IF You Get THIS, You'll Have a SUCCESSFUL LIFE! | Devon Bandison Interview

Kobe Bryant, when he retired, he told his daughters, he said, if you get this, you'll have a successful life. And he had all his trophies, he had all his accolades, and he said, this isn't the dream. He said the dream was waking up 5 AM, getting to the gym when nobody else was getting there. The dream was going back, getting 500 shots. And what he said was, if you fall in love with that and understand that's the real dream, getting to do this every day, those results will start taking fruition as a result. I always tell people, everybody's like an all or nothing. Yeah, but it's like, if you move it 1% every day, what would mean moving this project 1% in about 3.5 months, 100 days, yeah, it'll be 100% further along. A lot of people go all in one day, I'm excited, and then you don't hear from them for weeks. You want to take a guy, you want to take his company from $500 million to a billion, my first question isn't what do we need to do, it's who do you need to be. And then we work backwards from the way of being, and how do we create the best way of being for the people out there in the world is to start working on their thoughts. Thoughts turn to emotions, emotions turn to behaviors, behaviors turn to results. The most dangerous words in the human language is no Nobody will know but me. You know, I was committed to doing that thing for the project today. Nobody will know but me. Yeah. I thought I was going to go to the gym today. Nobody will know but me. You really start creating a low-grade kind of way of being. Now, one of the highest frequency words are I am. So we want to be careful of the words that come after I am. I am tired. I am overwhelmed. Because then you start looking at a life that looks like tired and overwhelmed.

What you're about to watch is a sample from my Movement Makers training. It's where I train thought leaders to build their movement, make an income, have an impact around the world. I train in the group twice a month and start to bring in my friends as well to share their expertise and wisdom. If you want to join us, Movement Makers, there's a link in the description below. And for now, enjoy this clip. We got a special guest in the house, Devin Bandison. So we're going to talk coaching today, and this man is a legend in the coaching space. He's worked with the NBA, Major League Baseball executives, entrepreneurs. It's a 6-figure price tag to work with them, up to, up to $200,000 a year. Maybe that's gone up, I don't know, but he's a legend. Welcome aboard, man.

Thanks for having me, man. It's great to be here. I love it. What's up, movement makers?

I got the New York accent in the house. I love it. Let's talk coaching methodology. You are working with some of the highest of high achievers. So it's not people who are trying to figure out their way in life and trying to get started. It's like these people have already had a ton of success. They recognize the value of coaching, and now you're coming in to take them to the next level.

Yeah.

What is— if you had to high level, how do you, how do you coach people? What's your methodology? What do you work people through?

Yeah. Yeah, it's a great question. You know, Evan, a lot of people, when you go around the space, there's a lot of confusion around coaching because Everyone and their mother sometimes are calling themselves a coach, right? So, you know, and there's a lot of times where for me, when I work with people, there's no, the agenda is the person in front of me, right? So I need to get in their world. I don't come with my agenda. I have different ways I work with people, but I really need to find out who's in front of me. And I think a lot of times people want like, gimme this, just tell me what to do. Give me the 7-step ways to drink water in Arizona, right? Like, like they all have like the, you know, the 5 ways to, to move to Costa Rica. And if you just tell me what to do, then I'll have what I want and then I'll be happy, be successful. Or people, if you grew up in the '70s, they say, if I just have, if I just have the right environment, if I just have the right relationship, then I'll do the right thing. And then and only then, Will I be happy?

Is that a '70s singer, right?

No, well, Have a Doobie. All right. Have Doobie, right? So it's like a lot of time our life has been spent doing and having, but it's left us a default way of being. So I don't work on do, have, be when I first get someone or have, do, be. What I do is I work with people on being. If you wanna be, if a guy comes to me and says, I wanna average 25 points a game, and he's averaging 13, my first question isn't what do we need to do? Because all the skills are there, the strategy, what we have to do will show up. My first question is who do you need to be? If you wanna take a guy, you wanna take his company from $500 million to a billion, my first question isn't what do we need to do? It's who do you need to be? And then we work backwards from a way of being and how do we create the best way of being for the people out there in the world is to start working on their thoughts. Thoughts turn to emotions, emotions turn to behaviors, behaviors turn to results.

If I got, you know, 3.6 million subscribers on YouTube, but I want to get to 35 million.

Yeah.

Who do I need to be?

It's a great question. Who is the person I need to be to be the person who brings it to the next level? So it's like, you know what, Devin? I need to be someone with a higher level of commitment. I need to be someone who my word and integrity is non-negotiable. I need to be. And then we work on any thoughts, limiting beliefs that will get in the way of that way of being. Because neuroplasticity has shown us through the studies is that you could literally rewire your thoughts and the patterns of your brain, right? But what happens is we get caught up in the same patterns every day. So it's like I wake up, I break a glass. Most people say I'm gonna have a bad day. Okay. Right? And then what happens? They get on the parkway, this, It's traffic, but there's traffic every day. But they say, see, the brain begins to look for evidence. So what we do is we start with the thoughts, we rewire the thoughts, so then the behaviors and emotions follow.

Okay, so if we use me as a— in getting in front of everybody, it's great. Let's go. So, so who do I need to be? How do I, how do I answer that question? What would you ask me next?

Yeah. So who do you need to be? So where are you now with your subscribers?

So about $3.6 million.

Yeah.

How do I get to $35 million? That's the next goal.

Yeah.

Yeah. Let's paint a picture.

Okay.

So a year from now, you and I are sitting in Arizona.

Let's go.

All right. And we're looking back over the last year.

Yeah.

And you say, Devin, I can't believe it. Ever since our last talk last year, this has been the most extraordinary jump in subscribers of my life. This has been the best year of my life. Okay. Tell me what is— talk to me from that place. Like, tell me what has occurred over the last year.

I have let go of the projects that are smaller, that have been chewing up more of my time, or I've assigned them to people on the team to take over. And I have filled them with higher opportunities, deeper water fishing to catch the bigger fish kind of strategies.

Tell me more about that.

Projects that take longer to go and execute, that have a much higher rate of potential return, but also more risk. Attached to it, um, that some days you may feel like you're making zero progress towards these bigger goals, um, but that could move the needle in a much further way than just keep doing the same thing that I'm doing.

Perfect. So if you let go of these lower-hanging fruits and you focus on, you know, the big game, the main, the main thing How is your life better? What has occurred as a result of that over the last year?

How's my life better? Wow. I don't know if my life is better. How's my life better as a result of having 35 million subscribers? I think my, my business is definitely better.

How's your business better?

Allows me to have more impact, more reach. Feel like I'm, I'm doing, you know, or stepping more into what I'm capable of doing.

Yeah. And in that moment of making a big impact and you're seeing the impact you're making.

Yeah.

Right. You're feeling like you're making an impact. Who are you being right there? Like, what does it feel like? Who is that guy right there?

That's a— it's a better Evan.

Yeah.

It's like, this is my purpose and I'm stepping into it.

Yeah. So we don't need to wait a year to have a better Evan. Yeah. Right. We need to— we— you ever heard of a declaration? We need to be that now. Okay. We need to be the guy who's out there.

Declare.

You ever heard of declaration? What is it called? Declaration of Independence. Independence. Yes.

I'm Canadian.

Yeah, you're Canadian, right?

Oh, God.

Oh, right. Yeah. Guess what?

Yeah.

There wasn't independence when there was a declaration.

Let's go. Let's go.

There wasn't independence. It was a declaration that they lived into. So we need to declare, right? It's not an affirmation, it's a declaration. And then we create a way of being, a thought process that you are already living that throughout this next year.

Okay?

A way of being. Declare, live into. I was the go-to mind coach in the NBA before. I didn't go on indeed.com and there was a—

Right, right, right, right, right.

I declared it and lived into it. Right? Y'all with me? So, so when you wanna declare that Evan, right? 35 million subscribers.

Yeah.

Making an impact.

Yeah.

Being the best version of Evan now.

Yeah.

So when we go to this meeting later, you're walking in that meeting with that way of being. What does it look like? What does it sound like? How do you stand? How do you sit? Right? Now, if that didn't happen, what would be the reason? We got to next year, we're sitting in front of movement makers. If it didn't happen, what would be the reason?

