Drifter vs. the Driven: Breaking the Patterns That Hold You Back - Part 1 | #Success - Ep. 104

Do you have a funnel but it's not converting? The problem 99.9% of the time is that your funnel is good, but you suck at selling. If you wanna learn how to sell so your funnels will actually convert, then get a ticket to my next selling online event by going to sellingonline.com/podcast. That's sellingonline.com/podcast. What's up everybody, this is Russell.

Welcome back to the show. Hope you guys are having a great day today and excited to share something really cool with you. It's not very often that I have a chance to share stuff that only happens in very private settings and in different events and things that are special. Last summer we did an event for my inner circle and the 2CCX members called Mastermind in Paradise. We were in Mexico and I decided to do a really fun late night midnight mastermind session. And it was, you know, I've always liked doing these at these events. It's just kind of fun to get up late and hang out and share some cool things. And this time I talked about this concept of someone who is a drifter versus somebody who's driven. And, you know, I'm working on this book, working on it forever, about these concepts, but this was kind of a chance for me to sit down and to reteach this from the top down and kind of share some of these ideas. And since then I've taken it and I've worked on a lot of stuff and keep tweaking and changing it. It's getting better and better, getting more and more simple, but I want to share this one with you because, yeah, I think it'll benefit a lot of you guys, especially those of you who are struggling. And, you know, maybe you were driven in one area of your life, one time in your life, and you've been struggling, or maybe you're driven and you're trying to figure out the next level, the next step, I hope these ideas and these principles will help you on your journey. So I'm gonna break this episode into two because it's a little bit long.

I think I went for like 2.5 or 3 hours, so we're gonna break it into two episodes.

This is the very first one. Hope you enjoy it. And the title, I believe, if I still remember correctly, was The Drifters Versus The Driven.

