5 Tips To Persuade and Sell Ethically

If you have a negative association to selling, that just means that at one point in your life somebody sold you something and maybe you were taken advantage of. Welcome to the Dean Graziosi Show. All success starts right here. Today I want to talk about persuasion. And this morning I got up super early, maybe way too early. I think I was up about 3:45 this morning. That was extra early. I don't usually get up that early. And this morning I laid out the agenda for you guys before I hit the gym, before I did my morning routine on persuasion. And I want to get to first kind of the big picture of it. I was looking at that later, but I want to talk about it now. So many people I know, some of you share that you're afraid to sell or some people even think selling is bad. And I want to kind of set the frame of persuasion because persuasion sales kind of the same thing. But today I'm going to get tactical but going to show you how to break that fear and how to sell. So when we look at selling, if you have a negative association to selling, that just means that at one point in your life somebody sold you something and maybe you were taken advantage of or you had a relative or a parent or parents that talked negative about selling because they had a bad experience. But I want you to look at selling in a different light and persuasion in different light is nothing in the world would happen without persuasion. I say this a lot, but was Martin Luther King a salesman? Absolutely. Was Mother Teresa a sales woman? Absolutely. If they didn't know how to persuade people to take action, to persuade themselves, which I'm going to talk about first, nothing would have happened. It would have been a guy and a girl with a dream, but not actually getting anything done. So let me just ask you if you don't think you're good at selling or persuading. Let me ask you, have you ever persuaded your husband or your wife to go the way you wanted to go? They wanted to go to Florida on a vacation, you wanted to go to Hawaii. And you're like, well, I see both. And with enthusiasm, with excitement, or however you did it, you persuaded them to go to the place you wanted to go on vacation or persuaded to go have the kids go to the school you wanted to go, even if your husband or wife didn't know or whatever your significant other, or persuaded them to go to a certain restaurant or whatever it is? Let me ask you this. Have you ever gone to a great movie and you see a friend like, oh my God, you have to go see this new movie about 20 minutes in. You're like, your hair stands up, you can't believe it. Go see it. It's at this theater. If you've ever done anything like that, that's selling, that's persuading, that's a low level, but you are. And think about that. When I'm selling, when I'm persuading, what are you typically? Could I persuade you? If you showed up today and I was like, hey, everybody, I'm really glad you showed up to the millionaire success habits. I think you should listen to me today. No, that's not. When you persuade, you're on fire. You're enthusiastic, you have lots of energy, you're really your best self. So I'm going to go in. I have a plan here today, but I really want you to open your mind up to knowing that whether you want to persuade a spouse or a loved one or a child or a parent, or you want to persuade people to take action and give you a credit card for the amazing service or product you have selling, and persuasion is a must. If not, you'll just obsess on the product, obsess on the details, obsess on the structure and no money coming in. And you either got a business that fails or a business that causes you stress. So here we go. We're going to go down the bullets that I laid out for you at about 4:00 clock this morning. You ready? Okay, let's see. First, it all starts with a vision. Now, I'm not going to go really deep on vision today because I want to talk on persuasion, but the people who persuade the most know exactly where they want to go. So instead of me going deep on it, go back to the R Factor question I always talk about. It's a year from now, it's the best year of your life. What does that look like? You're looking back how much money you're making, what are your finances? Where do you want to go in your business, your career? Do you want to rise up through the ranks in your current company? Start your own business or scale the current business or do a side hustle, Do a business on the side? Don't know what that is for you? If you want to write it down, you can, but you need to know. So once you have your vision, here's why I want to tell you. So let's not go any deeper than that. You write down, what's the vision? What do I really want? Because this is the first thing, the first thing you have to do is know what the end goal is. Because that's where your persuasiveness, that's where your sales and marketing everything has got a funnel towards your end goal. What is it that you really want? Sometimes we're pushing for stuff to get through a temporary moment in time, but it's not really our vision, not really our end goal. So first thing about being persuasive, first two things kind of is knowing where you want to go, knowing your vision, and knowing what the goal is. And then here's the biggest sales job you have to do in the entire world. You have to sell yourself on that every single day. You have to persuade yourself to go in the right direction, to say no to the things that don't serve you. Say yes to the things that take you towards that vision and goal. When you sell yourself, you know what happens? You get enthusiasm, you get optimistic, you get persuasive. Let me ask you, have you ever sold anything? Got anybody to do anything in your life? Had somebody say yes? If you were kind of like I was doing before today, you know, if I'm selling cars, you should try the blue one. We should try that restaurant. No, that doesn't work. It works when you're on fire, when you're courageous, when you're confident. And how you get that is knowing your clarity on where you want to go, and then selling yourself every day on that big dream. Because the news is going to try to steal it from you. Friends are going to try to steal it from people who love you are going to try to steal it from you. Your work's going to try to steal. The rough day at the office, the rough day at your business, the rough day of sales online is going to try to steal it from you. So you got to wake up the next morning, know where you're