You guys are gonna be my accountability, buddies collectively here.

Listen up, movement makers.

It's gonna be my accountability buddies. Uh, okay, if that, if that didn't happen, what would be the reason? Either, you know, projects are taking longer than anticipated, um, not, not making enough progress, not meeting the right people, not, uh, you know, not moving the things along as quickly as I'd like, or I got sidetracked, or I didn't live up to the declaration on a daily basis.

Yeah. So who do you need to be to be committed to living into that declaration every day. What's 2 things you're committed to start doing, 2 things you're committed to stop doing?

Start doing is cutting out some of those 80%. Like, figure out what is— what is— what are those things I need to eliminate?

Okay, by when?

I mean starting today, but when's it going to finish? It's an ongoing process, but give yourself some markers.

Okay, it's like start today, Look, I always tell people everybody's like an all or nothing. Yeah, but it's like if you move it 1% every day, just 1%, it's like, what would mean moving this project 1% in about 3.5 months, 100 days? Yeah, it'll be 100% further along.

Yeah.

A lot of people go all in one day. I'm all— I'm excited. And then you don't hear from them for weeks. Yeah. So we want to create— see, the dream is not the outcome. It's not the 35 million subscribers. The dream is the process. The dream, you know, Kobe Bryant, when he retired, he told his daughters, he said, if you get this, you'll have a successful life. And he had all his trophies, he had all his accolades, and he said, this isn't the dream. He said the dream was waking up 5 a.m., getting to the gym when nobody else was getting it. The dream was going back, getting 500 shots. And what he said was, if you fall in love with that and understand that's the real dream, getting to do this every day, those results, the $35 million, will start taking fruition as a result. And on the process of that, the most important thing is who is Evan being? Because if Evan's being a $3.5 million guy walking into rooms, you won't see the opportunity of the $35 million right in front of you. Does that make sense?

Yeah.

Yeah. So 1% every day, get a commitment. All right. What's another thing you're committed to start doing?

What's the 1%? So 1% every day as a, as an awareness.

Yeah. It's like when you, when you, what do I do, right? Say you're stuck. It's like, oh, it's, I'm not moving around. It's like, what would moving this along 1% today look like? Just at least 1%. Now you could do more than 1%, but that's how you can stay committed to your declarations, your commitments. Because a lot of people, they get frustrated, they get distracted. But 1% is doable no matter what day, no matter what's going on in the world. So you want to have that one commitment of clearing out the 80% every day as a commitment. I'm going to move this along 1% today. Does that make sense?

Yeah.

Yeah. Okay.

Well, then I would add to that, that's the eliminating of the smaller projects. And then I would pair that with the effort towards the bigger projects.

Yeah.

Now, is there in your mind a timeframe where you want to create that?

Create the bigger projects? Yeah.

Eliminate the smaller projects.

Again, like it's an ongoing, it's an ongoing thing that I like the 1% every day because it's an everyday— because what, what, what today's small projects are were a year ago is like big projects.

Right, right.

So it's like it's an ongoing shedding of the skin as you grow. Correct.

Right.

Correct. So there's no like, there's no one project that I wish, oh my gosh, I wish I didn't have to do this thing.

Yeah.

I think my challenge is I actually like a lot of those little things.

Yeah.

I like the process so much that I keep doing it even though I probably shouldn't be doing it anymore.

Right. See, so you wanna look at that. You wanna look at the shiny object. It's like you are so powerful and you, you have such a voice for the world that we wanna highlight your greatness, right? Where you can make the most impact, where you can really make the most impact in the world. And when you're getting caught up here, it's cheating the world. It's cheating people. Stop being stingy.

Stop being selfish. Carmichael, stop being selfish. No, I have to remind myself of that because I could get lost in just a full day of responding to YouTube comments. Because it's so fun and meaningful. It's like, know that I helped somebody and just stay in the YouTube path, but then I'm not creating.

That's right.

There's a guy who was a childhood, not mentor, but he was a friend of the family. His name was Tony and he was in politics. And one of the things that he did every day was he would go every day to his constituency and knock on doors and talk to people every day. And I used to think, well, that's like, That's a great thing to do. And he always won his little area. But when he ran for the leadership of the party for the whole province, he got smoked because the work he was doing was too small every day. He was one of the hardest working guys in the game, right? But just doing the wrong work. But he loved it. And so I remind myself of daily critters like, don't be Tony. Because I could easily get stuck in Tony world where it's like, I'm just gonna respond to every message and every DM and every comment. And because that's why I do what I do. But then I'm, I feel the great, I feel the, the low-hanging fruit of like, I help that one person, I help that one person, which then prevents me from then doing the bigger work, the deeper work, the bigger projects of.

Correct. You know, in the morning, Evan, when I, when I do, 3 questions I ask. It's like 3 things I'm grateful for, 3 things that would make today extraordinary, right? So I train the brain to look for extraordinary, right? Like, because the brain looks for evidence, right? So for me, when people ask me, you know, how are you doing? My answer is always the same. I check in, the best day of my life. And I don't mean it's not like a, like people say, living the dream. It's not that. It's like I'm committed. I don't wait for circumstances for this to be the best day of my life. I declare it and live into it. Now, the third question is, what is my MIT for the day? What's the most important thing that if I move this forward, if I move this forward, I know I'm moving towards that big goal that I wanna have. So, and usually what I'll do is the 2, 1 to 3 MITs, I do that in the first 90 minutes of my day. I get that. So by 10 o'clock, I always say I've done a lot more than most people do all day because I got the most of that thing isn't hanging in my head because I've been on, you know, responding to a lot of emails. I commit that time early to get my MITs moved forward and then I'm into the day just being with the world.

So kind of around that, one of the things I found helpful is having different things on different days.

Yeah.

So like Thursday, this is normally where it's on a Thursday here. It's normally my public-facing day. So normally I'm introverted, shy, like don't talk to people. But I always start Thursdays with like Movement Makers or one of my trainings, and then I'm doing interviews and podcasts all day long because I could easily get stuck and just respond in the comments. Yeah, all day long. And so it's like the— maybe it's the little dopamine hit, maybe it's the validation of what I'm doing. Maybe it's just the feeling good of like, oh, I'm helping. Again, most of the time I'm just at my home in Toronto with my wife, you know. Yeah, chilling, doing my thing. So it's hard to imagine maybe sometimes the declaration of something much bigger. But it's always easy to get into the comments and see what correct impacts. It's like this little tiny impact versus the bigger one.

So that's why we want to set up a system for you to declare it, have that be clear who that guy is, who you're being. Like I tell the guy, the guy who averaged 12 is not going to be the guy who averaged 25. And my guy ended up making the All-Star. He averaged 23. He came short right now. But that's who we, when you keep that as an awareness, you live into that every day. See, I have a declaration. When I'm at the airport, people ask me like, who are you? And I say to 'em, do you wanna know who I am or do you wanna know my name? Two different questions.

Okay.

If they tell me I wanna know who you are, I then say, well, do you have about 4 minutes and 30 seconds? 'Cause I have declared, I have a 4-minute, 30-second declaration of who I am.

Okay. Right.

And so what that does is I have trained my brain. I knew who was gonna be in this room before he got here. Okay. I'm not wishy-washy. I go here, I'm one way, I'm here that way. I know who I am because I declare it each day.

Are these like airport security people or like—

This is everybody. Okay. I talk to everybody. You'll get to know me. Starbucks people, everybody. Airport security, everybody.

But airport security is asking, who are you? I say, well, I got my neighbor.

Yes. You imagine? Yeah. So, so it's like Look, a lot of people have lived into things called, you know, two things. The most dangerous words of the human language, in my opinion, were the— not two words, most dangerous words in the human language is nobody will know but me. You know, I was committed to doing that thing for the project today. Nobody will know but me. Yeah, I thought I was going to go to the gym today. Nobody will know but me. You really start creating a low-grade Yeah, kind of way of being. Now, one of the highest frequency words are I am. So we want to be careful of the words that come after I am. I am tired. I am overwhelmed. Because then you start looking at a life that looks like tired and overwhelmed. So my declaration is 4 minutes and 30 seconds. It's like, I am love. I'm the divine light that illuminates every room I enter. I'm a miracle. Like, I live into every day the power of that vibration.