This is The Russell Brunson Show. My presentation today is called Drifters Versus the Driven. And, and I'm really excited for so many reasons. I said I actually signed a contract with Hay House, my publisher, like 4 and a half years ago to write this book. And we're 4 and a half years later. Here we are. And again, it's not for lack of trying. I think I've written probably 500 or 600 pages, a whole bunch of stuff. It keeps changing, shifting, just hasn't like landed. And literally in the last 7 days, all these pieces started coming together in a really interesting, really cool way. I almost wasn't planning on doing this session, and then things start showing up. I was like, okay, we're going to do this whether I'm ready or not. Here we go. And so we start putting everything together and it's been— it's just been really, really cool. In a minute, I'm going to show you guys some videos. Like literally yesterday, me and the kids, everything, we went down to— and Colette, we went down to Xcaret, to the cenotes, the underground river. We're floating. And one day I was like, there's going to be parts of Outwin the Devil, I want to share with people something. I'm going to print it out and I'm going to read it to everybody. And I was like, that's kind of cool. But then also, no one wants to hear me sit there and read again, right? So I'm like, I don't want to read again. So I was like, oh, what if I go and get the audiobook and I chop out the sections where Napoleon Hill and the devil are fighting and we can listen to it and you can hear it from his own words? I was like, that'd be really cool. So that was the plan. So we went and we ripped those parts of the audiobook out. And then I was like, oh, ask ChatGPT to design a really cool image of Napoleon Hill and the devil. So I designed that in ChatGPT. Yeah, ChatGPT made it. It was really cool. And then Daniel, who is somewhere in here, our team back here, he took the image. He's like, I can make a better image. He made a better image. And they were sitting there working on slides. And then I look over, he's like, check this out. And he made the image. It was like moving. Napoleon and the devil were moving. I was like, what? And then Ben was like, wait, send me that video or send me that image. So he sends it over. And they literally last 20 hours animated the entire thing where you see Napoleon Hill and the devil actually. I don't know how they did AI. It is insane. This is the first cut, though. I'm sure before we pitch it to Hollywood, they'll come up with more iterations. But it turned out really insanely good. So my idea of like, I'm going to print it out and read it, went from that to we made a little movie for you guys and it's insane. So we're going to show that tonight. It's going to be— anyway, it's going to be fun. This is a workshop. We're actually working. I'm going to ask you questions. You're going to write things. We're going to hopefully have some breakthroughs and ahas. It's going to be really cool. But before I jump into it, I want to talk about this one question, which is interesting. Why am I writing this book? And this is something I almost have forgotten about, actually, till tonight. Eileen asked me, she's like, do you remember? Was it 3 years ago, 2 or 3 years ago, we were in Kenya and I was talking about this book 2 or 3 years ago. And she's like, but why? Like, why are you actually writing this book? Like, why do you care so much? You keep putting so much time and energy, effort into this thing. Why are you writing this book? And I kind of forgotten, like, I forgot this conversation, but I remembered the answer. I was like, the reason why I want to write this book is because I believe so much in human potential and what a human being can do. And most people don't do it in their lifetime. I think the reason why is that I've been doing this whole— this role that I do right now, whatever you want to call it, for the last 20-plus years. And I've seen people come into our world and those who become drifters and disappear. I never see them again. I've seen people come in this world who double down, who become driven, and they change not only their own life, not only the life of their families, they change the life of tens, Sometimes thousands, millions of people. That's one human being. And so for me, it's like when I see people, I am fully aware of what you are capable of. Like, I know that if you will just apply yourself, how many people's lives you can change, right? And so for me, it's like I have such belief, more so than probably most of you guys believe in yourselves, in your own divine potential. I remember Stacy Martino one time told me, she's like, she's like, when I first met you, you believed in me and my message more than I believed in it, right? I think a lot of people told me in the past, like, I just, I can see, I understand people. I understand, like, that like the thing that you've been given from God is not just like some random thing, but it's an actual calling. And so for me, it's like most people squander away their divine potential. And that is like the most painful thing for me. For me, my kids, like I see anybody, I'm just like, oh, like if you understood what you're capable of. And so that's why I'm writing this book, because I want people who are capable to actually have a tool to be able to get free and they can do something with that, with those God-given gifts and talents. So that was the reason why I'm so excited, why I keep doing this 4 years later. I can just call up Hey, Halston, give them the advance back because the advance wasn't that much. I was like, you can have it back. This book's been real painful to write, but that's why. And so tonight my plan is a couple of things. Number one, I want to get you guys excited about your future, about your plans, about what you're capable of, what you can do when you're— when you shift from being drift, from drifting to becoming driven in all areas of your life. And number two, I want to give you guys hope. Hope that these things you're dreaming about and thinking about, these desires you have, that there's actually a way to complete those at a level that you never believe is possible. So that's my goal for the next 1 to 12 hours. Who knows? So it's going to be a lot of fun. All right. So title again is Drifters versus the Driven. I want to start the story back actually a couple of years ago. Some of you guys know the story. I started collecting old books and old Napoleon Hill books, and I had a chance. There was a guy who had this old pre-first edition Law of Success, and I messaged him. I was trying to negotiate a deal to buy this from him. It turned out he had been collecting Napoleon Hill materials for 20 years. He had a whole huge collection, and I eventually ended up going out and just buying and acquiring his entire collection. We flew out there in a plane, we grabbed all the stuff. We had like a private plane because there's a lot. It was 20 years collection. Got it, put it back in the private plane, flew back to Boise, took it out of the office, laid it out, and it was like all over. It's like section like this. And there's all of the tables, all these books and manuscripts, everything. And what I would do is during the day I would work and I would sneak out and sneak in the room. I would start reading stuff. It was like the most magical, the most magical feeling. I was reading Napoleon books and magazines and things that people never seen before from him and other authors, other writers. And so fun. And one of the things I'd bought, there was like a 250, 300-page manuscript from a book that he had written that he'd never actually launched. And the book was called Hand of Destiny, which, by the way, is like the coolest thing ever because Napoleon Hill is so good at naming things. So I see the Hand of Destiny. It's this huge manuscript. I'm like, this is so cool. Someday I want to read this. But I also like— I spent a lot of— I think if anyone got the copy we republished for Secrets to Success, I talked about the story. He used to charge people $10,000 a day to come to his house and to read the manuscripts. When he sold it to me, he told me, sold me for $10,000 per page. And so that was kind of the initial going. And we ended up going back and forth. I got it for less than that. But still, it was multiple six figures for me to buy this manuscript. And so it was one of those things I like, was in a safe. I didn't just have it all the time. And then one day my family and I went on vacation. It was Christmas time and we were staying in an Airbnb in McCall, Idaho. And I was like, I'm going to bring something to read. And so I grabbed a section of these papers. They were in plastic, plastic protecting, and I brought them with me. And that night after kids have fallen asleep and Clever went down to bed, I sit by the fire, start reading these manuscripts. And it was the coolest thing. It's like this thing that he had written on his typewriter that nobody else had read before. This is what the manuscripts kind of look like right here, the ones I took. And if you look at it, it's cool because you can see his notes, his handwriting. Like you can see like where he would cut and paste like a headline or chapter title and change it. And so I was reading through, I got to this chapter right here. Okay, so Chapter 6, the strange— is it 6 or 7? 6. Yeah. Chapter 6, the strange interview with Thomas Edison after he had passed on. I was like, that sounds weird and awesome. I'm going to read it. And so I'm reading this. And if you know how Napoleon Hill wrote, he would do a lot of interesting things. Like, you think about in Think and Grow Rich, he talks about how he wanted a mastermind group. He couldn't afford one. So he would just think about these amazing people like they had passed on and think about them and like put them in a room where they called these invisible counselors. He'd ask these guys questions like, what would they say? And like, he was trying to like just to get ideas from these people he respected and he loved, right? And so when he would write, sometimes he would do the same thing where he put a paper in the typewriter and then he would type a question to somebody. And then whatever came stream of consciousness, he would just type as fast as he could and answer it and ask the question and type and answer it. Okay. Believe this is the same way he wrote Outwitting the Devil, by the way. He asked a question and then he would just like channel whatever, whatever he'd write it. And so this was happening, this interview with Tom Selleck. He would ask Tom Selleck a question and think about Tom Selleck and whatever came to mind, he'd type it out. They asked a question, he would type it out. And so it's really fascinating to hear just this conversation he's having with himself as he's putting himself in the mindset of Thomas Edison. And one of the things that was in the chapter was so fascinating. He starts talking about a guy named Elbert Hubbard. Now, those who know Elbert Hubbard, he was an old publisher way back about Napoleon Hill's time. Him and his wife, they ran a community called the Roycrofters, which is like an Amish community. They were— they had a bunch of printing presses. They were like the printing press of this era. They would print everybody's books and ship them out. In fact, when you guys come to ClickFunnels HQ, I have an actual printing press from the Roy Crofters and on a printing press in the office, the first edition Wizard of Oz was actually printed on that printing press, which is kind of a fun story. So, so Albert Hubbard was this cool guy. He and his wife have this whole publishing dynasty of publishing all these books for all these different people, published Napoleon Hill books, other people's books. Then his wife went on a boat trip and the boat sunk and they died. And so anyway, so he's writing this and this is what this conversation he's having with Thomas Edison, he's passed along. This is what he says. He said, Hubbard wants you to continue writing where he left off as his untimely departure stopped work he was doing on his most recent important document, which was destroyed when he went down to Lusanza. He will pass over to you the contents of this document, will direct you in completing it. He wants Bert— that's his son. That's Hubbard's son. He wants Bert to help you take over, take it to the world. Hubbard will give you his own instructions the next time you open your mind up to him. And I remember reading that and I got chills. I was like, I don't know what that is, but that's crazy. And then later on the page, there's a little asterisk and it says that Bert's son showed up a week later and delivered the letter with like the contents where he was supposed to pick up on. Weird, weird thing, right? So I don't know what that means or anything. All I know is I remember getting chills and I was like, that's crazy. And for me, it's been weird as I've had all these books and manuals, I'm buying them and reading them. Part of me feels like there's some part where I'm being tied to something like this where it's like And I don't know, maybe it's not true, but I'm like, I hope that when I die someday, I'm able to inspire other people to keep taking what I was excited by and move on. If that's not true, that's fine. But if it is true, that's pretty cool. And I was like, what if I could pull a Hill? Like, why am I still geeking out and buying these old books and manuscripts from this guy? I have no idea. I don't know, it's exciting. I was like, I wonder if there's like a reason why I keep reading these things and I try to republish them and talk about them and tell stories about them. Maybe I'm supposed to pass on something that he started and never had a chance to finish. And then fast forward, obviously one of my favorite books of all time is called Outwitting the Devil. How many of you guys have read this? Okay. 2 years ago, 3 years ago, Funnel Hacking Live, Don Greene, we donated some money to the foundation and in exchange, not in exchange, but later on after donating some money, we built this good relationship. He came to Funnel Hacking Live and he gave me 2 things. Number 1 is the Pulling Hills typewriter you can see there. And number 2 is the actual manuscript, Outwitting the Devil. And hands it to me. He's like, here you go. I'm like, what? Are you insane? You know what I could sell this for? He just gave it to me. So I got the Outweigh the Devil manuscript and it's actually Napoleon Hill's wife's version. It has her signature in front of it and all her edits. When you're flipping through, you see her editing stuff and changing things. And if you know anything about this story, right? So Napoleon Hill wrote Think and Grow Rich, which is all about like, what are the steps you need to be successful in life? Like, here's all the laws of success, right? And then a year later, he wrote Outwitting the Devil. And he wrote this book. You guys know the story. He wrote the book and then he got it done and he never published it. And throughout his whole life, he never did. It sat there in a drawer in his desk. He never published his whole life. And when he died, Annie Lou got it and she read it. She's like, I'm not going to publish this. So she hid it. After she passed away, the head of the foundation got it and he's like, I'm not going to publish this. And waited all the way till 2011 when I think it was the guy before Don Greene, maybe it was Don Greene. I became the president, found it, read it. I was like, this is probably the best thing he's ever written. And so he took it and he published it and it became a huge bestseller. Now, the premise of this book was really interesting. In this book, he's having a conversation with Andrew Carnegie, and Andrew Carnegie was the one who told Napoleon Hill to go on this mission and go find all these people and tell their stories. And you had to, like, find— interview the most successful people and write out the first ever philosophy of personal achievement. That was the mission and goal. And then Carnegie told him something. He said, You're actually going to more readily learn how to succeed by studying how people fail than you will by studying those who succeed. Interesting. So the point about studying all these people who are succeeding, and then this is the thing that happens, right? You learn more from those who fail than those who succeeded. And so Outwitting the Devil, if you read that book, it's all about what is happening for people who are failing. And so the devil is talking to Napoleon Hill, they're going back and forth. He's basically saying like, these are the reasons why people are failing. I think that this is— of all the things I've studied, this is the best thing Napoleon Hill wrote. And last week I was working on the book outline and this presentation, everything. And I had a really cool call with Annie Grace. If you guys know Annie Grace, she's amazing. She's helping me write this book and we're thinking through ideas and stuff. And we had a 2-hour call. We were mapping out kind of the outline and stuff like that. And the very end of it, she held up her copy of Outwitting the Devil and she's like, you know what's interesting? This book you're writing literally feels like the conclusion of Outwitting the Devil. She's like, Outwitting the Devil is a great book because it talks about the problem. Like the devil gave one to do this drifting thing, but never gives a solution. Like, your book feels like part 2. It's like the solution, like the answer to the actual problem that Napoleon Hill raised. And I was like, oh my gosh, that's the craziest thing in the world. And so because of that, I started shifting this presentation around based on that, where instead of just how to be successful, it's all about drifters versus the driven and how these things all fit together. So that brings us to today, and I'm really excited to dive into things. So first, we'll talk about is if you read Outwitting the Devil, he talks about a lot of things in there. But the core principle, core framework that he talks about is this concept called drifting with the devil. Okay. In the book, Napoleon Hill asks the devil— if you haven't read it yet, he's basically like in this— in my mind, it's like in a courtroom where the devil is on trial. He's sitting behind the desk and Napoleon Hill is like the lawyer grilling him. And he's sworn to tell the truth. He has to tell the truth. Anything Napoleon asks him, he has to say the truth whether he wants to or not. And so Napoleon Hill's up there with him and he starts grilling him. So the very first thing is he asks this question. He says, tell me of all the tricks by which you enter and control their minds. How do you control the minds of people? And he's talking to the devil. The devil basically tells him, in fact, here it is. This was an image that, isn't that cool, that Daniel designed. He basically tells, the devil tells him, he's like, I control 98% of the population. Only 2% of the people use their own mind to think and do things. 98% of people drift because of the things that I'm doing. And so that was Napoleon Hill's question here is, tell me all the tricks by which you enter and control their minds. And so we pulled out, like I said, we pulled out 3 parts of the audiobook we're going to watch together because we were able to animate this. And so this first part is going to be talking about this concept of drifting. And so with that said, let's cue up the very first video and check this out.

