Brainwash Yourself Into Closing 90% of Your Deals (+4h Full Course)

The Roman philosopher Horace said over 2,000 years ago, "Rule your mind or it will rule you." Now, this statement perfectly captures why mastering your mindset and mastering your internal state as a closer is one of the biggest levers you can pull to start making more money right away. So what I'm going to give you is the exact blueprint that I use to master my internal state and mindset that got me to close over 90% and making $60,000 month as a closer. Now, this is not only just work for me. I've taken dozens of closers through this to make $30,000, $40,000, and $50,000+ each and every month as a closer. Before we actually dive into the training, understand one thing. I know there are some people that are going to say, hey, your internal state, internal mastery, that's all you need to make money as a closer. And then you have people on the other end saying, hey, that's all bullshit. You don't need mindset, you just need skills. The truth is it's somewhere in the middle. Will your mindset and your internal state make up for a shitty skill set? No, it will not. But what it will do is it'll make it a lot easier to actually get that skill set, and it'll make you a lot more consistent showing up every single day, confident on your calls, and make that skill set go a lot further. For me personally, the last year or so in sales when I was selling full time, I I didn't really focus much on skill set at all, just more internal mastery to make sure I was taking it to the next level. So you need both internal mastery and skill set. So let's go ahead and let's dive in on the internal mastery. So the first thing that we're going to be covering is going to be monk mode. So this is how we're going to be able to really spark our focus to make whatever we do much more effective. Let's dive in. So what we're going to be chatting about today is going to be either your biggest asset when it comes to being successful, or it's going to be your biggest detractor that's going to keep you from being successful. What that is is your ability to focus. So what is focus? It's your ability to do one thing and have delayed gratification for an extended period of time in order for you to actually get what you want, right? Like, that's basically in layman's terms what it is going to be. Most people, when they think about focus, they think about doing more. But oftentimes, in order to focus, we need to be focusing on, right, doing less. So it's about taking things out of your life that's going to be able to give you the ability to do more the select few things that you are going to put up on your hierarchy of what needs your attention. So the reason why focus is so hard in this day and age is there has never been more things to do. And with more things to do, your focus, because you have a finite amount of focus, is going to be spread out so thin. And understand that all these companies that are looking for your attention— Amazon Prime, Netflix, Instagram, Pornhub, whatever it might be— has spent millions, if not billions of dollars understanding the human brain to hijack it in order to strip you from your focus. So if you want to combat this, you have to understand a little bit about how your brain actually works. And the biggest thing that we really just need to understand is a neurotransmitter called dopamine. Okay. So what dopamine is, is it is a chemical that makes trying and doing things feel good. Okay. So back in the caveman days, if you went out and you went and you hunted a buffalo or a mammoth, like that required a lot of effort. So our brains, to reward us, gave us a lot of dopamine. You felt really good when you stabbed that fucker in the heart. Okay. So generally speaking, what it's always been is the more effort you put in, right, the more dopamine you would get, right? So most things that you would be doing in your day-to-day life would be under this umbrella here. Okay. Now, the issue with that now is there's so many things out there that give you just as much dopamine as you would from like slaying a woolly mammoth that requires a lot of effort here. And it gives you the same amount of dopamine to just pull up your Instagram and just go ahead and get a like or whatever it is. Right. It really short circuits the brain. So the issue is most people they stay over here. They don't want to put the effort in because it doesn't feel good, right? Because we've really short-circuited our brains to get the maximum amount of dopamine without the effort. And just understand, your brain is not there to help you, like, be successful. Your brain is there to survive. And before, it required a lot of effort to get dopamine, right? Because you were probably doing something that furthered your survival. So when your brain gets this amount of dopamine, it thinks you're doing something really, really good. So it's just going to tell you to do more and more and more of that regardless of how you feel about it or what you think about it. That's how people can become addicted to a whole host of things. And that's how you can even say like, hey, I'm not going to do this thing or I don't want to do this thing. I want to focus. I want to focus on the business, all these different things. I want to focus on getting better at sales. But you find yourself just doing a bunch of bullshit that doesn't actually help you because getting better at sales, doing the things we need to do, that is high effort, which can give you higher dopamine, but it's going to take a lot longer. Your brain just wants the least amount of effort to get the highest amount of dopamine, which is going to be something like social media. Okay, so your brain is going to focus on this. So in order for us to actually address this, we just need to understand that if we allow these things, if we allow these things over here that are high dopamine and low effort, then we're never going to want to do these things that might even be like lower dopamine. Okay, over here, we're never going to want to do these things. Our brain is always just going to be telling us to do this. So then we're relying on a bunch of willpower to like, okay, like I want to do this stuff over here, which just isn't going to work because willpower is a muscle at the end of the day. So how do we actually combat this? Well, we just need to eliminate these things. So if we eliminate these things, just understand that dopamine, just like everything else, like you have a baseline of dopamine. So you have a baseline of what is a good amount of dopamine for you. So if you are at the point where you are doing high dopamine, like your baseline, right? Let me, let me make that another color. Okay, your baseline is going to be all the way up here. And the thing is, if anything is below this, which most things will, you're just not going to want to do it and you're just going to want to stay up here. But if we eliminate these things, your body does go back to normal, your brain does go back to normal. Just understand that most people throughout all of human history did not have social media. So if we can lower our dopamine, then we can find things that might be higher effort, but, you know, get us dopamine here that are actually good for us that we're actually going to want to do. So if we're able to help our brain do that, then this will just make it to where you don't have to try as much in order to be successful, right? It's just something that you actually want to do. And if you really think about this, like people back even like 100 years ago, you read about some of these people who are really great and had like great lives. Like these people would like read so many fucking books and like all these different things. And I've always thought like, how the fuck do they do that? Right? Like, I could never even conceptualize it in my mind. But it's because that is the only way that they would get dopamine, like learning and doing those different types of things that we would see as like great achievements. Back then was the only way to achieve dopamine. It's the only way that they could actually give their brains the good chemicals that they are doing something. So now, because we have a ton of different ways to get even more dopamine for a lot less effort, that's why our brain is short-circuiting. Okay, so what do we do now? There is a big notion out there of like monk mode, right? So it's like monk mode is the way to go ahead and reprogram your brain so that way we, we really lessen the dopamine effect and we lower basically our threshold of like what is a good amount of dopamine for us to feel good. So when you're looking at a monk right now, me personally, I'm an Orthodox Christian. I don't really care too much about your beliefs, but when I think about monks, these people are going to be the most focused individuals out of like everyone in the world. And they follow a tradition that has gone back for like 2000 years. OK, so and again, when you're talking about their focus, it's not that they're doing a bunch of different things. They focus solely on one thing their entire life. Like there have been some people that, again, they were born in monasteries or came there as babies and they were raised their entire life just on this one sole thing, which is communion with God. Right. That's the sole focus of their entire life. And there's a big phrase that has come out of the monastic lifestyle, like the monk lifestyle, which is like death to the world. Okay. Now, when you hear that phrase, it sounds a bit radical. Okay. And on some level, it's supposed to be. It's supposed to be radical because this understanding and this idea of like being able to have one focus throughout your entire life is a radical notion. It just really is. But when they, when they say death to the world, they don't mean like, oh, they're going to kill people or anything along those lines. What the world is is the passions. So what are the passions? So passions are things that take you away from your focus. These are things that take you away from your purpose. They could be like social media, they could be corn, right? Porn. They could be whatever it is. Like for me personally, that like the two biggest things that were my passions were women and politics. Politics. I spell it right, right? Politics. Okay, like these are the two biggest things that really would infect my brain. And the thing is about passions in general, just like we were talking about before, like these things are addictive and everyone has different inclinations. Like some people might be alcohol. I've never had that problem, never had the problem with drugs. But like when it came to like women, especially when I was a complete degenerate. Like, it was all I thought about. And then when it came to politics, again, it was constantly in my mind, and it can really take over. So when they say death to the world, it's, it's supposed to be a jarring thing. It's not a passive thing. Okay, if your right hand causes you to sin, like, you cut it off. And what that tells you is a few things. Like, number one, it is not passive, it is aggressive. So if we're taking these passions out of our life, it needs to be aggressive. And when you're talking about cutting off a hand, it's not only aggressive, it's permanent. So the fact of the matter is, if we take aggressive, permanent action to take away these passions, whatever these passions are for you, okay, you're going to have to sit and actually understand like, hey, what am I susceptible to? Like, for me, I don't need to structure my life around not drinking alcohol. Again, if I never drink alcohol again in my life, I maybe could count on two, two hands the amount of times I've drank alcohol in my life. I'm 28. Okay, it's never been a problem for me. But if that's a problem for you, then you need to structure your life a little bit differently. Like for me, like women, for example, like I got married and I don't talk to any other women besides maybe business, and that is it. There is no communication outside of that. I don't go places where they are. Again, I'm eliminating that completely from my life So that way I can just focus on my wife and then now my child. Right. So also politics as well is again, eliminate anything that has these things on it. Like for me, it was social media, YouTube, X, Instagram, whatever it is, like what actually allows you to have these passions and fall into these passions. We need to eliminate this with aggressive action. And what we do not— what we do not rely on is going to be discipline. Because discipline ultimately is finite. We are creatures that can fall into the passions too much. And if we're relying on discipline or willpower, for example, understand willpower, discipline, these things are muscles. Now, in order for you to go ahead and get started, when we're talking about, you know, death to the world, like killing the passions, crucifying the passions, Yes, you do need to have a little bit of discipline to put these things in place. But then after they're in place, we need to go ahead and just make sure we have systems in place to go ahead and make sure that there is nothing that can come in that can be these passions. Like, for example, we're talking about these monks here, right? Most focused people in the world, at least in my opinion. They focus on just one thing. If you go to Mount Athos, which is the holy mountain in Orthodoxy, You cannot bring any women inside. You— no women are allowed in Matt Athos. Why? It's not because these people are not disciplined enough to deal with this temptation, but why would they even allow the temptation to be in their midst? Because they have one sole focus, and anything that takes them away from that focus, it is eliminated. Swift action. Death to the world. It is so stringent that even if you bring a female animal is not allowed in Metathlos. So not a human female and not even a female animal. They are very, very stringent on this because anything that takes them out of this focus, they eliminate this. So I'm not saying you have to be as stringent of living on a mountain and not having any contact with, with females, right? Like, I obviously don't live that life. You're here, you don't live that life. But what it does is it gives us an understanding of what true focus actually looks like and how people can have this level of focus and this level of tradition for 2,000 years without it being corrupted is being stringent, right? Again, cutting off your right hand if it causes you to sin. So what has really helped me is really limiting my focus. Now, I don't have one focus in life, and it's going to be hard to have just one focus in life. But if we can have 3 to 5, okay, focuses in life, and then from that, ideally one main focus. Okay, so if we have one main focus and 3 to 5 total focuses, then we're going to really eliminate a lot of the different things that could prevent us from getting what we want. So you're here, you're looking to get better at sales. I would suggest, like, for me, my number one main focus right now is going to be business. Okay? My number one main focus. And for you, like, again, I'm a business owner. I, you know, it was sales before. It should be sales, right? This is like your main focus. This is a thing that is elevated above everything else, especially if you want to achieve mastery at something. If we want to achieve mastery, just understand mastery is a unique thing. Okay. It is not something that is common. So if we assume that we can just do common things to achieve this unique thing, like, we're going to have a hard time. Okay. So for me, like, after that, like, the next biggest thing is going to be my family. Okay. So like wife and then my daughter. Now, these things obviously are super important. So it's like sales, wife and daughter. And again, for me right now, because I just had a— I just had a baby, these are like the closest they've ever been. Right. So it's like I'm not saying it needs to be one focus. Is like 90% and then the rest is you're splitting it up between 10%. But one should be your main focus. And then we have these other focuses below it. Okay. Next for me is going to be after that is going to be like my health. Just because again, if my health is not where it needs to be, then nothing else really matters. Like I can't be there for my daughter. I can't, you know, be there for you guys, focus and do all these different things. And then fourth for me is going to be theology. Hopefully I spelled that right. Okay. So for like, for me, you know, like theology, reading like books, different things along those lines that bring me in more communion with God. Like, this is something that's super important for me. It doesn't have to be important for you. It's just we need to be able to limit our focus, okay, to 3 to 5 focuses in life with the one main focus that is clear, at least for you. And then I would assume since you're here, Okay, sales is going to be the main focus. Now, what does that mean? So anything that is outside of this, right outside of my business and sales, family, health, and theology, like I just don't do. And I purposely do things that are going to give me dopamine in a more elongated, like, sense. Like, for example, like, I've never been big on reading. But if you eliminate everything and you just start reading, like this is something that helps like reprogram your mind because you're getting dopamine, but it requires more effort. Okay. And again, what does the books need to be about? Like this is a theology book, right? So it's in one of my actual focuses. Like I'm not going to be reading like sci-fi fiction. You get what I mean? Because it's not in one of these things. I'm not doing things just for the enjoyment. It has to be in one of these focuses because if it's not, then it's taking me away from like ultimately what I want to achieve in life. So if it is anything outside of that— so if you notice, like, it's not like, hey, drinking, going out, socializing, it's not, you know, watching YouTube, politics, whatever it is, whatever is the passions for you, like, they're completely eliminated. And if they're not into one of these 3 to 5 things, I just don't do them. Okay, that is the biggest thing. Now for you, again, you have to pick It's like, at least right now, this has to be the case, at least for a season. Okay, at least for a season. When I say a season, we're talking about anywhere from like 6 months to a year, that this has to be the case, especially if we want to do anything great, that we have to severely restrict what our focus is to achieve great things. And if we can do this for 6 to 12 months, then like the amount of actual space and things we're able to cover is going to be so great that maybe at that point we can pull back a little bit. We can allow a little bit more in. But just understand you're not going to excel at the same level when you do that. So it just depends on like what you actually want. But ideally we're doing this for at least 6 to 12 months and again, very, very, very stringent on not allowing things to the best of our ability that are outside of these things. Okay. So for me, that is again going to be limiting my activity, but then also limiting my ability to get access to things that would, you know, make me fall into the passions. So something I want to go over here that has really helped me, okay, really, really helped me is going to be, is going to be— let me pull this up here, like eliminating the ability ability to do things. Okay. Eliminating the ability to do things. Because again, the biggest thing is we cannot rely on willpower. If we rely on willpower, then we're in a position to where like it just, it gets weak. And when things get weak, we're in weak moments, we've had a rough day or different things like that. We just fall back into the passions and we fall back into the passions. It might happen a little bit at first, but then over time it will build. So we need to create systems again, systems, and not allow the passions in. Death to the world. Again, be brutal and efficient with it. So one of the ways that I do this, and I highly recommend you guys do this as well, is make it absolutely impossible for you to do the things that would make you fall into the passions, like social media. Social media is probably going to be one of the biggest distractors that you can actually have in your life right now. Okay. Very rarely is it going to be a net positive in your life. And let's just say, for example, you like a certain social media thing and it's in one of your top 5 things that you're focusing on. What you should do is if they have, you know, premium content, just fucking pay them for it, pay them for it and get yourself off of the apps because there are going to be distractions. For example, like I'm, uh, uh, one of the ones that like I am a part of is like Orthodox Ethos, right? Like they have a YouTube channel and all this stuff, but they also have a Patreon, right? So when I go on Patreon, I just have them. So if I'm wanting to watch some theological videos or something along those lines, like I just have that. I'm not in the point to where I can get distracted or fall into the passions in terms of curiosity on YouTube, all this other stuff. Like, because if I go here, if I go on YouTube, right? It's just completely blocked, right? No internet access, anything along those lines. And I'll show you exactly how to do that. Two ways that I'm gonna do that is what, what is this website that I found? It's called Tech Lockdown. Okay, it's like $15 a month, I'm pretty sure. So what you would go ahead and do is you're going to go ahead and set up your device. You go to this website, you sign up, and then you're gonna go ahead and set up your device. Device. So for me, I have an iPhone and it'll take you through everything, right? So if we see it here, it'll take you through everything, making sure I'm recording right. So I'll take you through everything and you'll set up your iPhone to where you can go ahead and then you're going to come down to here to configure generator and create one for your iPhone. So in here you're going to go through apps and you're going to go through web and cause it to where you eliminate all these apps on your phone. Okay. So it's like YouTube, Snapchat. And once you start typing it in, it'll just give you suggestions. TikTok, Rumble, any type of dating stuff, any type of like Netflix, Spotify, whatever it is, right? Whatever is like holding you back in terms of what could be preventing you from going ahead and like falling into the passions and not being able to focus. And then also come in here to the web as well. Okay. So again, I would always tick on like automatic enable adult content filter and then put custom website block list. For me, again, it's going to be like X, Rumble, YouTube, Facebook, anything that could again cause me to like look into politics or whatever it is that just takes me away from what my focus is. And then from there, once you do your apps and you do your web, you're going to go to configure preferences. And what you're going to do is you're going to protect, configure from removal. So what you're actually going to do is you're going to sync to device and you're going to scan this and you're going to download this app on your phone from this website. And what it'll do is it will make it to where it is absolutely impossible, absolutely impossible to get YouTube anything on your actual phone. It will eliminate the app if it's on your phone, or if it's not on your phone, you've deleted it for whatever reason. If you try to download it or you try to get into one of the websites, it will not allow you. That's what this will do. And if we do this, then, and we configure it in a way that we protect it from removal, then the only way to actually remove it is to get back on this website and download another app to remove it. Now, how do we stop ourselves from doing that? 'Cause like for me, if there's any type of like loophole that I can get out of something, I'll just fucking do it, right? So I've tried a bunch of different app blockers and this one and this one is the only ones that actually work. So what is this? This is called the Self Control app. If you notice, it's at 1,362 hours. So I don't know how many days that is, but any time it gets under 1,000 hours, I'll go ahead and I'll increase it. So what you'll go ahead and do, okay, and I'll do this later for me because I need to add this back on my phone. But what you'll do is you add everything that you do not want to get on, on your actual computer, everything like YouTube, whatever it is, BuzzFeed. Like I think I have Vine. Like I'll just— you can either ask ChatGPT or whatever it is like, hey, give me a list of all the distracting websites and then go ahead and upload this to the self-control. And what this will do is if I come here, right, like, for example, and I try to get on YouTube, what it will just— will not allow you to connect. It just says no internet connection. So that's what it'll go ahead and do. And then once you're done actually connecting this to your phone where you eliminate all the things on your phone, you're going to take this and actually upload this to your block list. So you're gonna add to your block list and upload this. Now again, I'm gonna do this a little bit later, but that way there is no way that you can actually get these apps back on your phone. There's no way that you can actually do these things on your phone. There's no way you can do it on your computer, no way you can do it on your phone. And again, swift, aggressive with action, set up your lifestyle to where it is almost impossible for you to fall into the passions. It's almost impossible for you to go ahead and not be able to focus. So this is what I would highly recommend. And again, at least do this for 6 to 12 months. If we do this for 6 to 12 months where this is our sole focus, right, to where we eliminate everything else, we eliminate all the distracting stuff, you will find you have much more time than you really thought. And with that more time, hopefully you're like, you know, focusing doing sales, you're going to make more money. And then if 6 months, 12 months pass, you're like, hey, I want to rein, you know, rein it back a little bit. That's something that you can choose to do. I'm not saying you have to do this for your entire life, but this is something that, again, at least for a period of time, is going to be super beneficial. So I highly recommend you go ahead and do this. Do not wait. Do not negotiate with yourself. Again, swift action. Okay? If your right hand causes you to send, like, cut it off. That's what we're going to do now. Death to the world. Swift action. If you do this, you'll be able to go ahead and focus a lot more, make a lot more sales. All right? Hopefully this helps. So the next thing we're going to be focusing on is how do we actually reprogram the thoughts and the feelings and the emotions that are holding us back. In order for us to change other people, we need to reprogram ourselves first. Let's dive into it. All right, so in this training, we'll be covering why it is so important to make sure you're reprogramming yourself first to become the best sales rep that you could possibly be. Because just understand that really oftentimes when it comes to sales conversations and when it comes to overcoming people's objections, it comes down to like who has the strongest belief and And the reason why I'm able to sit and like have drag-out conversations where I never waver is because I have a deep-rooted belief in whatever it is that I'm saying, that their objection truly isn't real. It doesn't help them, and it's never going to help me to buy into their belief. So strong beliefs can really help reprogram your entire life. It's my belief system. That took me from somebody who was, you know, from Kansas, living in a trailer park, one of six, you know, with five different baby daddies in the home. Why all my brothers are in prison now and I'm not. And really the biggest thing is how we view the world. What's the belief system? That's really the only difference, right? Because they have the same intelligence, everything along those lines. But your belief system really is going to help you program and help you really get the results that you're looking for. And if you don't have the right belief system, when you do run into objections and you do run into other things, or when it does get tough, okay, these limiting beliefs are going to hold you back from actually getting to what you truly want, which should be, you know, making as many sales as possible or whatever area that you're looking for, like in life. Okay, so let's go ahead and let's dive into it. Okay, so number 1, like, what is a nature, uh, the nature of belief? So This is something that I've run into quite a bit when it comes to people in the mastermind, is they sit and they have a certain type of objection. Okay. And oftentimes, like, I'll tell them like, hey, this is what you say, this is how you overcome it. And no amount of word tracks is going to help them actually start to consistently overcome these objections. Like, why? Because if you're still buying into their objection, Okay, if you're still believing in this objection, if you're still living your life as though this objection that the prospect is telling you is true, okay, you're never going to consistently get that person across the line, okay? Because you can't lead someone out of like a trance, out of belief that you're still living it, because that's really what all these limiting belief systems are like. They're a trance, they're like delusions that people have that is preventing them from getting what they want. Okay, because if it wasn't like— if it wasn't a trance, if it was completely true, then them believing that should get them closer to their goals. The only difference between somebody who has everything they want versus somebody who doesn't have everything they want is the person who has everything they want has a tighter grip on reality because they know, like, the outcomes and inputs they put in gets them the outcomes. Like, they have a clear understanding of reality. That's why they get what they want. So if you don't have what you want, you have to take a look back at your beliefs beliefs and what's preventing you from getting what you actually want. Okay, so you have to understand your mind is the biggest thing that can hold you back, especially when you're talking about being able to actually overcome objections. Okay, it's the ultimate programming platform. So your beliefs is a symptom of self-hypnosis. Understand every phrase that you repeat becomes your mental programming. Every thought creates your reality. And like, you're already in a trance, like you're already hypnotized. The question is what— it's not whether you're hypnotized, it's who wrote the script that's running in your head. Because most people have ideas, most people have strongly held beliefs, but if you really dig down deeper and beneath the surface, most people don't even understand where these beliefs came from and who put them in their head. And if you really did sit and think about it, like, who put this in your head? Does that person actually have your best interest in heart when it comes to, like, these beliefs? Like, I know I can talk for myself, like growing up, like money was always really tight. So the belief that was drilled into my head for a very long time is like money is scarce. And it's not to say like, hey, my parents, or well, my mom, right, who put this belief in my head was like a bad person or she was trying to do anything wrong. What it is to say is, do I want the financial situation like of my mom? So does it actually benefit me to believe the same way that she did about money? And does that have to be true? Well, obviously it doesn't have be true because there are many, many, many people out there who have tons of fucking money and never worry about money. So once I actually like let go of that belief of like, you know, money is scarce and like actually not have an attachment to money, that's when a ton of money came my way. And it's just because of the way that I viewed money, right? If you don't believe that it's, you know, scarce, you believe that it's abundant, you're more likely to do the things you know you need to do. You have an easier time asking people for money and pushing for money when you truly need it. But if you get to the end of the sales call and somebody tells you like, hey dude, I just don't have the money, and money is scarce and like, I can't come up with the money, I can't get resourceful. And you actually believe them. You've never gotten resourceful yourself. You hold on to money tightly. You're going to have a hard time actually overcoming it. All right. So you just have to see exactly who put these things in your brain to begin with. Right? Because we got two operating systems. Okay, so we got the reality operating system. This processes information as true or false, right or wrong, facts and logic. Then we have the belief operating system. This processes information as useful or limiting, serving or sabotaging, empowering or restricting. Okay. So we have two things. So we have our actual reality. This is when I look outside, what is reality? Okay. And then we have our beliefs, right? This is how we