It reminds me of the Henry Ford quote, uh, quality is doing it right when nobody else is watching.

Bingo, 100%. I have a question for you. Okay, so we got one thing you're committed to.

Yeah.

What's one thing you're committed to stop doing today?

Well, we have two things I'm committed to, right?

Yeah.

Okay, one thing that I'm committed to stop doing is starting with the small stuff. I mean, it's still, I guess, related to the 1% better and going for the deeper projects. But yeah, you know, I'm stopping 3.5 million Evan.

There you go. There you go.

Because 3.5 million Evan doesn't get 35. Yeah.

So you might want to, when you got movement makers, like when you come in, it's like, hey, I'm 35 million subscriber Evan. Hold him to that. Are y'all willing to hold him to that? Like that declaration.

I like it. Yeah, I like it. I know some people who are already going to be messaging me and say, Evan, how you doing today?

Yeah.

Look at all the guesses. Oh yeah.

Yeah. Yeah.

Because what happens is you'll raise your vibration and things will start. You ever heard of the zone, right?

Yeah.

Being in the flow. And we've been taught like we got to get in the zone, but the zone actually is our natural state. But we've been overtrained and overeducated so much that we're constantly out of the zone.

Yeah.

Right. So when, when I work with athletes or business owners and they're in flow or zone, I ask 'em, you know, what, what is it? I, no matter what sport or what profession, I said, what does it feel like? You know what they don't say? It was hard. You know what they don't say? I was overthinking. They say things like, the game started looking easy.

Yes.

The, the business meeting was easy. Right. The game slowed down right now, or the business meeting. I could hear things that people weren't saying because it slowed down. And it wasn't that it slowed down physically. It was like they were so present. They were so present and in the moment that everything flows. And if you're being that in the moment, 35 million subscribers, that's not— it's not about the number of subscribers for you. I know you. Yeah, it's about— it's really about the impact you make on the world. and you have such a gift that we don't want to cheat the world from that gift, man.

Yeah.

No, that's, that's a, that's a great reminder, like for myself, um, that I feel like I'm doing a service by doing the smaller stuff and that I'm cheating the world of me doing more.

Yeah.

Because it's like the, the easy path to a— what is it? What's the quote about the, uh, you don't hit your big goals because you find an easier path to a lesser goal?

Yeah.

Right? It's like, okay, to sit in the discomfort of not knowing or slowness to go for the deeper waters versus I'm just going to go help this one person.

That's it.

Right?

But the reminder that I'm not doing the best that I can.

Yeah.

Yeah.

So you're a big game player and it's not an ego thing.

No, I hear you.

You're an impact thing.

100%.

John Wooden said, if you win the game and didn't play your best, you didn't really win the game. If you lose the game but played your best, you didn't really lose the game.

Yeah.

Because it's all about Evan stepping into the highest version and biggest impact he can make.

Yeah. Like if you win a race against 3-year-olds, who cares?

Right. Bingo.

Yeah.

So what's the most valuable thing you're hearing in this conversation for you?

Well, I'll give you my initial thoughts. 'Cause I probably have to rewatch this, go back through it. You know, it was like the live experience. No, the willingness to, recognize that I should be doing something else. You know, like I'm cheating the world if I'm not doing the bigger projects.

Yeah.

Because it's like good is the enemy of great. If I was sitting at home just playing video games or something, okay, obviously I'm not doing the thing, but I tricked myself to say I'm serving by answering comments and doing stuff, right? It's not that I'm going to completely stop answering comments, but reminding myself that I could be doing something more valuable with my time than what I currently am.

Yeah.

Yeah.

And it's all the good to great or great to stratospheric because you're already great. It's like, how do we go great to stratospheric? It's like commitment and failure to commit, like fully commit, is the high cost of low living. So if you look at areas of your life where it's not, you know, you're struggling or it's like, I know I should be doing this and that, it's not because something's wrong. It's because the commitment is not as high as other areas. So we want to raise the commitment because failure to commit is the high cost of low living. Now, one thing in language, I'm a big language guy, right? I have words called benchwarmer words.

Benchwarmer.

Yeah. You know, like, you know, I do like the words on this shirt.

Dope.

Dope. I love it. You came in, you got me beat. I was like, dang, I should have worn my other shirt. Yeah, he's the man.

He's—

and he's the real guy. Did you meet everybody in person? This guy in person just lights up a room. So yeah, y'all got the best, you know, benchwarmer words are words that like, you know, benchwarmers, they call it benchwarmers because they sit on the bench. They never get in the game, you know, and, and if you sit in their seat, it's warm because their butt been there so long. Right. So there's benchwarmer words that will keep us exhausted. One of the words that we want to start getting rid of is the word should.

Okay.

I should, you know, I know I should go to the gym. I should move this forward because it really, it will exhaust you. Shouldn't. Don't should on yourself. Don't should on others. They should like, I wish she would act different, but that isn't going to help you. Yeah, right. I wish I should go to the— I should go to the gym. No, get committed to going to the gym. Get committed to stepping into this new way of being. So we want to get rid of the word should. Another word I'll give you is, do you know who the first executive life coach in the world was?

No.

A guy named Yoda. Okay. Let's go. Luke was talking to Yoda, y'all remember? And he said, "I'm gonna try to do it, Yoda." And Yoda said, "Luke, do or do not. There is no try." Right? So we want to get rid of try. It's like if you said, "Devin, can you meet me tomorrow for lunch?" And I said, "Well, I'm gonna try to get there." Yeah, yeah. Not committed. Yeah, yeah. So some of these words, should, try, we want to start getting out of our language and getting— Yeah.

So I said should in— What's the placement for me in there?

Yeah, it's like I'm going to commit to.

Okay.

You know what I mean?

Like, not even I'm going to commit to.

Yeah, I'm going to commit.

I am committed to.

I am.

Because going to is still—

That's right. It's kind of we leave, we let ourselves off the hook.

Yeah.

And you're too powerful to keep letting yourself off the hook. 'Cause in your world and a lot of you on the screen, it's like your 80%, this is the danger all of people like the movement makers and you guys run into. And your 80% looks like most people's 100%.

Oh yeah. Yeah.

Right? And that can keep us playing small. Yeah. Yeah.

Yeah. For sure. I mean, 50%, right? I mean, most people, most people are doing almost nothing.

Right?

Yeah, for sure. All right. This guy is the, he's the new Yoda. I love it. It's great. Okay, well, I'm taking a lot from this. I'm committed to doing the work. There you go. Yeah. Already, already switching.

And create and be committed to who you're gonna be. The guy who's gonna be there a year from now having that conversation. Mm-hmm. You know, I'm gonna be more joyful in the impact I make. I'm gonna be more, you know, inclusive, meaning I have a lot of people that, that are able to access me in different ways, not the same ways. Be that person. Good job.

Let's talk about pricing and increasing your pricing. There's so many people who are coaching now. So many people call themselves a life coach. You're out there actually doing it, you know, up to $200,000 a year to work with you. How do you price yourself? How do you market yourself? How do you kind of get to that level?