I demand that you give me direct and truthful answers. Are you ready for the interview, Mr. Devil?

Yes, I am.

How do you gain control of the minds of people?

Oh, that is easy. I merely move in and occupy the unused space of the human brain. I sow the seeds of negative thought in the minds of people so I can occupy and control the space.

You must have many tricks and devices by which you gain and hold control of the human mind.

To be sure, I employ tricks and devices to control human thought. My devices are clever ones, too.

Go ahead and describe your clever tricks, Your Majesty.

One of my cleverest devices for mind control is fear. I plant the seed of fear in the minds of people, and as these seeds germinate and grow, through use I control the space they occupy.

Tell me first about your most clever trick, the one you use to ensnare the greatest number of people.

If you force me to give away this secret, it will mean my loss of millions of people now living, and still greater numbers of millions as yet unborn. I beg of you, permit me to pass this one question unanswered.

So His Majesty the Devil fears a mere humble earthbound creature? Is that right?

It is not right, but it is true. You have no right to rob me of my most necessary tool of trade. For millions of years, I have dominated earthbound creatures through fear and ignorance. Now you come along and would destroy my use of these weapons by forcing me to tell how I use them. Do you not realize that you will break my grip on every person who heeds this confession you are forcing from me? Have you no mercy? Have you no sense of humor? Have you no sportsmanship?

Stop stalling and start confessing! Who are you to ask mercy of one whom you would destroy if you could? Who are you to talk of sportsmanship and a sense of humor, you who by your own confession have set up a living hell on earth where you punish innocent people through their fears and ignorance? As for minding my own business, that is just what I'm doing when I force you to tell how you control people through their own minds. My business, if it can be called a business, is helping to unlock the doors of the self-made prisons in which men and women are confined because of the fears you have planted in their minds.

My greatest weapon over human beings consists of two secret principles by which I gain control of their minds. I will speak first of the principle of habit, through which I silently enter the minds of people. By operating through this principle, I establish—I wish I could avoid using this word—the habit of drifting. When a person begins to drift on any subject, he is headed straight toward the gates of what you earthbound call hell.

Describe all the ways in which you induce people to drift. Define the word and tell us exactly what you mean by it.

I can best define the word drift by saying that people who think for themselves never drift, while those who do little or no thinking for themselves are drifters. A drifter is one who permits himself to be influenced and controlled by circumstances outside of his own mind. He would rather let me occupy his mind and do his thinking than go to the trouble of thinking for himself. A drifter is one who accepts whatever life throws in his way without making a protest or putting up a fight. He doesn't know what he wants from life and spends all of his time getting just that. A drifter has lots of opinions, but they are not his own. Most of them are supplied by me. A drifter is one who is too lazy mentally to use his own brain. That is the reason I can take control of people's thinking and plant my own ideas in their minds.

I get it. All right, so drifting, the habit of drifting, says that The number one most powerful thing is he induces the habit of drifting. You get people drifting, right? Later on in the interview, Napoleon Hill asked him another question. He said, okay, now what are the methods you use to get people to drift? Because you can drift a lot of areas of your life, right? You can drift in your relationships and your health and your business, like different places. So he kind of goes down here, starts breaking down. Here's different areas, different places that he gets them to drift.

So here's video number 2. Go ahead and tell me more of the methods by which you cause people to drift to hell with you.

I cause people to drift on every subject through which I can control independent thought and action. Take the subject of health, for example. I cause most people to eat too much food and the wrong sort of food. This leads to indigestion and destroys the power of accurate thought. If the public schools and the churches taught children more about proper eating, they would do my cause irreparable damage. Marriage. I cause men and women to drift into marriage without plan or purpose designed to convert the relationship into harmony. Here is one of my most effective methods of converting people into the habit of drifting. I cause married people to bicker and nag one another over money matters. I cause them to quarrel over the bringing up of their children. I engage them in unpleasant controversies over their intimate relationships and in disagreements over friends and social activities. I keep them so busy finding fault with one another that they never have time to do anything else long enough to break the habit of drifting. Occupation. I teach people to become drifters by causing them to drift out of school into the first job they can find, with no definite aim or purpose except to make a living. Through this trick, I keep millions of people in fear of poverty all their lives. Through this fear, I lead them slowly but surely onward until they reach the point beyond which no individual ever has broken the drifting habit. Savings. I cause people to spend freely and to save sparingly, or not at all, until I take complete control of them through their fear of poverty. Environment. I cause people to drift into inharmonious and unpleasant environments in the home, in their places of occupation, in their relationship with relatives and acquaintances, and to remain there until I claim them through the habit of drifting. Dominating thoughts. I cause people to drift into the habit of thinking negative thoughts. This leads to negative acts and involves people in controversies and fills their minds with fears, thus paving the way for me to enter and control their minds. When I move in, I do so by appealing to people through negative thoughts which they believe to be their own. I plant the seeds of negative thought in the minds of people through the pulpit, the newspapers, the moving pictures, the radio, and all other popular methods of appeal to the mind. I cause people to allow me to do their thinking for them because they are too lazy and too indifferent to think for themselves.

I conclude from what you say that drifting and procrastination are the same.

Is that true? Yes, that is correct. Any habit which causes one to procrastinate, to put off reaching a definite decision, leads to the habit of drifting. I control the minds of men solely because of their habit of drifting. Which is only another way of saying that I control the minds of men only because they neglect or refuse to control and use their own minds.

What you say leads me to the conclusion that drifting is a weakness which inevitably ends in failure, whether among individuals or nations.

Is that your claim? Drifting is the most common cause of failure in every walk of life. I can control anyone whom I can induce to form the habit of drifting on any subject. The reason for this is twofold. First, the drifter is just so much putty in my hands to be molded into whatever pattern I choose, because drifting destroys the power of individual initiative. Second, the drifter cannot get help from my opposition, because the opposition is not attracted to anything so soft and useless. This is so cool.

We should make a full-length motion movie. All right. The last clip we're going to show you guys is now the point of asking, like, describe what a drifter looks like. Like, give us all the descriptions of what a drifter looks like. So as you're listening to this, think about things that may show up in your own life. Like, oh, like, I know I'm drifting here or here. He's going to go through a whole list of different things that a typical drifter has.

Here we go. Go ahead and describe the typical drifter. Give your description point by point so I can recognize a drifter when I see him.

