I've learned how to change my
56:15
vocabulary. People say, do you want to be on
56:17
a podcast? No, no, I'm not good at that.
56:18
Is it? I'm not good at it or I've never
56:20
actually done it before, and if I did, I'm certain I'd be good
56:23
at it if I applied myself. 1 is a language of possibility and 1
56:26
is a language of impossibility. Most people will watch people do
56:30
something and they'll go. I can never do that, and that's
56:32
a lie. I know.
56:33
And then that just keeps you stuck in that identity.
56:35
Yeah, that's like me was speaking.
56:36
I mean, a year and a half ago, my biggest fear of my whole life
56:40
was being on camera and and now it's being on stage.
56:43
So now I've tried like a genius network.
56:44
I pushed myself into the 10 minute talk.
56:46
It's great. People in the community pushed
56:48
me to do it. I was like, my biggest fear ever
56:51
was. It Now here's the thing.
56:52
Was it your biggest fear or was something you didn't have a
56:54
neuropathway for? Well, it it historically had
56:58
been my biggest fear. OK, but really?
57:00
But I just, yeah, I just. Had you labeled it that?
57:02
Yeah. So was it really your biggest
57:04
fear or something you had no experience in the?
57:06
Past I just had no experience in the.
57:07
Past how much easier would it have been if you would have
57:09
never said the word fear? We are trained to say like
57:11
that's my fear because we're told speaking is the number one
57:14
fear. It isn't the number one fear.
57:16
What is attached to is speaking looks like looking bad.
57:19
Looking bad brings back the embarrassed embarrassment.
57:22
Embarrassment brings back not getting the lunch table seat you
57:24
wanted. So it had nothing to do with
57:26
speaking being rejected. So imagine you would reprogram
57:29
your mind to speak this way. And it sounds ridiculous, but
57:33
smart people are going to get this and you're smart is
57:35
something very simple you would say.
57:37
Speaking is something I do not have a lot of experience and I'm
57:39
in the process of getting better at would be radically different
57:43
versus Oh my God, it's my fear because the word fear allows you
57:46
to get out of doing it. Yeah, it puts your body in a
57:49
state of tension and nervousness and then you're not in flow and
57:53
yeah, all, all the things. So that's why even now is, oh,
57:57
yeah, I would love to do that. I would love to speak.
57:59
I would love to. How about?
58:00
It's something I'm working on getting better at, something
58:02
that's important to me being an author, something super
58:05
important I'm working on getting better at.
58:06
See if you would have sat down the first day of, like someone
58:08
mentioned, Bob Proctor mentioned his name.
58:11
One of my favorite things Bob says is wouldn't have been
58:13
amazing the first day of kindergarten.
58:15
They would have said what kind of life do you want to have?
58:17
Think about that. They didn't ask us that.
58:19
They told us who we were and we bought into it.
58:23
Yeah, I know. It's super sad.
58:26
And so you've said that you have to, we have to repair the world
58:31
by repairing ourselves. And I think that's.
58:34
You found that online? Me saying that?
58:35
Good, yeah. And it's so beautiful and it's
58:37
so true because we can't. It all comes from within.
58:41
Like if we don't fix with this. I just did a short form today
58:44
before you came on on this exact thing is no destination, no
58:50
accomplishment, no amount of money, no house, no car, no
58:54
girlfriend or husband or whatever is going to make you
58:59
feel the way you think that that thing is going to make you feel
59:01
like you have to fix. What?
59:02
Maybe for an hour. Right.
59:04
When you got your G wagon, it was fun for.
59:06
It's fun for like it was fun for like a couple days.
59:08
You love it, right? Yeah.
59:09
And then you got. And I still do love it, but.
59:11
You either bought a cash or you got 39 more payments, you know
59:14
what I'm saying? But the point is, like, you love
59:15
it. But that first night, yeah, the
59:17
first time you get it, the first couple rolls around the block.
59:19
I love my vehicles, but it's like, I get it.
59:23
But yeah, it's not like if you have pain inside, real pain and
59:27
suffering, nothing external is going to be able to fix it and
59:30
it has to come from inside. So since I mean that's what you
59:34
talk about, I just lost where. I yeah, fixing the world.
59:37
So like, that's old school. That's from the.
59:38
Time that's. That's old school.
59:40
That is, we fix the world by fixing part of ourselves.
59:43
So I always look internal and I always think like, OK, I'm
59:46
creating this. I sometimes get pissed off.
59:48
I think, Oh my God, blah, blah, blah, blah, in the middle of a
59:50
hockey game and go, OK, this is me doing this because I truly
59:53
believe I'm can only change me. But my energy, I could change
59:57
the way things are. Like, I will walk up to a
59:59
blackjack table. I've been removed from a lot of
1:00:00
casinos because AI can count cards and BI can make the dice
1:00:03
do what I want them to do. Yeah, yeah.
1:00:05
But the point is, and I brought my daughter here.
1:00:08
She's seen this before too. And I'll literally get them not
1:00:10
liking me and they try everything because I will go up
1:00:12
to a table and I will literally go.
1:00:14
You guys want to win tonight? And the guy says, I don't care,
1:00:17
I'm losing it, let's win and I'll get the dealer and you want
1:00:19
to win, let's have some fun. And I actually get that guy in
1:00:21
my side and he starts sending me signals and we start working
1:00:24
together. Plus I can count cards.