going, and sell yourself on your bigger vision. Now, when you sell yourself, then you have the energy to give out to other people. You have the enthusiasm to give other people. And so here's what I want to share right now. How do you get this enthusiasm? How do you feel like this every single day? I'm not saying fake it. And there's not this manufactured way. I'm not saying to use it as a sales tactic. This is just who I am. But how do I get enthusiastic? It's because I know where I want to go. I feed my soul with the things that light me up. Like your comments. When I see thousands. I've read tens of thousands of comments from my students that I'm changing their life. They're loving my books, loving my courses, loving what I train. I read that at first. It feeds my soul. It lights me up, you guys. Jill, you help bring this enthusiasm out, but again, I know where I'm going, right. I also, and this is going to get off a minute, but I want to get in here for a moment. Is what can drag your enthusiasm down, is when you're dragging your past like you got a boat dragging it across the desert. You're holding the anchor rope and you're dragging the boat. You're bringing your whole past with you. You're like, oh, how could I do this new thing with all this? It's time to cut the rope. It's time to let the past go. Burn it. You know, my mentor said, you know, it's like you're in a house and everything on the walls is your past and the house is on fire and you got a suitcase. Let it all burn. Just grab the stuff that serves you. Grab the stuff you learn from. Grab the things that empower you. Stuff them in the suitcase and let the past burn. There's not enough energy to focus on that and go to your new future and have the enthusiasm. So you let the past burn and you bring what you've done with you. First of all, that's a positive focus. You take that now, you look towards the future, on your new goals, your new vision. Let me just back up for a minute. Enthusiasm and authenticity will outweigh being over prepared and over studied and perfect on camera or perfect on writing or Perfect on a YouTube video, or Perfect when you do the job, when you talk to your boss. I just want to say that again. Enthusiasm and authenticity outweighs everything. I look back at my career, guys. I didn't go past high school. I don't have a great vocabulary. I know that. I don't. I don't use monster words. I don't articulate super well. I use amazing, awesome, fantastic. I use those words a lot. I know that I do. But you can tell this isn't coming from something I fake. This isn't coming from some script I'm looking at right now. It's coming because I know you are on the other side there right now taking this knowledge in and you need it to change your life. If I don't give it to you with all of me, it's just going to be something else. You watch. I want you to be here every single month. Or if you're watching the replay, I want you to feel it and know that this works. You can gain that same amount. You don't have to be an extrovert that was born with this ability to walk in a room and say, hey, everybody, look, I'm here. I'm still one of the shyest guys. I'm. I am such an introvert. I hide around crowds. I can go on stage in front of 20,000 people and rock it. I could do it on camera, but I'm not. I'm still a little shy. But when I'm on, when I'm doing my thing, then you get all of me. And I want you to find a way to be your most enthusiastic self. Bring the past that serves you. Get motivated about tomorrow. Don't let anybody get in your way. Say no to the things that don't serve you. Say yes more to the things that will. And start finding the energy. Because let me tell you something. If you're in a job and you'd like to rise up through the ranks or you see someone else in the company come in and they went past you like, what the heck? Let me just tell you this. Go. To start going to work, even if you don't love your job, with enthusiasm. Before we even get to the tricks, to persuade. And I say tricks, but they're really. It's to empower people to take an action, right? You want to feel the same way. You want to get a raise, Start with the enthusiasm. And I want to share. I'm digressing here. A little. One more thing I want to share. When I was in my 20s, I used to fix cars. I hated it. I painted cars, I fixed fenders, had bodywork on my hands, pain on my hands, got headaches from fumes. I hated it. But I have to be honest with you, I was enthusiastic every single day. You know why? Because I knew I had to do that to get to where I really wanted to go. That was a stepping stone. And I did it like, I loved being a collision repair guy. I freaking hated it. But I did it enthusiastically because I burned everything in my past that didn't serve me. I felt empowered, and I knew where I wanted to go. And I knew enthusiasm was going to get me there because I didn't have money and I wasn't that smart. Let me just say it like it is. I had enthusiasm. So let's find that enthusiasm. And one of the ways to really get everybody says, what's your secret to marketing, Dean? I got a lot of things. I've been marketing for years. I have to get people engaged in what I have. But the number one thing, and you should write this down, the number one thing I truly believe is why I can talk to you on camera like this, why I love to sell, why I love the market, is because I truly believe that if I didn't get you here, if I don't get people to engage in my courses or buy my books, that I am doing you a disservice. You really can throw away most of the stuff I say and look for those two or three things that you just go, oh, my God, that hit me. That's me. I could use this. I could feel I can implement that in my life. That's what makes a difference. So when I know, and I want you to feel the same way, when you know that what you're offering somebody, the service, the product, the, you know, the rise through the ranks, you know, the promotion or even in a relationship, when you know what you're offering comes from your heart and you know it can take their life to another level, then you need to bring the enthusiasm and the persuasion to the highest level possible. Listen, if you know fixing your relationship is better for your heart, for your spouse, for. For your kids, it's what's right. And not just what's right. It's what you want. You can go in and do a lot of different things and you can study, but you go in with enthusiasm and you go in with that passion of knowing it's the best thing for