The first thing you will notice about a drifter is his total lack of a major purpose in life. He will be conspicuous by his lack of self-confidence. He will never accomplish anything requiring thought and effort. He spends all he earns and more too, if he can get credit. He will be sick or ailing from some real or imaginary cause and calling to high heaven if he suffers the least physical pain. He will have little or no imagination. He will lack enthusiasm and initiative to begin anything he is not forced to undertake. And he will plainly express his weakness by taking the line of least resistance whenever he can do so. He will be ill-tempered and lacking in control over his emotions. His personality will be without magnetism, and it will not attract other people. He will have opinions on everything but accurate knowledge of nothing. He may be jack of all trades but good at none. He will neglect to cooperate with those around him, even those on whom he must depend for food and shelter. 3. He will make the same mistake over and over again, never profiting by failure. 4. He will be narrow-minded and intolerant on all subjects, ready to crucify those who may disagree with him. 5. He will expect everything of others but be willing to give little or nothing in return. 6. He may begin many things, but he will complete nothing. 7. He will be loud in his condemnation of his government, but he will never tell you definitely how it can be improved. He will never reach decisions on anything if he can avoid it, and if he is forced to decide, he will reverse himself at the first opportunity. He will eat too much and exercise too little. He will take a drink of liquor if someone else will pay for it. He will gamble if he can do it on the cuff. He will criticize others who are succeeding in their chosen calling. In brief, the drifter will work harder to get out of thinking than most others work in earning a good living. He will tell a lie rather than admit his ignorance on any subject. If he works for others, he will criticize them to their backs and flatter them to their faces.