I took a, maybe a non-traditional route. I've never really, when I came in, marketed myself, right? I learned from some of the best in the business. I read a book called The Prosperous Coach, which was by a guy named Steve Chandler. And it was the first book I read that was like, wow, like I can actually make a prosperous life by serving people, by getting in people's world and serving people. So, you know, I— that as I started building my business, I would— it was one person at a time and then word of mouth spread. And, you know, I have a waitlist until next year and it's all from referrals and renewals, you know, Now there's another level for me to go from there, obviously, because this is, to me, transformation and business building is a mountain with no top. You never arrive, right? But over the years, the one way to really build a sustainable business is one, first learn to be a really great coach, right? Because everybody sometimes at every picnic and barbecue are like a coach, right? So you want to— the best coaches from my experience in the world, because there's certifications everywhere that you can pay $50. And I'm not against certifications, but I know that from my experience, the best coaches I've seen in the world all have one thing in common. They have coaches. It's like an apprenticeship kind of profession. It's like if you came to me and I was a doctor and I said, you need to get shoulder surgery, and you said, Devin, would you get that shoulder surgery? No, no, no, I wouldn't get it. But you should get it. You'd run the other way. Yeah. And it's the same thing in this profession of coaching. And how, you know, I scaled prices is by value. It's like when I became full, limitation creates value, right? So I live in Queens and I have a place in Florida and Scotland. And in Queens, if I go about 15 minutes down my road, there's guys who are day laborers, right? And I walk every morning and I look— I come from a Black father, white mother, and I came out looking Spanish. So everybody, everybody's always trying to talk to me in Spanish and I'm like, I should have learned Spanish a little better, but poquito, right? So, so, so when I walk, when I walk past the day laborers, like we connect, even though I don't speak Spanish, like I always— sometimes I'll bring them donuts, sometimes I'll bring them coffee, and I just keep walking on my morning walk. But I watch and the day laborers, You know, they'll be haggling $75, $100 when the trucks come along to do landscaping for that day. Right. They have that everywhere right now. I also— I work with a company and my client, he has 5 offices on his floor and all of them make $750K before bonuses. All of them. What's the difference between the day laborers $100 and the guy is $700. So what they do on this floor is they're coding. They have these special ways they code. What's the difference between the day laborers and these guys?

Yeah, I mean, they're both working hard.

Correct.

They work on different things.

Different things. And the difference is, if I wanted to cut my lawn, I could cut my lawn. Less people in the world can do what these— my client does. If you put me— and I would cut my lawn. If you put me in their office for days, I'd never be able to code.

Right.

So because there's less people in the world who could do that, their value is high. And that's how I am in the coaching industry. I, you know, I've worked and I'm, I'm a consistent student as well as a teacher. So for me, as my practice began full, I never stopped. I kept learning, I kept growing. And because nobody in the world could do what I can do the way I do it, that's how my value has been so high. That's how I created value.

I love it.

Yeah.

Let's get some, some people up. Let's see, let's watch Devin do his magic on you guys. So it's not just me. Why don't we start with Zane?

I've been coaching for a while and I'm pretty good at it. I find that a lot of coaches, they get so caught up in the art of coaching, they don't take care of the business side of coaching. And the business side of coaching, maybe because how our brains are wired, the business side of coaching trips them up. So it goes back to marketing and I, you know, again, I, I kind of looked at what you, what you have going on, um, Devin, and it's very impressive. I mean, you got your Game Changer package and you got what, lives coming up in New York, LA, and, and London, and you got your one-on-one coaching. You got your different packages from Hall of Fame all the way up to the live, um, is it the live Game Winner?

Yep.

And, and then I, I saw that program for $85K. So part of my question is, I guess you developed those programs as you went along throughout the years and you say you didn't do much marketing. So far it's word of mouth and referrals. Mm-hmm. How did you get that in through the referrals?

Yeah, no, it was a great question. So my best marketing is my conversations with people. Now there's, there's other things where, you know, I've posted over the years and had some, some information out there in, in the world. But like for me, when I was scaling up my Game Changer Experience, which we've had 27, they've, they've all 27, the last 27 have been sold out. And like you said, they're all over the world. It really started with my service. Like, I was in rooms like I'm with Evan and really getting in people's world and connecting and offering. In the beginning, I used to offer like conversations with people and I would end the conversations and I would say these people would come to the Game Changer. And then my question is like, people would get this amazing transformational experience and then I would hold them accountable and say like, who do you like? Who are you gonna be a stand for in the world? And then what happened was it started enrolling itself, right? So my best marketing was like when, when people would get on conversations with me or they'd get in the room with me, we'd have them be a stand and they started filling these rooms kind of just by their experience. So if you give someone a great experience, If you give someone a great experience, a lot of people, there's two things. One, sometimes they want to keep you as a secret weapon. You want to encourage them to go like, no, go be a stand for someone else. Like, because someone was a stand for you to be in this room. You heard about me from someone or somehow, and imagine if you gave someone else access. So a lot of the people who've been in my community have really been have really had such transformations that they go out in the world and they're my best marketers because I serve them so powerfully. Now that doesn't mean I don't, I'm not against certain kind of marketing, right? Like there's stuff that goes out in the social media platforms that, you know, my team sends out and, you know, this guy's like the best in the business and really getting your voice out there in the world of, you know, thought leadership and marketing. But I, but I do think that you're right. Coaches get caught up too much on the art of coaching. It's important to become a great coach and not the business of coaching. And this is a profession. So when I'm, when I, I treat my professional part just as much as I, as important as I treat the art of coaching. And how I do that is I have professional days in which I just focus like a couple of days a week on my business, on where we're going, where we're scaling, how we getting the word out, things like that. And that's kind of has been my journey.

So just to confirm for myself, more clarity. So are you saying because I kind of relate it to me being when I guess I still am a celebrity DJ, but when I was in the DJ business, in the entertainment business, I had like regular clients. But the only way I got the celebrity clients was I was referred from someone who was VIP or executive. Once I did one celebrity event, there was other celebrities at the event say, hey, listen, I need a— they pulled my card, you do my event. And it was just became more of a word of mouth referral thing. It was never like they found me by advertising. I would get a personal phone call and it was like, okay, I need you to come do my wedding or come do my event. And it's like, it's a small, almost like a small world of referrals. So I always wanted to find out your process because if you in the NBA, you just don't show up and say, hey, I'm a coach. It has to be, 'cause there's levels to it, there has to be a way of going about doing it. What you said earlier about OPP, you know, me being a DJ, OPP from the '90s, I use other people's platforms. So you get in other people's platforms and now you're being exposed to a different audience and there's someone in the audience that might like pick you out or go to your like your apprenticeship program for $85K.

Yeah.

So I was just wondering because we all have different processes, but you at the highest level. So I want to know what the guys at the highest level do. What is their process? And I think you kind of— is that kind of what you did?

Yeah. So then— so it's— and I'm not— one is not better than the other. I'm just telling you my path. So, so I'm not saying that advertising and marketing doesn't help, but what happens is a lot of coaches go do that early but they're not really serving people or they haven't really become really powerful. And that's where the conversation with Evan around who I'm being is very important because if you look at your highest referral sources or your highest paid clients, right, usually they come from a small referral outlet, like someone you served who knows someone. Every keynote I've ever done, most of them I would— now people have heard of me, but in the beginning, every keynote I ever did was Someone I served in that company who said, hey, come in, we're having a conference. We'd like you to come to Salesforce or whatever it is, right? Look, you wanna do that. It's not either or, it can be both. But what, what we wanna do is we wanna strengthen our referral tree, really serve people. And then that is how, like you said, as a celebrity DJ, you got into different rooms. Now it's your job when you get into different rooms. My best marketing tool is me, because when I'm in a room, I'm gonna light up the room. Not just because that's what I do every day. I practice a way of being. So when I'm here with Evan, I knew who was going to be here. So the conversations I'm going to have is going to be extraordinary. And then I can invite people to the Game Changer, or I don't need anything for anybody. I'm here to really be of service. And so for you, Zen, you're powerful, brother. You're the same way. You're a bright Rock. You're a bright light. So what you wanna do is serve people and then also have your people who you are working with, who do they know who can get you where you want to go? There's no closed mouth don't get fed, as my grandma used to say.

I love it.

Okay.

One last, and this is gonna serve everybody, I promise. One last quick question and, and, and then we go to the next person. But I think this is gonna serve everyone. You have different levels of clients, so we know it's different levels to this game. And how do you get them, is it a, 'cause you talk about mindset, be, do, and have, and the focus and things such as that. How do you get them to make that tweak? 'Cause they already have the skillset. Obviously they already have the competence. It's just get confidence to the next level. How do you get them to get, 'cause the questions you asked Evan was so confirming based on what he already said. I thought it was wonderful questions. How do you get your clients to go to that next level so that they can have that output? The be, do, have. The more you be, the more you do, the more you have to get that output. How do you help them become more?

Yeah. Great question. So the first thing that comes to mind is listening.

Okay.