1:00:26
But the point is I get that guy working with me, meaning like
1:00:29
nobody's nice to the dealer. They just give him a hard time.
1:00:31
Maybe they tip him. But I'm going to say, listen,
1:00:33
we're going to win some money, we're going to have fun, we're
1:00:34
going to blast. Everybody's going to win.
1:00:35
And I bring up the vibration of the energy and then the cards
1:00:38
are better. Then I start calling the cards I
1:00:40
want. Give me an ace, I'll take a 10
1:00:42
and if I'll give it to me next time and I start having fun and
1:00:45
I change what goes on because we with our energy and our
1:00:48
enthusiasm and how we live the ability to alter, alter our
1:00:52
worlds around us, we make things occur.
1:00:54
So most people are trying to change the external world, but
1:00:57
all of it starts with the internal world.
1:00:59
This is one thing that has been known since the beginning of
1:01:01
time. You go back to all the old
1:01:02
school personal development, whether it's the strangest
1:01:04
secret in the world, Beryl Nightingale, Have you heard that
1:01:06
before? It is absolutely amazing.
1:01:08
Or as man thinketh, the Bible, the Torah, the Zohar, all of it
1:01:12
basically says we have a power inside of us if we're willing to
1:01:17
use it. That's what changes the world,
1:01:19
and that is our connection with what goes on.
1:01:21
So I think most people are trying to figure out pixels and
1:01:24
I'm working on figuring out people starting with me.
1:01:26
And if I can get me operating correctly, I'll see and hear and
1:01:29
everything, right. So that's my, my take on how all
1:01:32
this works. So I believe that we don't need
1:01:34
to leave a better world for our children.
1:01:36
We need to leave better children for our world.
1:01:38
Yeah, I agree. And what do you like on the
1:01:42
personal development? What do you think the biggest
1:01:45
thing is to get to the next level?
1:01:48
Like if someone's doing 400 million a year and they want to
1:01:50
get to a billion dollars a year, and also where that intention
1:01:54
comes from, right? Are you, what is the reason that
1:01:56
you actually want it? Yeah, what's driving it?
1:01:58
But let's say they're super grounded, super connected, love
1:02:02
creating an impact, gifted for service and creation and big
1:02:05
visionaries and just want to master the game, play the game
1:02:09
and and love life and see what's possible.
1:02:11
What does that conversation look like to unlock them to the next
1:02:14
level, to go from 400 million to a billion dollars?
1:02:16
I would sit down and say the same thing.
1:02:17
I've never done it before, so I don't know.
1:02:20
I've never personally earned that myself.
1:02:22
So I'm going to speak from my watching, think of other people.
1:02:24
I would say something that my mentor would have said, Jim Rohn
1:02:28
would have said, is that how can we offer more value to these
1:02:30
people? Because I know Elon Musk is in
1:02:31
his mind is he's thinking value all the time.
1:02:33
That's why our friend Joe, it's how much value can ioffer
1:02:35
people. So how could we offer more value
1:02:38
to get from 400 million to a billion?
1:02:39
Let's talk about what value would bring, because the world
1:02:42
rewards those that are bringing value to other people at some
1:02:46
level. And even if value is excitement,
1:02:48
the value could be a negative value too.
1:02:49
It could be bringing somebody something they should not be
1:02:51
doing right. But how could we bring more
1:02:54
value to the people around us? That's where I'd start that
1:02:56
conversation. How could it be more value to
1:02:58
our customers? I I had a client that I was
1:02:59
helping him with rental properties.
1:03:01
You own a bunch of them and go how could we bring more value
1:03:03
and raise your rents? How could we bring more value to
1:03:05
these people that doesn't cost us more?
1:03:06
What could we do? What kind of conversations we
1:03:08
can have just like I brought in earlier, immediately I said we
1:03:11
should have a soundtrack when you first walk in.
1:03:13
How could you offer more value to the people and if you offer
1:03:17
more value, we could be compensated accordingly.
1:03:19
He or she brings most value will create the most economics.
1:03:22
Yeah, that's funny. I was talking to storage
1:03:26
Jeremiah about his storage deals yesterday and he's like, Oh,
1:03:29
well, you know, this is our market share and this is how
1:03:31
many times our ads get clicked and you know, storage facility
1:03:34
rents are going down in this area and there's only so much
1:03:37
capacity, whatever. And it's like, well, how do you
1:03:38
bring more value to the clients? Why don't you run ads that say,
1:03:42
we'll come pick up your stuff and put and store it for you for
1:03:46
free. And when you want it, you just
1:03:49
let us know, give us a call and we'll bring it back to you,
1:03:52
right? So now you're just creating more
1:03:53
value. And I think Alexa Mosey talks
1:03:54
about that too, is you can either drop your prices and then
1:03:57
it's a race to the bottom or you can just keep creating more
1:04:00
value. And that's why his book sale he
1:04:02
sold. I can't.
1:04:03
Remember gazillion? I think it's 50 million.
1:04:06
Insane. No, Yeah, I think it was 100
1:04:07
million in revenue in 24 hours. It was like 27,000,000 books.
1:04:11
Yeah, something like that. But it's because he provided so
1:04:14
much value in the offer, like if you buy this and then you get
1:04:17
this and then you do this and then you do that.
1:04:20
Yeah. So it's just always trying to
1:04:21
think in terms of how do I create more value.
