The "Alter Ego" Effect Makes Sales EASY (20% to 81% close rate)

I'm about to show you the exact training from my $8,000 mastermind that took one of my closers from a 20% close rate to an 81% close rate. Most closers, when they're trying to get better at sales, they hyperfixate on just reframes, scripts, just trying to find the magical words or just watching bullshit on Instagram. I can speak for me personally. When I was stuck at $30K per month, I knew all the words to say. I knew all the reframes. What helped me get to $60,000 per month plus in commissions was how I was showing up on the sales call. So what I did to really break through that plateau of the $30K to get to the $60K is I created a system called the Alter Ego Effect. Now, this was popularized by Todd Herman, but I crafted like what he taught in my own experience to something that will actually help closers that you can start using this on your sales calls. Now, people have paid thousands of dollars to get this information, and if you actually use it, you will get results. So pay attention. Take notes and let's dive into the training. All right. So in this training, we will be talking about your alter ego, what it is, and how do you use it to your advantage to become a $50,000 per month closer. Now, this is something that I've really utilized for me once I hit the sticking point of making around $30K or so, like per month. Of like my biggest problems that I faced was not being able to push as much as I needed to, to get certain people across the line because it didn't really feel much more like myself. So the alter ego, like a person that you create that you can step into, is a really great way that you can address this specific thing, right? And it's really a shortcut to transformation. Okay, so we'll go through exactly what it is and we'll cover all of that here. Okay. So first things first, the alter ego effect, right? By yours truly. Okay. Now, if you want to understand more about this and you want to read into it, a book I recommend that dives deep into this is by the person who helped Kobe Bryant create his alter ego, the Black Mamba, which I take a lot of inspiration from. Is Todd Herman. He has a book called The Alter Ego Effect, which is where I got a lot of this information from, and then from my own personal experience as well. Okay, so let's go ahead and dive in. Okay, so what is it? So just understand, you're not one self, like you have many. Okay, on each field of play, like a sales call, team huddle, content, um, you choose the identity that performs best. The chosen self is your alter ego, a trusted friend that you step into to unlock your already present heroic capabilities. So this just goes to show you that you are a different type of person in different environments. I am a different person talking to you on this training right now than I am the type of person who I am when I talk to my fiancée. I'm not going to talk to you guys in baby language, right? Uh, but like, I'm a different type of person, right? So I step into that I step into a more confident, more assertive version of myself when I am teaching. Okay, so the way you got to think about this is like Superman versus Clark Kent. The powerful real you is Superman. Okay? That is something that you have inside of you. Clark Kent is a toned-down mask. Most people spend their lives as Clark. The work is removing marble to reveal David, right? We're not fixing you. You're— we're revealing what's already beneath you. So especially when you're talking about the supermodel or the Superman example, Superman was so scared of his powers or getting found out. That's why Clark Kent was created so he can blend in. He naturally had the powers, but he created this mask, Clark Kent, who was a little bit more timid. Didn't really get that much attention to then go ahead and really shield himself. Okay, so this is not deception, it's intentional performance. Okay, you're defining the traits you want to bring on demand. So you should be able to step into the stated version like of yourself, your alter ego, every single time like you hop on a sales call. Okay, so if you notice, every time, like, I roleplay or you watch me in a sales call or anything like that, it's a very quick split-second difference between who I was right before and then who I am when I hop on a sales call. Why? Because I am somebody different on a sales call. I'm very much more leading versus like when I'm in a coaching call, I'm trying to understand, I'm trying to give advice. Okay, so mindset, attack the work. Mental toughness is earned on the field. It's not learned in theory. All that is to say, actually do this. If you're going to create an alter ego, go through all the steps that I have like laid out