People don't have a powerful listening. They have an already, always listening, meaning I already heard this. I always, they start finishing sentences. Great coaches, are the best listeners, and the quality of the results people get are not on the answers they have. It's on the questions. The quality of the results you get is based on the quality of questions you ask. So I just have a really powerful listening and a really powerful way of asking questions. And, you know, I'm a big believer, like, especially in coaching, if someone tries to tell you, hey, come to me, I'm going to give you the answer, run the other way. Because for me, my job is to point people back to the real— where the answer really is, the real source, which is right there back in Evan, right back in you. So how I get there is through really powerful listening and questions.

Let's bring up Kelly.

I am a fitness professional, nutrition coach. I work for Lifetime Fitness in North Dallas. I love my job. I love serving people, but I want to play a bigger game. I want to scale my business by, by, and that's why I joined Movement Makers and Evan's Mastermind, because I want to grow my online presence. In these four walls, I can only touch the people that walk in the door, but with the leverage of the internet and being able to reach in numbers. So any thoughts on me playing a bigger game where I can take my message and reach, whether it's doing group coaching at companies to where I'm doing, I mean, a Workly Monthshop to 50 people or 500 people via Zoom, or I mean, I just see so much scale potential by utilizing the power of the internet. Any thoughts on that?

Well, my first thought is you're with the right person, right? Because, because if anybody's going to show you how to scale using your voice in the world on, on the internet and especially YouTube is Evan. So I think that you're in the right area. Now, you know, we don't wanna wait, right? And sometimes we have a vision and we think this is what it'll look like and we think of the biggest vision of it, which is great. But like, I would encourage you to start like where you're at. So you are working in Lifetime right now, correct?

Yes.

Yes. And, and when you talk about groups, tell me more, like what, what would you like to do in regards to say groups? Like what are you envisioning?

So for example, I have a 6-month program that I do with individuals, and I've done some small group where I'll start some, say, a group of 10 people here in the club, and I'll take them through a 6-month program. And it's nutrition coaching. But to take that same program and reach out to— I mean, Toyota's just 10 miles north of me in Frisco. They have a few employees. What if I was— instead of speaking to 10 people here once a month, I'm speaking to 1,000 people once a month via Toyota or Dr Pepper, or I mean, I'm surrounded in the North Dallas area with all these big companies. I mean, it's a game I've never played, but as a manufacturer in the past, I used to do presentations to much larger groups than— I mean, that's just part of my job. So I'm not afraid of it.

I can do it.

I've just never done it before. And it would seem like there would be an opportunity because people are struggling with their health.

I mean, they are, right? So I'm going to challenge you. You said, you know, you're thinking about Toyota and them and you said you'd never done it before. Is that true? Because you're actually—

you've never done it on that scale.

That's—

I've never played that game.

Right. But you've done it because you're doing it with the people in your, in your world right now, correct?

Yes, sir. That's true.

So one thing I would encourage you to do is don't make those people special. Don't make Toyota special. Don't have them on a pedestal. I worked at a nonprofit, and as I transitioned into coaching years ago, I came back to the nonprofit and said, listen, I'm leaving, but you guys have been really great, and I'd like to do a pilot program. And I did like a 4-week pilot program. They loved it, and they became my first corporate client. They were the ones, right, who became my first corporate client. And then I built from there. And then every company, Morgan Stanley, wherever I went after that, was built on what I did in that nonprofit. So what I want to encourage you is what you're doing right now, it's not going to be— it doesn't need to be any different for Toyota. Like, you want to master what you're doing there and just— and how you do that is you fall in love with the people you're doing at Lifetime like it is Toyota. You show up. That's the game now. And then every company I've got, I've gotten into initially, the internet will help you and Evan will help you in that way. But you also— I always ask the question with clients is, who do you know who, right? Who do you know who? And just write, who do I— if I want to get in Toyota, who do I know who works for Toyota? Who do I know who's in that industry? If I wanna write a book, who do I know who wrote a book? And then get in their world, get in conversation in their world, ask them questions, tell 'em what they're— you're up to. And then you want to create what you've been doing in lifetime. The biggest mistake people make is they don't create context. They think because they've been doing something, they meet someone, they know what they're up to. No, you wanna slow down and, and you talk to the person from Toyota and say, and they say, well, what are you up to? And you say, I'm glad you asked, man. I'm so excited. I've been doing this group at Lifetime. I'm going to be taking it all over the world to different companies. And, you know, and then you want to create a win-win for that person in Toyota. Hey, who— how can we get me in front of someone? And I promise they're going to be thanking you for bringing me in.

Thank you.

You're smiling. Why are you smiling?

Because I'm excited.

Yeah.

Yeah.

So, so good. What are you most excited about?

The opportunity? I mean, I just started this a couple of weeks ago, so I'm brand new.

Yeah.

So, so a couple of things. You want to really be a master in what you're doing at Lifetime, right? And treat it like you're a Toyota, wherever you want to be. Right. And understand that— don't put them on a pedestal because once you kind of put them on a pedestal, I remember I was going to work for Morgan Stanley, one of my first companies. And I had put them on a pedestal and, and I was like, oh man, you know, Morgan Stanley. And my coach said, I want you to watch this movie, right? So he says, okay. So he sends me The Big Short, right? So now I'm like, I don't even know. Oh my God, I don't even know if I want to work with these guys, right? But what it does is it lowered the bar. And when I spoke to them, they could understand I was just there to serve them. They need me more than I need them. So the second thing, the third thing I'm going to tell you is Write that question down. Who do I know who? And it doesn't have to be someone who directly works for Toyota. It could be someone who knows someone. And you wanna start creating with them. You don't just say, hey, can you connect me with Toyota? You wanna create the context. Hey, I'm doing this amazing thing in Lifetime. I, I serve 10 people every 4 months and, and this is some of the transformation that's happened in their life. And I'd love to get to Toyota and talk to someone in Toyota to bring that there and make you look good. That's, that's how you could build the bridge.

That was one of the biggest things I struggled with too, in terms of helping people. It's like, oh my God, it's this person. They're so well known. And like, they have all, they've done all this stuff. I'm speaking after this person. Like, who am I gonna share that this person? And that, that held me back for so long. And then I realized, no, I'm like, I'm kick-ass at what I do and I know more about my thing than they know about my thing. Like, they might be good at their thing, but I know more about my thing than, than they do. And once I flipped that, I was like, oh no, I can go on like anybody's YouTube channel, anybody's thought leadership, I'll come in and I have something to contribute.

Yeah.

Right? Yeah. And I just know that going in without even having seen it.

Yep.

You know, like anybody, I'll go look, here's what you can do to grow.

You see that shift? The shift is you remembered who you were being. It's like, I'm the best at what I do. Yeah. They don't know what I do. That's a way of being. That's a way of stepping in.

Yeah.

And that's what we're talking about.

That took me like a decade.

Right, right.

I mean, like, you guys get that now?

Like, you're here, You're way ahead of me.

It took me so long to get there.

And that's the point. It takes sometimes, you know, a decade to get there. But like now if we focus on retraining your thoughts so that you have that way of being now, it saves you 10 years.

No, 100%.

Yeah.

And also being like you guys being here in a community of other people learning, like reinforces it. Let's bring up Mary.

So Devin, I'm actually working with Evan more closely and he has this amazing strategy where he said, you know, if you wanna be a thought leader, if you wanna get clients.

I'm a coach.

I'm a certified professional coach, and I've decided that my specialization is mindset because it's extremely a fascinating field. And I think that everything starts with a thought. It's the first thing that we start with. So that's where I'd like to focus my interests in coaching. So what I'm doing is I'm following Evan's success map, which is that, you know, you bring on people that you can interview, who could be your client or who could refer clients to you as a way of trying to get clients. My immediate goal is to get 4 clients this year so that I can replace my income and leave my job to do coaching full-time. So knowing what you know now, and you know, given your incredible expertise, what advice would you give to someone like, to someone like me who is currently basically doing this part-time so that I can transition to it full-time in January?

Great question. First of all, my first advice would be keep hanging with this guy. He, he's—

Oh yeah.

Really, I love this guy. He's the real deal.

Be his shadow.