1:04:23
The hidden value is people want to be heard and seen.
1:04:26
So there's the economic value, which works when we're talking
1:04:28
about a greed component. But the secret is, if I was
1:04:30
Jeremiah, I would offer something like this.
1:04:32
I would say what's going on with these people?
1:04:34
They're in a lot of pain. The last thing anybody wants is
1:04:37
a storage unit. I would talk the truth because
1:04:39
that's the truth. Nobody wants one, but we have to
1:04:41
get them from time to time. So the last thing you want is a
1:04:44
storage unit and the second last thing you want to just pack up
1:04:46
your stuff and put it in there. So if we can make any of that
1:04:48
easier for you, we will. We've got a package if you're
1:04:51
interested, where we'll have the boxes dropped off at your house.
1:04:53
We can drop you the tape. We'll even bring you the extra
1:04:55
duty tape and we'll figure that I'll also pick it up for you.
1:04:57
So now I'm speaking your language.
1:04:59
So now I'm actually not offering you any more value in price.
1:05:02
I'm offering you that you want to be seen and heard.
1:05:04
And most people remember back the insecurity.
1:05:06
They want to be seen and heard. So when I teach influence, how
1:05:09
can I enter into these people's insecurities and help them feel
1:05:14
better? So if I was Jeremiah, I would
1:05:16
like you could message him right after this, tell him to do that.
1:05:18
But the point is, that's what I would say to him.
1:05:20
Because I think to myself, like when I'm sitting down with
1:05:23
somebody, that's like when I teach financial companies how to
1:05:25
do stuff, the last thing anybody wants is a mortgage.
1:05:27
None of this is fun. You're going to have to get your
1:05:29
paperwork. You're going to have to do all
1:05:30
this stuff. None of that is fun and my job
1:05:32
is to work with you, make it easy as possible.
1:05:34
So I did make a little CHEAT SHEET and we could do this a
1:05:36
little bit of a time and I'm going to bother you, but I'm
1:05:38
going to be part mortgage person and part coach.
1:05:40
I'm part mom and dad. I'm have to bother you from time
1:05:42
to time. I might say this is a real
1:05:44
estate agent. I might say to somebody who has
1:05:46
to get me documents. But if you can meet people at I
1:05:49
see you and I hear you, a lot of times they'll pay three times
1:05:52
more just to be seen and heard. Yeah, because that's the primary
1:05:55
trauma. And all of this is not feeling
1:05:57
seen, heard or protected when we're a child.
1:05:59
And that carries with us our entire lives.
1:06:02
And that's all we really want ever, as we want to be seen,
1:06:05
heard and protected. Feel safe.
1:06:07
And we'll do a lot of dumb things to get it.
1:06:09
Yeah. And there's also a way that we
1:06:11
positively can offer that to people and let them feel that
1:06:14
they're getting it. But imagine getting that from
1:06:16
your storage company. I get you.
1:06:18
The last thing anybody ever wants to do, I talked to roofing
1:06:22
company and their sales went through the roof because they
1:06:24
stopped saying, hey, here's how to get your great roof.
1:06:26
Last thing anybody wants to get as a roof.
1:06:28
But if you're gonna have to get one, let's make it as simple and
1:06:30
easy as possible. And on top of that, I want to
1:06:33
protect the value of your home because everything you spend
1:06:35
with us, we want you to get that back times 10 when you sell this
1:06:38
place. That's good.
1:06:40
That is radically different than we have the best price roofs in
1:06:42
town, so that's influence. Yeah.
1:06:47
How would you influence bringing it back to my world of
1:06:51
commercial let's? Make some.
1:06:52
Money. Yeah.
1:06:54
So I guess I'm trying to think one of our biggest objections.
1:06:57
Well, I guess when we're going after large developers that
1:07:01
already have deep relationships, Yeah, huge, you know, many
1:07:06
millions of square feet under management and development and.
1:07:09
What do you want to offer them? Well, we would like to finance
1:07:13
their projects their. Development.
1:07:15
You want to give the money. Yeah, we want to give the.
1:07:17
Money. You have no relationship with
1:07:18
them and you want to bring the. Money.
1:07:19
Pretty much, yeah. Which they want money and they
1:07:21
want it from different places. Right.
1:07:22
But they they're large, they're massive developers and they
1:07:26
already have deep relationships. They're already where, you know,
1:07:28
they've worked with this person for 20 years.
1:07:30
Like why would they move? Why?
1:07:31
Why would they give a shot? So I guess me the, I mean, the
1:07:38
reason that the way in my head I could get them to move is by
1:07:42
being able to help them with equity because that's the pain
1:07:44
point. But if we're not doing equity
1:07:47
and we're just straight financing.
1:07:49
And your rates are similar. Yeah, Yeah.
1:07:52
I mean, we have leverage because we have, I mean, we're a broker.
1:07:55
So we have a really cool technology that I don't think
1:07:58
any of the big firms use according to my research, but we
1:08:03
have a ton of lenders and it's AI driven.
1:08:05
So I'm very tech forward. And so the AI can shop rates
1:08:10
very quickly and know what's the most competitive on the market
1:08:13
versus the old school model, just like sending it to the
1:08:15
handful of lenders that they have a relationship with, right?
1:08:18
So we can really compete and secure really good rates.
1:08:22
Usually if we see a term sheet that our client has, we can run
1:08:26
it through our system and through our database and
1:08:29
generally secure better terms because we have such an
1:08:30
efficient process and we have such a big reach.