interpret reality. Okay. Because there are cold hard facts, but then everything else is how do we interpret that fact? Like that's our belief operating system. So we have to understand that there's a difference between the two. Okay. And sales is the process of transferring belief, transferring your belief operating system onto the prospect, whether it's conviction in the product, whether it's the ability to bet on themselves. It is transferring belief, and you can't transfer what you don't possess. You can't lead where you won't go. If you're asking a prospect to do things that you would never do yourself, like you're— there's always going to be a slight disconnect in what you're doing. Okay. So it's like you have to understand, just generally speaking, what is the default hypnosis and the problem that most people are living in? Okay, so most people live in like the default hypnosis, like they're the mental scripts that are installed by like either parents or family. Okay, money doesn't grow on trees. We can't afford that. That becomes like your financial programming. School and society. Okay, play it safe. Don't take risk. You know, that becomes your limitations. Past experiences— I've been burned before— become your relationships, trust, and barriers. So you, you have to understand the, the biggest breakthrough when it came to like me understanding like what my programming was is if you want to be exceptional, you can't have the same thoughts, you can't have the same beliefs as everyone else. And most of society is not built for exceptional people. Exceptional people win regardless of what system, regardless of of what society— successful people win regardless. No matter where you go in the world, there are going to be people who are at the top of that hierarchy. Winners win. Society, for the most part, especially in the West, is made so, uh, losers don't lose that bad, and the middle are like taken care of. Okay, so society is set up to really, you know, take care of the slowest members. Okay, the people who have to play it safe. But you're here, right? You know you can do more. You know you want to be exceptional. So you have to understand, when you take a look at your default hypnosis, your default programming, it was made for people who are not looking to be exceptional. If you want to be exceptional, the first thing we have to understand is we can't be okay with this default hypnosis. So the key insight: if you don't install your own beliefs, somebody else already has, okay? Whether it your family, whether it be school, whether it be your peers, your environment, whatever it is, these people are already going to be implementing beliefs inside of you. And if you're not present, if you don't actually pay attention to it, you're gonna have their beliefs and you haven't even dictated it yourself. Okay? Most people who are unconscious of their unconscious mind, of their unconscious beliefs will do things their entire life and call it fate. But really what it was was their programming, right? It's, it's their belief system. So we have to understand what one's default script, like you inherited about money, relationships, and success, that still runs in your head today. Okay? And take a moment to identify the voice that isn't yours, the limiting belief, that programming, uh, that programmed you into, uh, before you had the awareness to choose. I know the one for me, and again, it's, it's gonna be best if you can actually give it name. For me, it's my bitch voice of every single time, like, I'm telling, or I'm telling myself that I shouldn't go for, I shouldn't invest, I shouldn't do something, I shouldn't take risk. There's always that bitch voice that is in the back of my head telling me to get out, don't do it, don't go for it. Okay, why is that there? I know a big one for me, especially when I came to relationships, a script that was put into my head is relationships don't last, right? Because every single time, like growing up, like my mom's been in tons of different relationships and they never lasted. So that was ingrained in my head. But now, like, I had to, you know, defrag that, self-reflect, find that out. And only after I found that out and let that go was I able to find my wife, right? So it's like we all have these different things, and for everyone it's going to be slightly different. Now there are going to be some things that are going to be the same, but it's something you have to look inside yourself of, like, what are some of the beliefs that could be holding you back currently preventing you from moving forward. Okay. Generally speaking, especially when it comes to sales, the biggest limiting beliefs are going to be about money and success. And we'll definitely dive into what are some of the biggest limiting beliefs. Okay. So, and we need to make a critical, critical shift, like stop asking, hey, is this objection true? And start asking, does believing this help them move forward? This is especially when it comes to objection handling, but this is also a critical gift that you need to make for yourself. Because when you're talking about beliefs just in general, okay, we are not God or whatever you believe in, so you're never gonna know what is objectively true, right? Like, at the end of the day, that is outside of the purview of the human mind. But what you can know, at least to some inkling, is, is it beneficial? Does it actually help me? Does me believing that the sky is red Does that help me make more money? If the answer is yes, then I'm going to believe that that's true. So I am only going to believe things that are true, that actually help me. It doesn't really matter if it's objectively true because that is outside of your knowledge. You're never going to actually know if anything that you actually see— like, you're not God, you're not, you're not omniscient. You're never going to know if these things are actually true. But we need to start understanding, like, hey, does it actually help me to believe this? For example, I'm a lucky person. I am a lucky person, right? And I'm telling you this like as a lucky person. Now, they've done studies on people who are lucky, and the one thing that they found out with people who are lucky, what they all had in common, is they thought that they were lucky. So the belief of them being lucky, just believing that, actually gave them luck. Okay? And it's just having that strongly held belief of like, does it actually help me to believe this? Does it help me to believe that I'm lucky? Then Like, I'm optimistic things work out for me. So if you believe those things, well, guess what? You're more likely to actually try. And if you try and you actually do shit, well, guess what? You're going to be more lucky because you're doing more things and it's more likely something's going to pan out. So it's like, it's not, hey, is this true? It's, does this actually help me? And when you're in objection handling, it's not, hey, is this objection true? It's asking, does this actually help them like move forward and achieve all their goals? Okay, them telling you it's like, oh, like, I can't do it, I don't have any money in my bank account, right? Like, it doesn't matter if that's true. It matters is like, hey, I can't do this because I don't have money. Is that going to help them move forward if they have this belief? If the answer is no, it is your job to help shift it. So belief in action, two examples. So let me believe— believing I don't have money, that keeps people broke, stuck, and looking for excuses to stay small. Okay, empowering belief— believing I must move fast to fix this. This creates urgency, action, and transformation. So you're always looking— when you're either— when you're looking at your own beliefs or beliefs that you are seeing in other people, you're seeing how you can shift them from a limiting belief to an empowering belief. Okay, because you have to understand that sales is a mirror. So you have to look at yourself first in seeing how you're showing up to life, seeing how you're leading yourself and that's going to bleed into how you lead other people. Because again, sales is a transfer of belief. It is leadership. But if you're not leading yourself, if you're falling into your own limiting beliefs, how are you going to sit across from somebody and get them to take action? Okay. So for example, if somebody tells you like, I don't have time, right? And you tell yourself that, oh, I don't have enough time, but you're scrolling on social media. If you're telling yourself you need to do something, but I'll start it Monday. And you get calls at the end where there's like, oh yeah, I'm gonna do it, I'm just gonna start it Monday. You're gonna run into it if you can't make actual action. You need to think about it while opportunity passes. Your prospects are going to run like the same scripts you run on yourself, and you're gonna have a hard time overcoming it. The reason why I can sit there and I can go head-on to any objection or anything coming in is because I don't believe them in my own life. If I hop on a sales call, like, best believe I don't really care. I'm buying. Okay. Just at the end of the day. And I never tell myself it's okay to push things off for a day. And that's what I truly believe. And there's so much conviction behind it. That's how you're able to get people across the line is because your beliefs are so strong that anyone you run against, you're going to have such a strong belief that you swallow theirs. Okay. So this has nothing to do with WordTracks. It comes down to the conviction and the level of intensity that you hold your own beliefs. And this will impact every area of your life, not just sales. Okay, so how do we actually engineer these beliefs? Now that we know they're important, how do we fucking engineer them? Okay, so really there's 3 steps. First and foremost, we need to like identify the trance, the belief, like what is the limiting script that we're currently running? Okay, get specific about the exact words and phrases. Okay, then we need to create the opposite. Write an equal and opposite hypnotic command that serves your goals and empowers you for the future. Number 3, we need to reinforce this daily. Okay, so this is not something to where it's like, hey, uh, you do it once, you sit and forget it, and it's like, dude, now you have the strongest beliefs ever. No, this is a constant process. If you reflecting on your beliefs, what beliefs are holding you back, really being able to understand it, create the opposite, and reinforce it daily in your brain so it no longer comes up. And then it's on to the next belief and the next belief and the next belief. This is a never-ending process to constantly uplift yourself and become a better person. Person. Like, even to this day, I'm constantly doing this, right? One of the biggest ones I'm really addressing right now is like not being enough, right? Like, I'm not good enough to really get everything. Like, now that I'm reaching success and different things along those lines, there's a feeling of like unworthiness. Like, where does that come from? Why is that there? Who gave me that script? And then it's being able to find that, create the opposite of like, I actually am worthy. I deserve everything that comes to me. I put in the And I reinforce that daily, right? So that way I can sit here confidently telling you like, this is how you switch your beliefs and I'm worthy enough to tell you this is how you do it. Okay. Okay. So there are 4 core domains of every area of life that you need to understand. And these are going to be the 4 core domains that typically, if you are not aligned, that hold people at, hold people back. Okay. Every high performer most reprogram these fundamental areas. Okay, so it's like domain number 1 is your fitness and your vitality. Okay, so it's like old script: I get sick, I slow down with age, my body breaks down. Okay, I get injured a lot. This was one was big for me. So like a new install, like I don't get sick and I grow more youthful and energetic like every year. Okay, so if this is something like— this is really important because if you're showing up to your calls, your energy is low, right? Maybe one of your beliefs is, well, like, I can't take 13 calls a day, right? I don't have the energy for it, right? That's your limitation. That's your limiting belief. So when you show up to calls on hour 12, hour 13, you don't show up the way that you need to. You don't show up with the energy that's going to actually help lead the person across from you. So what is the new install? I could take 15 calls a day, no problem, energy every single time, okay? I have perfect energy 16 hours I'm energetic all day for every single call. And then I tell myself that every single time I'm not feeling energetic and I sit and I feel it and we'll get more into it. Okay. Daily ritual. Okay. If we feel like for whatever reason, like our, our, our, our fitness, our energy is like down, like again, we re-enter, we re-enter the vitality trance through movement, light, and conscious breathing. Okay. So if your energy is low, go out, get some sun, remind yourself that you're full of energy. Okay. Move around a little bit, get some pushups. And again, like remind yourself that you're full of energy and you can do 15 calls a day if that's what you're looking for. Okay. So sales mirror, low energy hypnotizes prospects into mistrust. If you're high vitality, hypnotizes them into certainty and excitement about their future. Your energies are for sale. Make it Magnetic. Now, this is not to say that you're a wacky, inflatable flaming arm flailing tube man. Okay? So you're not over the top, but you have energy. You have a presence. So if you're showing up to your call without energy, without a presence, you look like you're tired. You don't really look like you want to be there. That needs to be addressed. Okay? And that's how you're showing up in life. And it's because of the beliefs that we have. Domain 2, money and finances. Okay. Old script. There's no money. Money's not for me. Money only comes sometimes. New install. Money consistently flows to me. I am a money magnet. Okay. This one was a big one to me, and I know it's definitely tough to really instill these beliefs when money isn't actually in the bank account. But understand, every deal is proof that money flows. Okay. And that it's real. This flow reinforces itself. So you only focus on when the money comes in and you reinforce this new belief. Because if money is scarce and you're worried about the money, like you don't have, when you get to the end and you have to have a tough money conversation, right? You're not going to have the level of conviction to get somebody across the line. Okay. So how do we actually integrate it? So evidence tagging. Every financial win becomes proof that your money script is working. Tag it, celebrate it, reinforce it. Every single time money hits your bank account, dude, feel it. Money is flowing. Money flows to me. Okay, so when you run money flows hypnosis internally, you make, you make ask natural without tension, scarcity, and depression. If you have tension around money, dude, when you ask about the money, if you ask for like somebody's car details, and that's not natural to you, people feel that. It's going to be subconscious. They're not even going to know, but something you said like makes it where they don't trust you. So if you're able to actually truly believe that money isn't scarce, it flows, okay? You're able to sit there and actually have a conversation, ask people for their money, and there be no intention behind it that will give them pause. It comes across confident. And if you come across confident asking for Well, dude, you must get money a lot. So they're going to more likely want to hand over their cash. Okay. Relationships and people. Old script. People judge me. I'll be rejected if I lead. I need approval. Okay. New installment. I am peaceful, positive, and grateful. I lead decisively. Okay. A hard partner honesty conversation broke my old trance of hiding and people pleasing. I know for me it wasn't until I actually sat and broke the old trance of toxic relationships and just a bunch of bullshit from my childhood that I was able to actually have really good relationships, number one. But number two, my level of empathy on calls and actually truly being able to connect with people fucking skyrocketed. Okay. And it's just because for me it wasn't like, hey, people judge me. Me, I was never worried about that. It was people disappoint, people leave. Okay. And once I fully actually broke that belief, that trance, that's when I was able to actually truly start to connect with people, like on sales calls, but also outside of sales calls, right? So this will impact like every part of your life. Okay. So how do you actually integrate it? So life integration, better one deep present hour with someone than 8 distracted ones. Okay. If you're hypnotized by unresolved relationship objections, you'll believe them and transfer that doubt onto prospects. So if you're having a hard time in your relationship, if you can't give the person that you're with like the actual time and like presence and focus, and you have some holdups, you have some beliefs when you're talking to somebody about their partner and it's like, hey, you need to do this for yourself, they'll understand. Right? There's going to be something that's missing because you're bringing your outside baggage, like, into the conversation. Okay, so you need to be able to again make sure we're releasing these beliefs that are hurting us in our personal life. Therefore, when we hop on and we talk to somebody about the same limitations that they're running into, we can confidently help them actually overcome them. Okay, Domain 4, Faith. So old script. Okay. I know for a very long time I was a materialist. Okay. There's nothing out there. The universe is against me. I can't access higher wisdom. Okay. New installs. I'm the luckiest person in the universe. Everything works out for me. I know the answer comes to me exactly when it's supposed to. Okay. So again, they have done studies on this. If you believe you are a lucky person, you will become a lucky person. Right? It's just a— it's a natural phenomenon. It's a phenomenon in the universe. If you believe it, it will come true. Okay, so investment principle: every dollar spent on mentors and books reinforces your abundant trance. So it's like you have to have faith that things are going to work out. And having faith that things are going to work out, if you truly believe that, then you can sit across from somebody and you can be like, hey bro, we do this because like, I— like, I know things will work out for you. But if you have a little bit of hesitation in that, it's gonna come across like there's not going to be that certainty there. Okay, so how do we actually integrate it? So write down the, like, the answers when they arrive unexpectedly. Like, this trains your subconscious to trust the process. So if you're dealing with something like tough in life, um, generally speaking, you'll have like thoughts and ideas that like come to you, and a lot of time you'll like, you'll let them pass. But if you actually get in the, in the practice of like jotting things down, like I send texts to myself like all the time, right? It trains your subconscious to, number one, like look to solve problems, but also like you're trusting your intuition, like you're trusting that things will like actually work out. Okay, so just understand, like, like having faith that things will work out, having faith that you're lucky, having faith that things are always going to be in your favor. Okay, this is what creates calm certainty. When you're certain, prospects relax and relax into the decision rather than fighting you on it. Because if you're uncertain when you get to the end, you're uncertain things are going to work out, like, in your life. Like, you, you really transfer that uncertainty onto the prospect. Okay, so installing versus admiring. Most people admire empowering beliefs but never actually install them. So it's all great and well to sit here and talk about these beliefs, but how do we actually install them into our Okay. That is the key. Okay. So number 1, we have to make a decision. You want to choose your script consciously, write it down and commit to it completely. Okay. Once you identified what belief it is, okay. You identify what belief it is. For example, okay. Money is scarce. That's the belief that I have. I've identified it. Now I need to make a decision. You choose your script that you're going to adopt. Consciously write it down, commit to it completely. Okay. Money flows to me easily. Okay. So you then from there, once you have it down, you induct it. Okay. You breathe deeply and you repeat your new script and you visualize it as real as you can until it feels true in your body that money does flow to me effortlessly. And then you reinforce it. Okay. Make every event evidence. This sale proved that money flows to me. Feel it, build a neural pathway. Okay. And then evening reset. Okay. Read your insults, visualize them, and fall asleep programming your subconscious mind. So this is something that I'll do in the morning and I'll also do at night. Anything that is holding me back in terms of my beliefs, it is something to where it's like first thing I do when I wake up, also when I go to that. Again, it takes like 30 seconds, it takes like a minute, but it makes a big difference because you have to understand when your mind, your subconscious, is the most programmable. It's going to be in the morning and it's going to be at night. So these are the best times in order to do so. So self-assessment question: which one script do you need to rewrite today? Okay, is it fitness, vitality, money, relationships, faith? Like, which one one. Okay, pick one, master it, then you move to the next. If you try to change everything at once, nothing changes. Typically what happens is like something like this where you're like, okay, I'm gonna commit to the process and I'm just gonna change everything, right? That's not how it works. We change one thing at a time. Okay, so for most people it's going to be either like fitness, money, okay, maybe faith that things are going to work out, relationships. I don't know, some people— like, I'm married, maybe some people are married, okay? Okay. But primarily I know we're here to make sales. So most of it is going to be around like the money. Okay. So it's like, what is the biggest one that you feel like right now is like holding you back? The biggest, biggest belief that is holding you back currently. Okay. So next we go into the mirror principle. Now I'll go, I'll run through each of the sales objections and how they're holding people back and how if you buy into their objection, it is holding you back. Okay. The deeper truth. The objections you believe on calls are usually the same excuses that you believe in your life. This isn't theory. This is a fundamental pattern that separates top performers from everyone else. Every top sales performer I know just buys shit. They buy so many things. I've bought so many things that I have really never used and don't even need, but it's just because it is a habit. To take action. Okay? It is a habit to go for things. Every top performer I know has the habit of not listening to their own bullshit and going for things. So if you do not have that habit, that is a habit and a belief system that you need to build. That's what creates and really molds top performers, because it's the belief system of always going for things. That's what helps you sit across from someone else and say, hey bro, we need to get this shit done. Okay. So here's a mirror exercise. Write down 3 objections that you hear the most from the prospect. Now ask yourself, where do I say this exact same thing to myself in my life? They say like, hey, I don't have the money. I can't afford to invest in myself. Now you'll invest in yourself here, but are there any other parts of your life that you say like, hey, I can't afford it. Okay. I know I talked to some, some of you, right? It's moving. To a nicer area. It's moving, you know, actually living off on your own. Like, oh, I can't afford it right now, right? You're telling yourself that, okay? But when you look at the actual, like, you know, you budget it out, you can afford it. So you're limiting yourself, okay? I need to think about it. I'll start on Monday, okay? Diet, moving, whatever it is. What is your goal? How many times have you told yourself you'd later and you haven't? What are the things? Okay. I've been burned before. I'll never trust again. Right? Where is that showing up for you in your life? Where you've been burned before, or you're hesitant on things because of past experiences. Okay. Where is this showing up for you? And again, if we have these beliefs, typically there's going to be a mirror effect of it. Okay. So we have to understand that. So breaking down the top 10 objections. Okay. So we need to master your internal script, then lead prospects out of theirs. Again, this is not going to be word tracks, right? It's going to be the actual beliefs. Now there's tons of other videos on the actual word tracks. These are breaking the actual beliefs. The beliefs are the key thing, because if you have such strongly held beliefs, you can fuck up on the word tracks. You can say the wrong thing, but you'll get people across the line. Just from the fucking conviction you have. Okay. Objection number 1. This one's probably everyone knows. I don't have the money. Your old trance. It's too expensive. I don't have it. Money is scarce. Okay. Your new install. Money consistently flows to me. Money follows speed and decisive action, right? It comes to me and it comes because I'm decisive and I'm quick. Right? Right? And again, if that's what you'd try— like, if that's what you struggle with, that's your new install. And you repeat that shit to yourself daily before you hop on any call. You repeat that to yourself. Okay, so what's the reframe? If the reason you came is a money problem, delaying this decision guarantees you'll never fix it, right? Anytime somebody tells me a money objection, I help people make more money. It's not my problem. The reason you hopped on this call is because you had money problems. Okay. This is guarantees you never fix it. If you allow this money problem to hold you back again, this isn't WordTracks. This is thought process. Objection number 2, I need to do more research. Okay. Your old trance, I need more proof, more information, more certainty before I act. Okay. Your new install, the answer comes to me exactly when it's supposed to. I trust my intuition. I trust my gut. Okay. I trust my gut that it's going to get me what I need. Okay, so if you know you feel like you should do something and that boss voice is telling you to do something, but you hear that bitch voice just chirping in your ear to hold back, you don't listen to the bitch voice. You listen to the boss voice in every area of your life. You go for it. Trust your intuition. Okay, now reframe on the call to your prospect. You'll always find reasons to act or not act. What matters is which belief you choose to live by. No matter what you look for out there— again, not WordTracks— whatever you look for out there in life, on the internet, for programs, for whatever it is, every day, any decision you want to make, there is going to be evidence and reasons in both areas. Whatever it is you're looking for. If I'm looking to buy a Lamborghini, I can find 1-star reviews and say, fuck that Lamborghini. But if I want that Lamborghini, me, I can also find 5-star reviews. So whatever it is I'm looking for, I will find it. So I'm either looking for reasons to do this, right? So I'm just looking for more certainty, or I'm looking for reasons to back out. Those are the only two options, and it just— like, you have to decide which one you want to choose, right? Look for reasons to do it, feel like things are going to work out, or always look for the negative and look for reasons to back account. Okay. Objection number 3: I need to talk to my partner. Okay. I can't decide without consensus. I need approval from others. Oh no. Okay. Your new install: I'm a peaceful, positive, and grateful. I lead decisively and bring other people along. Okay. I'm a leader. I am the person who is in control of my own life. If I need approval from others to do anything, I am taking my power away. Okay. So the reframe on the call is like leaders decide first and then they bring others into their vision. That's how partnerships thrive. Okay. Again, this isn't word track. It's understanding the thought process. If I go to my wife and I ask her, should I invest in my business, which she doesn't have the context of the business, I am then giving my power away to somebody else who isn't even fully understands what it's going to all be about. And even if she truly does fully understand, I'm the person who is responsible, who's going to put in the work. I am the person who's responsible to make sure she never has to work a day in her life. So if I put that responsibility on her, I'm not doing my job. I failed. Okay, so if I go into conversations saying like, hey, I talked to my partner about things, so it's totally fine that they talk to their partner about things. You're never going to get to the real root of it. Because does Warren Buffett have to talk to his wife about the investments he makes? No, because he's got it. He's a billionaire, bro. So it's— it just comes down to, if you're making more money, you wouldn't need to do that. Okay, so that is the belief. Okay, you need to really make sure you address it and you don't fall into it yourself. It's not that I don't talk to my partner about things after I invest in things. I tell my partner or I tell my partner, you know, I'm going to invest in something right before I hopped on a sales call. I'm like, yeah, it's going to be around this. Like, I'm going to go ahead and go invest into it. Right. But I'm never asking for permission and I'm never like, oh, let me go talk to her. I'll come back. There's never any of that because again, I am the one who is leading. I'm the one who's going to make any investment that I put into my business pay off. So it is on me at the end of the day. If I fail, It is my fault. Extreme ownership on me. If I put it outside of myself, number one, I put my power, I take it away. Number two, I take the ownership of the failure, if there is failure, off of me too. Right? So I, there's a layer of separation. And if you are truly invested in your own success, you should not want a layer of separation. It's all on you. Objection number 4, my wife needs to improve this. Okay. Someone else must approve my decisions. I outsource my power. Your new install: I create certainty in my world. I don't outsource my decision-making. Okay. Why would you put your responsibility on your dreams on someone who came to you for leadership, right? Like this one again, could even be talking about business partner. This one's more along the lines of like wife, family, anything along those lines. It. Okay, same type of thought process. The main difference is, especially with family, wife, typically, especially if you're talking to a man, they're put in a position to lead and take care of, right? So why would you go to the people that you take care of asking how to best take care of them, right? You're the leader. Okay, number 5, I need to let my team know, right? I'm a business owner, I just need to let my team know about all this stuff. Okay. I need everyone's approval before I move. Democracy over leadership. Okay. Uh, this one makes the least amount of sense to me. Like I'm a CEO of my life. I decide with wisdom, then I inform and lead. Okay. Do you get this one a lot? I need to let my team know. Does the CEO ask employees whether to make strategic moves or do they decide and lead the team forward? Okay. Why would I? Outsource the decision-making process of a business owner to somebody who doesn't have the same stakes. Doesn't make any sense. Okay. Number 6, I need to look over the contract. You're all trance. The paperwork might trick me. I need to analyze every detail. New install. I trust myself to read, understand, and decide quickly. Act with confidence. Okay. This contract is straightforward. Nothing changed by staring at it longer. Let's handle this You can go over the contract with them, but again, nothing changes by giving them just time to read over the contract. If they have confidence in their ability to understand and read and act quickly, they would go ahead and they'd move forward. So you're shifting, you're giving them that belief. Okay. Looking over the contract doesn't change anything. It's straightforward. Okay. Understand as well that anything you say on a sales call is legally binding. Okay. So if you're saying bullshit, you can get sued. Okay. So don't do that. Number 7, I want to talk to your current clients. Okay. I need external validation. Others must confirm this is right. Your new install, I trust myself completely. My decision creates the proof I need. I don't need outside people to validate my opinion. I trust myself. I know I make good decisions. That is my belief. Okay. If everyone told me it was a bad decision, but I truly believed it, I had the evidence required to truly believe something. I'm going to believe it. It doesn't matter about the external, especially when we're talking about being exceptional. If you're exceptional at anything, naturally you have to go against consistent— consistent— naturally you have to go against consensus. Okay. You have to be an outlier, right? My dad told me not to get into sales, but I knew it was the right thing for me. So I didn't need others to confirm it. Okay. Call reframe. If you're looking for reasons to wait, you'll find them. If you're looking for reasons to win, you already have the most important one yourself. Okay. They don't need anything outside of themselves. Whatever it is they try to find outside of themselves, they can find it. It is the person who makes whatever it is that they buy work. That's the person who pays it off. That's the person who gets the result. Really, any program that you buy out there, even if it's a fucking scam, even if it is a program that's not great, it still can benefit you in some way. Just even what not to do. So no matter what you purchase, if you have the wherewithal, if you actually trust yourself and you go at it completely You will make it pay off. Okay. Number 8, I have interviews lined up. Right? So this is someone that's like, hey, more options make me feel safer. Right? I just want to see what's out there. I want to compass, contrast. I want to compare more options. Okay. Your new install speed creates clarity. 