everybody. Or you create a new course, or you create a new product, or you write a book, or you should be the manager. When you know that that's a better solution for everyone, then you better ramp up the selling, you better ramp up the persuasion, because you're not going to get it by being qu and hope somebody notices you. That's the way it should be. But let's just face it, that's not the way it is. If you don't sell, if you fear selling, you're going to stay where you are. You know, so many times in life, people start a business and they'll obsess on what they deliver, what the product is, and they should. But once you get to a point where you know what you're offering is so amazing, it's the best that changes lives, then your energy's got to be focused on sales and marketing. Okay, so now we're going to shift gears a little bit. So I talked about, nothing happens without selling. Selling is not evil. Love what you are offering, no matter what that is. And if you don't love it to that nth degree. Then fix it. Fix it. Now, here's where we flop a little bit. Here's where I want to really give you some insights that I. You might have read in my book. But now this is coming directly from me. It's one of the secrets to persuasion, and that is letting people feel understood, not just having them understand you. Did you guys read that in the book? Probably got it. Maybe some of you went right by it. Some of you got it like, wow, that's not just a. That sounds pretty good. That's everything. I watched it for years. I watch people come up on stage and somebody's got experience, they've written books, they're a guru or something like that. And they get on stage and they share with everybody how much they've accomplished and what they've done and what you could do. And that person usually gets off stage with a nice applause and they say, ah, that's a great guy. That's an awesome girl, man. She. She accomplished a lot. Really cool. And then there's someone else who would go on stage and they just talk and you watch the audience mannerisms are different. They're connected. They're like, wow. And when they're done, it's not just a they were good. It's like, wow, I can be better. I can do more. It's because that person made you feel understood. They didn't just say, you know, understand me. So the difference is kind of like the guy up on the hill or the girl up on the hill that's made it and say, come on up. It's great up here, you guys. You'll feel better once you're here. That's great. And you'd be inspired by the person on the hill or the person that gets down in the ditch with you and go, man, I live up there. But hey, I'm here with you. Let's get out of this ditch. Let's get up that hill. I'll help you. Let me give you a push. That's the difference between the two. Let me ask you something. You want to go get a new car? Say, Mark, you're going to get a new car. And you get to the lot and you pull in. Best dealer who's been there for 25 years comes up to you, says, hey, how you doing? Just want to let you know, I've been here for 25 years. I know these cars inside now. Best cars on the planet. The new technology. Through the roof. Through the roof. The new technology, you know, What I think, I think a two door, the new two door sport's got the wide wheels, super fast, good gas mileage, but fast would fit you perfect, in fact. And he goes on and on and on. That person's still good. They've been there for 25 years. But what is that person doing? He wants to just be understood. I'm the guy been doing it. Great car, you need it. Mark. He doesn't know anything about Mark. What if someone new came up, doesn't have the experience and just simply walked up to you and said, hey, how you doing? What's your name? Mark, I'm Bob, how you doing? You looking for a car? Yeah, you know, let me ask you, do you have a family? How many kids? Oh, is your wife, is this for you or is it the family car? Hey, do you care about gas or do you care about just luxury? And all of a sudden he's asking and letting you talk, and all of a sudden, Mark, you tell him, I don't know your life story, Mark, but if you have kids or you don't, or you're married or you're not, or you like sports cars or you like SUVs, that second salesman is letting you feel understood to share. Yeah, you know, gas mileage, I don't really care. What I want is something big enough. We have three kids and we're always got the friends and we got the baseball gear in the back. And I want this and I want that. And when he gets done, he goes, wow, I really understand, Mark. If I think of all the vehicles we have, I think it'd be this model because the gas mileage is decent. It's a gorgeous looking vehicle, could fit your whole family. Your wife would love it. And today we can do something pretty special on that one. All of a sudden, bam, that's the guy. That's an art of persuasion that most people don't get. People go into the conference room, they get well prepared. Like, I got all my notes, I got everything I need. And they go in and say it's time. It's like hitting the buzzer and you're like, okay, this is what we have, this is what we're gonna do. And I can do this and I can do that, and I've been doing it forever and I'm the best and I can do this. And it's not even self loathing. It's not like you're self like flattering yourself or patting yourself on the back, I should say. It's just that you want to get out all the things you can do. I can raise the income for the company. I can do this, or I deserve that position. And really, if you want to go in and close the deal, go in and listen and find out what people's fears are, what their desires are, what they think a win would be in a year from now. I go into meetings. I know for a fact people when I'm first in there. Like, I thought this guy was smart. He hasn't said a word. It's because I used to go in and say, look at me. I'm accomplishing all this in my 20s. I can do this, I can do that, I can do this, I can do that. And I close a lot of the deals now. I go in and keep my mouth shut. And when I speak, I close every deal. I don't walk out of a boardroom of either walking away from the deal because I want to or closing it. And in most cases, I just go in and I listen, I watch everybody talk, talk, talk what they got, what they want. And then I'll just do some clarity questions and just say, hey, guys, I'm a little confused if this was the best year of our lives because we worked together. It was a year later, we're back here celebrating, and it was a great