1:08:32
So where are you at in this process?
1:08:34
Because people ask me a question like this and there's the
1:08:36
prospecting phase, There is the, there is the we're sitting down
1:08:39
to dinner phase. There's somebody introduced me
1:08:41
phase. We're almost at the bargaining
1:08:43
table phase. Where are we at?
1:08:44
And the reason I I say that is most people when they answer
1:08:46
questions to people, they globally don't even understand
1:08:49
the question. So what I'm getting at is where
1:08:52
are you at in this process? Because there's prospecting like
1:08:55
cold calling them and then there's like we already kind of
1:08:57
know them a little warm. Yeah, they're either coming in
1:09:00
through in person. They're willing to.
1:09:02
They're willing to meet with you.
1:09:03
Yeah. I mean, you got a phone call.
1:09:05
We're willing to meet 10-15 minutes for coffee.
1:09:07
We're there. What are you currently saying?
1:09:10
Well, I mean, I have a whole team, so I, I don't, we, we
1:09:12
don't have a structure on what everybody says, but I usually
1:09:15
give them the whole. We're we're pausing on that for
1:09:17
a minute with a screen change. I have ADD.
1:09:24
Oh yeah. Good.
1:09:25
Good call on that. I remember, I remember exactly
1:09:28
where we were at so. I.
1:09:38
Have to get my hands still loaded here.
1:09:39
That's a good question. Yeah.
1:09:43
Are we good on time? OK, cool.
1:09:45
OK, cool. Are you ready?
1:09:46
Yeah. OK.
1:09:47
So why don't you start a little bit again on that question?
1:09:49
So I'll pref. I'll preface real quick so you
1:09:51
can cut this in. What's that?
1:09:56
Am I good on sound? OK, good.
1:10:00
So I'll preface. I'll preface the question and
1:10:02
ask it like this. Is it prospecting?
1:10:04
Is it you're meeting with them face to face?
1:10:05
Where are we at in the process with these people?
1:10:08
So usually I'm either meeting them at a mastermind, a
1:10:10
conference, or through social media and they're already
1:10:13
watching my stuff and have that relationship.
1:10:15
So it's usually a warm introduction, we're not cold
1:10:17
calling. And then from that point, they
1:10:20
either meet with myself. If it's a very large client,
1:10:23
it'll be me and some brokers from my team, or if it's a
1:10:26
smaller newer lead, they'll just meet with one of my team
1:10:29
members. So who is the person you're
1:10:30
meeting with and the reason I'm asking?
1:10:31
The perspective client. So the client is the possible
1:10:34
person that will take the money? Or is it someone on their team's
1:10:36
team's team's team? Oh well, depends.
1:10:38
It depends on the side. Because it's usually for each
1:10:40
person. Usually it's the sponsor.
1:10:41
Let's just say it's the borrower.
1:10:43
OK, so if it's the actual borrower's different, if I am
1:10:45
dealing with like the the the wall, the the gatekeeper, we got
1:10:49
to talk differently to the gatekeeper.
1:10:50
Most people don't realize we're dealing with the gatekeeper.
1:10:52
We just would want to make them feel like, because the job of a
1:10:54
gatekeeper is actually just give you a little heads up on this.
1:10:57
The jobs of a gatekeeper did not miss anything.
1:10:59
So we want to give them something that they actually
1:11:00
missed. So I would say to them, so are
1:11:02
they familiar with the new, the new process or the new financial
1:11:06
process that's actually available here in Arizona,
1:11:08
whatever we're doing right now? And you want to give them
1:11:10
something like they missed something and then they'll have
1:11:12
to get you on the phone with that person.
1:11:13
So the new, are you familiar with the new financial
1:11:15
initiatives that are out there in Arizona right now or is is
1:11:17
John been mentioning that to you?
1:11:19
Well, I don't know about that. Well, I definitely want to make
1:11:21
sure he does not miss out on this.
1:11:22
And you and I both want to make sure he doesn't miss out on it.
1:11:24
So that is how we actually get across from the gatekeeper to
1:11:27
feel like they missed something. So they'll actually get you
1:11:29
through to them. But if you're talking to John
1:11:31
and you're sitting down with them and you're at coffee or
1:11:34
you're meeting with them at a mastermind, what does that sound
1:11:36
like currently? Like what are you doing to like
1:11:38
get in there going? Like, listen, I have almost the
1:11:40
same rate as them, but I have a few things they don't have.
1:11:42
What are you saying in the 1st? Few yeah I mean I've always just
1:11:45
been a relationship person so I just try to serve people and
1:11:48
build relationships and not sell them on anything and get to know
1:11:52
them and spend time with them and that's been my approach like
1:11:55
the logger approach. I'm not just a Hi nice to meet
1:11:58
you can we have your business but I also will share about my
1:12:01
business what we're doing So like what deals we're closing or
1:12:04
you know we just closed the $26 million Singleton industrial
1:12:06
loan and this was a you know the prior burger shopped it for a
1:12:09
year and they weren't able to get done so I'm super happy
1:12:11
we're able to get that done and just share some of those
1:12:12
experiences and just our leverage and reach and our tech
1:12:16
forward yet relationship George approach.