30. Action creates proof. I move fast when I know. So once you know something, you move fast. Okay? Action is the only proof that you will get. The only proof that any of it will work for you is you actually doing it. That's the only way. That's the only way to create proof. And anything else is just putting distance between you and your goal. Okay? Call reframe. Spending 5 hours shopping won't give you what 1 hour of committed action will. Money loves speed. Right. They're wasting time. Most people, when they say like, hey, I have other interviews lined up, I have other options, other agencies, other coaches, they don't even know the criteria that they're looking for. They're just hoping something grabs them, but it's speed that creates clarity. You've seen something that it does line up. This fits all my problems. It fits everything I need. Speed. Action then creates the proof that it actually works or the proof that it doesn't work, but then at least you're one step closer because you know something doesn't work. Okay. Once you know, things light up, you move fast. All right. That's what it comes down to. Number 9, I need you to think about it. My favorite. Okay. Later it'll be easier. Tomorrow I'll have more clarity. It'll just come to me. I need to sleep on it. Your new insult: decisions may now compound forever. Delay compounds loss and regret. The quicker you act to something, the quicker you bring reality closer to you, whatever reality that you're wanting. Okay, so when you're talking about the person who has the most amount of power is the person who can drag the reality that they want as close as possible. Okay, it— the person who has ultimate power is the person who has the least amount of time between want want and getting, right? So it's like, if you want to be powerful, you shorten your decision-making process because the only way to get want, get what you want, is through decision, through action. Okay? Because if you think about the most powerful thing in the world or in the universe is going to be God. He thinks, he wants, it just is. It happens. So if you want to be powerful, as soon as you think you want something, You have a goal, you have a desire, you take action on it immediately, and this will compound and get you to your goals much quicker. Any delay, that compounds. You get more comfortable with the delay, which is going to compound loss and regret. Call reframe: the best time to change was 6 months ago. The second best time to change is now. Every day you wait costs you momentum and results. Again, it's not word tracks, but this is the belief that you have going into the conversation that will truly help shift the conversation. Okay. Think about it. It don't make sense. So you need to be able to actually attack it and have— attack it with righteousness that this doesn't make sense. And this is going to hurt them overall. Number 10, I've been burned before. Oh no. Okay. I failed before, so I'll fail again. The past predicts the future. You're new install. I'm the luckiest person in the universe. Everything always works out for me in the end. Okay. There's an old parable, right? Where it's like, oh, I'm going to fucking butcher it, dude. There's an old parable where like, you know, it was an old Chinese parable where, you know, this older guy has a son, he breaks his leg and they're like, oh, this is so terrible. And they're like, oh, but But like, he's like, no, just wait. And then the army came and then like they couldn't like take them and it goes on and on and on. But it's like, you don't really know what the end outcome is going to be until you keep going. So really the moral of the story is like, even if something terrible does happen, everything works out in the end, right? You turn it into a silver lining. You continue to push forward. If you've been burned before, like, dude, I've spent, I'm thinking about like recently, be. Um, I don't want to say the name of the program, but I spent like $18K on something that like just— it wasn't that good. I'm gonna be real, was burnt, right? But then I knew like, okay, like that's not the way that I needed to go. And if I keep pushing, if I keep investing, if I keep learning, if I keep pressing, it will work out in the end. The only way that it actually becomes a failure, if it becomes, uh, a really a fall, is if I allow it to be, if I Okay. So call reframe. Every failure was feedback bringing you closer to success. You're not the same person who got burned. You're the person whose lessons that, that created. Okay. So you learn from your mistakes and now you're in a better position to make decisions. So you're now better equipped now than you were ever before. Okay, so what is your daily hypnosis ritual? And I'll also give you a worksheet on something you could do to go ahead and make sure you create this. Okay, but consistency creates permanent programming. This is not something you do once, you set it and you forget it, and like now you have all these fucking just steel beliefs, just ironclad in your brain. It's something that has to be consistent. Understand something. These beliefs that you've had, whatever it is, the amount of times you're probably like fed these beliefs, either through words, actions, whatever it is, your environment, it's probably been thousands, if not millions of times. So just to think that this is something that you're going to be able to do, like just right overnight, it's not going to happen. And that's okay. But if you do it consistently, consistently, 30 days, 60 days, 90 days, you'll actually see a measurable difference in how you go about life. Okay. So the 5 daily practices. So morning induction. Okay. Read your installs like out loud. Again, pick one big one, focus on it, feel it in your body. Start your day in the right trance. Okay. Pre-call, 30 seconds. Okay. I'm abundant. Money flows to me. I am peaceful, positive, and grateful. I know the right questions will come. During objections. Okay. Recognize their limiting beliefs, replace it with your stronger, more empowered script. Refuse to fall into their beliefs. Okay. Evidence tagging after every sale, every yes, every breakthrough becomes proof that the new program's working. So every single time that you have a win that shows you that now your new belief system, your new hypnosis, your new trance, is actually true. You tag it, you feel it. Okay, and then evening reset: replay your insults, recall today's proof, and fall asleep reprogramming your subconscious for tomorrow's success. So go through your success, go through what you did, replay everything in your head. If it's about money, it's like, hey, I'm abundant. You should be feeling the feeling of abundance every single night before you go bed. Okay, implementation exercises. So number one, you need to spot your personal objection belief. What limiting script do you run most often? And if you're not sure, just take a look at what area in your life do you feel like the most gap, the biggest gap, the biggest separation between like where you are and where you want to be. And then you want to peel back the layers of like, okay, what beliefs are holding me back from getting there? Okay. For example, right, let's say sales is a big one, right? Sales. I don't make enough sales. What is a belief that could be holding you back? Sales is hard to learn. Do you believe that? Do you believe sales is hard to learn? I don't believe sales is hard to learn. If you have that belief, how are you going to be able to really learn and excel at sales? Okay. Maybe another belief is sales is hard. I don't believe sales is hard. Sales is fun. Right? So every single call I hop on, like, I'm happy to go ahead and hop on calls. But if you think sales is hard, if you think objections are hard, if you think anything is hard that's been holding you back, that is a belief that you're putting on yourself that could be holding you back. Okay. So it's like, what is a limiting script that you run most often? And I'll go ahead and again, I'll give you a worksheet like down below this video with potential limiting beliefs that you could have. Okay. Number 2, invert to install, create the equal and opposite empowering belief. If your belief is sales is hard, equal opposite, sales is easy and fun, right? And feel it, feel that sales is easy and fun. Fun. It's a daily practice. Pre-call and post-call hypnotic resets become non-negotiable habits. And then mirror check after each call. Did I buy into their beliefs or lead them into mine? Okay. So every pre-call, if your now new belief is sales is easy and fun, then you're going to say that to yourself 30 seconds, repeat it a few times feel that shit. Feel it before going into your call and then go into your call, have your call, and then just reflect after each call. Did I actually buy— did I buy into their beliefs or did I lead them? Did I transfer my strong beliefs and lead them into my beliefs? Okay, because you got to understand the ultimate truth, okay? Your prospect's objections are never facts. They're trances, programs, and learned limitations. Your breakthrough is you can't break a trance you secretly believe. You have to reprogram yourself first. That is the crux of this entire training. You have to program yourself first. Okay. So the serving question, stop asking, is this belief true? Start asking, does this belief serve me? And does it serve my clients? Believing money loves speed may not be objectively true 100% of the time, but it serves you, makes you decisive, and helps others transform their lives. So take a step back. Understand what are the beliefs, what are the scripts, what are the trances that you currently have in your head that are holding you back? Take a look at the biggest objections you get, the biggest objections that you have a hard time overcoming. And what are the beliefs that you have attached to it? If you get a lot of money objections, you have a hard time overcoming money. Okay. Do you believe that money is hard to come by? Do you believe that money is scarce? Can you switch, switch that to money flows to me endlessly? And if you truly believe it, it will serve you, make you more decisive and help others transform their lives. Okay. So your next level of awareness. Wait, your next level awaits. Think of a moment when you didn't believe a prospect's objection. You held certainty. You stayed in your empowered trance and they said yes, and they later thank you because that decision changed their life. When's the last time somebody thanked you for overcoming their limitations? That's the power of proper programming, that leadership through hypnosis. So you have to reprogram yourself first, then lead others out of their hypnosis. And if you, if you felt this feeling before, and if you haven't, after going through all this training, you're gonna feel this feeling. This is the feeling that you want to keep coming back to, of that certainty that helped you change somebody's life. All right, so go ahead, make sure— again, we're talking about beliefs. It's not something that's sit and forget it. If you have to watch this a few times, watch it a few times. Beliefs. Okay, I'm also going to have a worksheet down below that I want you to go ahead and fill out so you can really sit there and identify what your limiting beliefs are. I'll give you examples of some limiting beliefs that are the most common, and then how to actually go ahead and set up a daily activity so you can actually transform it. Okay, hopefully this has been helpful. Next, we're going to be going over state management and focus. Now, this is very key because if you're hopping on 10 calls each and every day, we want to make sure that each one of those calls we are showing up with the same level of state, focus, and just flow in each one of those calls. So we are increasing the chance that we're able to close every single person that we're actually talking to. Let's dive into the training. All right, let's go ahead, let's get into this training. So in today's training, we'll be going over probably the most important important thing that you can really master as a salesperson is your state management, being able to be in the right state on your calls, and the ability to be able to focus for an extended period of time. These two things are the core attributes that really separate inconsistent closers from professional closers. And we're talking about being a professional. That is the Ultimately, we don't want to be an amateur in anything that we do. We want to really go at this like a professional athlete because on a level, we are professional athletes. We only get paid if we perform. We are mental athletes. So if we treat this like an amateur, we'll get amateur results. But if we treat it like a professional, that's when you'll get professional results. And it's the professionals that get paid the big bucks. There are amateur basketball players and there are professional ones. Okay. Professional ones get hundreds of millions of dollars. Amateur ones just do it for fun. We're not doing this for fun, even though sales is fun. We're doing it so we can make sure we're the best at what we do and we make the type of money we need to make, not only for ourselves, but anyone else that really relies on us. So without the ability to be able to focus and manage your state, really the scripts, the tactics, the leads, everything else that we focus on one, you're not going to be able to utilize it to the degree which you would need to, to reach the level you're truly going to want. You're always going to be leaving something on the table because you'll stay in the same loop of short-term motivation, burnout, self-sabotage. The goal here isn't to give you a motivational pep talk that you play every single day to give you a boost. It's to get you out of the motivational loop. We need to fundamentally rewire your approach to work and yourself. Because if we purely rely on motivation, that is external. Okay. Right. And if we purely rely on the external, this is going to cause us to have up and downs. And the reason why we can't afford to have up and downs is because more than anything else, your close rate will be affected by your state. Now, what is your state? So your state is the single most important factor in really your performance as a and encompasses your certainty, your clarity, your confidence, your conviction and belief. This all falls under the umbrella of your state, like how you feel, how you show up to the call, and the quality of your state. How you show up determines the quality of your results. For example, I'm sure you showed up to calls feeling super, super great, and just because of that, even though you might not have had the word tracks down or really you didn't say the right things, but because of your energy, how you showed up with the certainty and that confidence confidence, people are more likely to fall into your frame. I will say I've heard people, and I'm sure you've heard them too, we're technically in sales, they are not sound, but because they have confidence, because they have charisma, because they're calm, they're collected, they have everything else, they have clarity, they know where they're going, that they persuade people. Okay, so you can say all the right things, but if we don't have the confidence, we don't have the clarity, it's not going to convey the right things. Okay, so it's not only what you say, it's how you say it, but also everything else that goes into it that people can read that informs them on what you're actually saying, what's behind the words, what's underneath it. That's where your state really comes in. Okay, the problem is, is if we're consistently relying on life to put us in the right state, life happens consistently. And your state is pushed and pulled in every direction. You wake up, it's raining, you feel down, you're, you got, you know, you're expecting a text from somebody, you didn't get it. Like life happens and your state changes. And this is completely unavoidable. The solution is not to prevent life from happening. You can't control the external, right? You're going to have a hard time if you're trying to control the world around you, but you can actually control your internal. It's to install systems that protect and manage your state regardless of what happens around you. This is the foundation of being a professional— taking the responsibility of how you feel away from the external, which is unreliable, and put it internal on yourself, and create the systems to make sure internally you're showing up the way that you need to be showing up every single day over a long enough period of time that is unreasonable. That's how you get your goals, right? It's about doing the boring thing for an unreasonable amount of time. So how do we really make sure we master our state? One of the biggest ways that we're going to master our state is the power of visualization. Now, why is visualization so important? Your mind doesn't know the difference between an imagined memory and a real memory. So if we want to start to more bring up this state that we're in, right? The, our idealized state where we're confident, we're certain, all these different things we're truly wanting to feel. If we've never felt it before and we're relying on the external world to make us feel it, we're gonna have a hard time. But just understand, you have all the emotions, you have all the chemicals inside you right now to feel the best you've ever felt. You just are not giving yourself permission. You're waiting for the external to give you permission. So if you want to start getting in the right state more consistently, we have to start practicing being in that state. And a very, very easy and simple way to start practicing being in the ideal state, being confident, being certain, being clear, is you visualize yourself in those situations, feeling those emotions. You visualize you actually closing sales. Okay. Before you go to bed, this is what I'd recommend. Okay. And we'll, we'll dive into it, but you have to understand your assumption, your belief, your expectation literally determines what happens in your life. If you imagine something is gonna happen, it will happen. And it really comes down to, there, there's two ways we can look at this. Now, my bias, right, is I believe in God. I believe in the supernatural. Okay. So there's supernatural explanations for being able to expect things and it'll come to you, right? Like for example, what it talks about in the Bible. People, but if you're purely materialistic as well, this is also true. Why? Okay, I used to be materialist in my past, but if you view it just purely materialistic, if you believe things are going to go a certain way, okay, and you truly believe it with all your heart, whether it goes exactly as you visioned it in your mind, but you show up with a different energy, so people treat you differently. And because you show up with the different energy, Even if the same thing happens, if you view it as somebody's pessimistic, you're gonna take it a certain way. But if you view it as somebody who's optimistic, who is expect— expecting good things, you'll see the positives in it. So whether you're looking at it from an actual supernatural sense or a material sense, the way you view the world changes your life. Okay? And it really is going to determine what happens around you. So we need to be using this to our advantage because we can only take so many sales calls, but we need to make sure we're getting in the mental reps as well. So if every single night you go to bed thinking tomorrow is going to be a great day, everyone's going to show up and people are going to be open and ready to invest, this will happen. So every single night before you go to bed, okay, and I have a morning routine and an evening routine maker, and I'll walk you guys through that so you can really crystallize it, but every single night before you go to You should be visualizing, okay, picturing it as vividly as you can in your mind. You hopping on sales calls, you running through your process, people being open to you and people giving you their credit card information. You should at least be doing this 5, 10 minutes every single night, no exception. And the reason is you're training your brain to feel the state of absolute certainty, absolute confidence, And you're practicing the state over and over and over again. And we want to make our body used to feeling this. Your body gets addicted to emotions. Most people though, growing up, they feel the emotions of uncertainty. They feel the emotions of not being good enough. They feel the emotions— just pick any negative emotion, but because they feel it so often, their body is addicted to it. So they're used to feeling that emotion. Emotion. And because they're used to feeling that emotion, they're always going to be on some level, even if they're not consciously wanting to, they're going to be searching for that emotion. What's going to give them that emotion? So the issue is because we're not used to feeling these better emotions, right? These, you know, positive emotions, feeling certainty, feeling confident. If we're not used to that, it's going to be hard to get our body addicted to it. So the way we get our body addicted is we visualize, we practice those emotions, and then once we get more addicted, we get more used to these emotions, our, our body and our mind, our subconscious mind is going to look for ways to really connect us to that emotion. And if that emotion is confidence, certainty, feeling good, well, how do you feel good? You close some fucking deals, right? So our mind, our subconscious mind is just gonna be looking for more and more ways to close deals, and we're gonna be showing up on calls in a much better way. Okay? So there I do go more in depth. On the visualization module. So if you want a more in-depth understanding of that, go check out the visualization module, right? But just more simple right there. Okay. So just understand your show rate, your close rate, the quality of your prospects. They're all affected by your state and your expectations. Okay. This is not wishful thinking or manifestation. This is about the energy you bring to every interaction and how it actually shapes your outcomes. Okay, so outside of visualization, what's probably the next thing to really make sure we are performing at an elite level and we feel the way that we need to feel? I would say it's going to be two things. It's going to be eating and it's going to be sleeping. Now I'm going to be going over it a lot more in depth in further modules in terms of making sure we get our sleep and we make sure we get our food down. Okay, but really high overview. So understand your body is a vehicle which you execute. Your brain is the engine that drives your focus, your state, your decision-making. The fuel you put into this vehicle determines your performance. Okay, for example, when I bought my first sports car, I bought my Jaguar. I did not put normal fuel into the Jaguar. Why? Because it wouldn't run as cleanly. I am making I'm making it not perform as well, number one, and number two, I'm actually shortening its life. Okay. So I put premium fuel into my sports car because it's a car made for performance. We are made for performance. If we do not perform, we do not get paid. And I don't know about you guys, but I like to get paid. Okay. And there's a lot of emerging science coming out. Out about the connection between your gut and through your brain. But you don't even need to go into the science. I'm sure you've realized if you eat like shit, you feel slower, you don't think as quickly, you're a step slower. Okay, so elite closers understand what you eat is how you think, and what you eat is how you feel, and what you eat is how you perform. So if you eat like shit, Okay. You will not perform. Me personally, I typically, now since I'm in Vietnam, I'm, I'm moving it around a little bit, but when I was in the US in my normal schedule, I would not eat until I was done working. But even then I would eat very, very clean. Okay. Now there are a ton of things that you can look into in terms of health, food, all this stuff, and to not bore you with the details. All of them disagree with each other, but besides very, very simple things, and the core concept is single ingredient food. Okay. Just single ingredient food, not processed food. So this is not a diet. This is a non-negotiable standard for anyone who's serious about discipline, focus, and long-term success. So what are single ingredient foods? It's exactly what it sounds like. It's a food that only contains one ingredient. Ingredient. It's a food in its most natural, unprocessed form. It is a food that is great. Great-grandparents would recognize this food. Now you can get certain things that have a couple of these things together, right? Single ingredient foods like chicken breast, salmon, egg, steak, broccoli, spinach, sweet potatoes, rice, oats, bananas, apples, almonds, avocados, olive oil, water. Okay. Non-examples would be like cereal. We got sugar, preservative, artificial flavors. We got protein bars. They got 20+ ingredients, seed oils, sugars, frozen meals, sodium, preservatives, fillers, fast food, engineered for addiction, not nutritious, soda, energy drinks, chips, crackers, cookies, refined carbs, seed oils, sugar. Okay. The rule is one ingredient's food, or if you can't pronounce the ingredients on the label, just don't eat it. So let's just say, for example, you get something because like I'll see these fruit bars or something out there. That it's like bananas and apples, that's all that's in there, right? You look at the ingredient levels, bananas, apples. Okay, that's probably good. But if you start to see like a bunch of sugar preservatives in it, artificial flavors, like you can't pronounce it, you're like, what the fuck is this? Probably best not to eat it. Now in terms of like just a rule of thumb, I would say at least 90% of what you eat should be single ingredient foods. Now, if you have a hard time cooking for yourself, you got one of two options. Get yourself somebody who will cook for you. Like, for example, my wife always cooks for me. Or you go ahead and you just buy meal prep. Okay? You can buy very healthy meal preps. For example, I used to be a bodybuilder. I know tons of meal prep agencies and things out there that do it for bodybuilders that are so strict because they have to step on stage. You can find something that will meet your expectations if you're living in a relatively big city. If you're not living in a relatively big city, You can still get 'em. They're just gonna be frozen, not as fresh. It's a little bit of a pain in the ass, but it's gonna be a lot better if you're not eating properly just because you give yourself the excuse that you don't have time. Okay? Me personally, I really don't like to cook for myself anymore, right? Because my wife does that. But if for whatever reason we're not together, again, it's just really simple. I cook steak, maybe takes me like 10 minutes, right, to cook all all my food, cuz it's very simple. It's very straightforward and it's not elaborate. Okay. Steak, salt. I'll maybe have some, like sweet potatoes, mushrooms, like just something that's very simple that it doesn't take a lot of time. Okay. Now, rule of thumb typically is gonna be 90% single ingredient foods, 10%. Okay. Whatever really you want, you can get a little bit of leeway. You, you don't need to be a perfectionist about this. As long as we get most of it right, that's really going to push you forward. So why is this a non-negotiable? Your brain and your body operate on chemistry. The food you eat directly affects your neurotransmitter, your hormones, your blood sugar, inflammation levels, and energy production. And if you have inflammation in your gut, guess what? You're going to have inflammation in your brain. So we need our brain to think quickly in order to close deals. Okay. So when you eat processed foods, chemicals, preservatives, inflammatory agents, they disrupt that chemistry. So what you'll see is you'll have blood sugar spikes and crashes. You'll get really high in energy, but then will crash, destroys your focus. You become irritable, foggy, right? If you ever get really angry, very irritable, right? If you haven't eaten for a few hours, it's because we're spiking our blood sugar super high. Okay, dopamine hijacking. Processed foods are engineered to be hyper- palatable. They literally pay scientists tons of money to make food in a way that makes you addicted to these foods. Now, we'll get more into dopamine, but just understand they are hijacking your brain so you get addicted to these foods. These processed food companies, they are not your friends, okay? They are not your friends. These companies who sell you fast food, they are not your friends. They literally pay scientists to make it to where they're hyperpalatable. If you don't know what that is, it means you will keep eating even if you are full, and after you are full, you are still gonna feel hungry. They specifically manufactured it in a way that that is going to be a case, and they flood your brain full of dopamine, and they train your brain to crave instant gratification. This makes it harder to do hard work that requires delayed gratification, like making calls. Okay. Inflammation, seed oils, preservatives, artificial ingredients. This is systematic inflammation. Inflammation in the body creates brain fog, fatigue, and general feeling of being off. You cannot perform at your best when your body is inflamed. Now, are there some people who are exceptions to the rules? For example, like Dwight Howard, right? Who is— if you don't know who he is, he is a a basketball player, probably gonna be a Hall of Famer who ate like McDonald's like all the time, right? And he was an exceptional athlete, but you're not gonna be able to convince me or really anyone who knows, you know, nutritional science that he wouldn't have performed better when he ate clean. And later in his career, he actually did start eating clean, right? When he was young, he was able to outperform his bad diet, but it did catch up with them. Okay? So just, you cannot perform your best when your body is inflamed, just as simple as that. So also hyperpalatable foods with a lot of sugar, a lot of processed, they'll give you the ups and downs and you'll have energy crashes be because of it. And this will also give you addictions and cravings because they are literally hijacking your brain. You become addicted to processed foods. Okay? They're designed to be addictive. They've done studies that like sugar, for example, processed sugar lights up the human brain like cocaine lights up the human brain. Now I've never done cocaine. Okay. But, um, I do know for me personally, like if I start eating processed sugary foods, like I start thinking about it, I start thinking about it more, start craving it more. And in my low time when I'm like thinking, instead of thinking about, oh, what can I do? Like, how can I improve? What, like my business? Sales, whatever it is like that, I'm thinking about food, bro, right? So if you ever catch yourself just like thinking about food and just like fantasizing about it, that's not a good sign. The thing that you should be fantasizing or thinking about that should be really occupying your low— like, you know, your thoughts when you're really not paying much attention to it really should be sales. It really should be the thing that is most important to you. And if it is not that, and if it is something else, just understand that that something else is hijacking your brain. For example, one thing that I noticed with me when I'm going really hard in the paint when it comes to either business or sales, I cannot play chess. Why? Because I really like chess. Chess for me gives me a lot of dopamine and games are really quick. They're about 10 minutes and it's all about strategy, win or lose, right? And