year. What does that look like in each one of your eyes? What are you afraid of? What do you hope to accomplish? And all of a sudden, you start hearing their fears, their worries, and you're letting them feel understood. And then you take a moment, you go deeper on that, you look through their glasses. I mean, look at here in the United States. It's so terrible. We got the left and the right because of the new president. It's like this craziness. And if people would just take five minutes. I'm not saying either one is right or wrong. What I'm saying is when people could take five minutes and just wear the glasses of the other person and see how there's a place in the middle to allow the other person at least to feel understood. Not to change your values, not to change your core beliefs, but just to allow the other person to feel understood. If we can make everybody else feel understood without even agreeing with them, we can make this world a better place. But we start with making the world a better place by you getting your message, your business, your new side hack, your new side hustle, your relationships. You're rising up through the ranks, getting the promotion you deserve, if you will let people feel understood. It's a game changer again. I know I wrote about this in my book, some of this. But what happens when you want to get a promotion? I watch people. They'll try to prove how great they are and they should work hard. You want to get the promotion, but you really want to get the promotion. Let the person who makes that decision feel understood. Feel their pain, feel their stress, feel their goals. You help support that, you'll go up as fast as you could ever imagine. And it's so simple. And the other thing, so many times we get engulfed in our story so we know what we're thinking, what we want. And we might not be where our prospects are. If you're starting a business, your prospects, people that might be your clients someday or maybe where you used to be. You solve this problem and now you want to help people or a spouse or anywhere, any relationship you could think of. And we'll talk a lot of times on the conversation in our head. And I want you to think about answering, finishing the sentences that are going on in other people's minds. Enter conversations going on in their head, not ours. Think about that. I know, as subtle as that sounds, I hope you're really grasping that, because we are just. We're a world. Listen, we're coming. We've evolved to a place where people don't even listen anymore. They're just waiting for you to shut up so they can talk. You want to make a difference. You want someone to listen, you want someone to hear. You enter a conversation they're having, finish their sentences. I'm not talking about faking it, but live in their moments. For me, I've been blessed to have a great deal of success. But I know so many of you are thinking about a new business, thinking about real estate, thinking about another side, you know, hustle, business, business that you want to do. Or just wondering, should I stay in my job? I know what that feels like. But here's the thing. When I talk to you, when I'm here right now, what I'm doing, what I'm picturing is all of you. Those of you have a great business with success and want to go that next level and scale. These strategies work. Those of you scared, not knowing where to start. These strategies work. I want to enter the conversation that's going on in your head. I want you to feel understood when I talk to you because I've been blessed to generate millions of dollars and fly all over the world and meet great people. My conversations are different that are going on in here of where I want to take my business My company, what legacy I want to leave for my kids, the dad I want to be. I don't want to come in here and talk about the millions I've made and how I'm mass producing my marketing. And I have two CFOs and three assistants. That wouldn't be a conversation that would fit. When I'm here right now, I'm living in the moment. How it felt for me when I felt insecure, when I felt lonely, when I felt I wasn't going to get ahead, when I felt I wasn't tapping into my full potential, when I felt life was gonna pass me by, when I felt like I wasn't getting what I deserve, I wasn't utilizing my talents. I know those feelings. They still live inside of me, and I tap into that. So I want to enter conversations you're having at every single level. And that's the same thing we need to do. In any area of your life you want to persuade. Once you sell yourself, our job is to persuade others in an ethical way. Listen, if you're selling drugs, if you're pushing gambling, if you're pushing cigarettes or stuff that hurts people, then selling is bad. But without persuasion, people don't take action. The reason you might have an iPhone, the reason you have a laptop, or the certain car you have, all of it, is because of selling. And when you tap into it, that's where the biggest jump in your business and your life go to authenticity, enthusiasm, and persuasion. I don't know. I think I'd argue and add in marketing, I think I'd argue that it is by far the biggest secrets to success. You know, we get confused and overwhelmed with all the different delivery systems. And if I start a business, do I go on Facebook and YouTube or do Twitter, do I do Instagram, or do I just start a brick and mortar business, or do I work from home? Like, we think of all those pieces and we get overwhelmed. When really it boils down to some of the things that we're talking about right here, right today. That's where it starts. Okay, Next thing I want to talk about, let's talk about the difference between what they want compared to what they need. Let's just be honest. A lot of us, a lot of the country, a lot of the world need to eat better. A lot of people need to stop eating sugar. A lot of people need to work on their relationships. A lot of people need to be more engaged parents. A lot of people need to stop being sucked into the digital world and waste hours and hours on stuff that doesn't fuel their heart. A lot of people need to get to the gym. People need to exercise. Just because they need to doesn't mean they're going to. You may need to do one of those things right now. As I said that, you're like, yipes, that was me. Sorry. You might need to, but you are not going to do it until you want to. Do what? Until you want to do it. So so many people will create a product, a service, or talk to a spouse. Talk to