here. I'm going to lay it very simply, straight to the point. Don't just make it theory that it's something cool to think about. You earn it, okay? Once you do this and you do this over and over again, that's where that actual repetition, mental, mental toughness is built. So now I don't have to sit and like to turn my salesperson on the way that I had to at the beginning. Okay, now I'm doing that right now. When I put this hat on, I'm channeling who I find inspirational in this moment that really helps me work and helps me build— Alex Hormozi, right? He's always wearing hats. So I put this hat on and I really channel that. Okay. And we'll get more into how you can do that as well. Okay. So why does it work? So creative imagination is a human superpower. It lets you suspend the old narrative and act through a better one now. Okay. If you can imagine you actually reaching all the success that you're looking for, then you can make it happen. Okay. Borrowing a model, you know, Kobe, it adds psychological distance and instant optimism. You carry the traits without their baggage. So what this allows you to do, and they've done studies on this, is you distance yourself psychologically from the actions that are going on. So it allows you to have much more endurance. It allows you to step, step out of your comfort zone with less uncomfortability. One study that they did is with children, and they had them do hard tasks. One set of children pretending to be Batman, and then one set of children, and then tell them to do any pretending. Okay. The children obviously who are pretending to be Batman did much better We're much more willing to go through discomfort because Batman was willing to go through discomfort. I know we'd like to think we're much more evolved, but it's the same thing. It's just how our brains work. So allows you to distance yourself from the hard work you're doing and be more optimistic and show up more the way that you want to be. So another one is Enclothed Cognition. So wearing, holding a totem, glasses, ring, a bracelet, a hat. Measuring, shifts, grit, precision, confidence. Your totem is a trigger that snaps you into the role. So all a totem is, is something you either wear, you touch, that puts you into that alter ego you want to be. For me, right now I'm wearing this hat because I'm getting a lot of work done. The last few weeks I'd spent a lot of 12-hour days. This is outside of my norm of working on administrative stuff for 12 hours. So who am I going to tap in? Someone who's aspirational, who does that stuff. So every time I'm doing the work, I have the hat on and it gives me that extra little boost because I'm no longer being myself. I'm stepping into a new identity. Okay, so here are examples. So Kobe Bryant, he had the Black Mamba. Okay, so what was it? It was a cold, calculated assassin persona for basketball. Now, why did he create it? He created it because, like, in his personal life,, he faced a lot of media scrutiny. The Mamba allowed him to separate Kobe, like the man who's going through all the scrutiny, who's going through all the legal cases, and Kobe the competitor, so he could still perform on the court. So on the court, Mamba meant killer instinct, mental toughness. Okay, Marshall Mathers, Eminem, Slim Shady, like, what was it? It was a dark, provocative, satirical rapper persona. So he created Slim Shady to channel like raw anger, absurd humor, controversial topics without filtering himself. It gave him permission to explore ideas behind what he would do every day personality-wise. So again, it creates distance. So then you can step out of what your comfort zone is. Muhammad Ali. Okay, so what was it? It was a brash, poetic, unshapable champion identity. I— Ali created the Greatest as a public persona to intimidate opponents, inspire fans. It wasn't just confidence. It was about a consistent mental anchor for peak performance and self-belief. So he stepped into the version of himself, of him being the greatest. Okay. Bo Jackson, Jason. Okay. So versus like Bo. So he had two versions of himself, who he was when he was on the actual field. Okay. NFL, MLB. He wanted to be aggressive. He wanted to be a competitor. Jason was just his everyday self. Why? Alter ego gave him psychological separation needed to actually handle extreme pressure. It's two professional sports, so he wasn't carrying it home with him. Okay? So it allows you to separate from the hard work, the, the, the stress of what you're doing and allows you to perform much better because you distance yourself from the actual pain. Okay? So the model, here's what you'll build. Okay? So first and foremost, we need to pick a field of play. So for us, it is for salespeople. Okay, now we are going to be shifting