Yeah, yeah. Be his shadow. Like, because, you know, I always say I'm here because I stand on the shoulders of giants, right? Like, I, I really learned from the best in the business and this guy's the best in the business. Now, I love where you are at because I was there at one point, right? So I had 3 children and I was at this nonprofit and I had gotten this promotion and it wasn't what I wanted to do anymore, even though it was a promotion. And I went to my coach and I said, I don't know, I'm a wantrepreneur. I've been watching Mark Cuban, right? I was like, how can I call myself a coach when I have a part-time job? Does that resonate? You know what I mean? Then I said, oh no, I gotta make the big leap, right? And, and, and I just gotta quit and start from scratch. And he said, hold on, Devin. He said, you got 3 kids. He said, he said, you can make the big leap. That's one way people do it. He said, or you can build a bridge. And he said, if you build a bridge and serve the people so much that you make and you build your practice, it'll be so uncomfortable that you'll have to quit your job. And that was a way better way for me because, you know, I had to put some money on the table. So making the big leap isn't for everyone. So I love what you're doing because the benefit of you having a job and having income come in is that you're not as needy for money. And, and my coach used to tell me that needy is creepy. So we don't wanna be creepy in coaching conversations. Now, in addition to following Evan, You know, one of the things I used to say, I come with a spreadsheet. I need 8 clients at this. I need 2 speaking. And my coach would say, no, you don't. You only need one. And I said, what? You're going to— that's why you're so great. You're going to teach me how to get one client and make all this money. Said, no, no, no, you just need the next one. He said, if you treat every enrollment conversation as the most important conversation you could ever be in, and you just stay present and serve those people, and then the next one, then the next one, you will grow by serving them. So how I started early with is that I stopped listening to music for a year because everything I listened to was about coaching and development on the train, like when I went to work. And then every moment I had after work, I had enrollment calls on lunch breaks. I would go— I remember being in a Burger King parking lot one time like, and all kinds of stuff. So what you want to do is raise your level and you seem like a highly committed woman, but raise your level of commitment to like, this is what you— I could tell you love coaching. So I loved it so much that it was like, I want to fill my calendar with as many enrollment conversations as possible. And then you'll build your practice. The only thing that will get you there, from my opinion, other than the help with Evan, is time and attention. Most people don't put enough time and attention into their coaching. So I get off work and then I spend some time with the kids and then everything else. My first client was a client from California. I'm in New York. She was a teacher. She got off at 7:30. I think I was charging her— it was hour and a half every single week for like $400 a month, right? It was like 400. But, but, but, and check this out. And she got home at 7:30 Pacific. So I was coaching her once a week from 10:30 at night till 12. But you know what was more important than the money? I started getting the reps in as being a better coach. So I would serve, I would serve it, and then it became fun. And then all of a sudden I looked around and I had 5, 6 people.

It—

I was making more money part-time as a coach than I was in my full-time. And then like I said, my job became my full-time, my first corporate client.

You're right. And it speaks to the Prosperous Coach of like serving that one client. It's one client at a time. Yeah, no, that certainly helps.

And you'll scale way faster than me. And I scale pretty fast because you have that, but you also have the, I didn't have an Evan in my life then. So it probably would've took a little like double, like, quicker if I had Evan too. So it's like I did it this way and I scaled really quick because I just fell in love and served people. But with Evan, you know, you're gonna 4 times the acceleration. So be a great coach, serve people, and really get them in conversations. Now you have one conversation and you think that like they're, they're on the, on the fringe, but they're not sure, right? There's nothing wrong with slowing it down and saying, hey, I wanna do something with you. I'm gonna gift you one more conversation just to see if this works. You can never, there's no wrong way to go when you're in service with others. Serving.

Yeah, absolutely. If I could just ask a follow-on question, because the way we do it is we have a YouTube channel and then we bring on entrepreneurs and people who would be our ideal clients. Or people could refer us to some ideal clients.

Yeah.

So I've got someone that'll be coming on my channel who's like an entrepreneur, a lawyer, very, very successful. And my question is, as I interview her about her entrepreneurial journey, ask her some mindset-related questions to sort of interject that I'm a coach so that she knows, like, what would be the best strategy of, of kind of like, you know, talking about the thing without talking about the thing, talking about how I am a coach without really pitching an enrollment conversation to her because that's not the intention of the interview. But it's also like to kind of showcase her, but also give her an idea about what I could offer her or people that she know.

To me, the most important thing about that interview is that you show up powerfully and serve her, right? And coach her. Yes, subtly you could say what you're up to. I think that conversation happens after, right? I think that after you say, hey, you know, based on what you said, see, people don't do this. They're not direct with people. It's like what I want to do, what I do with some of my special guests, just some of my special guests, I give them a 90-minute coaching session. Are you open to have it? Like, I want to give that to you. So now it's all in service to them. You give them the 90-minute session and now you're in their world and they're getting the experience of you coaching. Yeah, they got the YouTube experience, but now they have more of an intimate experience. And if they get that part of you, they're gonna be more likely to say, I want more.

Absolutely. I am going to implement that.

Thank you.

And just to add, when you're doing, we call that a biz dev show, you're doing a show just trying to, trying to get business coming in.

Yeah.

People are signing up thinking you're gonna interview them. And so we don't wanna flip it to be a coaching show because we, I didn't know you were gonna coach me. We had, we had fun with that, but a lot of people won't be that open to say, I thought you were interviewing me. Why are you at, why are you trying to now give me advice? Right? That's not why they're coming on, right? So we just need to be able to touch on the fact that you are a coach for that, what you do, and, and say, in my practice, what I see a lot of as a mindset coach, in my practice, what I see is people struggle with mindset, limiting beliefs, etc. How do you see that happening in your business, right? And then you can have a conversation around it. Yeah, but you've introduced your mindset coach without trying to be her mindset coach in the moment. The other thing, I mean, we've been going back a little bit on the Discord on this, and in the Mastermind Discord, Uh, when you were reaching out to somebody, to his point about don't, um, what did you say? Like, don't, they're not any different, or what?

Yeah, don't put them on a pedestal.

Don't put them on a pedestal.

Yeah.

In the outreach to her, you had something like, I, uh, you're so inspiring, or I love you. So like, you're, you're already separating yourself, right? As opposed to, I'd love to have you on my show to share your message with my audience, instead of, I'm so inspired by you because If you're inspired by them now, you're putting them above you and they're putting them above you, which then they don't think, well, I'm not going to hire this person to coach me if they're inspired by me, right? It's like, not who do I want? I want to have the guy who might— Devin might appreciate all the things that I've done, but still kick my ass on like, like, what are you doing? You're playing small, right? If you're trying to have her be a client, then the positioning matters at the beginning. If you're hoping that she refers you to other people, then it's not as big a deal. But just that positioning in the wording and how you set it up. And I love his point too about like show up powerfully, show up as you are already a kick-ass coach because you want your guests to be like, how do you have that magic? You know, like I want, I want to be in that magic more and I wanna send my clients to, to you too.

So in other words, show up in your being.

Yeah, yeah, absolutely.

Because people watching will remember, like that's what they'll, you'll start getting people who just want to see more of you. And, you know, gifting someone— when you see someone you want to work with, gifting them a complimentary session so they can experience you is the best way to go. When vacuum cleaners first came out, you know the story?

No, I don't know.

Maybe the vacuum cleaners— people were selling vacuum cleaners, and when they first came out, nobody wanted vacuum cleaners. So the rate of conversion of vacuum cleaners was like 7%. Then there was this one guy who was, who was serving like people at like an 85% clip. So they watched. So what the normal vacuum cleaner seller would do was he'd show up at the door and talk about all the features and the benefits of the vacuum cleaner. And they'd be like, get out of here. We don't want it. We don't want it. Now, the guy who sold it at an 85% clip would show up with no vacuum cleaner and he'd say, hey, can I come in your living room? And he'd come in the living room and there'd be a white rug and he'd reach in his pocket and he'd pull out dirt. And he'd just drop it on the dirt and smear it. And the people would freak out. They'd be like, what's wrong with you? How could you do that? And he said, hold on. Then he'd go to his car and get the vacuum cleaner and he'd vacuum it up. The difference is one was, was pushing their features and their benefits. The other gave them the experience. And when you invite people to a complimentary session or a gifted session, they will get the experience of you. Give them an experience of coaching. Not the features and benefits. You give people the experience, they're gonna want more and say, wow, if we could, if I think differently like that in 60 minutes, 90 minutes, imagine what 6 months and a year would be. Give them the experience.