your boss. You talk to your boss. You need me to do this. He might need it. Doesn't mean he wants it. You might talk to your kids. You need to get off the iPhone so much, but if they don't want to, it's going to be really hard to do it. So what we do, when you're going in your own business or starting something new, you're like, everybody needs this. Everybody needs this new widget. They need this new pen that does xyz. But it doesn't mean it's going to sell until. Unless people want that pen or want what you provide. So I really want you to think about the difference between needing and wanting. And how do you overcome that in persuasion? Hmm. Sometimes you got to tell people, you got to give people what they want or offer people what they want and actually give them what they need. So let's just say let's talk about kids. Just because it's something I work on at my house all the time. My kids on too much digital, too many iPads and stuff. I just, I want them to engage. We don't. We don't know electronics during dinner or when we go out. It's not their babysitter. We just decided that that's our. You could have completely different choices. That's the choice I made. And so if I said to a parent, did you ever tell a parent how to raise their kids? I never had. Because I don't want to get my head chopped off, right? I don't want anybody telling me. And I'm not going to give anybody advice. And if they ask, I still tread lightly. Okay? But if someone was at a restaurant and they were friends and their kids were on the iPad the entire time and not talking and not paying attention, I could say, hey, you know that your kids really need to stop doing that. They would socialize more. I might get a backhand. Or they might just pack up and leave. I can't tell them what they need. But if I just happen to start a conversation and say, Ma', am, all I know is that you know what I want. I want it to be when I'm 95 and I'm about ready to close my eyes. I want to think about, did I do all I could to be a great dad? Did I do everything I could to empower my kids to just live a fulfilled life? I don't care if they're rich. I just want them to do what they're passionate about. I want them to live a fulfilled life, and I want them to experience gratitude for the smallest things. If I did that, I would be great. You know? And when I think about things like that, I try to think of the things now that could help them be more empowered. And I know being social is so huge. You know, in today's world with social media, kids are just. They're antisocial. They don't even realize. And nothing happens without communication, nothing happens without selling. And I think of one of the things that I think I could help my kids with is not let them get sucked into social media and the digital world so much so they communicate better. I think that would be one of the things I want them to be more fulfilled, and I think I could do that. All of a sudden, that's a completely different conversation in their head. They're going, ooh, I want my kids to be good, too. Maybe I should do that. Completely. Same exact result. No, not the same result. Same thing you're asking them to do when you tell them they need it. But if you can find a way to let them know they want it, then all of a sudden you can break that barrier and get inside here and show them that there's a better path. So sometimes that selling them what they want, but giving them what they need. Right. Okay. Address the problem in question. Okay. Credential. Okay, Good stuff. Okay, I'm going to read a couple of your things here. Okay. Dean, you're seeing my life. Okay. Mark, am I reading it? Yes, I agree. Question. What action steps would you take to assist in moving past your own insecurities? Jennifer. Moving past your own insecurities. You know, I'm going to start getting to some questions here, and then I got a great close I want to share with you. We all have insecurities, and there's a million answers to that. But I know mine. I couldn't read in school. I was always embarrassed. I hated being in special reading. And I just figured that was the life for me because I had those insecurities. It made me shy. It made me. I didn't like I was afraid of girls in high school, all that stuff. So I was insecure and I was lucky enough to flop that. And I want to ask you this, Jennifer, and you could think about this, right is there is no doubt you're here. You are doing what most of the world isn't. You are looking for the wisdom, the knowledge, the capabilities to take your life to another level. That's why you're here. So I already know we're kindred spirits. I already know you've done amazing things in your life. So what I talk about, I don't know what chapter it is in the book, in my book, Millionaire Success Habits, but I want you to think about this today. The hell with your insecurities. The hell with the things you're not that good at. I don't know what it is if you feel insecure about your looks or your outfit. I mean, the amount of money you have, the amount of time you had or your capabilities or your education or your job. I don't know what it is, but what if you just spent the next 24 hours thinking about all the things you're good at, all the things that you've done amazing. You've done incredible things in your life. There's no doubt. Don't lie to me and don't lie to yourself. You've done awesome things. You've accomplished great stuff. You've done cool stuff, and you're really good at some stuff. Do me a favor. Flood the next. Do the next 48 hours. Flood yourself with only those thoughts. I'm not asking you to identify the weaknesses and insecurities. Just do the opposite. Well, sometimes when we have an insecurity, it's like a thorn, it's in our leg, and we just focus on it and focus on it and focus on it. And sometimes you're like, I wish I could pull that thorn out, but I can't. It's because. No, Ignore the thorn for a moment and spend the next 48 hours focusing on what a badass you are in all these different areas, the things you've accomplished, and let that fill your heart and watch how quick that insecurity starts to mean nothing. You know what I'd love for you to think about? Look in the mirror. Do this today, too. Look in the mirror and say that insecurity out loud and say, is that insecurity? Am I going to give that insecurity the power for me to look in this mirror five years from now and realize I didn't make a move to look in this mirror ten years from now and realize I did nothing different. You're