it's all about the different moves and there's so many different things you can go about it. So it's like, I know for me, me in my, like, when I'm in the shower, when I'm going on walks or something like that, I'm thinking about fucking chess moves instead of thinking about business, instead of thinking about sales. Okay? It's like, so it captures my mind. So I know when I'm really focusing on this stuff, I'm cutting out chess. Okay? Does that mean I'm going to cut out chess my entire life? Like, no. Like, there's seasons to this and we'll dive into it. But just understand, if this is something that you're truly wanting to focus on, truly wanting to get great at, okay, your focus Your primary focus should be on sales. Okay. So you got to eliminate the addictive things in your mind. Okay. So key insight, how you do one thing is how you do everything. If you're seeking instant gratification with food, you're training your brain to seek instant gratification with work. If you're disciplined with your food and you're, you're building the discipline muscle that translates to every area of your life. So understand there's some like huge benefits. To single ingredient food. Okay. Stable energy throughout the day, mental clarity and focus. Okay. You improve your mood and your state, better sleep. Okay. This one is a big one. I know for me, anytime I eat something outside of my diet, the first thing, the first thing that really takes a big hit is my sleep. Okay. So sleep is such a key thing when it comes to performance, right? And we'll definitely go a lot more in depth than that. but better sleep is a big one. Okay. Discipline, reinforcement, physical health, and longevity. Again, we got the 90/10 rule. Okay. Don't let the 10% creep up. So now that we're understanding, okay, our states and our energy, which really helps us manage our state, that's more of the biological side. Now we have to start talking about more of like the mental side of our state and what prevents us us from achieving the things that we're looking to achieve. Okay. So the thing, the real big force that we have to be aware of when it comes to trying to achieve any goal is what I'm going to call and label as resistance. Another way you can think about this is your old self holding on to the version of itself that is familiar with, right? Okay, and we'll dive a lot more into like what resistance is, what it means, how do we overcome it. But understand, in the pursuit of a goal, you will face an opposing force. That force is resistance. It is a primary enemy. It is the source of your pain and the reason most people fail. But understand, resistance is an internal force of self-sabotage that manifests as distraction, procrastination, fear, and rationalization. It is intelligent, malevolent, and restless. Let's dive into it. Okay. What are the 7 principles of resistance? So number 1, it is an enemy working against you. You have to understand that this force, your old self, resistance, whatever you wanna call it, anytime you're trying to strive for something great, you're going to feel this equal and opposite force coming at you. Okay? This is a law of nature. Future. If we do not feel this, this means we're not striving for anything great. If you're completely comfortable and you feel no resistance ever, that means you're not pushing yourself. So the fact that you're feeling this is a good thing. And if you view it as anything other than something you need to overcome, this is when we can handicap ourselves. So understand that resistance is intelligent, which means if you are very intelligent, the likelihood that you can rationalize to yourself why you shouldn't do something or why you should take a day off or whatever it is, is so much higher. Okay. Like I know for me personally, it was, it's so much easier now to convince myself, right. Or come up with reasons, okay. To actually push things off than it was when I was completely broke. Okay. When I was completely broke, it was hard to come up with as many reasons. Now don't get me wrong. Resistance was still there. I, I still could come up with reasons, but now that again, I'm much further in life, I'm much, you know, more successful. It's not that resistance goes away. Resistance, if anything, has gotten smarter. Okay. So it's like really being able to push it off becomes harder, but you get better at being able to push it off. Okay. It's benevolent. It doesn't want what's good for you. It wants you to hold onto your own self. And if you want something different, then it doesn't want what's best you, and it is nasty. It wants to destroy your goals. Understand that this enemy is relentless. It aims to kill your desired reality and quash all hopes and dreams. And this is something to where I don't know if there is a level that you maybe do reach where you don't feel this, but I can tell you as somebody who, you know, very early on, you know, was able to hit 6 figures, now 7 figures, planning on getting to 8, you know, if God wills. Resistance has not waned. It is still there. It is relentless. So you have to understand that if we're just hoping this goes away, we're just going to be again, hoping for a long time. So the enemy is produced by a fragment of you. It is inside of you and it comes from you. Accept this reality, but you are not the enemy. It is a force of nature produced by you, but you can't help it. Just like a pulse. It is your old self. Do not feel guilty that you have an old self. Okay. It is a part of you, but it is not you. Okay. It's a fragment of you trying to hold you back and you must duel yourself. You're the knight and the dragon. War is inevitable, but the knight must win. Okay. You must win against this enemy and your goals come first. Resistance comes second. So there cannot be a shadow without an object in the sun. So if you don't have goals, if you're not striving, you're not going to feel resistance. So that's why I'm saying you need— if you're feeling resistance, fantastic. But if you're listening to this and you're like, well, I feel no resistance whatsoever, you're not striving enough. You need to push yourself harder. You need to push yourself further. If you're right now, you're making $10K per month and you're totally consistent and you're totally content with that, you're probably not feeling a lot of resistance. But if you're at $10K per month and you're looking to push to $30K per month, that's going to be uncomfortable. That's going to be painful. And then resistance can be overcome with pain, love, and assistance. It is beatable. Okay. I'm here as a testament that it's beatable. You have beaten it in the past. It's just about having the consistent effort to continuously beat it, to continue to grow. That's what we need to do. Okay. So when we talk about what holds us back, let's talk about what's going to push us forward. And there's two pillars to mentally elite performance. We have focus, we have resilience. So focus is not about trying harder to pay attention. It is about the deliberate surgical removal of distraction. It is a practice of weaponizing your attention for the few high-leverage activities that produce results. When you are working, you're fully immersed in the task at hand. Everything else is complete fucking noise. Okay? Multitasking is not a thing. Resilience, on the other hand, this is a measure of how quickly you can return after facing adversity. Rejection, failure, bad days are not possibilities. They are mathematical certainties in this profession. The fact of the matter is you are not going to close 100%. It is an absolute certainty that you are going to fail. You are going to get rejected. People are going to give you objections. Resilience, with all of its backbone of discipline, is the engine that allows you to absorb the hits and keep moving forward without losing momentum. Okay. So they have a symbolic, symbolic, symbiotic, right? That's a tough word. They have a symbiotic relationship. Focus and resilience are not independent traits. They create a powerful flywheel that accelerates your performance. Okay. So understanding how these two pillars reinforce each other is crucial to building the mental resilience and unstoppable momentum that we need in your sales career to reach the highest level. Of commissions and highest level performance we want. So focus builds resilience. Executive focus leads to small wins, which builds confidence, internal belief that you'll succeed. This confidence makes you resilient to setbacks. Okay? So you, you have to be able to have the focus and then resilience protects your focus and make sure we don't get off track. So we need both and we'll dive into both and how to get both or what's the, what's the underlying themes about it. Both. So resilience is the ability to bounce back quickly from bad calls, present a signal, negative event from derailing the entire day. It protects your mental state and allows you to maintain focus on what is coming next. So when we talk about these two things, there's going to be an underlying thing in both of them, which is momentum. Okay. Momentum is so, so, so important because it expedites your results on both focus, resilience, Either positive or negative. This also talks about the biological side as well. We can talk about momentum in a positive state when we're talking about our diet, our sleep, you know, our visualization, or a negative state. If we stop doing it, we can start going in the negative as well. Or, you know, we start eating like shit. It's easier to eat like shit again. So Newton's first law of motion is a body remains at rest or in motion at a consistent speed in a straight line unless acted upon by a force. In other words, an object in motion is much more likely to stay, or option in motion will stay in motion unless acted upon. Okay. Resilience, okay, is the ability to not be acted upon. So if you are in motion, you want to keep the momentum going. Okay. You want to stay in motion and resilience is to stop outside forces, the external world from stopping your momentum. So the core principle is momentum works in both directions. Positive, negative. It is the most dangerous thing to stop. Restarting requires exponentially more energy than just maintaining motion. If you've ever been in shape, it is so much easier to maintain yourself being in shape rather than getting in shape to begin with. Okay. It's hard as starting from zero. It's easy to maintain. So the compounding effect goes either positive or negative. Okay. One good action leads to another, but one skip leads easier to another skip. And the rate of your— or the speed of your return after a slip determines your momentum trajectory. So if you do fall off, which everyone does, nobody is perfect. The one thing that you need to fight is the thought process that you need to feel fucking guilty. Okay. The thought process that you need to really lash yourself. Okay. Remove the guilt. Just get back on the fucking horse. Nobody is perfect. Okay. So what are the momentum killers? Waiting for the perfect moment. There's no perfect moment. Okay. Overthinking. Analysis paralysis is a form of resistance. So when you guys come to me, for example, and you're wanting to know, it's like, oh, I know I need to do outbound, but I waited until I could hop on a coaching call and really understood exactly what I needed to say before I get the, you know, start doing outbound. No, start doing the outbound before, when you have the time, show up to the coaching call with what have happened, and then we can drill it in, dial it in. Okay, we can do both. Okay, breaking the chain, missing one day feels insignificant, But if we break it multiple days, this breaks the psychological train chain of consistency. Consistency. Your brain starts to see inconsistency as acceptable. Okay. Number 4, celebrating too early. When you hit a milestone, there is a temptation to relax, take your foot off the gas. This is when most people lose momentum. The time to push harder is when you're winning, not when you're losing. And there's a real key quote that my mind always goes to when I think of something like It's Alex Hormozi talked about really, and it just crystallized in my mind is when it is easy, that's when you go hard. For example, when he first started his business, it was easy. That's when he went hard. That's when he really went like all in because like there were going to be competitors that saw how easy it was that were going to come in the space and all the easiness he had of being the only person in the space. Space is going to be eliminated. But because he went hard when it was easy, he created such a gap between him and competitors just getting in the space that allowed him to continue to grow. Same thing when it comes to sales, okay? When it is easy, when you have all the good leads, okay, when your calendar is completely filled up, that's when you start— that's when you take more calls, that's when you open up your calendar more, that's when you work harder, that's when you push harder. You're really hitting on your follow-up. Do not only start hitting your follow-ups, your referrals when you, when you have a shit week with marketing. Okay. At that point, you're just trying to make up for the marketing. But if you go hard when marketing is dialed in, when everything's dialed in and you do your follow-ups and you do referrals, that's when you hit record fucking months. That's when you hit $50K. That's when you hit $60K, $70K plus. Okay. When it is easy, that's when you go hard. And if it's not easy right now, you still need to go hard. To make it easy. Okay. Number 5 is comparing yourself to others. When you see someone else's success and you feel discouraged, you lose momentum. Your only competition is the person who you were yesterday. Okay. And this one is a big one that I see quite a bit. And I understand because, you know, most of you guys are young and I hope Nathan doesn't mind me using him as a perfect example of this that I used or that I talked about to him earlier today. Um, this is the exact same thing. He saw somebody hit 4 sales in a day when he hit 1 sale. Okay. Now over the past few months, he had been their top closer and it really just comes down to one day somebody did better than him and now he's rethinking how good he is at something. Is he doing something wrong? Like this guy's not even that good at sales. Right. And then basically what I told him, like, hey, if you do get 4 sales today and he gets 1, now you're the best person in sales. You know, more work needs to be done. Like, definitely not. Not, right? So the opposite isn't true. When somebody does 4 sales and you do 1, it doesn't mean they're god tier and you're doing everything wrong. But if you hit 4 sales and they do 1, like, oh, now you're god tier and you don't need to improve in sales. Okay. No, never overreact to one day. Look inwards instead of outwards. So if you see yourself like overreacting or reacting emotionally to other people doing well, look internally. What do you need to work on regardless of what others are doing? Compare yourself to the version of you who isn't ruled by their emotion. What would they do? How would they improve? So this is the mental model that you need to adopt, because when you compare yourself to others, you don't really have a full concept of really their situation, where they are, all these different things. But you do understand yourself, your situation. And it's not just comparing yourself to who you were yesterday and continuing to get Yes, we want to do that, but it's compare yourself to who you could be if you didn't allow momentum killers to sidetrack you, if you didn't allow your emotions to cause you to be up and down, and if you were dangerously consistent, where would you be if that were the case? Compare yourself to that version of yourself. Okay. And if you can do that, that's who you can compare yourself to, and that's who you can push towards. So momentum builders always start before you're ready. The act of starting creates momentum, right? If you know you need to dial but you're not sure exactly what to say, make a few dials, right? You have a basic, like a basic understanding of what you need to say, but make a few dials. Get an understanding of what they're going to hit you with. Okay. Always bias towards action and protect, protect the streak, but don't obsess over the return. Again, you don't want to be a perfectionist when it comes to this. This on maintaining a streak. I need to make sure I do this every day, and if I fall off, then it's like my life is fucking over. No, you want to protect the streak and really try to get after every day. But if something goes awry, you just return immediately. You just get right back on the horse. You are not going to become obsessive over this, and you're not going to be guilty if for whatever reason you weren't able to do a thing that you set out to do. Okay, it's about getting back up on the horse and trying your best every single fucking day. If you fall short one day, that's fine. You do not feel guilty. You do not beat yourself up. Beating yourself up is just a form of like mental masturbation. Okay. It's another form of resistance. Do not fall into the trap. Okay. Stack small wins and then anchor it to your identity. And we'll dive a little bit more into that as well. Okay. Cool. Cool. Cool. Okay. So, so focus, right? Yep. That's the next one. So focus, the surgical removal of distractions. So understand the biggest thing that you're gonna be fighting when it comes to focus from a mental side, like not of the, uh, psychological or not of the biological side that we were talking about before, is the dopamine problem. This is why hard work feels impossible. Understand we live in a world where, you know, there are so many things that are vying for your attention. So focus is the number one tool that you have, and it's the biggest asset you have have. That's why nowadays people who are most successful, they're all trying to buy for your focus. Okay, all the billionaires out there, like, they have social media presence, they want focus, they want attention. Okay, attention is a resource. So just understand, resistance is not just psychological phenomenon, it's a biological component. Your brain operates on a dopamine-based reward system. Okay, so dopamine is the chemical your brain releases when you do things that it feels are positive or in its best interest. Okay. For example, when you're a caveman, right, in our caveman time, the only way you would get dopamine is if you go kill a fucking woolly mammoth. Okay. And you got a lot of dopamine doing that. So your brain rewards you for doing hard shit. Okay. But the problem is now when you engage in activities that provide instant gratification, we're talking about the food, They're engineered to give you instant gratification. Same thing with social media, YouTube, video games, junk food, pornography. They flood your brain with cheap, easy dopamine. You used to only be able to get dopamine hard, so this kept you consistently motivated. But now you get dopamine super easy. All you got to do is fucking log into your goddamn computer, right? Type in YouTube and then get instant dopamine. So this creates a baseline expectation. We get a ton of dopamine very easily. So the problem is hard work provides delayed gratification. Doing all the things we need to do, like outbound calls, follow-ups, prospecting, they don't give you that dopamine hit that YouTube, Instagram, porn gives you. Okay? In fact, they almost come with— they often come with discomfort, uncertainty, and the possibility of rejection. When your brain has been conditioned to expect instant dopamine, it will resist any activity that does not provide not, you know, provide it. So the fact of the matter is, if you have TikTok brain— and TikTok brain is a real thing, it is really pointing to this phenomenon— it will just make it harder for you to do hard things. Why? Because TikTok, short form, all these different things, they give you dopamine in such an easy way that now doing hard things is exponentially more hard because you're used to getting so much more dopamine, your brain getting rewarded for doing jack shit, right? Just laying in bed, scrolling on your phone versus now you have to actually make calls, overcome objections, all these different things. So this is the mechanism of dopamine hijacking. If you spend your morning scrolling on social media, your afternoons watching Netflix, and your evenings gaming, you're training your brain to crave novelty and instant reward. When it comes down to doing hard work of sales, your brain just compares the dopamine of like the potential of making another call to checking Instagram, and it will just choose the path of least resistance. Like, your brain really— why we were able to become like, you know, so smart and all these different things is because the brain, even though it's so big, it's really good at preserving its energy, right? So it's going to want to get the most amount of dopamine for the least amount of effort, right? All throughout history, it was very hard to get calories. right now it's very easy to get calories, but your brain still works like it's hard to get calories. So it wants to conserve your energy. Don't expend calories for dopamine, right? And the dopamine just means your brain's getting rewarded for doing good things. So if your brain works on familiarity and application, whatever mode is most familiar with applying is the mode it will apply to work. If you're seeking delayed gratification in your work, work but instant gratification everywhere else in your life, your work will suffer and your business will fail, okay? Because your brain is not conditioned for it. This— the result is an overwhelming sense of resistance when attempting to do hard things. It is not your lack of discipline or willpower. It is your dopamine system that is hijacked by cheap instant sources of pleasure. Your brain literally can't tolerate discomfort, a delayed gratification, because it's conditioned to expect immediate reward. Okay, in other words, you have fucking TikTok brain, okay? And the only way you got to get out of TikTok brain is we need to detox our TikTok brain. You must starve your brain of cheap dopamine and force it to find reward in hard work. This means cutting out or severely limiting all sources of instant gratification Social media, short-form content, video games, junk food, any other activity that gives you a quick hit of dopamine without effort. So this is what you need to do, and these are non-negotiable. Again, if you want to be fucking good at this, right? If you just want to pussyfoot around and get a little bit better, then it's like, okay, don't listen. But you need to delete social media apps from your phone, just straight up. They should not be on your phone. Now, personally, I do have Instagram on my phone because, you know, I do have to do some DMs for work, but there are absolutely no notifications on it, okay? And I force myself to only look at the DMs. I do not scroll. I do not go through anything else. Block distracting websites during working hours. Use tools like Freedom or Cold Turkey to create a distraction-free environment. For example, if I try to go on YouTube right here, it will not fucking let me, right? I have the, this extractor, but even if I don't have this extractor, it will not let me. Why? Because I have this blocker. This blocker here does not allow me to get on any type of social media. I have all of them blocked right here. So even if I wanted to, okay, even if I wanted to use it, and I'm gonna even extend it right now as we're talking, even if I wanted to use it, I on it. So it's not even relying on willpower. The fact of the matter is like I'm right now, I'm upstairs in my office. My phone is downstairs. My wife is downstairs. My other computer that I use for personal things are all downstairs. I'm only upstairs. I am by myself. I have my headphones on. I have my hat on, you know, red light glasses. I'm playing, you know, some binaural beats in my my ears and I am removing anything that might distract me from just making sure I do this hard thing, which is sit here and give you guys a 2-hour presentation on how to focus and be resilient. Okay. Sitting here and talking and screaming at my computer for 2 hours, it is not like just immediately dopamine-like hit, right? I'm only going to get the dopamine hit once I edit it, once I send it out, once you guys actually review it and you're And then once you actually start implementing it and then you actually get results, I'm not gonna get any dopamine from this for a week, weeks, months. Like, you know, what, then I'll get the dopamine from it, but it's gonna be much more delayed. Okay? So we need to really make sure we set up our environment to not be able to achieve and not be able to get those dopamine, our easy dopamine hits. Okay? Okay, so replace instant with delayed gratification activities. So reading, exercise, you know, role plays, skill development. Okay, these pay dividends over time. So if normally, let's just say for example, you are somebody who just, you know, does a bunch of like when they first wake up, they just scroll on fucking TikTok, right? Just scroll on TikTok. So we want to get rid of that waking up and just scrolling on TikTok, but we need to replace it with something that still gives you dopamine, but in a more delayed sense. And we'll go over a good morning routine, but like a first thing I would say to replace that with is just go for a 20-minute walk instead of scrolling for 20 minutes frying your fucking brain. Go for a 20-minute walk, no music, right? Get some sun and actually start to picture the day going well. And we'll dive a little bit more into that. Okay? And then celebrate small wins in your work. Retrain your, retrain your reward system to find satisfaction in the process yourself. Okay. In the process itself, if you had a good call, that is a win and you should be again, feeling the emotions of a win every time you have a good call. Okay. When your brain is no longer getting dopamine from those sources, it'll begin to find satisfaction in the work itself. The act of making calls, closing deals, and building your business will become inherently rewarding. If you're going to do high dopamine tasks, do them at the end of the day. Okay, front load the focus and hard work. For example, when I was in the US, um, what I would do is I would wake up, go out for a walk, get some coffee, and then I'm working for 10, 12 hours a day. You don't have to work that amount, but I just find that's a good sweet spot for me. Okay, I, I'll do a walk in between, and then from there I'm going to go work out, then I'm going to eat, and then I'm going to chill and watch something with my wife for 2 hours. Course. Okay, so the watching something, like typically it was like, you know, How I Met Your Mother, or, uh, I watched, uh, we watched The Chosen together, right? Which is, uh, you know, the, the story of Jesus. Um, those are higher dopamine activities. But if I do it at the end of the day, I'm teaching my brain is you can only do these higher dopamine activities at the very end of the day as a reward. Okay, versus I front load right? If I do it at the beginning of my day, I'm frying my brain before I even get to work. And then that makes it work so much harder. It is so much easier to not do any high dopamine tasks, get right into work. And then if you really, really need to, you're like, dude, like you're an addict and you really need something high dopamine, just do it at the end of the day. Okay. So what are the pillars of focus? Just understand focus is the weapon you use to combat resistance. It is a skill that is built and maintained through deliberate systems, not willpower alone. The following pillars represent the non-negotiable systems that elite closers use to maintain surgical precision in their work. Each pillar serves a specific function in protecting your state, managing your energy, and eliminating distraction. Implement them all. Half measures produce half results. Okay, if you just 50%, you'll get 50% of the results. So number 1, this is going to be the morning routine. And I have an evening and morning routine builder here for you that you can go ahead and go through as well. But you need to craft a solid morning routine and a solid evening routine that helps your morning routine. Why? Morning routine is not just a nice-to-have habit. Of it. It is a foundation on which your everyday is built. This is something that sets an anchor to your state. It clarifies your focus and it signals to your brain that you are in control. A powerful morning routine does not start in the morning. It starts the night before. Okay, so we'll talk about the evening routine as well, but elite performers understand this. So you win the day before it even starts. The decision that make— you make the night before determines the quality of your the quality of your mornings determines the quality of your day. The quality of your day determines the quality of your life. Okay? So if you understand this, if you win the mornings, you're more likely to win the days. So you need to really structure your entire life about winning the mornings. And that comes down to having a really solid nightly evening routine and a really solid morning routine. Okay, we'll go through it. So your morning routine is a ritual that signals to your brain, the day has started, I'm in control and I'm ready. It's not about productivity hacks or exercises. It's about state management and clarity. When you execute your morning routine with consistency and your intentions are anchoring your state in a calm confidence control, processing mental clutter from the previous day, setting intentions and expectations for the day ahead, and visualizing success before it happens. And you want to be building discipline by doing hard things first. Morning routine is the difference between reacting to the day and you're creating the day. Okay. You need to act upon the world, not allow the world to act upon you. And having a strong morning routine is going to be the thing that helps you do so. So what does your morning routine and what should it look like? Here are some following non-negotiable components. So wake up at the same time every single day. Why? Consistency is a foundation of discipline. You will wake up more energetic and more just better overall because your circadian rhythm is intact. When you wake up at the same time every day, including weekends, you train your body to anticipate and prepare for the day. The rule: pick a wake-up time and do not deviate ever, unless like you're traveling. Like some, sometimes you do have to deviate, but when you're home, you should never deviate. Okay. If you do deviate again, one day, Pick back up the next day, get back up on the horse. So set multiple alarms if needed, but place your phone across the room so you must physically get out of bed to turn it off. And if you're doing this right, you should be setting your clothes or whatever you need to get ready for the day right next to your phone. So your phone shouldn't be near you so you can just turn it to snooze and go right back to bed. No, put your phone, if it is your alarm, away from you. If you don't have your phone as your alarm, put your phone outside of your room. Room and make sure your alarm is away from you and you have to get up to go ahead and turn it off. And the things you need from your evening routine to really start your day and your morning routine, let's just say like a shirt, some shorts to go out for a walk, go ahead and you put those on. Okay? No snoozing. Snoozing is the first negotiation of the day, and it sets a precedent for negotiating with yourself all day long. So in your morning routine, you are not to be reasoned with. Your morning self is a fucking terrorist, and we do not negotiate with terrorists. You just do what your routine is. You set your routine, you do not think about it, you just do it. You do not negotiate. You do not negotiate with terrorists, okay? So you just do your routine. You do not negotiate. If you start to negotiate, you'll start to negotiate again. You're not winning the day, you're not winning the morning, and then you're going to want to negotiate, and then you can more likely to falter later in the day. Now, why it matters: waking up at the same time builds self-trust. Okay? You said you'll wake up at 6 and you did. This is evidence that you keep words to yourself. Inconsistent wake-up times disrupt your sleep cycle. It reduces sleep quality and you make every morning harder than what it needs to be. Now, a big, big caveat with this in mind: when you are planning your wake times and your bedtimes, sleeps. At the very minimum, make sure it is 7 hours. 