Right. Those are some of the identities of a drifter. How many of you listen to that? It was really easy to think about other people like, oh yeah, that person and that person. I thought I got on social media. Like, okay, my goal is for you not to look at other people's like, this is how they're drifting. And more important today is think about yourself. I want to make all these things internal, like, oh man, I'm good over here, but I know I'm doing that. And like, start looking honestly at yourself because that's how we're gonna have some changes here. Okay, so tonight there's gonna be 3 core things I wanna talk about that we can go really deep into, okay? The 3 things are faith, fear, and hypnotic rhythm, okay? So those are the 3 things we're gonna go deep on. It's gonna be a lot of fun. So faith, fear, hypnotic rhythm. The first thing I wanna talk about is just, let's see. Now, I'll throw slides back up. I'm going to go slides. Okay. So first thing is, if you look at this, this is you standing in the middle, right? And there's two different directions we can go in any single thing. There's always— we can move forward with faith or we can move backwards in fear. Faith is all about being driven and moving forward. Fear is about becoming a drifter. And the hypnotic rhythm is the— Inside of Outwitting the Devil, he talks a lot about hypnotic rhythm, which is if he can get you into a habit, where you're stuck for a long time. It's like hypnotic rhythm. It's like these patterns you get stuck into over and over and over again. Okay? So I'm going to break this down to show you how these things actually are working inside of our brains. So faith, fear, hypnotic rhythm. So if you look at this from the brain right here, faith is tied to our conscious mind. Faith is the thing that we're choosing. We're consciously choosing to do something. Fear is tied to our instinctive mind. And then hypnotic rhythm is our subconscious mind. So that's where these 3 things are appearing inside of our brains, inside of our bodies. Okay. And so if you guys were at Funnel Hacking Live 9.5 or if you watched the Selling Online event, I did a really cool analogy to show how we use these 3 things when we're trying to sell something to somebody, right? We call it subconscious selling. And if you guys were there, you remember I used 3 animals. We used monkeys for faith, we used lizards for fear, and we used elephants for hypnotic rhythm. And so I want to go back to this analogy because I want to touch upon it here for a few minutes, and then we're going to be able to use this analogy throughout the rest of the presentation today. But these are kind of the 3 different things. Okay, so faith, fear, and hypnotic rhythm. And these are from— these are the 3 parts. Sorry. So this is— if you guys were at any of the events where I did this initially, I brought 2 monkeys out initially. You guys know we talked about this. So 2 monkeys represented your conscious mind. Monkey 1 was logic and monkey 2 was emotion, right? And so these are the first 2 monkeys that are always happening. Okay. Number 2 we talked about was the instinctive mind. And we use the lizard to represent the instinctive mind. And number 3 was the elephant. To represent subconscious mind. So these are the 3 different animal characters I'm using for this analogy. Okay. So first, what we're talking about is the conscious mind. Okay? Conscious mind. This is what we are talking with all day. Right now I'm talking to you guys consciously, right? Your conscious mind. If you look at the way we represent it in this analogy, there are 2 monkeys, right? The emotional monkey and the logical monkey. And the very first time I ever taught this was at Unlock the Secrets, like 3 years ago when all of your kids were there with us, if you remember. And we brought these monkeys and I did a really cool experiment. I came, I said, there's 2 different monkeys. This is your conscious mind. There's emotion, there's logic. And I came out to the kids. I brought out a big box of Twinkies and I asked, I walked around, I found a daughter or one of the mother-daughter group. I asked the daughter, I was like, do you want a Twinkie? And the girl's like, yeah, I want a Twinkie. And she was so excited. How many kids want a Twinkie? And everyone's going crazy. I was like, okay, that's the emotional monkey freaking out right now, right? They mostly want the Twinkie. And then I asked the mom, do you want a Twinkie? And she's like, no. I'm like, why not? And she's like, oh, well, you know, they're high in fat, a lot of sugar. I'm on a diet right now. And she was logically explaining why she didn't want it. I was like, oh, so the emotional monkey and the logical monkey and every single one of us have these two monkeys. Consciously having this discussion every single day, right? Where we see something we want, right? I think the best example is if you go to Cheesecake Factory. How many of you have been to Cheesecake Factory? And they have a menu. It's like 400 pages long. And you open it up and the emotional monkey sees the cheesecake. It's like, that would be amazing. I want a cheesecake. But the Cheesecake Factory always have what you're eating and they have the price and they have the calories. And so for most of us, even though the price of the calories, you're like, whoa, emotion's like, oh my gosh, I want triple chocolate cheesecake with 35, whatever it is, like freaking out. You're like, 3,500 calories, one piece of cheesecake. And all of a sudden the battle of wits begins. Emotion versus logic, over and over. And fighting, right? And sometimes emotion wins. Sometimes logic wins, right? And we all have this. Typically, younger in life, emotion drives more things. And when we get older, we get more logical. But sometimes it's the opposite way. Like, it's all different things. But we have these two things always fighting for our attention, right? So whenever we're looking at something, we have these two debating things. Emotion, logic, emotion, logic. Okay. A lot of you guys came into my world probably through a webinar or through training or through something. You probably heard me talk about winning a 2K cup or something I gave you, right? Some vision of something, right? And you're probably emotionally like, that's amazing. I want to do that thing. And then logically, it's like, but you failed in the past. It might not work. What if— and you start debating back and forth, right? And that debate happens every single day. So that's our conscious mind. A couple of things about conscious mind. Number one, the conscious mind typically speaks in questions. Okay. Think about this like you're driving down the road. You're like, hey, what should I listen to on the radio? Oh, how about this? I'm going to change it to this. And you start like you're asking these things in questions, right? It's your conscious mind. You can typically tell it's your conscious mind because there's questions happening back and forth as you're moving forward. Now, the best part about the conscious mind— this is my favorite thing about it— your conscious mind is the thing that gives us the ability to choose. What do you actually want? I want to wake up. I want to go over to the gym. I want to go to work today. I want to go make some money. I want to go— like, we get to choose every single day. That's the best part about our conscious mind is choice. It's free will. It's one of the greatest gifts God has ever given us is our ability to choose. Right. So the question with your subconscious mind, with your conscious mind, is always like, what is your goal? What do you actually want? What are you striving towards? Okay. It could be anything. If you are in sports, for me, when I first got started, the thing I was striving towards is I wanted to be a state champion. Like, that was all I wanted, right? My conscious mind every day, be a state champion. I got into business. I want to make money. There's different things, right? We always have a goal. So what is the thing we actually want? That's what's so cool about our conscious mind. Okay. Now we're talking about the opposite side of this, which is the instinctive mind. It's the lizard. Okay. Now, the lizard is the thing that's there to protect you. We're going deep into this in a few minutes. But the first thing to understand about the way your instinctive mind works, it does 3 core things. Okay? Your instinctive mind, a.k.a. fear, it gives you fears and anxieties and things like that because it's trying to do 2 things. Number 1, it's trying to— it wants you to seek pleasure. What's going to be the most easy, pleasurable thing to find? Number 2, it wants you to avoid pain. And number 3, it wants you to conserve energy. Okay? The goal of fear is to help you survive as a human being so you don't get killed. By a mountain lion or an animal or something. Right. And so it's going to try to do everything possible to make you seek pleasure, avoid pain, and conserve energy. Okay. Now, fear, when it's talking to you in your head, typically fear speaks in absolutes. This is the thing. A lot of times it's like saying you're not ready, you're not worthy, you can't do this thing, you're going to fail. Right. If you ever seen Star Wars, the other people that speak in absolutes are the Sith Lords, right? The Sith only speak in absolutes. This is the thing that's always telling you things. It's not asking questions, going back and forth. It's telling you. So when you hear something in your mind that's telling you you're not good enough, you're not smart enough, it's coming from there. Okay. Now think about this. We got faith and fear, these two different things. Okay. Faith and fear. Faith and fear. Every single choice, every single option is happening every single day. Okay. The thing about fear, fear wants you to avoid pain. Okay. It's like our natural instinct, right? Wants you to avoid pain at all costs. It doesn't want you to go step in front of people, to talk on stage. It doesn't want you to go try to start a business. Like, it wants you to avoid pain at all costs. It wants to protect you from the world. Okay, but faith is the opposite, right? Faith— I'm sorry, I'm going to look through these. So we have avoid pain, seek pleasure, and conserve energy. Now, if you look at avoid pain, faith is the opposite. Faith says don't avoid pain. It's saying I want you to move out of your comfort zone, do something that's uncomfortable. Okay. I have to leave the ordinary world and go do something. Okay. When you decide to be an entrepreneur, you weren't avoiding pain. You're saying I'm going to move out of my comfort zone and do something. I decided to be an athlete, left my comfort zone to do something, right? Fear wants us to seek pleasure. Pain wants us to delay gratification. Right? Okay. Pleasure is like a field of— it's just like, okay, whatever the easiest path to getting pleasure, go and get it. Go eat the doughnut, go with the ice cream, go watch the pornography. Like, whatever the easiest path is, like, slide into that as possible. And faith is like, no, delay gratification. I'm working towards something more. Okay. Fear wants you to conserve energy as much as possible. And faith wants you to take massive action, do things that are completely out of your comfort zone and move. So this is the dichotomy we have. Faith and fear. Faith and fear. Driven and drifters. Over and over and over again. And this is what you have to understand. This dichotomy between the things. If you look at what the devil talks about, the devil's goal is to instill fear. What happens? You get fear. Fear is the thing that makes you drift. Okay? The driven are the ones who step away from fear, decide to