other people's identities. So we need to be able to shift into an identity that is much better at doing that. So we need to identify moments of impact like how are we opening, getting into pain, money, objections, close, name the enemy. The enemy is a story that trips you up, whether you're people pleasing, You have a fear of pushing price or pushing people on objections. So you design the alter ego who wins in those moments. That's how you go from your ordinary self to your extraordinary self. Okay? That's how you do it. You have to find your field of play, which for us, it's going to be on sales calls. What are the moments of impact that you struggle with the most? What is the enemy that helps you or stops you from actually doing the things we know we need to do? And then we're crafting an alter ego around it who actually wins in those situations. Okay, so here's our step-by-step how to build your $50,000 per month Black Mamba closer. Now, I used a Black Mamba because Kobe Bryant, for me, in terms of work ethic, is a very aspirational figure. That's why I have the mamba mentality here, okay? But here's the thing, if he does not pique your fancy, you just have to find somebody who's aspirational to you. There's times where I would really step into, uh, my mentor at the time, right? My sales mentor, like the person who was coaching me. So if you want to use me, you definitely can. I'm not saying you have to, or somebody that you find aspirational that has a trait that would make you a better salesperson. Okay, so first and foremost, we need to define our field of play and our scorecard. Okay, so where do we need this the most? Now, are you doing a lot of outbound or is it mostly just like inbound calls? Okay, so we got to— again, we got to define it. If we want to be doing both, we want to make as much money as possible. It should be both. Okay, what's a win? 60% close rate? Is it a certain commission target? What is actually a win for us? So write two short lists, okay? Wants and don't wants. For me, relentless, never tired. Okay, what did I don't want? What did I not want? Okay, cuts corners or gives up on people. Okay, now I'm going to give you a worksheet that asks you all these questions. I just want you to understand all of it. So you got to list your top 3 moments of impact. So I would say typically these are going to be the top 3: opening authority, deep pain diagnosis, handling concerns or shifting limiting beliefs. Now, if you have other ones that you have a hard time with, add those in for you. So name the enemy. For me, it was a bit of people pleasing and then a fear of messing up or rushing. Okay, I wanted to cut corners. I'm a bit of a perfectionist. So it's like the fear of messing up would cause me not to say things that I know I should say. But when I'm channeling the person I need to be, right, the Black Mamba closer, he didn't have that fear. He didn't care if he messed up. He's going to win by sheer grit. Okay, so then from there you choose an aspirational model, real or archetype. For example, Kobe's Black Mamba, the Surgeon, Icewater Captain. You want to go ahead and create, and it can be a fictional character. Whatever it is, you can craft your own fictional character, whether it be like a comic book character or you completely make it up yourself. It could be the future version of yourself that you feel is going to act the exact way that you want to act. You go ahead and you give it a name, okay? So that way you can at least aspire and look up to it. You want to make it more real. So you want to have 3 to 5 traits that you need on a call that this aspirational figure has. Okay. For me, calm intensity, surgical curiosity, conviction, finishing strong. That like the quote that always like popped into my head just with anything. Let's say I had a good week or let's say I had a good fucking day. I smacked back 4 or 5 deals. Okay. And I'll— and I can actually— yeah, maybe we'll look it up now. Right. I don't know. I don't have the— I don't have the sound on. But when Kobe Bryant was in the finals and somebody asked him after they had won the first 2 games, hey, you don't look happy. What's going on? He goes, job's not finished yet. So if my goal is to hit $50K per month, $60K per month, $70K per month, and I had a good week, job's not finished. Like, I'm not satisfied. I'm not rushing. I'm finishing strong. Okay. So then from there, after you understand what's aspirational figure for you, whether it's made up, whether it's real, okay, you have the 5 traits, give it a name and then a micro origin story. So for me, it was the Black Mamba Closer. Now, what is your origin story? Again, it has to be— it doesn't have to be something super long. 90 seconds is really how you— whatever