1:12:18
So I plant those seeds in there and then sometimes it sparks
1:12:22
their curiosity of like, Oh, well, we're actually looking for
1:12:24
something like that. Or wait, what, how, what lender
1:12:26
did you work with to do that? You know, or, or how did you,
1:12:29
how did you get five term sheets in three weeks?
1:12:31
And so it's just more organic. I'm like, yeah, we'd love to
1:12:33
chat with you if you're, if you are interested and we can and.
1:12:36
Then you drop them, and then you set up a time.
1:12:37
To right. Yeah, OK.
1:12:38
So how I would how I would position that real quickly is
1:12:41
First off, you got to admire these people.
1:12:42
They're making that kind of money.
1:12:43
There's a large ego involved. I love watching you win.
1:12:46
Well, I'm good at that part. Yeah, I would love watching you.
1:12:49
I love watching you win and that's a very important word and
1:12:52
the reason I love watching you. And one of the biggest things we
1:12:54
do is we want you to win even more because we need more
1:12:56
companies making it because we don't work unless there's proof
1:12:59
of concept out there in the world.
1:13:01
See what I'm saying? Then I would say to them, I
1:13:03
said, listen, one of the biggest ways we help people win is
1:13:05
you've got lenders you work with.
1:13:06
I can't say you don't because of course you do.
1:13:08
I want them on their game. So we are on our game and
1:13:11
sometimes we come in and we do part of deals, we do other deals
1:13:15
and it keeps them on their game, keeps them excited because they
1:13:17
know that they've got to be even better.
1:13:19
And #2 is sometimes it's we've been doing things.
1:13:21
We find a lot of people they've been doing things for a long
1:13:24
time. They forgot to look and figure
1:13:25
out what else is out there. So last thing I want you to do
1:13:28
is to miss something. Our company is very, very new.
1:13:33
I don't know the word is new age because I'm coming up this in
1:13:35
the fly. I would say we are very, very
1:13:36
innovative. And our big thing is innovative
1:13:39
because we've only been formed in the last five or six years
1:13:41
where a lot of the company's been around 20-30 years.
1:13:43
You got your brick and mortar Bank of America's, and we could
1:13:45
just do things that other people can't do.
1:13:47
So we're just admire what you do.
1:13:50
If you're open to looking, we would do that.
1:13:51
So I'd commend them on their winning, but also let them know
1:13:54
you want them to win more in the industry, to win more.
1:13:57
But you want to point out two possible things to offer a
1:13:59
little bit of doubt. And part of the doubt I'd want
1:14:02
to offer is that like quite possibly you're going with a
1:14:04
dinosaur and you want to see we're very innovative of what we
1:14:07
do. And we've found that a lot of
1:14:09
the companies come to us and they go, oh, our guys do they do
1:14:12
this. So even if our job is just to
1:14:15
keep your guys on their toes, I'd love you to see what we've
1:14:17
got going on and then bring it to your guy.
1:14:19
If they can't do it, maybe do a little bit with us and we can go
1:14:22
from there. And that's how I would position
1:14:24
that kind of thing because my outcome is not to influence them
1:14:27
to buy when influence their thinking because no different
1:14:30
than their average. They they go to John down at
1:14:31
this bank, they go to Bill for their hard money.
1:14:34
They go to Bill. We need interrupt their pattern
1:14:37
and possibly invoke a little bit of hey, listen, my guys never
1:14:40
told me he wanted me to win. My guy just gives me the money.
1:14:43
And a lot of times we do things so long that we miss it.
1:14:46
So I wanted to just bring up those two things.
1:14:48
We really do because you can get hard money or you can get money
1:14:51
from anywhere. You can get from anywhere.
1:14:53
There's a million places you can get it.
1:14:54
Get him a mob guy in the corner too.
1:14:56
OK. But that's not what we do.
1:14:58
We really want our clients to win and we want to make sure
1:15:01
they're winning with the people they're with.
1:15:02
And we're not asking you to go full board with us.
1:15:05
We just want to keep your people great.
1:15:07
Yeah, I'd love that. That's exactly how I I got a
1:15:11
storage deal because the same thing is like, hey, we're happy
1:15:14
to just take a look at your term sheet and make sure that he's on
1:15:17
his toes and a little. We're not afraid of little
1:15:19
competition and we want to. Ultimately it's about you.
1:15:22
And if he can get you the best, awesome.
1:15:24
That's what we want for you. But if he's not, then you should
1:15:27
know that. And it doesn't cost you anything
1:15:29
for us to be able to give you our honest opinion on if you
1:15:32
actually are getting the best rate terms out there or if there
1:15:35
may be a new way of doing things or a new lender relationship
1:15:37
that we have that he's not bringing to the table.
1:15:40
Turns out he wasn't bringing to the table and now we get all the
1:15:42
business. Yeah.
1:15:43
We want to point out without being rude about it because it's
1:15:46
not going to help you talking, being negative.
1:15:48
We have found a lot of banks and a lot of lenders are, are we
1:15:51
getting lazy these days because they're just been with people
1:15:53
forever. Sometimes we just come in and we
1:15:55
never even do business together. And you put your hands up like
1:15:57
this. We never do business together.
1:15:59
But what's cool about it is, is it forces them to not be lazy.
1:16:02
And you'll be amazed. They start sending you gifts,
1:16:04
doing stuff. So let's at least start a
1:16:05
conversation and let them know you're kind of looking because
1:16:08
guess what? They need you no more than you
1:16:10
need them and it gives them the power.