move forward in faith, and they're the ones moving forward. They're changing the world. Okay? So we have these two things. We've got our conscious minds. Which are the monkeys, by instinct, the lizards. And then the third part is our subconscious mind. Okay. And this is the part that I love to study and think about and talk about the most. The subconscious mind is represented here by the elephant. Okay. What's interesting is most of us think that when we are consciously deciding to do something, that is the thing that's in charge. Like I decided I was going to go make it, win it, to come aboard. You consciously decided, right? But the reality is it's not your conscious decisions. It's your subconscious beliefs. That dictate whether you're going to do something or not. How many of you guys have tried to start a diet before and then it failed? Even if you consciously were like, I'm going to do this thing right, or you decide I want to make some money, but then you fail. You decide I want to go after a relationship and it failed. Like you consciously chose something but didn't actually work. Why? Okay. It's because the thing that's actually getting you to the thing you want to go is not your conscious mind. It's your subconscious beliefs and patterns. Okay. The way I like to describe the subconscious is kind of like this. Okay. Imagine consciously you get in your car, you get in your tractor every day, and you were driving from one side of the field to the other side. Right. And so you consciously decide, I'm going to drive. So you drive the first time and you drive the second time, you drive the third time, and you keep doing that over and over and over again. What happens? It starts creating these ruts, right? The ruts get deeper and they get deeper and they get deeper till eventually you can literally start the tractor, jump off, and it would just drive all the way across. It would stay in the ruts because it's stuck in these ruts. Right. That's what our subconscious mind does. What happens is over time, we create these patterns, we create these ruts, and then it's easy. We snap back to those ruts instantly. Okay. It's the way our brain is able to comprehend and do all the stuff that we do. Okay. You think about this. Every single thing in your life that you do every single day, it follows a pattern. Okay. And the pattern first starts consciously and eventually becomes subconsciously. Like for me, I noticed this when I got my arms cut off. I had no arms for a little while because when I had no arms and I had to shower, I had one arm at a time. I was trying to dry myself with a towel. I'm like, this is really difficult. It was fascinating to think about this when you guys were probably, who knows, 3 or 4 years old. The very first time you got out of a shower, you started drying yourself consciously. I'm going to dry my arm and this. I'm like, oh, my belly's still wet. Oh, and this is still wet. And you did it and you did it again and again. After, you know, 20, 30 times of drying yourself, your brain's like, okay, this is the process to dry yourself. And it builds these ruts. And so now you get in the shower, you get out, and next thing you know, you're in your clothes. Like, what just happened? Because your subconscious mind is like, we're good. I know the ruts. Like, the tractor started. You can go think about something else and your brain's gone, right? When I first moved into our new office, I got my car and I was driving. How do I get to the office? Okay, take a right here and then turn left here. Okay, remember, next time I did that, after 5 or 6 times, my brain's like, there's the path. And then I jump in the car now, turn on the radio, and I'm having thoughts about what book I'm going to write and the thing I'm going to talk about today. And also, I'm at the office, like, how did I get here? Right? Because I shifted from conscious to subconscious. So we consciously— the monkeys are driving these paths over and over and over again until eventually they become subconscious. And the subconscious ruts, those are the things that actually matter. Those are the things that guide where you're going to go. Okay? So right now, if you're like in the tractor ruts right here, and you start the tractor, starts going, you're like, hey, I'm going to my job. I want to go to the Tacoma Cup Awards. Your monkey's like, this is amazing. This is going to be awesome. And the tractor stuck in the ruts and keeps going back to the direction, the end of the location. It doesn't make sense. I set a goal. I was going to go win this thing. Why am I not there? It's like, oh, we are stuck in the same subconscious ruts you've been in forever. Okay? And that is happening to all of us. All of these ruts that are inside of our brain, our subconscious mind, have been happening for however old you are. I'm 45 years old. For 45 years, I've been developing these patterns, these ruts over and over and over again. Now, see, What's interesting is sometimes these ruts, or as Napoleon Hill called them, hypnotic rhythms, sometimes are really good. I have some patterns I hate and some ruts that are really good, right? And some that are really bad. And so what happens is we have both of these, right, in all of our lives. Some that are positive, some that are negative. But understanding that they're there is the very first thing. Like awareness is one of the biggest things to understand. Okay? And you think about this, like with faith and fear, with drifters versus driven. Napoleon Hill said, or the devil said, that he controlled 98% of people. 98% of people were drifting. Which means he was able to create enough fear that their hypnotic rhythms, that their subconscious, these ruts got bigger and bigger. They got stuck into these, these places. Right. And they're stuck drifting forever. Only 2% of people willing to think for themselves, get out of fear, move towards faith. And then those were the— that's where the ruts were created for people to be driven to actually change the world and to move forward. Okay. And so that's kind of how the subconscious mind works. Now, I want to talk about Again, I'm touching upon these topics really briefly now, but we're going to go really deep into faith and fear and everything here in a minute. But I want to kind of give a foundation so you guys know where I'm going. The first thing I want to talk about is how do you consciously create new ruts, right? Where do things come from? Like, how do you actually do it? Annie Grace just finished her second book on overcoming alcohol addiction. And in the book, she was talking about this, like, how do people overcome alcohol addiction? Like, what's alcohol addiction? It's a right. It's a hypnotic rhythm. It's the thing that you're stuck in for years. So how does someone who's been drinking for 10, 20, 30 years, like, how do they get out of that and shift something different? And in her book, she was talking about the 3 things that are necessary to create a new pattern, to create hypnotic rhythm, to create a pattern that's going to stick. Okay. And so these are the 3 things: authority, repetition, and emotion. She does them in a different order than me, but this order makes more sense to me. So, for example, I'm a wrestler, obviously, growing up. I would go to wrestling practice and the first thing is I'd go to practice and my coach would come out. My coach has authority. So I'm like, I trust this guy. He's my coach. I believe he says so. So someone in authority comes out and says, Russell, here's a new wrestling move you need to learn. It's going to help you a lot. And he would teach us the move and we would drill the move, right? So I have authority. Number 2, there's repetition. So what happens after the coach teaches the move, we would drill it over and over and over and over again. And next day we come back and we drill it again over and over. Next day we come back, we drill it and we keep doing it over and over again, right? We would drill a new move literally thousands of times to get that repetition over and over and over again. Okay, so I had authority, I had repetition. But for me in wrestling, it was interesting because just because I drilled the move over and over and over again didn't mean that I was necessarily going to use it in competition. Right. And I remember telling my dad this one time, I don't know how I had the realization, but we would learn a move. And then I realized that if I would do a move in an actual match where the motion was the highest, the energy was the highest, if I did the move in like during an actual match, then that move stuck in my head and it just, it would show up whenever I needed it in the future. And so what I would do is I would, I would be practicing this. And then if I was wrestling someone who wasn't quite as good, but I had the emotion of a match happening, I would go out there and I would wrestle really quickly and I would, I would do the moves I wasn't as good at because I was like, I need to do this with emotion, a different level of emotion that I would get in practice. I would hit it in a match. As soon as I hit it, I come off the mat and I tell my dad, I'm like, Dad, I own that move now. I own it. It's part of me. Like, I will always have it in the future. When I would need that, it would just magically show up. We're going to be able to scramble, all of a sudden, boom, it would show up. Because I learned with authority, repetition, and emotion. And so that's how this whole thing works. That's how you create a new pattern. That's how you create something that's going to stick over time. Now, this morning— or not this morning, this afternoon— I was trying to figure out a couple of things. How many of you guys are athletes or have been athletes sometime in your life? In athletics, they talk about different things. They talk about— they use phrases a little different than we use typically as entrepreneurs. They talk about muscle memory. You practice something a lot till you get muscle memory, things like that. And one thing's interesting in that I noticed in sports is really powerful. Okay, there's conscious and subconscious. If I'm in a wrestling match and I'm wrestling somebody and if I'm in my head, that's why in your head you're dead. If I'm in my head, I'm thinking about the match, I'm wrestling someone, getting in there and I think, oh, his leg's open, I can shoot. And I try to shoot. By the time I shoot there, the guy's leg is gone. Right. I look back at the matches I would win and the matches I would lose. The matches that I would lose, I was typically, I was in my head. I was consciously thinking, okay, next time I'm thinking about the thing. If you're thinking about the thing, if you're in your head, you're dead. If I'm relying on my conscious brain to execute on something, I'm usually going to fail. The reason why is because your conscious mind is so much slower. Can you look at this right now for like just muscle response time? The conscious mind, from a stimulus to you responding takes half a second, 500 milliseconds. Okay? Now, subconscious response takes 0.1 seconds. Okay? It's 5 times faster. So that means if I'm in a wrestling match, if I think, oh, his leg's open, I'm going to shoot on it. By the time I'm shooting, the leg's gone, right? But if I'm wrestling, I'm not consciously thinking. I'm out there. I'm in flow state, they might call it in athletics or sports. I'm just doing the thing. I'm going through the motions. And all of a sudden, I feel his body move. Not consciously, but I feel it in my body because I've drilled this move 2,000 times. I know when someone moves here, it's going to open up. I know he's going to step here next, right? So I start