you need is you want to draft a how and why this identity was forged. So for me, it was born from too many almost forgot to finish, almost hitting $50K per month, almost breaking the records, almost this, almost that, almost closing that person. Didn't finish. For me, that was the big thing I needed to drill in my head. Okay, so we think and we act through stories. So crafting a story of why this person is the way that they are That's what helps us step into that person because we understand their background. So write a one-line mission. I protect the prospect's future from indecision and finish the game. So I'm protecting them from indecision and finish the game. Okay, so have a one-line mission. That way you can like really just summarize what the aspirational figure that you're stepping into What is their mission? Why are they here? Why do they do what they do? And it should be something that is strong. So rules for the identity. Okay, so what is their posture like? What is their face? What is their voice? Do they have any certain types of phrases? What rules do they follow? Okay, so like for me, posture, voice, shoulders back, still face, slower cadence equals authority. Okay. Dos or don'ts for body language phrases. Our circumstances don't change what needs to be done. What happens if nothing changes? Let's decide now. Okay. What are some rules? Never mirror anxiety. Okay. Money talk by minute 18. Okay. Probably change that to minute 30. Okay. No off-ramps at the close. Slow cadence. Ask hard questions. No off-ramps. That was my thing. Slow cadence. Ask hard questions, no off-ramps. Those are my rules. So those are the rules I held for myself when I had, you know, when I was in the Black Mamba, like, closer. For me, I had socks, I had Kobe Bryant socks that I'd wear to every single sales call. Okay. And I'll get more into like, how do you craft this for yourself? Okay, so that's when we're talking about triggers. I just mentioned I would wear socks. So it should be unique to your sales calls. So not worn, or you don't do any other thing with it. I only wear this hat when I am at my computer and I am working. I have other hats that I will wear if I want to wear a hat or I'm going outside, I don't want sun on my eyes, whatever it is. I only wear this particular hat while I'm working. Okay. These glasses I wear all the time. They're not a good trigger. Okay. If I had different glasses that I put on while working, that's a good trigger, but it has to mean something. It has to connect to something. Alex Hormozi wears hats. Okay. When I wear this type of hat, that's when I work hard. Okay. So it needs to be subtle. Hat. Super subtle, right? It's not some extravagant thing. It's just a cap. Lots of people wear caps. Totally fine. Okay. So one gesture equals one meaning. Okay, so it's like, again, this means hard work. I'm not just giving it a bunch of different meanings. You want it to be simple and it's easy to repeat anywhere. This is why this is really key, and I really want to harp on this point. You do not, you do not, you do not want to become superstitious about this stuff. So it needs to be something towards like, I can take this hat wherever I go. It's simple, it's easy. I can take a pair of socks wherever I go. So it's like I can put them on, it's subtle, it fits right in. So it's like, it makes it easy. If a real easy one would be like a wristband, and that's what I have here, right? A wristband, which is a real, real easy, easy thing that you can always put on. It's going to be subtle and you can carry with it whenever you go. Okay, so I would typically pick at least 2 of these, and then you basically stack them on top of each other. The easiest ones to do that I noticed was going to be either a wearable, which is what I'll do, or a gesture. Okay. For example, like a wearable would be like a black wristband, like a ring, Frames Dark Watch, only for calls or roleplaying. Okay. Gesture microactivation. This is something you can do in your calls when you are channeling a certain type of thing, okay? When you're channeling the person you need to be. If you notice, when I am on my calls versus when I am talking here, or where I'm answering, um, you know, coaching sessions, or I'm answering that, one thing I do when I'm actually on my calls or when I'm talking to people is I grab a pen and I undo it and I put it back together. Now, why do I do that? Because what I did is, like, Matt Reiter was especially, you know, very early on in my sales career, was a very aspirational figure for me. So what he did is he would always shuffle cards. I can't shuffle cards, but it helped. He said it helped keep his mind occupied. So for me, I started, you know, just to mirror that type of thing, I