1:16:13
Now you just empowered a person because we don't sell people.
1:16:15
In my word line of work, we empower people.
1:16:18
And if you empower a person to believe that they are great and
1:16:20
they can do anything and they're incredible, they'll do anything
1:16:22
to keep that power. So your job is not to sell
1:16:25
somebody, it's to empower them. I just want you to be as
1:16:27
powerful as possible. I want you to listen your guy.
1:16:29
I'm not saying he's lazy, but I don't want him to ever get lazy
1:16:33
on you. Right, that's good.
1:16:36
I don't know how we got there, but that's a great conversation.
1:16:37
No, it was really good. I love it.
1:16:39
I'm going to. I'll share that with my team.
1:16:41
Use it, have them here that the the nuance of that is, is this
1:16:45
the standoff? It's like, listen, the last
1:16:47
thing in the world, I want to stick business from anyone but
1:16:50
the second, the first thing I don't want is anybody to not be
1:16:53
winning. So if you're not fully full
1:16:55
blown winning, we want you to win at the highest capacity.
1:16:57
That's a big word for competitive people that people
1:17:00
do not throw out there. They say dumb things like win,
1:17:02
win. That's in one ear, now the
1:17:04
other. My biggest desire is for you to
1:17:06
win, and I need you to win because my business doesn't work
1:17:10
if you don't win. Even if we don't do business
1:17:11
together, I can point to your deal and I can show it to my
1:17:14
clients and I could say I want that for you.
1:17:17
So I need you to keep winning. You winning is important to me.
1:17:21
Yeah. Give it a shot, you'd be great.
1:17:23
Thank you. I appreciate that.
1:17:24
That was a good little little. Lesson.
1:17:26
Yeah. And you know something, I'm, I
1:17:28
love relationships, I love serving people.
1:17:30
And so if you know some of our bigger clients, I'll bring them
1:17:33
on the podcast and highlight them and push people to
1:17:36
organically reach out to them and invest in their funds.
1:17:38
And like, we want to be your capital partner.
1:17:40
We want to be the best capital resource for you.
1:17:42
And we're not just a transactional based brokerage
1:17:45
that just wants to go place, do a loan and then move on, right?
1:17:49
Because most of them are. Yeah, exactly.
1:17:51
We really, we really want to serve you in every single way
1:17:53
that we possibly can. And I know that nobody else is
1:17:58
bringing you on the podcast and getting 334 million views a
1:18:01
month to highlight your story and your your mission.
1:18:04
And your, we won't call those people lazy.
1:18:06
I just want to make sure they don't become lazy.
1:18:07
So that's the language. We're not going to call them
1:18:09
lazy. We just want to make sure they
1:18:10
ever get lazy. And then you, you employed a
1:18:14
little doubt. Remember when I told you a
1:18:15
little bit ago on the show when I said the guy had a doubt about
1:18:17
the therapist and he got me off the drugs in one day, He had a
1:18:19
doubt. He got me to create doubt.
1:18:21
Doubt is A1 wonderful thing. It stops us from doing things.
1:18:24
So remember, somebody in motion with doubt will slow down their
1:18:27
motion. So one of the skills we need to
1:18:29
learn is how do we employ ethical doubt And doubt is the
1:18:33
ability to have people to doubt like someone's I I'm not good at
1:18:36
I'm not good at being on podcasts.
1:18:38
Is that completely true All the time?
1:18:40
Why? I don't know.
1:18:42
I mean, have you ever been on one?
1:18:43
No, I haven't. OK, great.
1:18:44
So it's not that you haven't been one.
1:18:46
It just makes you a little nervous.
1:18:47
And then ethical doubt is never talked about it before, but it's
1:18:50
a very powerful thing. Ethical doubt.
1:18:52
Ethical doubt, it's like creating doubt.
1:18:53
You don't want someone to doubt themselves, but I want people to
1:18:55
doubt their direction because someone goes, I'm making
1:18:58
$1,000,000 a year, it's the best I can do.
1:19:00
OK, so is the best you can do or is what you've done up till now?
1:19:04
Yeah, well, it's so important. You have to reframe your
1:19:06
thinking in your your mind. And that's why I love one of my
1:19:09
mentors. He's just, every time I talk to
1:19:11
him, he challenges me so much. You.
1:19:15
Doubt your old. Self yes, he makes you doubt
1:19:18
everything, everything. And I'm just like what?
1:19:22
Like am I thinking about this wrong?
1:19:23
First you want to punch him. First you want to punch him.
1:19:25
Yeah, because your natural tendency.
1:19:27
And then I want to cry. Damn it.
1:19:28
And then you cry and then you're like, it's right.
1:19:30
And my my wife does that to me too.
1:19:31
Like she, she called me out on something like and then I go,
1:19:33
OK, she's right. Yeah, yeah, it's crazy.
1:19:36
And then and then the next day, I'm like, Oh my gosh, I have.
1:19:39
The greatest idea? Oh, it's going to be great.
1:19:42
It's funny because all high performance people, we have like
1:19:45
there's like 5 things we all do and there's 50 things that don't
1:19:47
work. And you see all of the Internet,
1:19:48
like what we just described is what all of us go through.
1:19:51
I could guarantee whether it's Joe or Jeremiah, people we know,
1:19:54
or Tommy or any of us, Peter, do you know I'm saying all of us go
1:19:58
through the same thing, literally that same face.