shooting before he even shows up because I knew that him moving around this way meant he had to step this way. And I shoot and boom, I get it. And that's how you get the shot, right? In baseball, I was reading today about baseball. I'm not a baseball player, but they're saying the same thing. A pitcher throws the ball 98 miles an hour. It's coming through. There's no time for him to consciously decide, is this going to hit or not? Or is this in the strike zone? They can't do it. Okay. If you're consciously thinking, I got to hit the ball, you miss it, right? But because they drill so many times over and over and over again, subconsciously, as soon as the ball's coming, subconscious mind is able to instantly know exactly where it's at, the right spot, and then boom, it connects and hits. Okay. And so the reason why we're trying to get out of consciousness and subconscious is the subconscious response happens instantly, right? It's the fastest way to be successful in things. Okay. So that's on the athletic side. But how else does this work? Because we don't just have patterns in sports. It's happening in all parts of life, right? I was thinking about this. I get this a lot with people who come into our community who are trying to make money. They want to win an award. They want to figure out how to launch a funnel. They consciously want to make money. But their whole life they've heard this. They've heard that money is hard. Okay? They had parents who, who didn't believe that. They struggled making money. They weren't able to do it. And so as a kid, you'd hear your parents in the background say, man, money's hard and money's tight. Money sure doesn't grow on trees. Okay. Someone with authority, their parents, who they love, would say this over and over and over again and would cause emotion. And so those subconscious roots became very, very heavy, very difficult. And they come into our world and consciously like, I want to make money. But then they try to go. But very quickly, the subconscious roots are like, well, money doesn't grow on trees. Money is really difficult to come by. People who have money are evil, right? And they struggle. And that's not just money. This is true in everything, right? People who have patterns instilled in them from youth about health, about other things, like whatever you hear around you. It's not just— it's not just from your parents either. It's from music, from pop culture, from TV. It's like all these things you hear. If the person you hear from, if you give them authority, it's repeated over and over and over and over again, you take it with some emotion, it becomes a subconscious pattern and it's stuck there. It becomes this rut. And most of us aren't even conscious of it, right? These things are showing up. We don't even know it yet. They're dictating and they're moving our lives like we're going different places based on these patterns that are deep, that are kind of stuck. Again, what's interesting is your subconscious brain begins preparing your decisions up to 7 seconds before you consciously choose them, which is crazy. It means something happens to you. You say, I want to win a 2 Comma Club Award. Somebody asks you, do I want to win a 2 Comma Club Award? 7 seconds before you're able to say, yeah, I actually want to, your subconscious mind has already found that story and delivered up like, nope, money doesn't grow on trees. Nope, it's going to be hard. People who have money actually are bad people, right? That comes instantly. It was funny. This is a side tangent, but my mom, I remember when we bought the house we live in right now, we bought kind of a crazy house because I love— I always wanted a big house. And when I showed my mom the house we're buying, my mom was like, you can't buy that house. Like, why not, Mom? And she's like, the only people with houses like that are the rich people, the rich people in the mountains who look down on all of us. What are you talking about? Like, that was my mom's subconscious belief. If I had money, I would become one of the rich people on the mountain to look down on people like her. I was like, That's crazy. That's her belief. My mom's mom is very— was from like Depression time, like that time, very thrifty, very kind. And like, that's my mom's subconscious program. I was lucky that a dad who was the opposite— my dad was entrepreneurial, he was risking money, was trying things. And that was the thing that I gave authority to, that I listened to. And so for me, that wasn't a problem. But it's just interesting how we pick up these things and they become our patterns through our lives. We're not even aware of it most of the time. And so that's what we have to start looking at, figuring out, like, What are our ruts or hypnotic rhythms that we're already in? We're not even aware of. How do we find these things? Right. So if we're not aware of them, it's hard to attack and fight. It's hard to get out of these ruts if you're stuck in them over time. Right. We look at this, right? We're moving forward in faith. We've got Seer and there's this hypnotic rhythm happening on both sides, right? Like being able to muscle test helps you to find like where those things are stuck, where those ruts are, the things that keep happening over and over and over again. When you're aware of it, then you can change it, then you can shift it. And it's the reason why I think it's so important to understand one of the goals of the conscious brain is to protect the subconscious. Because whatever you allow through— if I can still back up my slides real quick— whatever you allow through the conscious mind, right, your conscious mind has to stand guard to your subconscious. Whatever it allows through can get into your subconscious mind, become hypnotic rhythm for the positive and negative. Most of us, as we were kids growing up, we didn't know that we could consciously block those things, right? When you become aware of it, it's like, I'm not going to listen to that. I'm not going to say that, right? Like, you start blocking these and protecting yourself from things that go into your subconscious mind. But a lot of times we're young, we don't know those things. So a big part of it is discovering those, our understanding them, so we can rewrite those subconscious beliefs. But then moving forward is protecting it. So why, if you're listening to music that's not serving you, it's creating subconscious hypnotic rhythm. If you're listening, watching TV shows, if you're having conversations, if you're around the wrong people, those hypnotic rhythms start growing over and over and over again. So the reason why I say that you will be the average of your 5 closest friends' income and the average of your 5 closest friends' health level, like, because the people you are around consciously, you're talking to them and they are building these subconscious beliefs, these hypnotic rhythm inside of your, inside of your mind. And so it's important to protect that every single day. Okay. Subconscious mind, as you know, from when we talk about this from a selling standpoint, subconscious mind speaks in stories. The trigger happens, the story comes up, and this hypnotic rhythm starts happening. And that's what kind of happens. And so in my mind, the 3 things that we're trying to figure out inside your brain that we're looking at is faith, it's fear, hypnotic rhythm, instinctive mind, conscious mind, and subconscious mind. And what I'm trying to do, if I'm going towards a goal, what I'm trying to do is figure out how can I calm the lizard, how to get the fear not to slow me down, how to guide my subconscious mind to where I want to be. And so the monkey, my conscious mind, can get where it wants to go, can go and actually achieve the goal. All right. So faith, fear, hypnotic rhythm. These are the 3 things. Now we're going to start diving deep. And basically we have 3 core sections I'm going to finish out tonight. We're going to go deep on faith. Deep on fear, deep on hypnotic rhythm, and then we will go past that, which will be fun. So I want to start with fear for a couple of reasons, but one of them is because the Carnegie quote I shared earlier when Carnegie was talking to Napoleon Hill, he said, is you will, you will more readily learn how to succeed by studying how people fail than you will by studying those who succeed. So I want to talk about that side of it because that's the side we got to start figuring out, right? So failure, fear, it's all of this stuff. It's the things that make us drift as opposed to things that make us driven. OK, so fear comes back to the instinctive mind. Now, a couple of things about fear I want to cover. There are two types of fear. OK, there's fear of the body and there's fear of the ego. OK, and this is one of the first things I want you to understand. So fear of the body. When we are born as babies, we are only born with two fears. You guys know what two fears are? Fear of falling and fear of loud noises. Only two fears you're born with at birth. OK, everything else is a learned fear. Right? So someone drops you, you're going to freak out. You hear a lot of noise, you're going to freak out as a baby. And everything else, you're just fine. Everything's good. You have no fears in life. And all of a sudden, one day you're a toddler walking around and your mom sees a spider and she screams bloody murder. And all of a sudden you're like, ah, what happened? Like, spider. And all of a sudden you are now scared of spiders. And then something else happens. And all these fears now start getting worse because you start seeing these things happen. You see how people react. You match what happens. And all of a sudden these fears start growing and getting bigger and bigger. So these are all the fears of the body. Now, the nice thing about— the world that we live in today, at least here in, I would say, America or Mexico, wherever you guys are from, like in most of our situations, there's not a lot of fears of the body still happening. Like we're not out there and tigers aren't attacking us, right? There's not somebody with a spear trying to kill me. Most of us, there's not someone with a gun chasing you. Like most of the fears of the body aren't things we really fear nowadays, right? Even though some of us have illogical fears, but those fears are there. But I don't want to talk more about the fears of the body. I want to talk about the second set of fears, which I think is what keeps most people back from their goals. And those fears are fears of the ego. And now Tony Robbins says something really interesting. So if you look at all fears, they all boil down to two core fears. The first fear is that you have a fear that if you're not careful, if you don't do whatever, you're not going to be enough. That's the first core fear. The second core fear is if you're not enough, then you're not going to be loved. Those are the two core fears. Everything else is going to bubble back down to that. But those are the two fears of the ego. If I do something and I injure my ego, I do something, doesn't work right. I'm not going to be enough. And if I'm not enough, I'm not going to be loved. Everything boils back to that. Okay. Tony Robbins said all human beings at some point in their lives face fear that they are not enough. And if they— if I can talk right— they face fear that they are not enough. If they are not enough, they will not be loved. Okay. Okay. So as I was going through this and preparing this, I wanted to kind of— I wanted to go deeper and really kind of figure out what are the fears that most of us struggle with, right? Obviously, fear that I'm not enough, fear I'm not going to be loved. But how do those like shift