going to give that insecurity that much power? Are you kidding me? Get rid of that thing by focusing on what you're really good at. And I think you'll see a big difference over the next 48 hours. Okay, let's get some more questions. Let's see. You know what? Do me a favor. Which is great. You guys are awesome. Robin? Anybody? If you have a question, write question first so I can just pop over. And I don't want to spend too much time looking this way. Somewhere along the way, you suggested parenting with love and logic. If you have children. Oh my God, what a difference. Thank you, Jill. Love and logic parenting. If you love that. Amazing. Do one more. Everybody who has children, or if you have friends with children, buy the book and read it cover to cover as fast as you can. Called how to talk to your kids so they listen and how to listen to your kids so they talk. Write that down. How to talk to your kids so they listen and how to listen to your kids so they talk. Game changer. Jill, you're going to love that one. Everybody with parents, you should read it. Question Robin said, how did you change your approach to listening more and asking better clarity questions in addition to practice, Are there books less a millionaire Success habits? And also, do you have any further comments on persuading in the workplace when trying to persuade upper management in your views? Okay, two really quick. How did it happen? It's time. I have my 10,000 hours in. I've negotiated a lot. I've sold a lot of. You know, I've been on TV forever, selling on tv. I got to sell to a camera, right? I don't even have the. I can't even see the other person's face. So I do have the time. I put my hours in. So it's time, Robin. And. But I know over time it got simpler for me. I used to think I had to over prepare, create the perfect PowerPoint, the perfect presentations. I didn't even walk to the whiteboard today. I don't have a presentation today. And let me know. Are you getting value out of this? It's because it's just practice and time. But I want to tell you, sometimes the simplest things make the biggest impact. The small hinges swing a big door. I would suggest two things. Spend the next week doing more listening. Next time you're going to negotiate, you want to talk to upper management, I would listen and let them know that they're being Heard, right. Talk to upper management and say, hey, I just want to let you know, Robin, you obviously have a job. Go to work this week with more enthusiasm than you have in a long time. People are gonna think something's wrong. Just go there, find that energy like we talked. I wanna go through enthusiasm again. Find it, Go to work with it. Your boss or upper management, get the opportunity to talk to them, but don't ask what you can do. Hey, can I do anything for you? Just listen and let them feel understood. And if there's something they share, if there's something they do, go take action on it. You know, work as if you were being paid on your results. That's a really great line. My buddy Joe Polish told me is like, work as if you're only getting paid on your results and see if you can do things that are helping them gain their goals or reach their goals and have them overcome their worries. Do that. Building reciprocity that way. Write a handwritten letter this week to someone that you have a boss or upper management that have given you a job, even if you're not super happy with them. Pull out the pieces you like, write them a handwritten note and just say, I just want to let you know I appreciate being here and I'm ready for another level. Something along those lines. Let them know that you appreciate them. You watch the difference. Okay, let's see. Is selling the first 50% of the equation, and product delivery is the other 50%. Okay, great, great, great question, Ian. Here's what I know is most people focus on product development. They're going to write a book. They'll spend two years writing a book, two years creating a course, a year creating the new company. They'll spend all this energy and effort on creating it, and then they get done and go, how am I going to sell this? What am I going to do in my book? How am I getting people to my restaurant? How am I going to sell my course, get this real estate deal done? They spend so much time on this, they forget the marketing. And the best way I could say is marketing and sales, if this is the vehicle of 50, 50 is about good. But 50, 50 until the product's perfect and then it's about 80, 20. Then you want to spend all your time on marketing and stuff. Sales once the product or the service is mastered. But I would say as you're building it, whatever business or company you're building, pretend you're in the product, car driving, and then right alongside of you is the sales and marketing Car. They got to be in alignment, they got to be right alongside of each other. Go back and forth on the energy that you give. Both don't give all this energy and then go, oh, how do I sell it? Think about that all the way through. Be a massive difference in whatever it is that product or service you have. All right, let's see. Question. How do you persuade in five minutes or less, my target audience CEOs have little time. That's a good one. What's their biggest pain? If your target audience is CEOs, you know everything about them. What do they worry about the most? What complexity do they have that you can eliminate? I don't know what service you offer, but if I had five minutes to talk to a CEO, I'd say, you know CEOs better than I do. But I would say being a CEO, when you have the vision and you're driving the company, I know what it's like. When you need an implementer, you need somebody to take away the complexity so you can focus on the vision of the company. When you get stuck in the day to day, tell me that it's not difficult worrying about the tactical pieces or worrying about the managers or taking care of their departments. The way you do that is whenever your CTA is. The way you can do that, to allow you safe to live into your unique ability to live into that potential that got you to CEO, that drove this company, that's taken it to the next level is you need the right implementers. And I have a process to create the right implementers. So you can do what you do best and they can do what they whatever you're selling. Right, but addressing someone's concerns, their fears and overcoming their. As a CEO, I would say the two things a CEO dreams about the most, reducing complexity and enjoying