7 hours, bare minimum. I was talking to somebody yesterday and their entire routine was based upon them only needing 4 hours of sleep, and they kept beating themselves up because they were not achieving this. It is almost physically impossible for most human beings to live off of 4 hours of sleep and be able to function at a level. It just is. I will go in a different training much more in depth on sleep and its importance and how to make sure we're maximizing this. But as a rule, at least 7 hours of sleep, okay? From either bedtime to wake time, at least 7 hours. If your schedule is not giving you 7 hours, it is a schedule that you're making that is gonna be very hard for you to actually do consistently. Okay? So no bueno. So next thing, cold shower, 2 minutes maximum. This is not about hygiene. It's about discipline and a nervous system reset. The act of doing something hard, uncomfortable, unpleasant, unpleasant first thing in the morning. It trains your brain to do hard things even if you don't feel like it. And the reason is when you start to do things that are novel and hard, it tells your body that you are stepping out of your old self and you're stepping into a new self. You're stepping into your new identity. Okay? That's why a cold shower, it's really great for really getting your nervous system good to go, but it's also a really great mechanism to step outta your old self and step into your new self who has more of the focus, who does more of the hard things. The protocol, 2 minutes minimum of cold water. If you can't do full cold, end your regular shower with 2 minutes of cold. Okay? If you're a giant pussy, no negotiating, no, I'll do it tomorrow. Just do it today. Why it matters: this resets your nervous system and increases alertness. This builds discipline. If you can do this, you can do the hard calls, and this trains your brain to embrace discomfort. Also, this is a great way to increase dopamine, norepinephrine, and improving— which improving improves mood and focus. Okay, so it releases chemicals in your brain that makes you happy after you do it. So key insight Every time you step into the cold shower, you're proving to yourself that you can do hard things, that you're not a pussy, you're not a bitch. This compounds throughout the day. So I would say black coffee is optional. If you drink coffee, have 1 cup of black coffee as part of your routine. No sugar, no cream, just coffee. Again, don't be a bitch. Okay, the timing of this decision, okay, depending on whether you want it to do like burning fat fat, right? If you do it before, uh, your walk, which we'll talk about the walk, or after your walk, this is for better sleep cycles. The reason why, again, I'll just explain real quick. If you drink it before you go on a walk, coffee, okay, heats up your body, so you're more likely to burn fat. If you do it after your walk, just understand when you first wake up, your cortisol levels should be at their highest. And but if you're spiking yourself with coffee as soon as you wake up, okay, this disrupts your cortisol levels and it just makes it to where it's a little bit harder to get sleep at the end of the day. But if you have caffeine, you know, about 30 to 90 minutes after you first wake up, this will actually improve your sleep cycle. Okay? So just stick to one. Consistency matters more than optimization. So whichever one you want to do, either if you do coffee, again, just black coffee, either do it before you walk or after walk, 1 cup only, and no coffee after 12:00 PM. This disrupts sleep. If you do not drink coffee, just skip this step entirely. If you want to substitute it for green tea or something along those lines, you definitely can. It's just up to you. The morning walk. Okay. The morning walk is 10 to 20 minutes. This is the most critical component of your morning routine. This walk is not about exercise. It's about state management and mental clarity. I don't know why I put in here 5 to 10 minutes. So it's 10 to 20 minutes. Preferably it's closer to 20 minutes than it is 10 minutes. Okay. But just depending on how tight of a crunch, maybe you have to have it a little bit shorter. But what are we doing when we're doing it? Okay. So no phone, no music, no distractions, just you and your thoughts. Walk outside if possible. Natural light. Helps relegate your circadian rhythm. What you do during your walk. So you want to process your mental clutter. Let your mind wander. If a thought from yesterday's are lingering, acknowledge them and let them go. Right? So let's just say, for example, you're obsessing over what you need to do today and all these different things. And, you know, maybe like you got in an argument yesterday. It's like, let these thoughts come and then let them go. Let them pass. Okay? You are not your thoughts. Thoughts come and go. You can allow them to pass. Okay? Set the intentions for the day. Think about what you want to accomplish today. What are your non-negotiables? What does success look like? And then also as well, just like we visualize the night before, we want to start our day with visualization as well. So visualize as you're walking, seeing people show up, seeing yourself calm, confident, in control, seeing yourself closing Feel the feeling of success before it happens. Okay. And number 4, ground yourself in abundance. Remind yourself that you are in control, you are capable, and you are ready. Okay. So feel the emotion of being abundant. Why it matters. Your brain responds to visualization. When you visualize success, you prime your brain to recognize and create conditions for that success. Okay. Okay. For example, when I first got my Porsche, I didn't really see that many Porsches up and around, but once I got my Porsche, I saw Porsches fucking everywhere. And is it because, oh, now that I got a Porsche, the universe is gonna be putting a lot more Porsches in my world? Or is it the fact that now I actually see it, now I'm focusing on a Porsche, that's when I see it everywhere? Yeah, it's the latter. It's the same thing with success. Okay. Your brain is a filtering mechanism. Okay, if your brain actually focused on everything that you saw day in and day out, you'd probably go fucking insane. So it really limits what you're able to focus on. Okay, so you are priming your brain to make sure it focuses and recognizes success. Okay, the walk also creates psychological separation between waking up and starting work. It's a buffer that allows you to enter the day with intention, not reaction. Okay. Movement increases blood flow to the brain, improving focus and clarity. Key insight: if you go to bed every single night thinking tomorrow's going to be a great day, everyone's going to show up, that will happen. Okay. And then also your morning walk is where you set that expectation. So then from there, you need to go ahead and read your state checklist, and I'll go more into this, but immediately after you walk, before you start work, you want to read your state checklist. This is the installation of your operating system for the day. The protocol: take one deep breath, read each word slowly, feel the feeling of each word, what it symbolizes. Curious, calm, confident leader. Don't rush. It's not a race. So, and I'll go a little bit more in depth a little bit later, but you want to go ahead and make sure you read your SAIT checklist before you hop into your calls. Why it matters. Words are triggers to states. When you read your checklist with intention, you are actively installing the state you need to perform at your best. This is the first of 3 daily readings. We want to read it morning, before every call, and at the end of every day. Okay. So let's actually dive into the evening as well. So evening preparation. So what evening preparation is, is it is really how do we set up the night before our morning routine going as well as it can go. Okay, so a few things. Your morning routine is the only— is only as strong as your evening preparation. You want to make sure that we're setting up our morning to have success the night before. So our evening routine should be about 15 to 20 minutes. You should read your state— read your state checklist again. Okay, the final reading of the day before you go and you visualize And then write tomorrow's schedule by hand. Before you go to bed, you want to write out tomorrow's entire schedule. Every block, every task, every commitment. The process: review your calendar and appointments, identify your non-negotiables, 3 to 5 tasks that must be completed, schedule deep work blocks for high leverage activities, okay? Calls, follow-ups, prospecting, and then schedule breaks, meals, and recovery time. Write it all out by hand. Why this matters? When you wake up, you do not waste mental energy deciding what to do. You already know, you just execute. And when you are sleeping, you are, you are subconsciously able to process and prepare while you sleep. Okay? You'll go to bed with clarity, not anxiety. And then every single day as well, you want to make sure you're resetting your workplace. You want to clear all clutter, put back everything in its place, wipe down your desk, close all the tabs. The reason why we want, why this matters is we want a clean workspace. Space that really represents our clean mind. When you sit down tomorrow, you're not going to be greeted by chaos. You want to be greeted by order. You want to make it as easy as humanly fucking possible to work, because the hardest part of every single day is getting started. So you want to make the hardest part of every single day as easy as humanly possible. If you do that, you will win more times than not. Okay, so cleaning up your workspace before you go to bed is This is a form of responsibility. When you clean your workspace, you are responsible for your future self. Okay? So you want to prepare your environment for tomorrow. Set yourself up for success by removing friction from your morning routine. For example, lay out your clothes. If you have a coffee maker, set it. Put your phone in another room. Okay? Put your state checklist on your desk or in your mirror. Put your notebook and pen on your desk. Set multiple alarms. Charge your devices. You're really just making sure you are totally prepared for the next day. Why it matters: every decision you make in the morning is a drain on your willpower. By preparing the night before, you eliminate decisions. And again, your morning self is a fucking terrorist, so you do not give that terrorist any room whatsoever to dictate any of this. Okay. And you go to bed at the same time every night, just as you wake up at the same time. Going to bed at the same time is consistency. It'll make it to where you maintain better focus, energy, and discipline. Aim for 7 to 8 hours. Go to bed at the same time. No screens 30 to 60 minutes before bed. If you really need to wear blue light blocking glasses, if you struggle to fall asleep, consider chamomile tea, blackout curtains, earplugs, and cool room temperature. Why it matters. Sleep is the foundation to everything. Everything. A rested brain has more dopamine, more willpower, and more focus. Cut 1 hour of sleep and even small tasks will be more uncomfortable and even unbearable. Inconsistent sleep destroys your state, your performance, and your resilience. Okay, so here, if you can look, I crafted for you guys a worksheet to go ahead and craft your evening and morning routine. Okay, so that way you have that there and it'll go through like, how do you go ahead and craft your evening routine to where it's like, again, you build it out, everything that we had talked about here. And then from there, after you build out your evening routine and you build out your morning routine, and I'll put the ones down below. Okay. You want to give each of them a one-word trigger system. That way, when you're writing out your schedule, identify any obstacles that might hold you back, and then set it. And then once you set it, you're going to upload it to this, okay, habit tracker of what your morning routine is and your nightly routine. And you're going to track it every single day. Okay? Your morning routine and your evening routine every single day. Make sure you're doing a morning routine and evening routine, and you write out your schedule by hand. Okay? These are all the personal ones. Once, and you want to make sure you're able to check it every single day, and you'll have this dashboard to keep track of it. Okay. And if you guys have any questions on that, you just let me know. Back into it. So we were talking about it before, and we mentioned it a few times in our morning or evening routine, is our pre-call state checklist. So before every single call, you must run through your state checklist. The reason is this is a comprehensive system for ensuring you show up before every call in the optimized state. Understand that words are triggers, and when you read certain words, your body and your mind respond. This is why hypnosis, therapy, meditation, they all use specific language to get you into specific states. So what you're going to do is you're going to create— okay, and I'll give you a worksheet on how to craft this. But what you're going to do is you're going to craft 5 to 10 words or phrases that describe how you need to show up on every single call. These are going to have to be personal to you, what you need. But here are some universal ones, right? Curious, not judgmental, relaxed, peaceful, calm, chill, confident leader, caring, empathetic. Okay. Money is easy. I'm going to fulfill my true potential. Get— these are going to be some more basic ones, and I'll give you a worksheet that helps you craft it, but it needs to be personalized to you. So how do we actually implement it? So what we want to do is like go find a nice postcard, something— do not write it on a shitty piece of paper. This is something that you're going to be carrying with you and you're going to be reading before every call. So get a nice piece of card. Card, get a nice piece of paper. If you even want to laminate it, use markers, whatever it is, go out of your way to make this professional. Okay, this is going to be your operating system, and you're going to read it 3 specific times during the day: first thing in the morning after your walk, before every single call, and at the end of your workday. And the most important thing of it, because at the end of the day they're just words, right? They're letters on a fucking— on a paper, paper. You actually have to feel the words. It's not the words themselves have power. It's your ability to feel the words and what the words represent. That's what gives you the power. So when you read these words, you cannot just, just read them. You need to feel the feeling of those words and what they symbolize. Take a breath and get into your body. You read the word curious and you feel and you become more inquisitive, interested, engaged, When you read relaxed, you feel your body softening, your breath slowing. The most important thing is that your checklist is personal to you. Ask yourself, how can I be the worst closer in the world? Write out that list and then flip it upside down. Okay. Write the inverse. That's your checklist. Okay. And I'll have the worksheet down below. Pillar 3, environmental control. Now, now that we're getting in our right state of mind, we need to make sure that we're hacking our environment to make sure that we can focus and be in the right state a majority of the time. Okay? An overwhelming majority of the time, because your environment dictates your behavior. You cannot win a war against distraction if you're fighting the enemy in your own territory. If I came to my desk and there's just a bunch of bullshit and I had my phone here and there's all these apps open, I'm losing that battle. And I would say I'm a pretty disciplined person, right? But so, but if I am giving up my environment to the enemy, right, they have an unfair advantage. So if your desk is cluttered with snacks, distractions, resistance wins before you even start. Your computer and phone are the primary attack vectors for distractions. Every notification, open tab, social media app is a leak of your focus. Each buzz basically trains your brain to crave novelty instead of focus. Your digital space should remain as clean and as Spartan as your physical one. You cannot just take your physical environment seriously. You also have to take your digital environment seriously as well. Again, like we talked about before with blocking the apps, making sure you do not have too many tabs open, all these different things. Okay. Your digital environment protocols, app, app blockers, notifications off, full screen mode. Okay. Let's talk about 'em first and foremost. Like we talked about before on your phone and on your computer, there should be app blockers that prevent you from doing high dopamine, easy dopamine activities and prevent you from doing the work. Now you can block 'em completely like I do on my work computer, or you can set timers. But the key, key thing is do not put anything on your computer or on your phone that you can get out of, right? Your brain will talk you out of it. For example, on this app blocker, there is no way for another 94 hours and 47 minutes that I can get anything—X, Netflix, YouTube, whatever it is on here—that I can even do that, okay? I just can't. There's no ability for me to. And anytime it gets closer, I just extend it, right? And I extend it more and more and more. I don't even give myself the opportunity to do so. Okay. So you should also do that with either your phone or your computer as well. Now, for me, I also have AppBlocks on my phone, but on top of that, I'm just not going to bring my phone with me where I work. Okay. So that way I'm really dialed in. Now, if you do have your phone with you, all your notifications should be turned off. Okay. The only way for somebody to actually get ahold of me and for me to get notifications are if my wife calls me, that is it. My phone is always on focus mode. Every single app that is on my phone, like my Messenger app, like my Slack, Instagram, any type of app that is on my phone has notifications turned off. Okay. The only way to get to me instantly without me having to actually go into the app and check is my wife calling me, and that is it. Okay. Every other person will go straight to voicemail and every other notification is silenced. Full screen mode. Work in full screen mode to eliminate visual clutter and maintain focus. This one is very key when you are on Zoom. Do not have the person in a little square and you're doing shit in the background and you're trying to follow your script. Put them in full screen. Focus on them. Actually be in the conversation. Okay. One tab policy. Close all browsers. Okay. Besides the task that is required for the one task that you're doing. Okay. Now I have a couple tasks open here, but that's because I'm showing you guys stuff, right? I just need multiple tasks to do this one thing. So there are exceptions to the rule, but most of the time, 90%+ of the time, you only need one tab. Web per task. And multitasking is a myth, and we'll dive into it a little bit more, but it's basically you just doing multiple things poorly. Okay. And then use separate profiles. Use separate browser profiles, one for work and one for personal use. For example, on this, I have a personal use one and I have my work profile. I also have a personal computer and a work computer. Okay. You don't need a personal and a work computer, right? If you broke, broke boy, get your money up. Up, but at the very least have different profiles for both. For your, like, you can create Chrome profiles to where on this Chrome profile, again, I have like my sales tracking here, uh, like different education stuff. Like I just have all my work shit here. So, and then in my personal one, it's just more personal stuff. Okay. So you want to have them separate. You don't want them to intertwine. The reason is you don't want your personal life life to seep into your business. You don't want your business to seep into your personal. Okay? You want to keep them separate. So that is your digital. What about your physical? Okay. So your physical workspace must be optimized for one thing, and that is work. A messy desk creates a messy mind. Your desk should contain only the essentials required for the task at hand. At the end of each day, reset your workspace to zero with a 5-minute cleanup ritual. Okay. And that should be in your evening routine. So workspace essentials, remove all snacks, personal items, visual distractions from immediate field of view. Okay. So don't have things that are going to distract you in your workplace. Optimal is going to be natural light when possible, right? Like for me right now, it's 11:00 PM at night. If you look behind me, there's no natural light. It's actually New Year's Eve. I see some fireworks behind me. That's pretty cool, but there's not natural light, right? So it's not always possible, but when it is possible, it's going to be good. Keep temperature slightly cool. I would say 68 to 70. Personally, I like it even cooler than that, but this is going to promote alertness. Control audio. So use noise-canceling headphones or white noise to eliminate auditory distractions. If you are in an environment, it's very loud. That's why I like using noise-canceling headphones. It's not absolutely, uh, necessary, but if it does come up, just make sure you do use it. Okay. Pillar 4: Single-tasking and time blocking. Understand that there is a myth of multitasking. The brain is a single-core processor. It cannot effectively focus on more than one cognitively demanding task at a time. You can do a couple things that really aren't that demanding at a time. But we're talking about taking sales calls and all these different shit like that requires your actual focus. What it feels like multitasking is actually rapid, inefficient context switching that drains mental energy and increases error. Okay, do one thing at a time from start to completion. When you are prospecting, you're only prospecting. When you're on a call, you're only on Your brain works on familiarity and application. It treats everything the same mechanism. Every time you switch tasks, your brain requires time to reorientate. Okay. This switching cost can reduce productivity by 40%. More importantly, it prevents you from entering a state of deep focus where your best work happens. Because understanding what happens if you consistently tell your brain that it needs to be doing multiple things at a time It means you can't focus on one fucking thing. You have TikTok brain. You need to get out of it. Okay? So there is a reason, there is a reason why on short-form content that they have the type of content where it's somebody talking and it's like a video game in the background, right? The reason is, is because most people have TikTok brain. They can't focus on one thing. So they notice that they put multiple things to stimulate your brain. Right? It'll get people to focus. But really all that's doing is making people that already have fucked brains even more fucked by playing into it. Now they need 2 things to focus. And then eventually, I'm sure with time, it's gonna get to the point where it's like there's gonna be a video game playing, somebody talking, and then something else to keep you distracted. Now we need 3 things at a time. Again, train your brain to be able to focus on one thing. If you're on a sales call, call, you need to be able to focus on the sales call, on the person you are talking to. If you train your brain outside of the sales call that you do a bunch of different things at once, you'll notice your focus waning. Focus is a muscle. So you have to train your brain in everything that you do, that you do one thing at a time. Okay. The protocol: time blocking and scheduling. Your calendar is your command center. Every minute of your workday should be deliberately allocated. Unscheduled time would be stolen by resistance. You realistically only have about 16 usable hours in the day if you're sleeping 8 hours a day. Each slot is 1 hour and you must design your schedule around these 16 slots. So when it comes to these 16 slots, not all of them obviously are going to be used for work. We need to eat, we need to do all these things, but we need to schedule those things out. If we're just doing that, like, hey, we're just eating whenever, right? We're always going to be a little bit at the whim and we can always talk ourselves into taking our break early or whatever it is. So we never want to be in that predicament. So we want to write out our schedule by hand the night before. Use a physical piece of paper if you have to. Go to the store, go on Amazon, get a notebook, get a planner just for your schedule every single day. Okay, the fingertip feel of your own schedule, like when you physically write it, you become aware of how your time is being spent. Okay, use one-word triggers for each block. Don't write like, hey, I'm gonna walk, cold shower, coffee, like your morning routine. Just write walk. This word is a symbol for the entire routine. Okay, block out deep work sessions for high-leverage activities. Outbound calls, follow-ups, closing calls— these are your money-making activities. Activities. Now, primarily, primarily, you should be just having everything open for closing calls, okay, if you are a closer, and then have some for training. And but also have your unscheduled scheduled activities. And in a training, or I already, I have other trainings on like, hey, how do you make sure you list out the best unscheduled scheduled activities? But anytime, for example, you have something blocked off for a call, it's on to the next thing, on to the unscheduled scheduled activities. Okay. Schedule your breaks between calls. Do not go back to back to back to back without breaks. This is how you can burn out. Typically schedule a 30-minute walk break after 4 hours of calls. Now, this is what I like to do personally. Around 4 to 5 hours of calls, I'll schedule a short walk break when I can get out into the sun. For example, when I was taking 10 calls a day, I would take 5 calls, calls, go for a walk, come back. Okay. Do a little bit of follow-up, about 15 minutes of follow-up, get back into my calls and take 5 more calls. And then I'm off to the gym. Okay. So that's what we want to look like. So protect your deep work blocks. So here is what a schedule looks like. So what it would look like, and again, you want to write it out by hand. You're not going to write out all this stuff. Okay. I'm just telling you what each of these things But for example, I would wake up at 6:00 AM. I have my walk and then 7:00 AM to 8:00 calls, calls, calls, calls. Maybe you have a meal. Okay. I like to eat at the very end of the day, or maybe we go for a walk. We have our calls, calls, calls. Then we have another meal, call, call, call, workout, meal, wind down. Okay. And then I'll leave this example down below of what that would look like. It doesn't need to look exactly like this, but this is an example of what it would look like. Okay. Okay. And this is, and again, you can block out like your scheduling in terms of, uh, training, coaching calls, different things like that. Everything needs to be scheduled out. You need to know where you should be every hour of the day. Okay. And then when we're talking about all this, when we're talking about focus, one thing when we are talking about improving on something is understanding the seasons philosophy. You cannot fit everything into your schedule. Okay. The problem is with most people is they try to bite off way, way, way too much, and then they end up doing nothing. For example, the person I was talking about earlier, when I talked to him yesterday, his schedule really relied on the fact of him being able to live off of 4 hours of sleep consistently, be able to build the business and work a 60-hour work week and a manual labor Not going to fucking happen. You can't do everything. You can't have everything. Okay. So there are different seasons of life and you have to understand what season you're at. Now, if you're in this program, I'm going to assume that now it may be a bad assumption. I'm going to assume you're in the season of money. Okay. So there are 3 big key areas of your life. Okay. Money, relationships, and health. So if you're in the season of making money, everything else is going to be on the back burner. Runner, your relationships, your hobby, excessive training, all of it is minimized to the bare minimum required to sustain it. So it doesn't mean you completely ignore your health, you completely ignore your relationships. What it means is you lower it to the bare minimum to maintain those things. For example, I used to be a bodybuilder. Okay. When I was focused purely on getting on stage and looking the best I could I would work out 2 times a day, 7 days a week. Okay. At least cardio and work, like lifting. Okay. So just depending on what day, depending on like, hey, maybe 2 cardio sessions, maybe 1 cardio session, lifting, whatever it is. Okay. Now, and it's like when I was doing that, like, yeah, I was working as a server, but I didn't give a fuck about money. Okay. You know, I was, you know, I was 19. Now I'm in the season of making money. I work out 2, 3 times, maybe 4 times a week in terms of like lifting. And then I'll go on a walk every single day. Okay. So the amount of exercise that I'm doing now is not going to get me in the best shape of my life. It's just not, it just isn't. But what I will is I'll maintain what I have. So I'm not going to be like massively improving my physique and my health and looking like ultra shredded. Okay, I'm going to keep my six-pack and keep my shape and I'm going to maintain right now. Okay. And if in the future I really want to go ahead and dive more into my health, then I'm just going to maintain the money I'm making. Same thing with relationships. Okay. If you're in the season of like building a family or deepening your relationship, your income may be maintenance mode. Okay. So you just got to decide what season that you're in. Are you in the season of money? Which means your relationships and your health is just more going to be in maintenance mode or your season of relationship or season of health. Now you're in this program, we're talking about closing, we're talking about making money. Okay. So I assume we're all in the money-making season. So that just means it doesn't mean that your relationships, your health need to go to shit. Do not get fat. But what it does mean is you're going to be more in maintenance mode. Boat. And that doesn't mean you can't lose weight or like, you know, have a bit of a better relationship while you're improving your money. What I'm saying is like, you're not going to be able to put as much focus onto it versus if that was your main focus. So have money and your ability to make money and your ability to reach new heights, that be the main focus. And just understand when it comes to priority, That means you are putting other things on the back burner. Other things have to be unprioritized for you to prioritize the things that matter. You cannot prioritize everything. It is physically impossible. Okay? So you cannot be in multiple seasons at once. You must choose. How bad do you want it? Your willingness to sacrifice in the short term determines how much you will gain in the long term. Okay. Number 5. Energy management between calls. So the game starts when you talk, when you start taking your first call. The game is your entire day. All the calls you're going to take. When you have time off between your calls, you want to manage your state and your energy. This is not downtime. This is recovery time. This determines whether you show up to your next call— excuse me— at 100% or at 60%. When you have a no-show or a break between calls, you need to discharge the pressure and reset your state before you get into the next calls. Okay. Elite closers understand that energy management between calls is just as important as the calls themselves. So we can't allow ourselves by our 5th call to just be totally fucking out of it. Okay. So how do we actually make sure we reset if we get a no-show or reset in between calls? So if we do have time in between calls, let's say you get done with the call like 45 minutes in. Then also do something like this as well. But there are going to be times where you're back to back to back to back calls, okay, that you just can't do some of these things, and that's fine. But during a no-show, we want to go ahead and make sure we're hitting our reset, and then we also do schedule at least one reset during the day, okay, at least one. So how do we do the reset? So realize their call is a no-show, immediately leave your desk, Do not sit there and spiral. Get up and move. Do one of the following for 5 to 10 minutes: yoga, jump rope, quick walk, any form of brief exercise that gets you out of your head and into your body. Then after we do that for 5 to 10 minutes, preferably we go outside, we get in the fucking sun, return to your desk, get back into dialing and your non-scheduled scheduled activities, follow-up, admin, all that stuff. The reset is not about learning more, getting better at sales. It's about discharging the pressure pressure and setting your state so you can immediately return to productive work. If you take 6 to 7 back-to-back calls without breaks, your feeling of pressure is an accumulation through the whole day. If you take 2 to 3 calls, you reset with movement, and then 3 to 4 more calls, then you've only accumulated 3 to 4 calls of being switched on, right? So it helps you reset so you don't overload yourself. Pillar 6. The identity of being a focused professional. Ultimately, focus is not something you do, it's something you are. And I'm a real big proponent, as you probably know, of selling to identity. It's the biggest thing to get people to move, not only other people, but ourself as well. So if we