out into all of our individual things? Because all of us have different fears every single day, right? And so I started going through and listing as many fears as I could, and I was categorizing fears. I had so much fun doing it. And from that, I came up with 10 different, 10 different fears of the Drifter, 10 different Drifter identities. And so we're going to kind of break these things down. But before we do, don't worry, I'm going to show— it's coming back. Everyone's camera's like, There it is. Oh, it's gone. Oh, yeah. Oh, oh, let's go. These are 10 of the ideas. Before I show you these, though, I want to take a second. I'll come back. We'll go through them all. Don't worry. But I want you to cheat because you're going to be like— So first thing I want to do is I want you to sit down and we'll take 2 minutes on a pad of paper. I want you to think through what are the biggest fears that you have right now. When you look at your goal, your achievement, your life, whatever it might be. Here's some ideas you can look at if you need some help, but just write it down on a pad of paper. As many fears you can think of in 2 minutes that you struggle with right now. And then from there, we'll categorize where you kind of fit in the 10 fears. So I'll show you again. Don't worry. All right. You have 2 minutes. Ready, set, go. Okay, so now you got some fears written down. Now we're going to categorize these. I'm going to show you guys the 10 different fears, and you're probably going to be one or two of these more so. Like, everyone's got a little bit of all of them. But when you look at all these and like, I resonate towards that one a little more, that one a little more. So I figure out what your core fear identity is, the fear that you snap into. Typically, in most times, something happens like you slip, you snap really quickly into this fear identity. OK. All right. So the very first one here is called the procrastinator, the fear of making a mistake. OK, and this shows up a lot of ways. Sometimes it's fear of inadequacy, fear of criticism, fear of success, fear of commitment. The phrase is things like they procrastinate, they hide from it. Right. The coping strategies they have is they delay action to avoid failure, mistakes, or not being perfect. So that's the first one. Okay. The next one we call the rule follower. This is fear of breaking rules. So they fear uncertainty, fear of mistakes, fear of chaos, fear of regret. The coping strategy, they cling to the external rules or authority to avoid making the wrong choices. Okay. So maybe lean more towards the rule follower. So it's like, I'm not a rule follower. Most of the entrepreneurs are probably like, I don't struggle with that one. All right. Number 3, the people pleaser. Ooh, I know a lot of you guys probably deal with this one. Fear of being judged. Fear of rejection, fear of conflict, fear of disappointment, fear of abandonment. Okay. Coping strategy is sacrifice personally to gain approval or to avoid conflicts. How many guys have this fear? This is one of the ones that leads you. Next one is the outcast. Okay. The outcast is rejecting others before they can be rejected. They feel a vulnerability, fear of betrayal, fear of shame, fear of dependence. So coping strategy is to reject other people before they have a chance to reject you. Okay. Next is the self-doubter. Fear of not being capable or not being enough. Okay, so fear of not being enough, fear of being seen, fear of judgment, fear of embarrassment. So their coping strategy is to stay small to avoid exposure, criticism, or failure. The next is the excuse maker. Fear of being held accountable. Okay. They fear accountability. They fear lack. They fear decision. They fear exposure. And their coping strategy is to justify an action with reasons to deflect personal responsibility. Okay. Next is the pessimist. The fear of struggling or pain. They fear pain, they fear loss, they fear joy, they fear change. They're pessimists. Okay. They expect the worst to always happen and avoid disappointment or false hope. Next is the performer. Fear of being unworthy, stillness, or being ordinary. The coping strategy is to achieve and perform and overdeliver to earn worth, safety, or approval. I know we got some performers in this room, maybe a lot of us. Next is the controller. Okay. Fear of chaos, fear of powerlessness, fear of dependence. So their coping strategy is to micromanage people, plans, and emotions to avoid feeling powerless. They want to control every single situation at all times. None of you guys have that, right? Or she has a cool letting go, just letting whatever happen. And the last one we talk about is the escape. It's a fear of emotion, fear of intimacy, fear of the past. Their coping mechanism is to disconnect from feelings and avoid vulnerability by numbing out from there. Okay. So these are the 10 Drifter identities tied to your fears. Okay. So we have to look at these based on the fears you wrote down. Which one is the most like you? There's probably 2 or maybe 3 that really kind of sync with you, but there's probably, I'm guessing, 1 or 2 that are like, that's me. I'm definitely a people pleaser and a controller. Okay. Or I am a procrastinator and excuse maker, or I'm a pessimist and a self-doubter. Okay, look at that. You guys all, if you know which one or two is mostly you, kind of raise your hand right now. Most of you guys. Okay, so you have this identity, right? Trigger happens, subconscious stories pops up, and you default to that identity, right? It happens. You shift back here, you shift back here, you shift back here, right? Fear hits you, it triggers, boom, this becomes a coping mechanism. Okay? It happens over and over and over again. So if you look at this right here, We have on the fear side, on the drifter side, we've got these are the different fears you default to immediately. As soon as the fear hits, triggers, boom, you default to one of these. Okay. And so what happens? How do we break that? How do we get out of this fear pattern that we just by default come into most of our lives? Happens over and over and over again. Okay. Step number 1, anything, any type of when you are falling into any kind of hypnotic pattern or rhythm. Step number 1, this is from Tony Robbins. That talks about 3 ways to break, to figure out how to separate one. Is you have to actually recognize the pattern. Okay? That's what we're showing you guys right now is start recognizing. That's why I wanted Tyler to come up to help you guys recognize that we have this fear, we have this pattern, we have the subconscious thing, right? You got to recognize it first. Until you're aware of it, you can't change it. Most people will go through life from now to the day they die and they will never become aware of the patterns they have. They're constantly in a state of drifting and it's just easy. Their entire life runs this way. Okay? And you know those people, you see them all the time. Most of you guys who are in this room, you are driven. And so You are speaking— I'm preaching to the choir right now, but most of society are drifters. Okay? They don't even know the patterns there. I remember for me, the very first time I started seeing any of my patterns was when I went to my very first Tony Robbins event. Okay? Tony did a lot of things for me. The biggest thing that he did is made me be aware of the things I was actually doing. I had no idea. I just thought I was doing life and trying to figure things out. And also I stopped for a moment, like, aware of like, oh my gosh, these are the things that are actually happening. These are the patterns and the things that are dictating my life. I wasn't even aware of it. So first, you got to recognize it. Step number 2, then you have to interrupt the pattern. Okay. One of my favorite quotes from Viktor Frankl, or if you're Ben Hardy, Viktor Frankl. I don't know how to say it. I always say Frankl. One of my favorite quotes, he says, between the stimulus and the response, there is a space. Okay. Something happens. The trigger happens. Between stimulus and response, there is a space. And the space is small. But in that space is our power to choose our response. And in our response lies our growth and our freedom. Okay, this is the key. So what used to happen prior to before I met Tony, before I started even looking at my patterns, something would happen, would trigger a pattern, and boom, X, Y, Z happened. All of a sudden, like, everything's going crazy, right? When I was able to stop that, okay, trigger happens, I have a chance to stop. Okay, what just happened? And realizing there's a space. Okay, before I attach meaning to something that takes you down a whole path, you have a space. And in that space, you have the power to choose your response. Okay, an example. Someone walks up to you and they shove you. Okay. What's going to happen? Most people, somebody shoves you in the back. You're like, yeah, what's going on? Right. And you trigger it and you want to go back and attack. Right. But if you stop for a second, there's a space like, why did that person shove me in the back? Let me look around. It's like, oh, well, they shoved me in the back because there's a fire. The person pushed— it could be a million different things, right? Even if it's not, they shoved you in the back out of like, they want to fight you or something. You still have the ability to attach a different meaning in that moment. Right. Which will change the entire outcome. Okay. So you recognize the pattern. You have the ability to break the pattern because there's that space in between. And after you break the pattern, then you got to replace it with a new pattern. Okay? And that's the key to all these things, how to become better in life. Pattern recognition, pattern breaking, pattern replacing. Okay? And so those are the 3 steps you do over and over and over again. And so right now, I wanted to come back to the first thing. So we talked about our fear, our fear identity, our drifter identity. So everybody, you guys picked 1 or 2, right? So what I'm doing now is in that tall— I gave you guys a long piece of paper that's super tall and long. What I want you to do, we're doing this a whole bunch of times tonight. So everyone grab your tall piece of paper. I even gave you a Sharpie marker because I do all my notes in Sharpie marker. I hate pencils and pens. They're so little and tight. So I was like, Sean had to go to the Office Depot here in Mexico. He almost got killed. There's a whole long, insane story to get those papers and those pens and these sticky notes for you so you can do it. You have paper, you're going to have like this, and then you draw a little T-bar at the top and thing down the middle. Left-hand side, you are going to write drifter or fear, and then you write driven and faith. Okay, that's going to be the two sides. So, yeah, it's arts and crafts. You can spend— I'll give you a minute to do that right now. So everyone gets a paper set up like this. T-bar, drifter, fear, driven, faith. We'll give you a minute. Ready, set, go. Okay. So the first thing you write down is your drifter identity. Okay. And then you're going to write in whatever you are. If you are the procrastinator or the whatever, you're writing your drifter identity. Okay. I want you to understand that when the trigger hits, this is where by default in the past you have been slipping back into drifting. It happens 100 times a day. So, right. Fear happens. It triggers. Boom. You slide into this identity. This is the identity. It's like your pet identity, your pet hypnotic rhythm you slip into every single time. When fear hits.

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