started undoing my pen and redoing my pen. And again, especially when I know things are tough or I'm hitting a tough part of the conversation, this is something that you can do. Either again, to knuckle on the desk, you can pinch your thumb and your forefinger together, you tap on your watch, chin set. Honestly, the gesture doesn't matter as long as it reminds you of the person who you need to be on your calls. Okay? Another real easy one to do is sensory. Okay? So sound, if you have like a song or something along those lines, again, don't make it too long. You don't want to be super superstitious about this. Scent, tiny peppermint center swipe. Actually, what I would highly recommend, okay, if you're going to do scent, this is something I learned from Jordan Belfort. Okay, these Boom Boom Sticks to where you can train yourself to where every single time, like, you get into a— you're about to hop onto a call, you're stepping in, you're putting on, like, whatever is your wristband, your socks, whatever it is right before a call, you get this little bit of, like, peppermint, like, in your nose, and it helps you get into the flow state. Okay, that's another easy thing you can do. Taste, again, you can use gum for calls. I don't really recommend using gum for calls because it makes you sound like, Right? So probably not the best, but that's the only thing I can think of as an example for taste. Okay. So verbal cue, this is a 3 to 6 word script. You whisper, Black Mama on, finish, calm, surgical, decide. Okay. 3 to 6 words, right? Right before you hop on the call, take that deep breath in, hold it for a little bit, blow it out. Okay. Black Mamba on, finish. Okay. Then you hop on your call. Okay. Visual cue. You can also, if you have like something that is only, you only have it to where you're taking sales calls, you can go ahead and do that. Okay. Typically a lot of things like I would do is I would set reminders on sticky notes and I would put it up there as more of like a visual cue to remind myself to slow down. Only have one reminder if you're going to do the visual cues, because what can happen is like now you have like 10 reminders over your computer and not super great. Okay, so activation ritual. Okay, wearable on, one breath in, 4 seconds, hold for 2, out 6. Posture set, get tall, shoulders heavy. Whisper cue, hop on Zoom call and open the call. So again, put the socks on, put the hat on, black mamba on, close, and then I'm into it. Okay, now this is something you do is in terms of like creating a ritual, especially when you're getting used to this. Once you get really good at it, right, when you're really good at activating that different parts of yourself, you don't even need to activate. But especially at the beginning, activate Activation is going to help you just ingrain it into your brain. Okay, so this is the 10-3-15-30 protocol. Okay, so 10-second power-up before the call, like we said, okay, put on the trigger, breathe in once, say your cue. Now, things you can do in the call: touch trigger, you can use a one-word cue, slowly nod, whatever it is. If you have like a trigger like you said you created, either for me it's the pen, I'll start undoing the pen and redoing it. That is a trigger for me that like, okay, like I'm stepping into the sales version of myself. Okay, you can do different triggers like we talked about, either like a tap, you can either like touch a certain part, scratch your chin, whatever it is that really reminds you to really stay in to the alter ego that you're creating. Okay, so these are going to be at tough, tough moments. Okay, if you ever get rattled, In a call, you can have a reset. So this is something to where it really helps me at the beginning when I had a harder time dealing with like the back and forth with the butting heads or whatever it would be, is if you are feeling either like your emotions getting high, like you're getting angry, or you don't know what to do, you don't know where to go. Have a 15-second reset. Now it doesn't have to be 15 seconds. I put 15 seconds here to like exaggerate it a bit, but even if it's 5 seconds, like be silent. Look as though like you're searching for something to say. Like breathe in, cue the line in your head, and then speak. So just Like, what's really holding you back, man? Like, that allows you to reset. It also gives them a little bit of a breath of fresh air. Okay, now after you have the call, okay, 30-second cooldown, remove the trigger, okay? Log one win plus one tweak, leave the identity on the field. So this should be at the end of your day. If you're on back-to-back-to-back calls, you are staying in that identity for 9 hours, 8 hours, 10 hours.. But when you're done, you need to wind down. What did you