understand that shifting other people's identity helps them actually move forward, that we need to shift our own identity first. Okay. And if you haven't watched the training, on how to shift or how to overcome your own limiting beliefs to overcome others, highly recommend you go over that training too. But you must build the identity of a person who is focused, disciplined, and process-driven. Humans crave consistency between their identity and their behavior. If you see yourself as someone who is easily distracted, you will unconsciously behave in ways that confirm that belief. If you see yourself as someone who is laser-focused, you'll naturally default to that focus. This. Instead, you need to act like the person you want to be, even if, and especially when you don't believe it yet. You need to act it out. This is identity stacking. Every time you execute the focus work session, consciously tell yourself, this is more evidence that I am a focus professional. You are actively building your own case for who you are. Okay. Identity stacking profile protocol. Okay. Define your identity statement. Actually create an identity statement. I am a kind of person who focuses on one thing at a time. I'm the kind of person who does deep work. I am a professional. Read the statement every morning. You're actually going to add this to your state checklist. So not only do you want to have 5 to 10 words, we also want to have at least 1 to 2 identity statements for the biggest things that we need to step into. And if the biggest thing you need to step into is focus, then we're going to add that to our state checklist that we're going to read every single morning and every single night before we go to bed, in between, before every call, after every focused work session, acknowledge it. I just proved to myself that I am focused. Over time, this becomes your default self-concept. Your brain will start to align your behavior with this identity automatically. Pillar 7, living in truth, the foundation of access. If you live your life outside of your sales calls, okay, 5% more living on the line of truth, you will close more deals. More people will turn up to your calls. More people will turn up to your calls ready to buy something, ready to change your life. Basically what that quote is saying is if you actually show up to your life the way that you need and actually do the things that you know you should do, that your conscience is telling you, living in the truth of the things that you know you should do, right? Not other people's expectation of you, your own expectation of yourself. Then the kingdom of the intelligence, the ability to think the right way, the right thing to say on a call, to have the natural charisma to close deals effortlessly. Okay, this will increase because because you will not be given power that you don't know how to wield. So if you don't listen to yourself of what you should do, you're going to have a hard time getting people to listen to you. If you're not honest with yourself, if you're not living truthfully to what you know you should do, you will not have access to that power. It is self-preservation. God, the universe, or whatever you call it, it will not give you the ability to close anybody if you can't even lead yourself. Yourself. Because if you want to have power over somebody else, which that's what persuasion is, right, you need to have 3 times the power over your own self that you ask for other people. So if you want to get people to tell— to do what you say, you have to be able to get yourself to do what you say. Okay, that is very, very key. The number one person you need to be truthful to is yourself. If you wake up every day knowing there are things you should do and you don't, you are living out of truth. You are a Ferrari driving with the limiter on. Money follows responsibility. You can't be responsible if you're not truthful to yourself. Responsibility means that you are doing what is right. You cannot do what is right if you're not living truthfully, genuinely, authentically, and honestly with yourself. For example, when somebody comes to Jordan Peterson And they say like, my life is a mess. What he says is, go clean your room, make your bed, start there. So there are things in your life that you know you should be doing, and you know you should be doing those things. And if you aren't doing those things, even the small things like cleaning your room, picking up after yourself, whatever it is, whatever actually calls out to you, how you do one thing is how you do everything. So if you're falling short there, you're going to fall short in other areas too. So you need to be able to be truthful to yourself that you're actually doing everything in your power possible to be the best person that you need to be. Okay? Because you need to practice responsibility. From now on, you will start noticing things that appear to be out of place. Okay? And you should be thinking, oh, I should probably move that thing over there. I should tidy up. When those things make themselves present to you, You are, you have a moment at that choice. Okay. Be irresponsible or be responsible. It is your choice. Okay. Turning a blind eye. When something appears to you that needs to be attended to and you ignore it, you brush it under the carpet, you turn a blind eye. What happens to your bank balance when you turn a blind eye to things? It stays the same. It goes down. You turn a blind eye to it. If you're not focusing on making more money, You don't improve. If you're not focusing on improving the world around you, your world around you won't improve. But when you take responsibility, when things appear to you out of place and you think, I'm going to make it a little bit more beautiful, a little bit better for myself and for those around me, your bank balance will start to go up. Okay. Because you are actually starting to listen to yourself. And when you're more truthful to yourself, people will start to believe you more. Your bank balance. Follows your responsibility. Your bank balance will rise exactly at the rate of your level of self-responsibility rises, exactly to the cent, to the dollar. The more you are appropriate with your responsibility to yourself, the more you can appropriate to the responsibility of others. Okay? The more you can actually be responsible for yourself, the more you could be responsible, responsible over others. Which means if you're responsible for others, your bank balance will increase. Your access to resource, your access to power will raise with the level of responsibility that rises so that you don't blow it up yourself. Okay? This is self-preservation and it's a good thing. You cannot handle the power of closing high-ticket deals if you can't even handle the responsibility of making your bet. Start small, build the muscle, and prove to the universe that you can be trusted with more and prove to yourself that you can actually trust yourself. Okay. If you see things out of order, trust yourself, be responsible with yourself, and then you could be responsible for others. Okay. Part 2: Resilience. Since we talked about focus, now we need to talk about resilience. Okay. And the nature of failure. So understand failure, like resistance, is a fundamental law. Law of the universe. It is not a possibility, it is inevitable. The path to any meaningful goal is paved with it. In sales, it manifests as rejection, no-shows, and lost deals. The vast majority of people stop because of failure itself, but because of their psychological rejection to it. They attach their identity to the outcome. Okay, so most people do not stop stop because the act of not getting a sale. They stop because of their psychological reaction to it. So this one quote encompasses, encompasses it all when we're talking about failure. It's by Jocko Willink. It's, all failure besides death is psychological. All failure besides death is psychological. Okay. The vast majority of people stop because of perceived failure in their mind. So if you are not dead, then only failure— it is just psychological. It is just something that is in your mind. And if you are not dead, then you can try again and you can continue to push. Your success will not be determined by your ability to avoid failure. It will be determined determined by the speed and efficiency of your recovery from it. This is resilience. So you're never going to get out of not failing. It's the ability to bounce back, and it's your reaction to failure that will determine your success. Okay, so let's dive into it. So just understand that this is going to be a trial by fire. To achieve any meaningful goal, you must undergo a transformation. You must become a different person. The fact of the matter is the person who you are right now is not going to achieve your goals. It is not going to make the money you want to make because they are not good enough. You need to become the person who is good enough. It will require everything from you. Understand that. And that is painful because you must become a different person, someone with the character skills and mindset capable of achieving the goal. This transformation is not easy. It's painful. Between who you are now and who you need to become is a wall of fire. It represents pain, discomfort, anxiety, fear, doubt, and every negative emotion. You cannot fly over it, dig under it, or go around it. The only way on the other side is to go through it. The sole and only reason for your failure will be if you're not willing to face the fire and walk forward through it every day. If you do not achieve your goal, it's because you're not getting up every single day and facing failure and facing the fire. If you do that every single day, you will achieve your goals. Maybe you don't achieve it in the time frame of which you want to, but you will achieve your goals. The fire represents the daily grind, the rejection, the hard calls, the follow-ups, the discipline required to show up when you don't feel like it. By going through it and coming out on the other side, you complete the trial by fire the universe has set out for you. Once you come out the other side, the universe will reward you with what you want, but only if you go through the fire. There is a reason why There is a common motif of dragons protecting gold, and the fact of the matter is knights have to go and they have to slay the dragon. So this resistance that we talked about before, it is that dragon, but we need to slay it. And when we do slay it, that's when we get the gold. It is something that is a law of the universe that we will have to go through fire to get what we want. And if we expect us not to go through fire, if we expect us not to have these negative emotions, we're just going to be waiting for a long time. And our expectations do not meet with reality. Every single person that you talk to who is successful, what they will tell you is, yes, it was hard, but it was worth it. So it comes down to, yes, it's going to be hard, but you have to decide if you're going to push through and make it actually worth it. Because life as a successful person, it'll be hard to get successful. Life as a poor person, it'll be hard being poor. Both are fucking hard. You just gotta decide, is the outcome actually worth it for you? And I would assume not making the type of money you wanna be making, that's also gonna be hard, but it's also not worth it. So suffering, going through fire is non-negotiable. The reward through going through the fire is negotiable. So you have to decide what reward you want. And have the daily grind, go through the rejection to get the reward. Okay? And you have to come to terms with pain. To become someone new, you must face pain, real hard, heavy pain. During this transformation, you must learn, live, and eat and breathe pain. It's all you're going to know for a long time. You have to get comfortable with the pain of pushing through, with the pain of making the calls, with the pain of showing up every single fucking day doing the boring work that you know you should do. The easy, the simple work, not easy work, the simple work for an unreasonable amount of time for you to achieve the levels of success that you want to achieve. The reason that people really, and this is something that does come up a lot, that people say like, oh, Oh, you come across so naturally. Like, you come across like this is very easy to you, right? Like, it's so crazy how you're able to make like so much, like when you're selling. Well, what they don't see is the fact that sales was all I did every single fucking day besides taking one break a day, a week sometimes. Okay. Taking Sundays off. It was all I did at least 10 hours a day, 12 hours a day for 5 years. 5 years. All I did. And at the end of that, that's where the success was. Now, if you want, if you don't want to be elite, elite, elite, elite level at sales, top 0.0001% of sales, maybe it doesn't take you 5 years, but it might take you 3 months. It might take you 6 months. And with this guidance that I'm giving you, like I went through a lot more pain than probably I should have because I didn't have some of this guidance that I'm giving you. Nobody sat in front of me and really laid this stuff out for me, right? Like I had to go search for it myself. So my job is to help you not go through as much pain, but my job cannot be to make the pain not exist. You will have to go through pain, and that is just life. Okay? You must accept that this is a journey. This journey will be painful, agonizing, and will be— will hurt to complete, but this is a price of growth and freedom. Pay it. Okay? If I told you, you have 12 months of growing pains, but at the end you get everything you ever wanted, is it worth it? If the answer is yes, you have to go through different. And growing pains, we have that phrase because everyone understands when we physically grow, growing pains come from it. The same applies to mental, emotional, professional growth. It's not different. The discomfort you feel is not a sign that something is wrong. It's a sign that something is working. If you don't feel pain from growing, you're not on the right thing. You are expanding beyond your current capacity. Nobody grows inside their comfort zone. The pain is the price of admission to the level. So understand the pillars of resilience. Okay? Resilience is not a passive trait. It's an active skill built and fortified through application of unrelenting discipline. The following pillars represent the non-negotiable systems that elite closers use to bounce back from adversity faster than their competition. These are not suggestions. These are requirements. If you want to be elite, you must implement all of them. There are no shortcuts in life. Life. Okay, there is able to get knowledge quicker, but there's no shortcuts, shortcuts in life. So when you're talking about education, for example, I went through the pain to get all the information for you so you can have it. But having this knowledge will not mean you won't go through pain. There's no shortcuts of getting out of the pain. Okay, pillar 1, the engine: unrelenting discipline. Discipline is the ability to do the work regardless of how you skill. It is an antidote to the emotional rollercoaster of sales. Motivation is a fleeting chemical reaction. Discipline is a choice. It is the master skill to have discipline, to do the things you know you should do, even though you don't feel like it. For example, if I can tell you a real quick story right now, it is December 31st. It is 11:25 PM, almost about to be midnight, almost about to be the new here today. My wife decided that she wanted to go shopping on New Year's Eve, and we went there, and what should have took 30 minutes took almost 4 hours due to the traffic and due to so many roads being closed. And if you don't know this, I have to take Grabs everywhere, which is like Uber, in cars for Vietnamese people that do not make them big enough for 6-foot-tall white people, right? So my neck is cramping and hurting the entire time. I've had neck issues since I was at least 14. And then did I feel like I wanted to make this after doing all that, right? What should have been 30 minutes took 4 hours and is really just to get like some quick stuff that it's like, again, like I didn't even care about. Like, no, but I need to be here. Okay. My focus is here. I have the discipline to show up regardless of how I feel. If I allowed my emotions to dictate what I was doing right now, I'd be in my bed, probably eating some fucking snacks and just about to count down the New Year. But I'm not doing that. Why? Because discipline equals freedom. And that's by Jocko Willink. Okay? It is literally impossible to become successful without discipline and the level to which you are disciplined and the level to which you exercise your willpower against your pain and your suffering is the level to which you will succeed and get rich. So understand, discipline is a muscle. We want to get away from motivation and get into discipline. Okay? Motivation is fleeting. It's external. Discipline is internal. It is strengthened not when you feel good, but when you do the work despite feeling bad. Okay. You want to think you are a disciplined person until it's time to do something you don't want to do when you feel like shit. Okay. When I first started and I first got up here into on my desk, like I didn't feel great. Now I'm like about 2 hours into this training. I'm feeling a lot better, but starting it required discipline, doing the work despite how you feel. Every call you make after rejection, is a discipline curl. It is a conscious decision to delay gratification and execute on the tasks that lead to long-term success. This is discipline. Okay, discipline is a trainable skill. Hyper-successful people are disciplined on a level you can't even comprehend because discipline is a skill and it is a muscle. And the same way that you can do a bicep curl to make your arm grow arms grow, you can also do discipline curls, right? Discipline tax task to grow your discipline. Every time you do something that is hard that you don't want to do, you become slightly more disciplined. And most of the time, most of the time, if you see somebody who's much further along than you, it's not that they're just a little bit more disciplined than you, or even 2 times as disciplined as you. Oftentimes it's orders of fucking same magnitude. But the problem with discipline and the problem with consistency is you cannot see it unless you are actually it yourself. For example, you cannot see somebody show up to the office, taking their calls 12 hours a day, every single day for a year, unless you're also at the office doing the work you need to do for a year, right? So discipline is very hard to actually observe. Consistency is very hard to observe. Okay. But oftentimes, okay, the people, hyper-successful people are much more disciplined than what you think they are. Okay. And this is a muscle that we can work on. Again, we're not searching for perfection, but we just need to get better every single day with it. Okay. So what is discipline? Doing the work. Okay. And resisting impulses. Work, meeting resistance with effort. I had effort. Now I'm doing work, or I had resistance. Now I'm doing work. And then rest is ceasing to work, mental or physical inactivity. And we need to have all of them. Okay. And we'll go through each of them. The protocol: actions over emotions. Your feelings are irrelevant to the execution of your task. The work is the work. Your KPIs is, is not your close rate. It is your adherence to the process. Process. Did you do the work today? Did you follow your sales process? Did you give every single call your all? Okay. Your KPI, what you should be focusing on. Yes, you should at least be aware of your close rate, but the main one that matters is did you actually give every single call you had on the calendar your all? Did you actually follow the process? That is the only variable that is under your control. Okay. The only mindset you need to have is to do the work, and the work is defined as this thing, you know, you need to do, but you don't want to do. So when it comes to doing the work, okay, you need to define your non-negotiables. There should be 3 to 5 tasks that you must complete every single day, no matter what. Whether that be, again, your follow-ups, your calls, doing every single call, giving it your all, making sure you're following up, making sure you're asking for a referral on every single call. Okay. Execute on these tasks first before everything else, before email, before Slack, before coffee. Okay. Make sure you execute on these tasks. Do not negotiate with yourself. We don't negotiate with terrorists. Whether you feel like it or not, your feelings are irrelevant. Remember this truth: the disciplined person and undisciplined person feel the same emotions. The difference is the disciplined person acts anyway. And this is one of the biggest common misperceptions that, especially talking to some of the younger guys, that I see come up quite often is they're saying like, oh well, I'm having like a hard time doing the work. I think it's just like a mindset issue, or I have these negative emotions and then I think that's stopping me from doing the work, blah blah blah blah blah blah. Okay, so for like, for example, I had a conversation yesterday and he said something similar to that. He's Christian, I just don't feel worthy, so then I just don't do the work. So, and my response is one of two things, like number one, it doesn't matter to do the work. And number two, there is something that we can do to really address this underlying belief, right? To make us feel happier overall, but it doesn't actually impact our ability to do the work or not do the work, right? It doesn't impact the outcomes we'll get if we do do the work. Okay? If you just do the work, regardless of how you feel, even if you feel insignificant, even if you feel not good enough, if you do the work, you will get the outcomes. So you have to think about this. The richest person in the world right now, right? At least the time of making this, maybe it'll change, is Elon Musk. By Elon Musk's actions of shitposting on Twitter, right? Telling people to fuck off on Twitter when they call him out, by telling people, lying to people that he was the best gamer at this specific game in the world, but then later coming out that he was paying players to play for him and level up his characters. He is somebody who is very obviously insecure in some certain areas. Okay, no human is perfect. He has, he has some insecurity. Our president of the United States, President Trump at this time, right? Whether you love him, whether you hate He does a trick, like does do some, he does some things that comes across as thin-skinned, right? Shitposting on Twitter, like, like fucking, uh, if anybody calls him names, like very thin-skinned. And he is a billionaire and the most powerful person in the world right now. Okay. His mental shortcomings, cuz we all have mental shortcomings. Means. His insecurity, because we all have insecurity, does not stop him from doing the work. It didn't stop him from making all those real estate deals. It didn't stop him from running for president. It didn't stop him from performing well in the debates. So he got the presidency. Same thing with Elon Musk. His insecurity, his inner thoughts did not prevent him from doing the work of creating 3 businesses that now makes him the richest man in the world. The same thing with here. An undisciplined person feels the same emotions as the disciplined person. They both feel the same emotions. The disciplined person just does the work regardless of how they feel, because how you feel should not dictate the work that you do. And I promise you, despite how you feel, even if you feel like you should have, you know, you should be in $100,000 worth of debt, if you feel this way and you really do feel this way, but you do the work you know you should do, you will money. Okay. Now, is it better if we can get to the right state and not have to deal with this? Yes, but this will never be your kryptonite. This will never be an excuse. Whether you feel like it, whether you don't feel like it, you do the work regardless. That's what discipline is. Okay. Remember that because we have to understand the delaying gratification. Okay. The secret to disciplining yourself is to train your brain to think about the long-term. Term, okay? And live accordingly to the long-term goals. You have to hook yourself on long-term gratification. Means that you wait for reward. When you do something, you don't see the positive effects of doing that thing for weeks, months, years, or even decades to come, okay? This is what masters of any field are capable of. Every action they take is pegged against the long term. The alternative is instant gratification, like we talked about before. Okay. You want it, you want it now. YouTube, Netflix, sugar, comments, views, smoking, drugs, music, whatever it is. Most people are hooked on instant gratification and they're miserable because of it. And it's hard to build discipline when we're purely looking for instant gratification rather than delaying gratification. So here are 10 components of delayed gratification. Okay? So first and foremost, we need to resist impulse. Consistently resist all urges to give into impulse and temptations. Number 2, sleep. Sleep helps your willpower so much more than what you would think. Okay? Go to bed and wake up at the same time every day without wavering. Gratitude. Give thanks for what you have every single day and recognize your blessing. Okay? If you're a believer in God, if you're a believer in in Jesus like I am, right? I pray every single day to God. I am very thankful for what I have. Okay. If you don't believe in those things, just be thankful you're alive. Gratitude is a way that really grounds you. Okay. And you should be practicing every single day. Goals. Keep your eye on the prize. Never forget your goal. Look at it daily. Again, you should have already mapped out all your goals. Those are in previous trainings, but if you haven't, go down, map out your goals. Organization. Keep your emails, phone, desk, house, office, bedroom— keep it clean. Okay? Keep it clean. Now, me personally, I'm not a very clean person. I hire somebody to clean my fucking places. And if you don't have the money to hire somebody to clean, right, which probably would cost maybe $200 to $500 a month depending on how often you're having them clean, how big your place is, right? Get your fucking money up, right? Clean in the meantime. Do something you don't want to do and then hire somebody to clean. Okay. 6, time management. Plan your time meticulously and always have a priority list on lock. Plan out your day. 7, diet. Cut out everything besides single ingredient foods. Simplify it and stick to it. Because again, just like we were talking about before, this will hijack your brain to want to do instant gratification things. When you have sugar, it makes you want to crave more sugary things, which will make you do more things that are into dopamine. YouTube, porn, like more junk food, whatever it is, so you'll fall more into it. Okay, 8, exercise. Exercise teaches you, and I'll go a lot more deep on exercise. I'll make its own module. Okay, exercise gives you the tools of pushing through hard, like hard work. Okay, work out at least 4 times a week with intensity regardless of your mood. Okay, 9, love suffering. Okay, embrace the trial by fire. Meet the effort with the resistance sufferance. Okay. And face pain. So when it comes to loving pain, because this one is, um, when you first hear it, it might not sound great, but understand life is suffering. Okay. It's just about, you have to be able to embrace it and have a goal or strive for something that makes the suffering worth it. Like, for example, if you're not religious, maybe this isn't hit as well, but, you know, Jesus tells us to pick up our cross, pick up our suffering, okay? And bear it. Life is suffering, right? You can— all the ancient philosophers, Buddha, all of them, like, they talk about life being suffering. Like, suffering is a part of the process, right? But it's finding the beauty in the suffering. It's finding the beauty in the pain. It's finding the goals that make it worth it. That's how you can love the suffering. For example, I've gone through a lot of pain and discomfort. Like, me personally, um, you know, a lot of late nights, early mornings working while going through, uh, lots of issues with my neck. I've had to get so many different neck procedures and different things like that, being in a lot of pain I mean, at my worst, right, with my neck issues, I was, um, really my neck, the ligaments between the bones are really loose. So my neck falls off the bones. And if you know anything about the neck, there are certain nerves in there. And that's also where your jugular vein is. And if you know anything about your jugular vein, if you cut off your jugular vein, you'll black the fuck out, right? Because that's all the blood to your brain. Brain. So when I would sit up, this was about 3, 4 years ago, when I would sit up for an extended period of time, uh, I actually got this tested, no blood would rush to my brain. And if I sat up for too long, like sitting down in a chair, I would start to black out. It would take about 45 minutes for me to start to, start to see spots. And if I waited like 55 minutes, like I would pass out. So in order to get the treatments I needed, I needed to close some fucking deals. So in my very small studio apartment in Miami, which was 300 square feet, by the way, okay, that was right next to the beach. I would have to close deals before 45 minutes before me seeing spots so I can lay down on my back. For 15 minutes for blood to rush back into my brain to hop back on calls. Okay. And make sure I did not move my head at all while I was on the calls, or I would tweak my neck and it would really fucking hurt. And I had to go through that pain so I can get the treatment, so then I could be better, so then I can go harder in the pain in sales so I can make more money, so then I can meet my wife. And now I have my daughter sitting at home and she's never going to have to worry about money growing up at all. Goal. Okay. All that was suffering, but I love the suffering. I love the suffering now because what I get out of it, it's all a part of the journey. And number 10, last is persistence. Okay. Do 1 through 9 all day, every day without wavering, hell, high or hell, come hell or high water. Okay. Pillar 2, all or nothing mindset. If you want to get results, if you want this mindset thing to work, you have to be all it. This success thing is an all-or-nothing affair. You need to be the top from everywhere in your life. You cannot be slacking in any area of your life. How you do one thing is how you do everything. Okay? For example, even now, even though, like I said, like I'm working out like 3 times or so per week, okay, in terms of lifting, and then I'm walking every single day, but every single time I'm in the gym, I am searching and I am pushing myself to my physical limit. Okay. I'm not going 6 days a week because again, I'm focusing on money and I'm in that season of life. But when I do something, I am doing it up to my standards of being great. And it's not always that I have to, or I'm super passionate about everything I do, but I'm super passionate about being good at what I do. So anything that I do, I do it to the best of my ability. And the reason is, is because how you do one thing is how you do everything. So if I half-ass it in the gym, and I'm the only one that's going to know if I half-ass it in the gym, if I don't do that extra set, if I don't go like, you know, do those extra steps or whatever it is, I'm the only one going to know I'm coming up short. But that's going to seep in, and then I'm going to, in the back of my head, brain, subconsciously, you're going to think it's okay to come up short in other areas. And it's not because discipline is a universal currency. And so is laziness. If you are seeing instant gratification in one area of your life, this will seep into other areas of your life and destroy your chances of being successful. How someone works out is how they will work. How someone socializes is how they work. Work. How someone watches a movie is how they will work. How someone sleeps is how they will work. How someone reads is how they would work. Okay? If you're watching a movie, let's say you're actually taking a bit of a break. Let's say it's Sunday, you're watching a movie and you can't help but be on your fucking phone the entire time. You can't focus on the actual movie. You're teaching your brain to not focus on one thing. That type of mentality is training your brain to split its focus, and that will show up in your work. So then when you're on a call and you notice yourself drifting off into la-la land, that's why, because you're training your brain to do that. Now, am I saying that if you don't go all in, all or nothing, all the time, you won't improve at all? No, I'm not saying that, right? If you're 50— if you go 50% all in, right, you'll get 50% of the results. But if you want 100% of the results, you want to be the best version of yourself you can You have to go 100%. Half measures get half results. Okay. So here are