Yeah. We told the story last time in the, in Movie Makers about the guy who created the bulletproof vest. Couldn't talk about it. Like people couldn't wrap their head around it. And so he was making no sales. Right. So he went to a police station at the shooting range took out a gun and fired it on himself and then he got back up, right? And they're like, "It works." And they're like, "Oh." And so they then bought, 'cause how do you explain the bulletproof vest? Well, let's just show it. Yeah.

That's great.

So Margaret, you're up next.

My question is, I'm from New York City, I'm from the Bronx, and I'm a first responder. I've been on my job for 22 years and I have 4 years left. Now in 2020, I did hire a life coach. I invested in myself. And now I feel out of place here. And I'm like, but I have 4 years left here.

Yeah.

So I retired to get my full pension. I do want to go into the coaching business. I haven't narrowed down my niche because I have so many people I want to inspire, but I know I have to narrow down to like one audience. My question for you is, how did you stay confident knowing your phone Queens and knowing that people will judge you or, like you said.

Well, I'm confident because I'm from Queens, not because I'm not. Now, it's funny. Now, I know about the Boogie Down. I used to actually work in the Bronx. That was where the nonprofit was in the South Bronx, 153rd and 3rd Avenue. So I acknowledge you for being a first responder, first of all. Thank you for your service in the world. You know, it's funny, you have 4 years left, right? And the issue is never the issue. The issue isn't 4 years. The issue is how you relate to the issue. It's how you relate to the 4 years. So you could, you could look at these 4 years as, man, I got to wake up every day and get to the end. Or you could wake up every day excited, say, man, I got, I got a 4-year run. So I got this pension. I got some time where I could create my business and fall in love with these next 4 years rather than dreading it. That's the first thing I would say. I work with people who were at Rikers Island before, and, and, you know, they did studies. And, you know, when people go to jail, they have good time, right? You know, so you do a year, you could get off in like 10 months if you have good time. Okay. If you do 10 years, you can get off in 8 if you, if you don't mess up. And what they found was 90% of the guys who lost their good time lost it in the last 30 days before they were going to get out. Wow. Right. Because what happened was they saw the light at the end of the tunnel and the things they were patient with before, they just weren't patient and they get in fights. So don't do that. Don't do that. Oh, yes. Right. Don't say, oh my God. And what happens is if I start dreading my 4 years, it'll start— your way of being at work will start being, you know, like dismissive and, and like impatient. So we want to first fall in love with the next 4 years and say, hey, this is a road, a roadmap for me to do what I want to do next. And, you know, I would first thing, if you want to be a coach, to me, the best book on coaching is The Prosperous Coach. It really teaches you how to be one, a great coach, but also make a business of coaching, like Zen said earlier. And as far as your niche, you know, I used to say niche and then I traveled lately and I— oh yeah, I've almost arrived now. Yeah, I'm fancy. I'm fancy now. Now sometimes you can, you know, dial down your niche. However, what I say is sometimes you got to let your niche find you. So you just commit to serving people. Like, I worked with just fathers at first. I wrote a book called Fatherhood is Leadership. I worked with fathers who were really successful. And one of my oldest clients, she's my longest-standing client, over 10 years. She was a doctor. She did shoulder surgery on my shoulder. She used to do like sports medicine. She's top 40, under 40 at the time. And she asked me, she said, I need a coach. Do you know one? And I was like Blake Shelton. I was like this, hello, you know, from The Voice. And she laughed at me. She was like, Evan, you're, you're my patient. You do that thing with fathers. And in moment I was like, wow, she's right. What does that mean about my niche? But I knew, and I knew I could help her. So I said, yeah, I work with fathers and are you open? And I had a conversation with her. I had two conversations. She became my first client and she's still my client 10, over 10 years later. So don't get so caught up in your niche. You, you can go after a niche, but I wouldn't wait for it. Start serving people. And sometimes if you serve people, your niche will find you.

I serve people every day here. Like, I use practice here, especially with, like, the young girls coming in. I tell them, don't let this job use you, use them as you find your passion, your purpose. Like, I have one young lady, she's back in nursing school. Like, so I try to inspire people. Yeah. Like, I don't want them to ever— I feel like this job, you lose your creativity here. You lose the imagination. You become conditioned. And I'm so glad that I invested in a coach because I would have never saw that. I would have never wanted to do all this that I'm doing now. And it started with my daughter. But now, like, I'm ready.

I acknowledge, look, you're a first responder. The work you do to me is like truly God's work. Like, you really are extraordinary. Here's the question I have for you. If you want more creativity at your job, who do you need to be?

Cooperative sunshine. I'm just laughing.

Right. More creative. See, if I'm working with a couple and they say, oh, I don't feel the love. If you want more love in your relationship, who do you need to be? More loving. If you want more acknowledgement in your relationship, who do you need to be? More acknowledging. If I want more creativity in my job, what do I need to be? More creative. Don't wait for those people to be creative, 'cause you'll be waiting for 4 years. You're the one with the gift.

Carleen is up next. Let's go, Carleen.

So I have a little bit of a different angle to ask you about, just being in the NBA world, especially. I'm— my son's fascinated with all things NBA and soccer, etc., my other son. Um, so obviously I love coaching. I think it's so valuable, obviously. And I also have been getting into the world of what we can't see in our body, uh, what we keep in our body in terms of energy. So I am a pharmacist by trade in hospice. So, uh, I came from a very logical background, and then now getting into energy healing, and in particular looking at the heart and the walls that the heart builds around it as protection in the form of energy or emotions. And I've been using a technique that I found really powerful to allow people to really tap into that energy of the heart. And what has been a dream of mine for a very long time, um, has been to get with professional athletes and not only help them release their heart wall for themselves and their athletic performance, but also— and this kind of seems silly, but like with their animal, to release it with their animal because it allows them an experience of pure love. I feel like when both them and their animal can be that connected, and I was just curious how you would— like, how would you see a way into that, or like a doorway into professional sports.

So I love, I love what you're up to. Now, do you like fascia? Do you study like the consciousness of like in, in, in our cell? What they found is in your body is this protective wall like fascia that is kind of what they found was it actually thinks like there's consciousness within your body. Yeah. So this energy that you talk about is, is a really powerful way to, to serve and deliver to people. So you're saying what's the doorway into the sports world?

Yeah, I haven't made my way in.

Well, well, you know, somebody's in the NBA now, so that's one way to like, who do you know who? And Evan brought me on. So, you know, I'd be willing to have a conversation with you as somebody who's a guest, I mean, a part of the group with Evan Carmichael. You know, when I got in the sports world, I played college basketball and I was kind of like retired. You play at a high level, sometimes you go one or two ways. Either you stay in it forever or you're like, I played, I'm done, right? And so, you know, I was like out of the sports world for a while. And then my youngest son, which they call Swish, He gave me the— they gave me the guilt trip. And he said, you know, you coached my older brother and now you want to retire, not coach. You got to coach me. So now I got back into coaching because he gave me the guilt trip. And I really— I was around conversations and I had just built relationships over the years and even later on just by getting in conversations with people. So I would ask the question, who do I know who? And sometimes you— it's not about knocking on one door to get in the NBA. It's really about creating yourself everywhere you go. So every conversation you have, when people are asking you what you're up to, it's like, I'm really— what I'm doing is I'm creating this modality where I serve athletes with, you know, from their heart center and their energies. You want to create yourself everywhere you go because what'll happen is You think the door's over here, but it'll be a conversation you have in Target where someone says, hey, my brother works, you know, works for, you know, the best high school team, best soccer high school team in the country. You want to— can I connect you? Now you connect with them and then you keep serving. So it's not about like capturing the big dog. It's about who are you serving along the way. And I work at this, this the number one high school in the country called Montverde High School. This is— they gave me this shirt. And I'm the go-to mind coach to them. So they bring me in and they send about 5 or 6 athletes to the NBA every year from high school. Right. Like, they're like the, the real deal. And so— and that's some of my most rewarding work. Like, I love the guys, you know, in the league, but like young people and getting them early. And then what happens is I serve these young people early, they end up getting in the league and I'm in their world their whole life. So, so what I would encourage you to get in really a high level of service and, and, and really start letting people know that that's what you do. That's who you are. I'm the number one heart healing. I'm the heart healing energy coach for that, for world-class athletes. Be that.