do well while you're into identity? What do you need to tweak? Okay, it's always about, um, really giving yourself feedback and having a feedback loop to where you're constantly improving. Okay, why are triggers important? Okay, the item you wear becomes a shortcut to a trait— confidence, precision, whatever it is. It's a trigger. Okay. Smells trigger things. Wearing something triggers it. It's really, really easy to shortcut you feeling that certain emotion. Really, you're shortcutting your brain. Okay. State-dependent performance. Repeating the same rituals puts your brain back in a high-performing state fast. So if I wear something on every single call, it's more likely I'm going to be the same way in every single call. So it helps you be a high performer. Okay. Implementation intentions, a concrete when X, then Y plan lowers hesitation. IG, if you get pushback on price, you pinch and you ask consequence question. What happens if you don't do anything about this? Right? So it's like, let's say, for example, for me, I got pushback. Okay. Then I'm going to undo and redo my pin. And then I'm going to ask the question I need to ask. It gives you something to where it's like, it's just concrete. When you get pushback, you do this thing. Okay, pattern interrupt. A tiny gesture resets the nerve— like the nerves mid-call and prevents spiraling. So I'm sure you've had it to where a call starts not going your way and then it continues to not go your way. So what this does is it interrupts your pattern of this call not going well, and it gives you the confidence to turn it back around. And this also gives you consistency under pressure. Shared triggers lets a whole team execute the same standards reliably. Okay, so allows you to be more consistent under pressure. So when to take triggers off? So right after each call, remove the wearable, log one win, one tweak, and then say session complete. So this is if you are taking time off in between calls, if you're getting up from your desk in between calls, you're not just going right into dialing. Okay, you take it off anytime you're not at your desk. You take it off. You only wear it when you are doing the exact work that you know you need to be doing. If you only need it for closing calls, you take it off when you're doing outbound. Okay, if you need that type of confidence for outbound and closing calls, and you wear it for both. So at the end of the day, you take triggers off before you leave the desk. Don't carry that persona into your personal life. After a rough call, Okay, debrief 60, 90 seconds of notes, then remove it. Okay, don't anchor the trigger to frustration. Never wear it casually. Keep triggers sacred to the field of play or they'll lose their punch. And if they start to lose their punch, refresh it. Okay, if a trigger starts feeling stale, swap one element, a new cue or new world, a new wearable, and recondition for 3 days. Okay, so this is what we're gonna do. Biggest takeaway is when you're not doing the actions that you're wanting to do as far as your alter ego, you take it off. Okay, quick example for me: Black Mama Closer wearable. Okay, for me it was socks, but black silicone bracelet. Okay, gesture. Okay, thumb to forefinger. Okay, to pinch under the camera. So anytime you, you know, if you're getting pushback, if you just have this gesture that this is what you do every time you're getting pushback, okay, it gives you that reminder of like you're, you're that black mamba. Okay, cue black mamba on, I finish. Pre-call, band on, breathe. Cue, hop on Zoom. Boom. Mid-call, pinch, one breath. Walk me through what happens if nothing changes in 90 days. Off call, band off, session complete. And say out loud, session complete. So if you're done, when I take this hat off and I go walk, I talk to my fiancée, take it off, session complete. Okay, now I'm not gonna say that because I'm talking to you and I'm still doing the session, okay? So, but it just, it gets you into the state of when I have this on, I'm stepping into the person who I need to be, okay? So this is how you can condition it for 7 days, okay? So day 1 and 2, get 10 reps in a day. So real easy thing you can start to do is like you can do it in the mirror. Okay. Wearable on, breathe, cue line, and read through 2 tough questions out loud or whatever it is that you're struggling with right now. I just put 2 questions out loud, but whatever it is like you're struggling with, put that in here. Okay. So day 3 to day 4, roleplay objection rounds. Use the 3-second snap after each pushback. So again, if you have a different cue, okay, that you have, like when you're on the call, okay? If it's the pen, if it's a snap, whatever it is, you're going to go ahead and use that there. But on the