1:20:01
I know and that it's just difficult to to to channel it.
1:20:04
Is it difficult or something you're working on?
1:20:06
No, it's something I'm working on.
1:20:07
It's something I'm working on. You feel the difference?
1:20:09
Yeah, one it sends a different if you watch your smile on the
1:20:12
show, something I'm working on sends the serotonin like I'm a
1:20:15
badass difficult, sends the fear mind.
1:20:18
Yeah, you're right. Something I'm working.
1:20:20
I know that's one of my my first coaches I ever hired, the
1:20:22
energetic intelligence coach William Poet.
1:20:24
Full name? Yeah, it is.
1:20:26
But it's got so many coaches out there.
1:20:28
I've been doing this so long. I had a fax machine when I first
1:20:30
got started and that's how long I've been doing.
1:20:32
I've been coaching people. People had like a whistle in
1:20:34
their mouth on their coaches back when I started.
1:20:35
Now everyone's a coach. Yeah, I know everyone's a coach,
1:20:38
but I love coaches. I I have a coach and everything
1:20:41
in my life because it's constantly challenging.
1:20:43
My belief system is constantly pushing me forward and I like to
1:20:46
have different coaches because they have different perspectives
1:20:48
and I, I stay true to what I really want.
1:20:52
And so I don't just take everything they say, right, like
1:20:56
and go absorb it right. I just, I take these, these
1:20:58
Nuggets and I figure out what really aligns with me and my
1:21:01
true north and what I want to build and what can I take from
1:21:03
this and what can I take from that?
1:21:04
What can I take from here? And all these different.
1:21:06
That's why I'm in all these different masterminds and I'm
1:21:08
in, I have different coaches and, you know, one-on-one or one
1:21:11
too many and these different things because it continues to
1:21:14
push my consciousness and my belief system.
1:21:16
So I don't just get stuck in the old way of doing things all the
1:21:19
time and have one perspective from one person.
1:21:22
And so I like that. But some people struggle with
1:21:26
taking every word they hear for gold.
1:21:29
And you know, advice has to come from where you're at with your
1:21:32
life, what your goals are and what's important to you, what
1:21:35
your values are, timeline. Like, you know, some people
1:21:39
could say, oh, I went long on this stock.
1:21:42
Well, is that a 10 year plan? Is that a 10 day plan?
1:21:45
Is that a 10 minute plan? Like what, what's the plan with
1:21:47
that? And so if you just take it for,
1:21:50
oh, I should go long on the stock, but you didn't know the
1:21:51
full story behind the plan or how it aligns with your plan,
1:21:54
then that could be really bad advice that you could have a
1:21:56
really bad outcome when you take that.
1:21:58
It's all circumstantial. Exactly, Yeah.
1:22:02
Interesting. It's pretty fascinating how how
1:22:05
the mind, the mind looks at things and it's just it.
1:22:08
I love this stuff. It's so cool.
1:22:09
You have a coach in every area. Yeah, I love it.
1:22:12
But I, you know, I always have to be intentional of what's the
1:22:18
weight of each coach and what they're telling me because
1:22:22
they're all different. They all have that.
1:22:23
You know one will tell you this and one will tell.
1:22:25
You you got to be careful. I had my little one's a figure
1:22:28
skater and I have stuck on a buddy on the bench and he
1:22:31
coaches female play hockey with me, coaches female athletes.
1:22:34
And I'm like, Oh yeah, I got this person doing this.
1:22:36
Like you got too many people too many.
1:22:37
Like you don't need another voice in her head.
1:22:39
Do you know what I'm saying? Like, you know, I'm not going to
1:22:40
help her because you got to be very careful how many voices you
1:22:43
allow yourself to listen. Do you got to pick the ones that
1:22:45
matter in the certain areas? So we've got to allow ourselves
1:22:48
to pick the voices we need for the right things, right?
1:22:51
All right, well, well, I'm going to do rapid.
1:22:53
I always like to do school hard. Knocks at the end, I guess they
1:22:56
started doing. This.
1:22:57
Let's go. All right.
1:22:58
So how old were you when you became a millionaire?
1:23:03
27. What line of business are you
1:23:07
in? What I do right now?
1:23:10
Personal development speaking. Did anyone ever doubt you?
1:23:16
About 1000 people. That's it.
1:23:18
Yeah, maybe 100,000 and my parents finally asked me what I
1:23:21
do right now. They finally they get it.
1:23:23
Like they almost get what I do. They almost get it.
1:23:26
I take them, we take the whole family to Turks and Caicos rent
1:23:29
out this the greatest facility you could ever have there.
1:23:32
And it's like, oh, OK, it's cool.
1:23:33
Like, OK, you know, you sure you got your Roth IRA set up?
1:23:36
I'm like, Mom, we fill the Roth on day one, January 1st.
1:23:40
You know what I'm saying? This is not come on.
1:23:43
Yeah, they'll come by my office. They don't realize that the my
1:23:46
TV screen is the the house. Does that make sense?
1:23:49
So for most people, But yeah, so I've had a lot of people doubt
1:23:52
me, and I'm OK with that. But I've had a lot of people
1:23:54
doubt me still to this day. I have to deal with that online.
1:23:56
I mean, we become masters of voodoo on the comments online.
1:23:59
I get people doubt me all the time.
1:24:01
Did you ever think you'd be able to achieve what you have?