the 8 areas of discipline. So we have our business, okay. Pushing the business forward consistently as hard as you can. Okay. Whether it's sales, whether it's business, we have our finances. Are we saving money, being smart, investing wisely, not spending like a fucking idiot. Okay. Body, exercising, eating clean, sleeping well, taking your health seriously. Focus, focusing on one thing at a time. Dopamine, managing dopamine, not overstimulating. Okay. Mind, are we meditating? Keeping yourself in check, managing your emotions. Social, are we removing bad friends and bad people that don't help you achieve your goals? Knowledge, are we consistently learning new things and becoming an information sponge? Now you're taking this training. So I hopefully that last one, we can check that box, but I would say the only other one we are, the only two we really haven't haven't dove in on too much is like the finances and the social. Okay, finances, obviously you want to raise the amount that you're financing, but you also want to be in a spot to where, again, you're spending your money wisely, you're able to save up. And again, I'm going to do more trainings on how do you get the most out of your finances and things like that as well. But just making sure you're being smart with your finances. Okay, spend less than you fucking make. That's as simple as it is, at least to start off with. We're talking about your social. You should not allow people who are a drain on your energy to have at least as that much access to you. If they're your immediate family and you're living with them and things like that, like, there's only so much you can do. But as much as you can, you need to be in control of the people around you. For example, I don't talk to any of my friends from high the last time I talked to my friends from high school was right before I was moving from Kansas to Miami. And it made me super uncomfortable because at that time, okay, I was, you know, in really good shape. I just figured out about this sales thing and I started making some fucking money, right? And things are going well, like, and I was about to move to Miami and like, you know, You know, somebody from Kansas, like that's a, that's a big deal. And I, you know, I, I just, I, I, and this was after I graduated college and I just hadn't talked to him in a while, but you know, I ran into one and he is like, oh yeah, come hang out. And it's like when I got there and it, there's a group of like 5 of us that were all like in football and like wrestling and stuff together, 5 or 6. And it's like half of them were already fat and the other ones who weren't fat besides like one guy, like didn't, they And none of them had their life together. And it was very weird because like how they looked at me with like envy. It's a very weird feeling of like they saw what I was doing that they could be doing too, but they just didn't have like the discipline and drive to do so. Okay. So you got to be careful of the people around you. You should very, very closely pay attention how people act when things are going well for you. If things are going well for you. When somebody acts in any way but absolutely positive, get them out of your fucking life. Okay. I'll just say that. Okay. So why all or nothing? It is in your— it is impossible for your brain to differentiate between tasks. It treats everything like the same. Okay. Your brain works on familiarity and application, whatever mode it is most familiar with applying, that's the mode it'll apply to work. Okay. If you're seeking delayed gratification in your work, but instant gratification everywhere else in your life, your work will suffer and your business will fail. This is because the brain will default to the easiest mode since it is familiar with it. Okay. People don't have business problems. They have personal problems that reflect in their business. I'm sure we've all heard this. It's the same thing for sales. People don't have sales problems. They have personal problems that reflect in their sales. Sales. Okay. A business is the top of the founder's life. Imagine it as pressure. The founder has cracks everywhere else in his or her life. The pressure, they expand in the cracks, everything falls apart. You truly can't get away with anything. That addiction, that habit, that person, that snack, everything. Okay. You can't get away with everything. Okay. Also as well, this applies to sales. Okay. Sales and business, in my mind, they go hand in hand because you should view yourself as a salesperson, as a business owner inside another business. Okay. So that's why I intertwined the two from businessperson and salesperson. In my head, they're pretty much the same, same thing. Okay. Pillar 3, the mindset: failure as data. Okay. To become resilient, you must fundamentally reframe your relationship with failure. It is not an indictment of your character or skill. It is simply data. It is feedback from the market it on your process, your messaging, your targeting, nothing more. Separate your identity from the results. The ego resists hard things because effort risks failure, and failure feels like identity death. Okay. Fear of failure is the obvious version. Every mistake becomes feedback rather than some kind of failure. If you see yourself as someone disciplined, you are naturally default to action even on tough days. The self-image built only on words is fragile. Because they're always one failure away from shattering. What I'm, what I'm really writing there is you want to build your self-image on actions, not words. If you have a lot of actions to back up your self-image, it's much less likely to shatter. But if it's just based off the words, empty words, they're going to be likely to shatter. And if we actually view our non-closes, our failures, as not being able to overcome an objection We look at it as data rather than as just as a failure. Okay. That's something we can actually improve on. If we just said like, oh, fucked up that call. Like we don't learn from that. We need to learn from our calls that we messed up on. We need to learn from our failures. Okay. So we need to have the scientific mindset. Okay. Adopt an experimental mindset. Every call, every interaction, every campaign is an experiment. You are testing. Either the ego can label it, can't label it as a failure because it's a win-win because you learn either way. Okay. Ask yourself, why did this go wrong? Over time, this experimental mindset, the scientific mindset makes it resilient. So you're going into every single call as it is an experiment. Okay. Do I have the correct hypothesis to make this sales call close? Yes or no? And if it doesn't close, why didn't it close? So it's not a win or loss. An experiment, and if it doesn't actually hold, okay, what is the data telling me? What didn't work? What do I need to adjust? Okay, so the old mindset: I failed, therefore I'm a failure. New mindset is the approach didn't work. What can I adjust? Rejection is feedback on my process. Failure is data. Okay, the protocol, the 60-second rule. After a bad call or a lost deal, you have a 60-second window to feel an emotion. Be pissed, be frustrated, feel it fully. After that, emotion is a luxury you can't afford. Okay? After 60 seconds, you're about to close a deal and then they're like, you know what, Christian, uh, actually, uh, fuck you. And then they hang up. Okay. Get out an audible shit. Ah, get up. Right? Let out the emotion. Be pissed, be frustrated. Feel it fully. Feel it fully. Okay. After 60 seconds, drop it. Okay. Get onto your next task. Okay. What is the lesson? What is the data telling me? How can I adjust my process? Okay. So stand up, walk away from your desk, say next out loud, and then get onto the next thing. Transform your losses into assets. And if you have more time between your next call, do what we talked about before. Go outside, get a 5-minute walk in, do some yoga, do some jump rope, and reset your body physically as well. Okay. But just depending if you have time, if you don't have time, okay. If you do have time, do it. If you don't have time, at least take these 2 minutes to reset yourself. Okay. The weekly postmortem. Okay. After every week, we need to go ahead and look at what we need to do differently. So take the top 3 failures, top 3 fuck-ups of the week, and write down what are your lessons learned and what you need to actually adjust for next week. Keeping track of data also is going to help this quite a bit on what are the biggest lessons that you learned from this past week through the data and through your failures that you need to adjust moving forward. Pillar 4, the bounce-back protocol. Recovering in minutes, not days. Your income is directly proportional to the speed of recovery from a setback. The pros don't wallow. They reload. Again, the longer you wallow in your failure, the heavier the restart feels. Every time you come back, you teach your brain that failure isn't the end. It's a checkpoint. Again, every failure besides death is psychological. Okay. We just need to build the bounce back mechanism in our brain to bounce back from it. Get ready for the mechanisms of the fastest bounce-backs in the world. Okay? Once you get obsessed with the return instead of the streak, your relationship with failure transforms. When the reward evaporates and all that's left is failure, you have a decision: spiral or salvage. So we can either— we have a decision after every failure, after every fucked up call, after every bad day, after every bad week. Okay? It's not just about like after every bad call. It's about after you, after every bad day, after every bad week, maybe you're having a bad fucking month. You have a choice. Are you going to spiral and let it get worse and let that bad week turn into bad 2 weeks? Or are you going to salvage? Are you going to pick yourself up? Are you going to learn from this bad week and get better? Okay. That's the choice you have to make. So the mechanisms of fast recovery. Okay. The, the key to reduce the size of the starting push until it feels effortless. Okay. For example, let's just say you're doing outbound dials and you get somebody to tell you to fuck off, right? If you're having a hard time to start dialing again, identify the smallest possible action. Just one call, like one email, whatever it is, and just like, hey, I'm just going to do that. Once you start doing that, it's much more easy for you to continue. Okay. If you have another call, this kind of forces you to have to get back into it. It. So it really emphasizes the letting the emotion go before you hop on. So again, take the 60 seconds, go outside. Like, for me, I have my balcony here, or I'd have my balcony in Miami, and I'll just like take a deep breath, read my, uh, you know, state checklist, and then get back into it. Okay, designing systems that account for failure. So you want anytime that we do have any type of failures, what we want to do is we don't want those days to spiral into weeks. That's why these routines, like automations, the commitments we have are super, super key. So don't allow like a bad day in terms of your calls. Make it to where you don't schedule out your day for the next day. Okay. Don't make it where you don't actually do your evening routine. If you allow that to seep into those other things that you need to do, it will carry into the next day. That's why prescheduled work blocks and your routines are super important. If you do have a really hard time with this, accountability partners are super— like, can really come into play. Okay. Where you can have somebody that you know, and it's like, hey, if I don't achieve what I need to do, if I don't do the actions that are required, if I allow my emotions to get the best of me, like, hey, I have to send you $100 and you have to check in with them every day. Okay. Also, like automation, Right? Make sure like everything that we can, like, you know, CRM or calendar or blocks, our alarm as well. You should have an alarm for, you know, your morning routine and your nightly routine, like have those things in place. Okay. And then see pre-commitment as doing a favor to your future self. So you had a bad day, right? You feel down on your current self. Well, let me do something for my future self. Okay. Let me do something out of gratitude for my future self and feeling good. Okay. We can view it as that. Pillar 5, the identity, forging a resilient character. Again, this is something to where if you feel like you really struggle with it, you're going to put this identity statement on your state checklist. Okay. Ultimately, you do not act resilient. You need to become a resilient person. This is identity-level transformation. Okay. You act your way into a new belief system. Define in writing the person you're committing to becoming. For example, I am a professional who is process-driven, not outcome-dependent. I'm the kind of person who does the work, especially when it's hard, and I embrace adversity as an opportunity to get stronger. I am resilient. Okay. You, if this is something you typically struggle with, this is something you're going to add to your state checklist. Okay. So write out your identity statement, read it every morning, and after every hard task, acknowledge it. Over time, this becomes your default self-concept. Your brain will start to align your behavior with this identity automatically. You no longer need to be trying to be resilient, just like we were talking about with the focus. Okay. Other things that we can do to build up resilience is we can voluntarily do different hardships. Okay. Doing hard things on purpose, whether taking a cold shower, pushing through one more rep in the gym, or making one more call when you're exhausted, you're intentionally building the muscle of discipline. This proves to yourself that you can handle discomfort, making this involuntary discomfort of sales feel less significant. You want to fall in love with the pain in persistence. So you should have have these cold showers be something that is non-negotiable every single morning. But if you want to even take it to the next level, you can start to fast. Every other week I probably do, you know, a 72-hour fast, right? 48 to 72-hour fast, where again, I'm not eating, only drinking water for 72 hours. This is a hard thing that is, you know, good for the body, but it teaches my brain to push through discomfort, okay? Okay, extra reps at the gym when you're already tired. Push past the point your body wants to quit. Okay, making one more call when you hit your quota. For example, if you're a setter, okay, or you're a closer and you've already like, you know, hit your quota for the month in terms of commissions you want to be making, push even harder. If you've already hit the amount of sets you're supposed to hit in the day, push for another set. Okay, having a tough conversation you've been avoiding. Avoiding comfort. Uh, confront discomfort head-on, build courage muscle. Okay. So if there is a conversation you've been avoiding, just go ahead and have it. This will teach your brain to do the hard things. Each of these acts will deposit in your resilience account. You build in the muscle over time. Pillar 6: Consistency over perfection. One of the hidden truths about real discipline, it's less about never slipping and it's more about how tiny you let your your lapses become. The goal is not a perfect streak. Nobody's perfect. The goal is to minimize the damage when you inevitably slip. Okay, everyone slips. Perfectionism is not a discipline, it's a fear. You act as though discipline is second nature. You label yourself as lazy, undisciplined, and not built for this. Okay, procrastination becomes an identity, not an occasional habit. So if you are a perfectionist and you act as if like discipline should just be perfection and you don't hit it, and then you beat yourself up, you're guilty. This will send you into procrastination and create a new identity of somebody who pushes things off. So we need to always bias towards just taking action and getting back on the horse, no matter how small, because the mental masturbation of like being down on yourself And labeling yourself as undisciplined and feeling guilty for just not living up to perfection will not help you. Okay. It's another form of resistance. And if you see it as such, you can actually face it head on. But if you see it as actually being valid, you're going to have a hard time overcoming it. Okay. So don't beat yourself up when you fall short of perfection. Nobody is perfect besides God. Okay. You are not perfect. You are going to fuck up. Fuck up. That is fine. It's how you react when you do fuck up. That's what matters. Because like, you'll see other people's streaks, their sunrise workouts, their spotless routines, but you forget that you're watching their commercial, like not real life. You see somebody on Instagram, okay? You will have weeks where you feel untouchable, crushing your routine, staying on top of your work, feeling like you truly cracked the code. Then life fucking happens, right? For me, for example, this, this will happen Even now, um, uh, something happened recently. Like, like I was mentioning, I have neck problems and I've been doing exercises and I've gotten treatment and it has gotten better, but sometimes things still set it over the, over the top. For example, I just got a massage and I'm in Vietnam, so it's like obviously I can't speak the language and my wife just gave birth, so she didn't come with me. She normally comes with me and, and mentions to them them, hey, don't really like put a lot of pressure on his neck, um, he just had like a procedure, blah blah blah blah blah. Well, she wasn't there that time, I forgot to tell them, and I'm not really paying attention. And this tiny fucking Vietnamese lady digs hard as shit in my neck for like 20 minutes. And during the time, it doesn't really hurt too much, but it was the next day, I was fucking out of it. Like, I could barely even sit up, right? Life fucking happened. There's like— well, there's definitely something I could have done. Like, I could have tried to communicate, but it was very hard. Um, but like, life happened. Am I going to feel down on myself that like, okay, now I wasn't able to really put in the work I was supposed to like a few days ago? No. It's like, okay, well, I did what I could without pushing myself so I could actually recover. And then right now, you know, I— before I started filming this, I was working for a few hours, and now I'm about 2 and a half hours into training, right? So now I'm back on the horse. But if I allowed that to derail me, then I would probably start to eat junk, junk food. I would probably take today off. You get what I mean? Like, it can compound. And that's what brings us back to momentum as well, okay? Momentum can go positive or negative. But, uh, keeping that in mind, anytime you decide to continue to go positive, it will build. And it's like you'll have the compounding effect, even if it's not perfect. So you just need to be consistent, not perfect. Okay, because you need to understand the truth about relationship. The truth is that every relationship is always either decaying or deepening, okay, depending on how you show up in those tiny little moments that no one sees. Relationships are built on daily recommitment. The same is true for your relationship with the discipline and your relationship with yourself. You have to commit every single day, okay? You have to commit every single day to being the person who is disciplined. To keeping the promises with yourself. Stop chasing streaks and start building resilience. You'll see just how much more you actually do when you focus on the return instead of the streak. Because this is something that you really do have to understand, that it's like relationships are not stagnant. You need to decide every single day that you're going to do the things you need to do, and you're going to continue to keep the relationship with discipline with yourself that you really want to. For example, in my marriage, I have to decide every single day to be and love my wife, right? It's not just something that's stagnant. It's a choice you have to make every single day, and you have to be okay making that choice. Same thing with discipline. So the protocol: the return, not the streak. When you miss a day, you don't spiral, you don't catastrophize, you don't create a story about how you're broken. The next day, You just get back on the fucking horse. No elaborate restart rituals, no penance. Okay. You don't need to go ahead and go to confession just because you missed a day of eating or you missed a call that you should have took. Okay. Maybe you need to go to confession for other reasons, but again, this is not something where you need to feel super guilty about it. Okay. Do not punish yourself. Self-punishment is self-indulgence. It's another form of resistance. Just return to the work. Failure is just another Tuesday, okay? Your ability to get back up after failure will determine your results, okay? It's about consistently doing the work, consistently getting back on the horse. That's how you build the muscle. You're not going to be perfect, and it's a muscle that you build up over time. Because you got to think about it, man. If the very first day that you go into the gym and you've never bench pressed in your life and you put 3 fucking plates on, you're gonna fucking fail. Does that mean that you're shit? No, it just means you haven't built the muscle up. Same thing with discipline. If you expect to be able to, you know, do everything I'm talking about here, write out everything and follow it to a T 100%, okay, without actually have built the muscle, you're going to have a hard time. Like you're going to fall up short in certain areas and that's fine. You just get back up and you do as much as you can. So instead of doing 3 plates, you do 135 and you build yourself up, you build up the muscle and you don't get mad of the fact that you haven't built the muscle yet to do 315. You know you will build the muscle, you just have to do it every single day. Okay, pillar 8, and this is something that a lot of people overlook, but it's strategic recovery. So it's just not about doing the work, it's about being able to recover as well. So recovery is not laziness, it's strategic, okay? It's biological and it's So if you, you know, really work yourself to all end and you never give yourself a break, you can, and you will mentally and physiologically, you know, biologically burn out. Your body and mind are not infinite resources. They operate on cycles of stress and recovery. When you work and you're depleting your physical, mental, and emotional reserves, when you recover, you're replenishing them. The goal is not to work until you collapse. The goal is to work intensely, recover strategically, and return to work stronger than you have before. So you should not end each day with nothing left in your tank. You should end each day with like 10% left in your tank so that way you're not burning yourself out. Okay. Most people misunderstand recovery. They think it's about being lazy, taking it easy, or losing momentum. This is wrong. Strategic recovery is active, intentional practice that protects your long-term performance and prevents catastrophic collapse that comes from chronic overwork. Right? Recovery is non-negotiable. It prevents burnout, restores mental clarity, protects your relationships, increases long-term output, and it helps you maintain joy. Okay? Now, when we're talking about recovery, you do not overdo it, of course, But I would say when it comes to recovery, you should have at least one day off a week. For me personally, that's going to be Sunday. Now, are there going to be seasons where you want to work 7 days a week? Yes. And there are seasons I've worked 7 days a week. That's fine. Okay. But you have to understand it's for a season, 3, 4 months, and then take it like a 4-day weekend. End, right? And then you can get back at it. But if you want to do it for an extended period of time and not really start to rub your engine, I would say working 6 days a week, take a week, take a day off, okay? Completely disconnect from work. Non-negotiable for most people, this should be Sunday. This is your day to rest, recharge, and reconnect. Most people are not going to be active Sunday anyways. There's not as many sales calls. If there are sales calls, they're less likely to show So really, you might be missing out on— if you have 12 calls that day, maybe 4 or 5 will show. Of those 4 or 5 will show, if you're closing 50%, maybe you're losing out on 2 sales, right? It just comes down to the recovery is going to be more important than the sales. Now, if you're in a season in time where it's like they really have the marketing cranked and you really want to go all in, I'm not saying you can't do 7 days a week. Okay. But for most, doing the 6 days is going to be enough. So the rules: don't check work on your phone. Your world will not collapse without you for 24 hours. No computer, no email, no Slack, no CRM, no just checking in. You're off. No work talk. Don't think about work. Don't talk about work. Do something restorative. Spend time with your family. Go for a long walk, read a book, cook a meal, play with your kids. Do something that actually fills you up, not drains you. To, right? If you don't have a girlfriend, maybe go to the mall, try to talk to some honeys on some Sunday. Like, I don't know, like, do fucking something, bro, outside of work, okay? Make sure you schedule in advance. This is not a maybe if you have time situation. It's scheduled, it's blocked off in your calendar. You do not like, hey, you book out 7 days and then you decide like, dude, I'm fucking out of it, I'm just gonna like block off this day now. No, just block it off, and that way you can also look forward to the day off as well. Okay. Why Sunday? Sunday's a natural rest day. Again, I'm religious. That's why I take Sunday off. So it doesn't have to be Sunday, but Sunday typically is the best day for most, just because most people in the West, at least society in general, comes from Christian society. We take Sundays off and most people are not as active. Makes the most sense. Okay. Sunday doesn't work. Pick a day that does work. Okay. It's not the day itself. It's that we are taking a day So also with that as well, I would say at least every 3 to 4 months, take a 4-day weekend. Okay. This is a longer, deeper recovery period that allows you full disconnect, travel, and reset at least one day per week that at least one day per week can't provide. So sales is a grind. We're talking, we're spending all this time talking about that, dude, we're going to have to really go through fire. Okay. And we're gonna have to push ourselves and that's fine. But every 3 to 4 months, take a 4, maybe even 5 day off, right? And go travel, go do something. Now you should schedule this in advance. Do not feel like, do not wait until you feel like you need it and then fucking disappear. Okay. I've done that before. It's not a great look. And if you're getting to that point, you're already like, you know, kind of, you know, running on empty at that point as well. As well. If you can travel, get out of your environment, go somewhere new. The change of scenery creates a psychological break that is impossible to achieve if you stay home. Okay? Even if it's just a road trip to nearby city, the act of leaving creates separation from work. Completely disconnect. No work. This is a full reset. If you're checking emails or taking calls, you're not recovering. Okay? You're just working from a different location. It's totally different. And you can do that. And that's fun. I love to do that. That's not what I'm talking about. Okay. Do something you love. This is not time to catch up on chores or run errands. This is time to bring, uh, time to do something that brings you joy, adventure, or peace. Hike in a mountain, visit a new city, spend uninterrupted time with your partner, read 3 books, do something that reminds you of why you work so hard in the first place. Why make all this fucking money if you can never do anything with it, right? Take a 4-day weekend. Okay. Every 3 to 4 months. Return with intention. When you return from your 4-day weekend, you should feel recharged, clear, and excited to get back to work. If you do not, you did not fully disconnect. Okay. The quarterly schedule. Q1. Okay. We're going to schedule in late March. Q2, late June. Q3, late September. Q4, late December. These are your anchors. Schedule them beforehand. Okay. At least schedule each one of these a full month or two in advance. Okay? That way you can push through some hard shit before your scheduled getaway, because you know you're going to have a getaway. Conclusion: The flywheel. Focus and resilience are two sides of the same coin. They create a self-reinforcing flywheel that generates unstoppable momentum. This is an upward spiral. Your only commitment is to the process, to doing the work, to engage trial by fire, and allow it to forge you into a person capable of achieving your goals. You are not the person who you need to be to achieve all your goals right now. It's through focus and resilience over time that forges you into that person. Okay. And it's an upward spiral if we allow it to be. Okay. So small wins increases confidence, which means higher resilience, faster recovery, more capability, focused execution. The resilience you feel is— the resistance you feel is often proof that you're right where you need to be. The work is the way. Okay. Action items and protocols summary. Okay. Morning routine, everything that we talked about here. All right. And you go over, make sure you do that worksheet. Okay. Before every single call, read out your state checklist, feel the words. Don't just read them. Take one deep breath. Dial, hop into Zoom, whatever it is. Okay. Between calls, leave your desk immediately. Do 5 to 10 minutes of movement. Return to your desk immediately. Get back to dialing or non-scheduled, scheduled activities. At the end of the day, read your state checklist, write your schedule for tomorrow, clean your work desk. Again, we need to go ahead and you need to make sure, and I, if you don't take anything else from this learning, from this lesson is Crafting a morning and evening routine and sticking to it. If you do that, half the battle is done. Okay. So weekly and monthly protocols, Sunday planning, write out your entire week schedule by hand, identify what season you're in and decide what you're willing to sacrifice this week. Weekly postmortem, document your top 3 favors, failures, write the number 1 lesson learned from each, build your, build your library of lessons. Okay. All it's just saying is just making sure you're going back and you're focusing. Okay. And you're learning from the lessons. Focus protocols. Okay. We have the dopamine detox. We talked about environmental control, time blocking, state checklist, morning walk, 5-minute walk in between calls, identity stacking, living in truth. Okay. We have our resilience protocols. Okay. Daily non-negotiables, delayed gratification, all or nothing, 60-second rule. To feel the emotion, then move on. Weekly postmortem, document failures and lessons learned. Micro-commitment after setbacks, identity statement, voluntary hardship, and then focus on the return. All I can say in terms of to recap this, this whole thing is to do the work, right? If I had to sum it up in just one slide, it would be this slide. Do the work. The only commitment is to do the work. Everything else is noise. Focus and resilience are not destinations. They're practices. They are muscles. They are built daily through deliberate action. You now have the systems. You now have the protocols. You now have the knowledge. What you do with it is entirely up to you. Understand it is going to be through a trial by fire. Trial by fire waits. So you have to walk through it. And if you have any questions on any of this, go ahead and let me know. I will go ahead and I will create the worksheet on to create your state checklist that you should read before every call. Okay. Also, this is going to be creating your morning routine. And then I will create a different training for this habit tracker here. All right. I'll see you on the next training. Okay. The last training we're going to be going over is going to be meditation and visualization. So understand your body is addicted to certain emotions. What we'll be going over is how do you actually reprogram your body to get addicted to emotions like confidence, authority that are going to help you on your sales calls. Let's go ahead and let's dive into it. Hey, and if you're liking this content, go ahead and leave a like and comment down below. All right. So what we're going to be going over is meditation and emotional reconditioning for peak performance. So let's go over what this is and what this is not going to be. So this is not going to be that, oh, your thoughts create your reality. You're truly a god, man. If you just think hard enough and you can manifest everything. If people are telling you that, they're probably just trying to invite you into a cult. All that stuff comes from like Gnosticism and theosophy, which has just been built on foundations of a ton of forgeries. But on the The other end of the spectrum is the actual science behind