the fruits of their hard work. They're not CEO by accident. In most cases it's not a dad that just appointed someone work their ass off to get there. So eliminate complexity, show them how to go faster and get more freedom. You can do that in about 90 seconds. There's a great book, business book called Rocket Fuel. Rocket Fuel is a great book that talks about the visionary and the implementer. So in business, must read, see if you're the visionary, the implementer and how to team up. The Subtle Art of not Giving an F. I won't say the word just in case your kids are watching. The Subtle Art of Not Giving an F. You can imagine what the F word is. That's a book I've read recently. I think it's amazing. I always talk about the untethered soul. Great book. Let's see what's another book I read recently. Let me just look through and then suggest them and then I'll make sure we put them in the back office. Okay. How to talk to your kids so they listen and how to talk. Let's see. There it is. How to talk to your kids so they will listen and listen so they will talk by Adele Faber. Thank you very much, Jill. That is. You are going to freaking thank me on that one. I took my parenting skills to a whole new level with that one. Okay. Mark Dean. I was fired up going strong on one of the most important goals and ran into a massive setback with an accident about 10 days ago. I'm slightly paralyzed, unable to use my right arm. As a concert pianist, I've had a hard had likely cancel six concerts this month, including a benefit for Greenpeace. I'm really sorry. First off, Mark, that not being my style, since it's been a series of benefits organizations, I'm going on stage and performing with one hand. I have available. First off, man, I'm sorry. That's tough for anyone. And here's the thing. If I just said, hey, everything happens for a reason, Mark. You're going to find something great out of it. When you're in the middle of it and your arm's paralyzed and you're missing that stuff, it just. It just sucks for anybody to say, you know, just push it away. You'll be fine. Things will be better. Be grateful for the arm you do have. That all sounds good, but it's still tough, Mark. So here's what I want to tell you. Look back in your life. Even though this is a really tough moment, there's moments where you never knew if you were going to play the piano, if you'd never get the opportunity to have those concerts. There's a relationship you lost. There's something that. And you thought it was over. You thought it was it. And then when you get past it a few months later, a year later, you realize, thank goodness that happened. The only thing I can say that fits right now and a quick answer is Tony Robbins line that I love. What if everything in life happened for us, not to us? I don't know the reason that happened. It's not cool. It shouldn't have, but it did. And any energy you spend thinking on why it happened, whose fault it is, it doesn't do anything. You know my good friend JJ Virgin, her son got Hit by a hit and run driver when he was 11 years old, almost died, broke almost every bone in his body, head injuries, all these things. And the doctor said best to say goodbye to him. And she just didn't refuse. She just focused on solutions. She hired a helicopter, got him out of the doctors, the hospital where they said he wasn't going to make it, flew him to California, got the best doctors. And when I talked to her about it, she said, you know what? I didn't press charges on the who. I can't. My son can't get unhit. It was a hit and run. What's it matter if I punished her, if I found out who did it, if I blamed her, if I called her? It's not going to fix my son. All of my energy had to go towards learning from this and a bigger, better future for my son. So I would take JJ's advice the best you can and say, how can you. You can't undo the accident, dude. And I, and it sucks, but what can you take from it? And how can you maybe now take the time because you're laid up to write that song you were going to write or create the website you were going to do or get that new business started. Maybe this is the break that allows you to have the breakthrough to that next level of life. Not sure what it is, dude, but I promise you, if you can focus your energy on the bigger, better future and a better solution, someday you'll be happy this happened. Okay, we'll take a few more questions here. Okay, Austin, how do you. How do you do overvalue when you don't. How do you offer value when you don't have the. You can tell I'm not a good reader, right? That's not my unique ability when you don't have the experience to adequate deliver outstanding results in my starting a real estate development company and having trouble getting lenders and developers to trust me. Okay, Austin, here's the thing. Everybody thinks, you know, I'll go places and I'll see somebody with all these credentials and I'll say, wow, look at all those credentials. And they'll go to talk and I'll be like, I'd take a high school kid with more enthusiasm than I would with someone who's over educated, who's never put anything into play. Austin, if you're here, you're an action taker, dude. You're a badass. That's. I mean, that's who's here. That's who comes and listens and learns at A place like this, your ability to be enthusiastic, to take action and get things done will outweigh your lack of experience. So here's what I would do is first off is if there's anybody in your area that you could work with and have them as a mentor to say, you know, I worked with so and so a real estate developer. Go. I don't know what it is you do. And hopefully you've got some of our courses and things that have helped you. But now you need to put it in play, right? Maybe you could find somebody doing it. Go work 10 hours a week for free for them and show them the enthusiasm, the authenticity, the energy, the person you are. Get out there and get experience. And at the same time, listen, when I tell you a story, I'm going to back up. Maybe you've heard this story before, but when I was painting cars, when I was a collision guy and I was doing real estate the best I could, I'd work on cars from 8 in the morning till about 5, 6 at night, go home and eat, and I go work on houses and apartments I was buying and land I was doing. I was just humping. I was just going, going, going. I didn't have a lot of experience in real estate. I was knocking on a gazillion doors. This is way back in the day. And finally, you know, a guy, I was