It's funny cuz I came on the last two weeks and it's like I have so many different ways that I truly know that I'm meant to serve.

Yeah.

It's, so it's, sounds like I'm gonna have a 4 and a half minute pitch as well.

Yeah.

And it's just you, who you show up as. If you step into that, what happens is you may go to a soccer game with your son and you're missing all the opportunity 'cause you're going there kind of like the shrunken, not, I'm not this thing, right? Not just you, anyone. But if I'm walking in as like, hey, I, I'm the go-to, I'm a heart healing energy coach of world-class athletes and I'm that at the soccer game, you tell somebody and they'll be like, oh really? Listen, I got a cousin, he's a world-class soccer player, he needs you. Can I connect you? But if you're not letting people know who you are, you'll never get where you want.

And to go a little more meta for everybody, I don't know if you guys all noticed, but just to witness Devin's great coaching. Our last caller was from New York, and Devin got so loud. I'm like, this guy is loud, right? It's like, it's a whole level of loud from him. And then Carleen comes on, it's like a much softer, gentler vibe that she was putting out. And then you just drop in and are instantly softer and gentler. So he's not the same everywhere he goes. It's like, it's a dance, right? And that's what great coaching is as well, because if he's showing up yelling at Carleen, it's not going to— it's not going to work as well. So you just got to take a much softer approach, right? So like, if you want to watch replay and just go back and watch those last two calls back to back, the advice is great, but also how he was— his being was different depending on the— and you've shifted every time we've had different people on. But I think that was the most noticeable difference. Yeah, that's right.

Right.

And so just it's worth watching back to see how you need to show up to be a great coach for your clients. And okay, I think we have time for one more. Let's bring up Amma and see what she's got for us.

I'm curious to see how you're going to be, Devon. From the UK, I'm here in London on a British accent. So hello. First of all, hi everyone.

This is what I love about my UK people, right? That, you know, my lady, she's from Australia but lived in Scotland most of her life, right? And they, in New York, we call it talking smack, but in London, they call it top banter, right? They call it banter, right? So what I love about my London people is they're highly skeptical. So when I, at first, but they're open. So when I go to the Game Changer really quick and I say, who's skeptical at first? In New York, you know, you'll get about 6, 7 people, I'm skeptical, this one. In LA, you'll only get 3 'cause, They always frontin' it first in LA, and I love LA. And then in London, you got half the room. And I remember I was in London in Game Changer. I said, who's skeptical? And this guy was like, me.

I said, what?

And he put his hands up.

And I said, why are you skeptical? He said, well, I just think this may be American bluster. Right? And I love this, right? And it was great. And those are like the people I love because you don't have to be a believer. It's like, your, your skepticism, just be open, and then we can create a miracle. So sorry to interrupt, let's go.

I'm a confidence coach for mothers, and I help build the confidence for mothers who've had time off to raise their family or, um, to just take a career break to re-enter the workspace, or they've been in the corporate world for some time and they just don't have the confidence to start that passion project like me. I worked in, my background is in marketing and public relations. I worked with the airlines for 20 years and I was really scared to really follow my heart, which was to impact people and support people and build them while they're in transition. And I know what that transition is like because I was the same as a mother. My question to you is, you said wake up in the morning in the first 90 minutes, do the most important thing, but as a startup coach, Everything feels important, you know, your content, your lives, your outreach, calling people. How do you know what to prioritize as your most important thing when you're new at the game, but your mouth is open like your grandmother said, and the mouth that is open gets fed, because I definitely want to be fed.

Great question. Um, so one of the things I just want to be clear is, you know, as I move in, before I start my most important things, The actual first most important thing is my self-care. So I have a morning routine that where I fill my cup so that before I go and serve and respond to anything, I'm serving from an overflow cup and not from an empty cup. So that's number one. Now, when, like you said, when you start up, when there's a startup and you know, you're really figuring out which is the one do I focus on, it could be a little confusing at first. You know, in the beginning of any startup, it's be willing to be a little messy, right? Don't be willing— like, don't look for perfection, right? So for me, there are certain things that you want to really dial down, which is what I call money-making activities, because a lot of people do a lot of like, hey, you know, I'm going to go and respond on Facebook and connect with people. But none of that is bringing money in and you have a profession. So part of the MITs, like Evan looked and said, for me to move towards $35 million, I really need to start looking at what I need to say no to. And so one of the practices I would encourage you is to look in your world and say, where do I need to say no? Right? Warren Buffett, one of my favorite quotes from Warren Buffett is, "Busy is the new stupid." Right? So, so we don't— so that's one of my favorite quotes. Now, now—

That's a good one.

Right? Now, so yeah, that's— and, and so sometimes people have to-do lists and I encourage people to say, "Hey, what's on your to-don't list?" Right? And, and one, I have 3 cornerstones, right? And so the lens of which I say no, I say no. Warren Buffett also said, they said, what's the key to your success? He said, I say no 90% of the time. And what he means is no to the things that are less of a priority. Because when I'm saying yes to things that are lower priorities at the expense of the things at the higher priority. So when people say, Devin, I don't know what to do with my time, and people say, do you relate to a time management issue?

No, I don't. Okay.

Okay. So that's great because does anybody relate to a time management issue? I have a time management issue. All right. If someone's saying that, the first thing I'll look in is you don't have a time management issue. You have a people pleasing issue. You're saying yes to too many things that you need to say no to. So for you, it's like, what's the most important 3 things in your business right now?

The 3 most important, I think. Is awareness. I need to let as many people know that I am a coach, I've transitioned, and that's going through my contact list and calling my personal friends and people that I know to say that I'm— this is what I'm doing now. And if there's any opportunity to serve them, invite them for a clarity call on something that I can support them with, or maybe ask them to refer me to somebody that might need my services.

Okay.

The second thing will be, um, on a daily basis practicing what I preach, right? So as a mom, like you said, I make sure that I have time in the morning to serve myself because my life really is my marketing. So I try to bring my— Evan's taught us to have our cameras around and post that regularly on our stories, showing that I am a mom, I go through the struggle, I understand it, and these are the practices that I believe in and I'm practicing and is working for me. And I think the third thing is to do one uncomfortable thing a day. And usually for me is around reaching out to like partners here to collaborate or go live or, um, do something that I wouldn't ordinarily do. So find something that challenges me every day to step into.

I love that. So you, you, it's great you're a clarity coach cuz you're very clear, right? So that's very, so here's the thing. If I ask you and Evan, uh, you to show me and Evan your calendar, would I see those 3 things in your calendar? The first thing I'll ask clients is show me a calendar. Because I say, what is the most important things? Oh, my family is. And then I say, where's the family time in your calendar? So for me, you want to— I have 3 cornerstones. This is my assignment on this world, in the world. It's like, I want— I'm going to love as many people that I can before I die. That's number 1. 2, when it's all said and done, they're going to say I used every bit of talent that was left. I left it all on the court. I'm not leaving with anything left. And serving people through this work. So that's the three cornerstones of my assignment to this world. And so everything that comes in to me as part of requests goes through those three lenses. And if it's in— so when people see me, they say, you're so busy. I said, I'm the least busy person in the world. You're going to always see me doing one of these three things. You won't catch me in the club. Ain't nothing wrong with the club, but it's not in service to the three things of my assignment. So That's what I like to say. And I'd also like to acknowledge you, man. You are such a beacon of a bright light in the world of service and impact. And I could tell by like these amazing people that you have in your community. So I just want to tell you, you know, I really appreciate who you are, who you be in the world, and thank you for having me on.

Thank you, man. Devin Bandison in the house. Where people want to find out more about you, where do you want them to go?

Just devinvandison.com and check out my Game Changer Experience. I hope to see one of you in one of those weekends.

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