objection handling rounds, you're going to be wearing your bracelet. Let's say that's what you're wearing or whatever it is. Okay? Days 5 and 6, you go through the full protocol. Okay? Track if you use the snap at least once. Okay. Are you actually using it in your calls to remind yourself to be a certain type of way? Day 7, review recordings, write 3 Mamba behaviors you kept, 1 that you'll add next week. Now, again, if yours isn't the Black Mamba, put in whatever it is. But this is an example of how you condition it over 7 days. Okay. Now here is the worksheet that I want you to go ahead and this is how you craft your own. Okay, so I go through each, each part. Okay. What is your field of play? Example, are you just doing it on Zoom calls? Are you doing it on, you know, outbound? Where do you need this? Like, what's your scorecard? What are you looking to achieve? Okay, so for me, right, $50K per month, $60K per month, $80K per month. What is it? What are the moments of impact? Okay, where do you need this the most? Okay. Is it opening authority, deep problem? Okay. Budget objections, decision. Where do you usually stall? What are the common objections or moments where performance drops? So what are your wants? Okay. What are the characteristics? What are your don't wants? The mission, superpowers. Okay. What is your mission statement? I protect prospects' future from indecision. Okay. What is the statement? Why does this person exist? Why does your alter ego exist? What are the 3 to 5 superpowers? Curiosity, intensity, conviction, time pressure, decisive leadership. Okay, what are they? What are the superpowers that they have that we want to tap into? So who's your inspiration? Okay, real or fictional? Again, you can create it. And if you want to, you can go to ChatGPT, right, and list out like, hey, I want these type of traits. Who is an inspirational figure that fits all of this? And then you can sit there and watch a fucking hour YouTube video about that person's life. I'm sure it's there. And then you can really ingrain that into your brain. Okay, so like, that's if you don't have somebody like already. Okay, what traits are you taking from them? Okay, that should line up to the superpowers that you're wanting. And then how does this apply to sales? Okay. Okay, so name it. Okay, the adjective, you know, archetype closer. Mine was the Black Mamba closer, Surgical Mamba, the Ice Water Wolf, the Titan closer. Okay, it doesn't need to be all this. It can just be Titan closer. Okay, simple. What is the origin story? Why was this identity born? What pain and problems was it created to solve? And then the totem, like what's your totem? Okay, what, what's your wearable? Like what are you going to have that helps you get into this state? Okay, so you should put two of them, whether it be something you wear, whether it be smell, sight, hearing, put two of them on that helps you get into that state. And then what's your activation ritual? And then what's your line? Okay, Mamba Lock In. Okay, then we are building the behavior pack. So what's the posture? What phrases? Okay, for me, who do you need to become? Right? Say that all the time. Like, that's my salesperson phrase. Okay, non-negotiable rules. Okay, money talk by 30 minutes, never give up on a close. Practice modes. Okay, what can we do to make it to where we're showing up automatically? Okay, what's the action plan? Can we watch recordings and ask what would alter ego do here? Write notes. Okay, this is what I would do all the time is I would go back and I would review recordings and be like, okay, what would Marco do here? Or whoever alter ego, like what would Matt do here? Like whatever alter ego like I'm tapping into, I would do it to make sure like it ingrained in my brain. Okay. And what's the immersion technique action plan? Roleplay as your alter ego, full posture, voice, attitude. Okay. What's your ground punching trigger? Okay, or touch totem. Is it breathe, mission statement out loud? This is the one I recommend. It makes it really simple. You touch it, you breathe, and you just say it. You get into that state and then you go, okay. What's your comeback line? For me, who do you need to become? What do you need to do? Whatever it is to where it's like, that's your line to go ahead and help you. So go ahead, make a copy of this, craft your alter ego, and then start really stepping into that when you're on the calls. I promise you, it will make a big difference. This is a way to really shortcut a lot of the things that we are looking to do in terms of having the authority, having the confidence. If we're able to step into somebody who has that confidence, it allows you to shortcut it. Okay, let me know if this training has been helpful.