1:24:03
I always knew I would, but I doubt myself from time to time
1:24:09
like we all do. But I knew I was here to do
1:24:11
something special, and that's what drives me and also
1:24:14
frustrates me because I'm working on it.
1:24:17
What's the best piece of advice you ever heard or received?
1:24:21
I don't know. It's the best piece of advice,
1:24:22
but it was from Jim. It was success is something you
1:24:24
attract by the person you become, and that's one of the
1:24:27
best things. I remember hearing that and it
1:24:28
was one of the greatest things ever heard because success is
1:24:30
something you attract by who you become.
1:24:34
That's so true. It's all about who you become.
1:24:36
It's not about the destination to you.
1:24:37
Become on the journey. Who you become?
1:24:38
Yeah. Who's your hero?
1:24:42
This is a tricky 1. I don't have one and this got
1:24:45
knocked out of me when I was a kid.
1:24:46
I admire people, but I, I learned a long time ago, I was
1:24:49
sitting down when I was younger and they, this guy gave me the
1:24:52
whole speech about the no false idols thing.
1:24:54
I look up to people, but I, but I, I talked about this.
1:24:56
I really don't have a hero. I admire people and I say this
1:25:00
and I really wish I had one because it bothers me.
1:25:03
But I looked up like when I was a kid.
1:25:04
I love Marc Messier when I played hockey because he was
1:25:06
like the Tom Brady of hockey. I admired him, but I I never
1:25:10
really had an hero and I, it's a weird, weird thing, but I've
1:25:13
talked about it with a couple people before and they've said
1:25:15
they don't really have one either.
1:25:16
Do you have a hero? Like I don't have one.
1:25:20
No, I guess I, I. Always say Robert.
1:25:22
Kiyosaki because that book really inspired me so much, but.
1:25:27
He made me almost he almost made me quit college.
1:25:29
Robert with that book, I almost dropped out of school my junior.
1:25:31
I called my parents, I go, Robert said the drop out and
1:25:33
like who's Robert? Robert Kiyosaki?
1:25:35
Like, who's that? Yeah, yeah, Robert.
1:25:37
Robert was my hero forever and God, I would say yeah.
1:25:43
God works. And and sometimes myself.
1:25:45
Yeah, well, that's how I look at for keeping going.
1:25:47
I really, I really like me and I I know I'm capable and I also
1:25:50
know like every time I meet my heroes, I built up a story about
1:25:54
them. I would have called them my
1:25:56
heroes back in the day. And Kent clothier would say this
1:25:58
all the time. You finally meet your heroes and
1:25:59
you go, God, they're screwed up. Does that make sense?
1:26:01
You ever has Kent never said that.
1:26:03
Has Kent has Kent never said that because he would go and I'm
1:26:05
not going to mention who we've met over the years.
1:26:06
I've known him so long, but he would say then I so I that's a
1:26:10
weird question that that's not weird.
1:26:11
It's a good question. The honest answer is no ego
1:26:14
involved. I don't really have one
1:26:16
currently and I don't know how many I've had but I've looked up
1:26:19
to people but I'm I'm my hero. Yeah, I love it.
1:26:23
Yeah. And what was I just going to ask
1:26:27
you? If you.
1:26:28
OK. So if you had to leave one
1:26:31
message to the younger generation, what would it be?
1:26:36
Wow, What aspect of life? What aspect of life?
1:26:42
I could say a lot of things. No, just one message.
1:26:44
It was your final message of the younger generation.
1:26:47
I would say if I were to talk to the younger generation of people
1:26:51
and I'd sit down with a bunch of kids, I'd say learn how your
1:26:57
mind works. Learn everything you can about
1:27:00
what makes you work and what make you do what you do and
1:27:02
spend your life figuring out what makes you tick and how to
1:27:05
actually get yourself to do what you want to do.
1:27:07
Spend very little time learning what the world wants you to know
1:27:10
and spend more time figuring out how you operate and what makes
1:27:13
you feel good. What makes you not feel good,
1:27:14
what makes you happy, what makes you sad, what makes you drive.
1:27:17
Because I never took a class in school on how Michael operates.
1:27:21
I took how the world worked and calculus and everything didn't
1:27:23
really take out the world work. I took things they wanted me to
1:27:25
know. So I would say learn what makes
1:27:27
you work and learn how to get you to work the way you want to
1:27:31
work. That's such good advice, and
1:27:33
then you can do what you do best and hire out the rest.
1:27:36
And you can do anything you want and feel thrilled.
1:27:38
I like that. Do what you do best and hire out
1:27:39
the rest. That's fantastic.
1:27:41
Last one, if you could send one text message to your 25 year old
1:27:45
self, what would it say? You're going to get there
1:27:52
anyways, so keep going. And I want to let you know I'm
1:27:56
here. I'm here.
1:27:58
You're going to get there anyways.
1:28:01
Go through the motions, do the thing.
1:28:03
But worrying is a waste of your time.
1:28:04
It's a useless emotion. Have fun.
1:28:08
Have fun, don't forget to play, don't abandoned the inner child.
1:28:11
Play inner child's so important. Well, thank you so much.
1:28:14
Absolutely. It's been an absolute pleasure.
1:28:15
I love this absolute blast. You're awesome.
1:28:18
Thank you for having me on you too.
1:28:19
Thank you. We'll discuss more later.
1:28:20
All right. Thank you.