meditation and visualization that will actually help you perform and just do better in your sales. So that's what we're going to be covering. None of the woo woo bullshit that has no science behind it, but the actual stuff that will get you the results that you want, make more sales and feel better while you are making more sales. That's what we're going to focus on. Okay. So first First things first, what we need to understand is we need to understand like why we are actually stuck and why we feel certain types of emotions. So understand emotions are just made up of chemicals, okay? And your body can get addicted to these chemicals. They get addicted to familiar emotions the same way that you can get addicted to a drug. Okay? So your thoughts create chemicals in your brain, the chemicals create feelings in the body, and the feelings drive more of the same thoughts. And this loop runs on 24/7 autopilot, okay? Because half the time you're not even thinking about your emotions or anything along those lines. So this makes it to where most of like what's running through our head is going to be subconscious. Now I know most of you are watching this are not going to be in your mid-30s, but it's shown by your mid-30s like 95% of like who you are and how you act is completely subconscious. They're just memorizing thoughts, the reflective emotion, emotional reactions, and their unconscious habits and behaviors. Only about 5% of your day is just an actual conscious choice. So, and you have to understand this key, key concept, and I'm sure I've told this to tons of people on coaching calls and, and different things when I talk about this, is your body does not know the difference. The body cannot tell the difference between a real experience and the memory of love one. Okay, so this can either be a good or a positive thing. Just understand this principle. For example, if you keep playing a bad sales call in your head or a traumatic event, your body produces the same stress chemicals in your brain as though it just happened. So you had one bad call, and because you keep on replaying it in your brain, now that turns into 100 bad calls, right? And you're reinforcing that emotion that that bad call brought. So your body literally believes that it's living in the past experience. Okay. So, and again, we're going to talk about how we can use this for the positive with the body not knowing the difference, the brain not knowing the difference. And just understand, the more we have an emotion like this will anchor into who we are and our identity. Okay. Into like, hey, I'm not a confident person. I always choke on the close. I get anxious before calls. This is not who you are. Just understand your emotions are not you. They're the chemical patterns that your body is addicted to. And once you understand this, you can understand that, say, okay, my body is addicted to these type of chemicals. Let me just get them addicted to better types of chemicals. And also understand the concept: just because you are feeling bad emotions and they keep on coming about, your body can still get get addicted to that. I can tell you from personal experience, I used to be really, really badly addicted to caffeine. Like, I would take so much caffeine that I would feel like real bad anxiety and have a hard time sleeping. And I would crave that anxiety feeling. Why? Because it's what my body is used to. It got used to and addicted to these emotions. So it would tell myself, even though like, hey, I need I need to cut back on the caffeine so I don't feel as anxious. I would constantly be thinking in the back of my head, like, even though, like, I've already had a couple cups of coffee, it's like, well, you're not tired but you're not anxious, let's have another fucking cup, right? So we have to be careful of these emotions and just understand that your body doesn't want change, it just wants the same. If it's used to certain type of emotions, even though it's bad for you, it knows it, it it knows it's not going to die. So because it knows it's not going to die, it gets addicted to these emotions. And it's going to want to keep you doing the same. It wants to stay homeostasis. And change— our body is going to react to that. Okay? And we're going to have withdrawal symptoms not having these negative emotions. Okay? And let's dive into it. So understand, like, how emotional addiction shows up in your sales calls. Okay? So understand your body is going to be running on yesterday's programming. So you wake up and your body feels a certain way before anything happens. Anxiety before calls, dread about hitting the phones, feeling like today is gonna be the same as yesterday. Like, that's your body running the program from yesterday's emotions. It's not the fact that every day has to be the same, but since your body's used to feeling this way, it's going to implant thoughts in your head that things are going to go the same way. Understand the body is telling you what the brain to think. Okay, so the body sends a signal to the brain, okay, think thoughts that match how I feel. If you feel anxious, you'll think about all the ways that it could go wrong. If you feel rejected, you'll start to expect objections before they happen. Okay, if you feel unworthy, okay, you'll undercharge, overexplain, or give weak closes. And just understand, your hormones affect tremendously how you feel, how you come across in your decision-making. Now we can intuitively know this when we're talking about like testosterone, right? Talk about roid rage. Like, I used to take steroids way back. Highly, highly do not recommend it. Do not do that. But my emotional state was different. It didn't change me a ton, but I was a lot more intense and slightly more aggressive just because I had a lot more of certain hormones in my body. It's the same thing for emotions. These emotions, these hormones are in your body, and they're going to get you to think a certain type of way. So we just have to be aware of this. So understand that self-sabotage is a chemical, okay? It's a, it's a body craving a familiar chemical state. So a closer who's stuck at $5K to $10K per month is chemically addicted to that identity. So when you start to break through, the body pulls them back because the new emotions, they feel unfamiliar, they feel uncomfortable. Your body cannot predict what's going to happen. This is why people hit a ceiling and they can't explain why they keep falling back. Okay? They fall back to the old emotions that they're used to, that their body just understands and what they know. Okay, so you're responding— understand, you're responding to a memory most of the time. You're not responding to a prospect. And this is also something that really— once I understood this concept, it's something that really helped me deal with a binge eating disorder. So when I did bodybuilding, I got in this habit of eating a shit ton of food at least once a week or like once every 2 weeks. And then when I stopped doing bodybuilding, that habit kind of continued, which is not great because it led to a lot of issues in terms of like I'd have reactions, I just want to get worked done. And it really clicked in my head of when I would go on these binge eating fasts, I wasn't even tasting the food. I— what was happening, this is what will happen with a lot of people who binge eat, is they're, they're eating the food and they're just remembering what it tastes like because you're eating so fast you can't actually sit and savor the food. You're kind of remembering the first time that you ate the food. And when you are actually savoring watering it. So it's like you don't get that same experience. It's kind of a diluted experience. It's the same thing when you're talking about certain type of reactions from people. So oftentimes you're going to be responding to a memory, not the actual prospect that's in front of you. So when they say like, hey, I need to think about it, understand, like, that's going to trigger the same response every time because your body has been conditioned to react to it in a certain type of way. Now, that could either be in a good, positive way or it it could be in a negative way. So again, if it's negative, we need to address it. If it's positive, we need to reinforce it. You're not responding to the prospect, you're responding to chemical memory. Okay, so understand the science behind how we can start to shift this and how we can start to use these principles that we're talking about in our favor. So now that we kind of understand, okay, what might be holding us back, the emotions, everything along those lines, we need to start to understand how we can actually shift this in our favor. Because it's good to understand like, hey, how's it holding us back? Now we just need to take these principles and use them to a, hey, what can we do to make sure we use these principles to get better? So understand the neuropeptide signals hormonal centers in the body, hormones get released, you feel the emotion, brain monitors the feelings, and they generate more matching thoughts. And there have been EEG EGG brain scans, hormonal panels, and gene expression studies. If you want to go more into the actual research behind this, Joe Dispenza does a lot of research on the actual science behind visualization and meditation. So understand that emotional energy is stored in the body. Emotional energy gets physically stored in the body. For example, anger, frustration, control— this is stored in the solar plexus, right? The gut area. Okay, guilt, shame, fear, low self-esteem— this is stored in the lower abdomen. Okay, real biological effects just from feelings alone. You're more likely, if you have a lot of negative feelings, to develop cancer and turn on certain genes, have adrenal fatigue, digestive issues, weak immune system, like chronic tension. These are all the things that can happen in a negative way, but we can also look at what can happen positively as well if we to have more positive emotions. Okay. So understand this when it comes to how do we actually help program ourself. So once you understand, like, hey, I understand I'm running on these emotions now, like, how do I start to program these emotions in myself? How we start to do that is we just need to understand how we talk to our subconscious brain. And how we do that is we are able to communicate with our subconscious brain in certain wavelengths of the brain. Okay. So understand there are 3 main wavelengths that the brain is going to operate in. We got beta, alpha, and theta. Okay. Not like beta male or alpha male. This is just the brainwaves that your body or your brain just uses. So for example, beta is just going to be your normal waking state, right? This is probably going to be the state that you're in most of the time. Okay. Generally speaking, like if you're like going out eating different things along those lines, more like survival mode, analytical stress. You cannot talk to the subconscious brain at this point because your body is too stressed out. You need to be more relaxed. On the other end, we have like alpha. So this is more calm and relaxed. You have inner focus and you can start to have a bit of a gateway to the, to the subconscious mind. So your brain waves are going to be longer. Okay. So beta, shorter brainwaves, more frequency, more chaotic, and then theta is going to be the slowest one. Okay. So this is going to be like the half awake, half asleep. So this is when you get into deep meditation and you have direct access to the automatic nervous system. Like this is your operating system. So in order for us to start to talk to our subconscious mind, talk to like the emotions that we're feeling, we need to focus on— but with practice, it's pretty easy to get in alpha waves. With practice, we need to get ourselves to the point where we're in theta waves. And ideally, you do this first thing in the morning or right before you go to bed, because naturally your body is going to go into a theta brainwave before you go to sleep and first when you wake up. Okay, so how How does this actually work in real life? So understand that mental rehearsal, like actually visualizing, has a tremendous effect on your biology. So there is a particular reason why all the best athletes in the world, they all practice visualization, right? Kobe Bryant, LeBron James, Michael Jordan. They've all practiced visualization. They're very, very good at doing mental reps. And there are studies to back up why this is so important. For example, you can only hop on so many sales calls. Okay, let's just say 10 sales calls or so per day. If you're really like cranking it, maybe 12, but you can have much more repetition and mental rehearsal of you going through it like in your brain when you're not on sales calls. And they've done, they've done studies when subjects who only imagined, right, They'd never picked up a weight. They only imagined doing bicep curls and they had increased muscle strength by 35% against the people that placebo didn't do anything. Those who physically did them, they increased by 53%. So yes, it is going to be better that you actually take the sales calls versus you just imagining them. But if we do both of them, that's when we're going to get the best results. Because understand, the brain cannot tell the difference between a vividly imagined imagined experience and a real one. Neural pathways fire and wire the same way either way you're doing it or imagining it. And this is even going to be more true when you're talking about something that is non-physical, right? Like curling biceps, you need to tear the muscles in your biceps in order for them to grow. That's why the physical one had so much more. They have also done studies on pianos, like, you know, practicing the piano playing the piano and just imagining practicing the piano. And they had almost identical results. Okay. But this is just to go to show you that mental rehearsal has real science behind it. All the elite people do mental rehearsal because you can only do so much physical. You can only hop on so many calls. So if you're actually able to mentally rehearse, you'll get so much further so much quicker. Oh, just went on haywire on me. And there's tons of peer-reviewed studies on meditation reducing violence, crime, stress markers in large populations. So if for you, for example, you, you feel a lot of anxiety and stress, meditation is something that's going to really help you. So they've measured the changes in neurotransmitter hormones, gene expressions, protein through that alone. Okay, and you have to down to alpha or theta to access the operating system. So that's what we were talking about before. We need to get into alpha or theta wavelengths to go ahead and actually talk to our operating system, our subconscious mind. And basically how you get there is by relaxing yourself and taking, you know, deep breaths, relaxing yourself, relaxing your body, and allowing your brain to slow down. And I'll dive a little bit more into that now. Okay. But understand your body is a magnet. So your energy presence and state— this is the difference between a closer who commands a room and one who can't get traction. So understand the brain is the North Pole. This is at the base of the spine is the South Pole. When current flows between them, you produce an electromagnetic magnetic field. I don't know why that word was so hard. So you are pushing off energy from yourself. So understand, when you're stuck in the survival emotions, energy gets trapped. Like, you're not able to actually flow all the energy, like, up to your brain that you would need to. That's why when, again, your anxiety, all this stuff, you can't think straight, you have brain fog, you know, you'll freeze. That's why this is happening. So no current flowing means no electromagnetic field. And the body becomes a dead magnet. This is why some closers walk into a call with zero presence, and the prospect, they can feel it. You can feel when somebody is in a state of anxiety, okay? You can feel when somebody is in a state of stress. So understand, when energy flows more freely, you have better presence on calls, certainty in your voice, you're calm under pressure, creative problem solving instead of reactive panic. And the people, you know, who are just naturally confident aren't lucky. Their energy is flowing. Okay, like that's the biggest thing we have to understand. Let me move this a little bit over here. We have to understand that their energy is flowing. When somebody is very comfortable, that's where confidence comes from. And when they're comfortable, their body is going to be working properly and the electromagnetic field is going to be firing properly. And you're gonna be getting everything you need to the brain. Okay, so this is trainable. This is a skill. It's not something that you're born with. Me personally, I was not born with high levels of confidence. I was actually a pretty awkward kid growing up, but it's built over time, and you build it over time by practicing the emotions and just doing it over and over again. Okay. So how do we go ahead and break the loop? Okay, break the loop. So first and foremost, we need to become aware of the pattern that we're in. So we need to identify the emotions that we're actually addicted to. For me, the biggest one was anxiety and then also self-sabotage. But for you, it might be self-doubt, frustration, fear of rejection. Like, who knows? Okay, notice when your body starts producing it before anything has actually happened. Awareness alone starts to help break the unconscious loop. So once you know this stuff, the very first step is start to just become aware of it in your own body. For me, when I'm feeling a certain type of emotion, I can feel it in my own body. Like, I feel these emotions coming up, and once you're aware of it, then you can consciously start to change it. but if it stays unconscious, it'll rule your life and then they'll— you'll call it fate. So the very first thing we need to do is we need to actually start to become aware of what's going on. Then we can address it. Now, once we become aware, we can start to interrupt the pattern. Meditation is a tool to slow your brainwaves from beta to alpha to theta. Okay? And theta, you have direct access to this subconscious operating system. This is where the reprogramming happens. You cannot think your way out of feeling. You have to change your state first. So again, we need to slow our brainwaves down. Does that mean every single time we feel anxious, we need to go meditate for 20 minutes? No. Okay, become aware of the anxiety, try to slow yourself down in the moment, and then when you do have time to go ahead and reprogram the emotions, you're going to practice the emotions that you want to feel. Okay. Then what we're going to do is we're going to— again, when we have time, we're going to release the stored energy. Okay, so we have breathing techniques. Okay, so we want to pull trapped emotion energy from the lower centers through the spine. Okay, survival emotions get transmuted through creative emotions— inspiration, confidence, gratitude, and certainty. Same energy, just redirected. The body's electromagnetic field restores itself. So what we're wanting to do and what we're looking to do is take the emotions, the negative emotions, and shift them into something else. Oftentimes, like for me, gratitude is the one that I keep coming back to that gives me the best overall feeling. So changing anxiety of like what's going to happen to being grateful for the things that you do have, just that shift in focus and that shift in the emotion, you will act so much differently when you shift it. So once we understand that breathing techniques, we need to slow ourselves down. Okay? And down below, I'm going to have tons of guided meditations that you can follow that runs through this exactly. Okay? So I'm not going to sit here and do a guided meditation with you, but down below there's going to be a ton there that I highly recommend you go through. And I would pick, okay, an emotion that you're wanting to feel. Feel more often. Okay, and then you're— what you're doing is you're practicing these emotions. What you're doing is you're installing these new emotions. Once the old energy is released, you create space for the new programming. You visualize the version of yourself you want to become who's feeling that emotion. You feel the emotion of that person now before the results show up. Again, gratitude, confidence, certainty, abundance. The body starts to become addicted to these emotions. And again, once your body's addicted to these emotions, it's going to give you thoughts to keep feeling these emotions. So if we get addicted to gratitude, we're gonna be really be able to focus on the things that is gonna give us gratitude. Like for example, just understand like how your brain works. When I first got a Porsche, okay, I didn't see Porsches anywhere. I just didn't see them. Once I got a Porsche, I see Porsches fucking everywhere. Everywhere. I'm convinced that as soon as I got a Porsche, everyone got a Porsche. Is that true? No, it's not true. It's what you have and what you notice, right? What is now conscious? Okay, you start to see that and you start to identify that everywhere. So if you start to become conscious and addicted to gratitude, for example, there are going to be things in your life right now that if you're not addicted to that emotion that you could feel grateful for. You just don't see it because you're addicted to other emotions. Once you start to becoming addicted to gratitude, confidence, all these different things, you're going to focus on the things that are going to give you that confidence, give you that gratitude. Okay? Now your subconscious is going to drive you towards behaviors that produce these new feelings again, because it wants to stay consistent with how it views yourself and wants to stay consistent with the emotions that you're addicted to. Okay. And there are tons of different guided meditations down below on what you can do in terms of practicing these emotions. So what is the actual daily protocol? Like, how do we do this? Okay, so understand something. Consistency matters a lot more than length. So if you can only consistently do this for 5 minutes a day, just do it for 5 minutes a day. Now, it'd probably be better if we can get it to the point where it's like we're doing 10, 20, maybe even 30 minutes per day. But you got to find something that actually works for you. Okay. So the best time to actually practice is immediately upon waking or right before sleep. Me personally, I'm always going to do it right before sleep because I know for me, if I wake up and I dilly-dally around, I just don't get that much shit done, right? Because I'm telling my brain at that moment, like, oh, I cannot get right into work. So it's like when I wake up, I want to get out in the sun, you know, maybe go for a very quick little brisk 5-minute walk, get out in the sun, and then I'm right into work drinking some coffee, doing what I need to do. Okay. Now why you want to do it waking or right before sleep? I do it right before sleep. It also helps me wind down and get better sleep. So this is why I recommend mostly just do it right before bed. The brain is naturally slowed down when you first wake up and when you're right right before you're about to go to bed. So you're more in alpha and theta during those windows normally. Okay, so then with breathing and everything along those lines, you can slow your brain down even more and actually become more suggestible. This is when the subconscious is most accessible. So duration— start with like 5 to 10 minutes, build up to 30+ minutes over time. Consistency matters more than the length. Again, if you you only do like 5 minutes before you go to bed every single day where you just slow your brain down and you just practice feeling the emotions of being grat— like being grateful, you will start to notice a change over time. So make sure you are just consistent, consistent, consistent, consistent. This is not a magic pill. You are retraining your brain and your body to feel certain type of emotions. This needs to happen over a long period of time. Think about it. If you're feeling anxious, if you're feeling not confident, you've been reinforcing this feeling for however long, probably years. So it's not going to happen overnight to where it's like you just start doing something and then now you're just completely changed. Like, no, it's going to take months. So we have to understand that. Okay, so understand the full meditation practice and process. So again, there's tons of guided meditations down below, but I'll I'll give you a high-level overview. So first we need to settle in. So sit or lie down. I'm always big on lying down. I would close your eyes, slow your breath to help slow your brainwaves. So body scan. So what I'll do is I'll always go through my body and I'll notice where there is any tension. Okay. So when I notice when there's any tension, I'm going to inhale deeply, pull energy from the base of my spine up to the top of the head and I'm going to release, I'm going to release the stored tension. Like for me, it would be a lot of times in my chest and I'm going to put, bring air into that and release it out. Release the tension from your body. Each time you're taking a breath in and you're releasing it, you should feel more and more relaxed. Okay. And then from there, we're going to visualize. You're going to see yourself through your own eyes performing at the level you want to be. Okay. On a sales call, calm, certain, in control, closing the deal effortlessly, checking your bank account and seeing the number you want. You want to rewire bad calls. Okay. You had a bad call, you rewire them, you go through in your brain like how they should have gone and see them actually handing over their credit card. This is something that I would do every single night. Any time I had a call that did not close, I would go through and I would replay that call and say what I should have said calmly, confidently. And they're like, you know what, Christian, you're right. Here's my credit card. That's why in my head I've always closed 100%. So I never am going to get down on a sales call that didn't close because I'm going to rewire it every single night in my head. Okay. And then you want to hold the elevated emotion for as long as you can. Feel the emotions casually, not desperately. You don't want to be like gripping on to these emotions. The way that I can think about it, or the way that helps me conceptualize it, when you think about like Tom Brady, for example, or you're thinking about Floyd Mayweather, when you look at these people, these people carry themselves a certain type of way. Tom Brady carries himself like he won 7 Super Bowls, but he's not ecstatic about it. He's not like over the top, like, holy shit, I won 7 Super Bowls. Like, that's not how he is. That's That's just— he is that person. He is casually very confident and convicted in who he is because he is a champion. That's how you should be feeling these emotions. You shouldn't be like over the top, like, oh my God, it's— yeah, that is me. I'm a confident person. I'm a grateful person. You want to have them casually and you want to hold these emotions for as long as possible. The longer you sustain it, the more recognition that you'll have to your body, to a new mind. Okay. The more you'll recondition your body to a new mind. Okay. So the longer you do it, the better. But again, start with the lowest common denominator that's actually going to get you to do it and understand like this is something for me personally that when I first started doing this, like I was in a pretty rough spot and this helped me go from $3K to $15K per month very early on in my sales career, right within the first year of me doing sales. And this is the thing that really helped me gain a lot of my confidence and authority early on. Okay. So it took about 3 months of consistent daily practice before I started to see the internal shifts. Again, this is not something that's going to happen overnight. And one of the biggest things I would always do is I'm rewiring bad calls. Okay. Before bed, I'm reimagining failed sales calls as successful ones. I replaced the chemical, the chemical memory of failure with a new one. Okay. The body stopped storing the losing emotions and I started feeling the feeling of good emotions. Me closing the deal. The next day's calls came from a clean, neutral state. So with that, within 3 months I went from $3K to $15K. Same script, same offer, same market, completely different internal operating system. And again, this took me 3 months to really start to notice a big difference. So understand, how do we actually apply this to ourselves and to our sales calls? So understand what we can do. Pre-call ritual. If you have your pre-call checklist, all you need to do is just really see— and we talk about it— just slow yourself down before you go ahead and you get into your calls. That's the biggest thing that we need to do. Okay. So clear the survival emotions from the last call and step into the identity of the closer you want to be. So nothing really changes if you're doing your pre-call checklist, nothing really changes. So during the call, when you feel the old pattern, okay, recognize it as a chemical pattern, not reality. Take one deep breath. And this is going to help reset the nervous system and return to the identity that you've installed in meditation. So once I want you to understand something, okay? That these emotions that you're feeling, these are just chemicals that your body is used to feeling. It allows you to separate. That's really what we're doing here when we're becoming conscious of it. We want to be able to separate and understand like, hey, these emotions are not us. They're chemicals that are in our body, but they are not us. There's a difference. And once you understand that difference, you can separate yourself and not be so attached to your emotions. Okay? And then post-call, Don't carry the emotion of a lost deal to the next call. Each call is a clean slate. If you lost one, reimagine it going well before moving on to the next. This prevents the body from storing more from the old emotions. Okay. But if you don't have time, just deep breath, release it, and then focus on that later. That's generally speaking what I would do at the end of the day. And understand that there is a compounding effect over time. The first 30 days is going to feel weird. And nothing is going to seem different, right? Like maybe some things, but not really. You just got to do it anyways. And also understand meditation like any other skill, practicing the motions, you're going to be shit at it at first. That is fine. That is understandable. Okay. Now after you push through for 30 days, you'll start to actually catch yourself in old patterns faster. This loop is still running, but you become more aware of it. 30 to 60 to 90 days, your baseline emotional state, like you'll start to shift. Calls will feel different, calmer, more, more certain. And then 90+ days, this is when you actually start to feel more of like, like that new identity. Like this is generally speaking, like where the jump happens. Okay. Now, could it happen sooner? Could it happen later? 100%. Not everyone is the same, but the main concept we have to understand is more likely than not, first 30 days you're not going to feel shit. And over time you're actually going to start to feel the difference. So this is something to where, again, we need consistency. This needs to be a daily practice over time. That's how we're going to get the results. Okay. And then understand, so you are not going to close more deals by just learning more scripts. You close more deals by becoming the person who closes more deals. So meditation will help rewrite your identity. Meditation is the tool. Understand that's all it is. It is a tool that helps you rewrite your identity at a subconscious level. When your body is addicted to confidence, certainty, and abundance, like, you will act differently. So the new behaviors will happen because of that. You stop chasing rapport and you start leading conversations. Stop fearing objections. You start welcoming them. You stop hoping prospects don't show up and you actually hope they do show up. You start expecting them to. You stop celebrating one good month and you start expecting consistency. So just understand you are really reprogramming your internal operating system. So yes, the sales skills are absolutely important, but how you use those in your internal state and the emotion that you're feeling is going to be a big component in it and making sure that you perform at a much higher level. Alright, so this— so hopefully this has been helpful. And if you do have any particular questions on this, go ahead and let me know. Again, just a reminder, consistency is key. Consistency, consistency, consistency. Check out the, the links down below to the guided meditations. I would just pick one to do consistently consistently. Okay, generally speaking, they're about 15 minutes. Pick an emotion that you're wanting to feel. Do that over and over every single day, at least one time a day. Do that for 30 days. And by that point, we should start to notice at least some type of difference. Okay, hopefully this has been helpful, guys.