trying to put a bigger deal together. First deal that was big. It actually ended up being the first deal that I took in a million dollars. True story, documented. And I needed $80,000 to make 90,000 bucks to make this deal happen. And I didn't have it. I was tapping credit cards. I wanted this deal so bad. And somebody's car that I fixed came in and saw my enthusiasm, saw my energy and said was intrigued and asked me what I did. I started telling about my real estate, what I was doing, and hustling. That guy lent me 90,000 bucks. That deal ended up bringing in over a million dollars about seven years, eight years later. It was an unbelievable opportunity. And I got it because of who I was. And my momentum had nothing to do with my experience. I had never done a deal like that in my life. I promise you there's more people out there that will invest in you, work with you, want to make money with you because of your energy, your authenticity and your enthusiasm. So I hope that helps. Okay, we'll take a couple more here. Okay, thanks, Dean. Speaking. My inner dialogue once again. Mark. Okay, question. Enthusiasm. For me, it comes when I feel I'm Doing things. I'm interested in your enthusiasm. I know it's easy to be enthusiastic about things that you love. It's easy to be enthusiastic about things that are easy. Right? But it's almost so like what I tell my kids. And not to digress, but here's what I tell my kids. I said, it's easy to be happy, it's easy to be polite. It's easy to be in a good mood when everything's going right. Who can't do that? Where true winners emerge is when they can do it with a headache. I had a line that someone said that, you know, true professionals, true athletes will do it. When they're injured, we'll play. When they're injured, we'll play with a headache. You know, Michael Jordan, whether you know who Michael Jordan was, the greatest basketball player to live, you know, in that final game when they played Utah and I had the chance to be friends with Michael and go to dinner with him and getting that story firsthand, he was up. The true story is he was up at one o' clock in the morning, stressed about the big game and he was starving and he called, ordered pizza. He was in Park City, Utah, and he got the pizza and he doesn't know if the pizza was bad. It sat all day. It was the only place still open. He eats his pizza, he wakes up next day, it's the final game of the NBA Finals, the biggest game. They're tied three, three. The first person to get the four wins, wins. And he's waking up, puking, fever, sick headache. And he still went and played. If you remember that game, if you're watching, if you don't know anything I'm talking about just, you watch that game with a towel on his head. He's sitting on the sidelines, sweat pouring off his face before he even started. He's laying on his back every time out, every quarter change, every time he could get out and he still played. And that's kind of the way you have to create the enthusiasm muscle, the persuasive muscle. It's easy to be persuasive when everything's easy. When you can do it, when things aren't going good is when you go to the next level. Let's see. They're going so fast. Thanks, guys, for all the great things. Needed to hear that right now. Dean, I have an awesome opportunity to purchase additional investment properties. Awesome. Stephanie, go for it. Robin, awesome to comment and share with Mark. Mark, you see the love you're getting here. That's amazing. Tom, Gilbert, what's up, man? You would be the perfect person to share. Tom Gilbert was in my office here yesterday. Tom, it was great spending time with you. Listen, everybody, I truly just reading this and seeing that bond, this is a group where you can keep each other accountable. I see all the love being shared in here, but I want you to, I want to kind of circle back around to the importance of persuasion, the importance of knowing that if you don't sell, if you don't let the world know what you are made of, no one will hear you. It's too loud out there. It's. It's too loud in the email inbox, it's too loud on Facebook and all other online advertising. It's too loud on social media. It's too loud where you work. But you have an unfair advantage. You desire more and you're actually seeking out the wisdom. Most people just want more. They're driving in a car with a fast motor and they have no gps. They're just going fast. And even if they become an entrepreneur, as Dan Sullivan would say, he would call them treadmill entrepreneur, they're going fast, but they're not going anyplace. You have an unfair advantage. You have me and the other capabilities you're seeking out. I want to let you know there, as busy as it is out there, if you can fine tune just a handful of these skills, if you can fine tune one, you can carve your niche out in real estate, in life, in happiness, in rising up through the ranks, in your business, in starting your real estate business finally, or taking your real estate company to five deals a month rather than one deal a month. All of that is available by grabbing the unfair advantages, grabbing the new capabilities, modeling those who are doing it at a high level and actually put it into play. Remember, knowledge alone is useless. Knowledge plus action. And I'd love to add one more thing, the right knowledge and the right capabilities with massive action, there'll be no stopping you guys. Thank you so much for being here live, sharing so much. I had an incredible time being here with you and to everybody. I appreciate you guys. Thank you for the great comments and enjoy the day and it's time to take control. I'll see you guys later. I hope you enjoyed seeing behind the curtain of one of our inner circle trainings where each month we teach next level mindset, marketing and momentum. The three M's that I believe are the difference between wanting more and actually achieving more. If you'd like to be a part of our inner circle, we created a really special opportunity in these unprecedented times. Well, they're unprecedented times, so we created an unprecedented opportunity. And right now you can go to deansnextlevel.com that's deansnextlevel.com watch a quick video and see how you could be part of the inner circle for less than about a movie and dinner a month and gain those next level capabilities to thrive in these uncertain times. If you liked this podcast, make sure you rate it and also make sure to click subscribe so you never miss out. Remember, all success starts here.