This Sales Exercise Will Make You A Millionaire ft. Rocky Garza | Ep24

We wonder why we feel tired. We wonder why we feel burnt out. We wonder why we feel we can't get ahead because we wake up every day. You hit the snooze button and you tell yourself, I don't do what I say I'm going to do. You get up and grab your phone and you look for red dots to eliminate, which is reactive, not proactive. You get consumed immediately by the things you cannot control. What up, y'all?

John Wetmore back with another episode of the Insurance Insiders Podcast. Got my new Rocky Garza, known as the People Expert, here with us today. One of the coolest people I've met here recently. Obviously we got to meet at Cody's 8% event in wherever the hell we were, Missouri somewhere.

Somewhere, somewhere in Missouri.

In the middle of nowhere. But man, I have a hard time with events because probably like you, you see a lot of people speak and I have a very— a lot of people have a hard time keeping my attention. You controlled the room like I haven't seen very often, and it was fun, and I'm glad we got to meet after.

Yeah, well, I appreciate that. I appreciate a chance to be here with you on the podcast, and I very much appreciate your compliments. As somebody like yourself who is at events often and also speaks, uh, hearing that sort of thing from someone who is in that space often, it's, it's very encouraging. So I appreciate it.

It was good, man. Um, you know, I think it was a What do you— was it the opening question? What do you want? Or who do you want to be? What do you want?

What do you want?

I think is how it was. Yeah. It was like, you just got people thinking, man.

Yeah. You know, I think we try to say, or I say we, I think oftentimes, especially not coaching in general. So this isn't the same about coaches. This is like a coaching when it comes to a coach who says, my job is going to be to help make you great. I think like I have attempted to as best as I can over the last decade or so. To check myself as often as possible, that if I am trying to help you become great by showing you to be like me, then I am utterly failing you. And so I think the sort of the introspective, you know, people say, oh, you're so intense, you're so deep, you're asking these questions here. I'm just trying to create as much of like a reflective mirror for you as I possibly can so that you take— just like you said, you're like, huh, I don't know. I never— 'Never really thought about it that way.' And that's the intent, not because I have any answer for you. I just am hoping to get you to a place that you're willing to see, 'Hey, maybe there is something I've been longing for.

I've just lacked the ability to describe it.' It's getting people's wheels to turn and having them discover what you would love to say to them. You do it really well.

Yeah, well, thank you. Thank you. Yeah, a friend of mine always says it's, it's much better to help someone gain a new perspective than it is to just automatically give them advice.

Yeah, yeah. I watched your video this morning, the default setting part. I would— and for those that don't know, again, we sort of assumed it here in your coaching thing, but you've been coaching people for a decade plus, tens of thousands of people you've spoken to, thousands you've personally coached and worked with and have achieved some really cool things in life. Certainly had struggles, which I hope we get to talk about, like all of us.

For sure. For sure.

I think a lot of people think successful people don't have those sometimes, which I find interesting, you know. But this dude works with businesses, groups, all wide ranges of people, um, and is having a lot of success in the space. So, but I would love to hear a little bit. I want you to break down— I know you obviously had it on your, on your stories today. If y'all don't follow him on social, you should, because some really, really interesting stuff. But I would love to hear a little bit about that because it— dude, some of the stuff you say makes me think different because it's like you say what I say, but you say it— some of the stuff's counter You know what I mean? So I'm so intrigued to dive into some of this stuff. Yeah, yeah.

No, I, I appreciate— yeah, so the, the, the thought is, is actually came from, because I'm sure you're this way as well, I was doing a coaching call with one of our one-on-one clients maybe on Tuesday, and I, you know, I made a comment to them. They were talking about life, and I, I just asked the question. I was like, do you feel like you're living your life on default? And she kind of looked at me like, what do you mean? And I said, I hear you saying such natural responses to the questions I'm asking But your responses don't feel like they're convictional to everything else you've told me you wanted in life. They feel like the default answer that's like you're just supposed to say, you've said it for 30 years. And so when I ask you, you just say it. Is that your default setting? And I kind of think about it like a computer, right? Like things get screwed up. It's stressful, struggles, business isn't working. I gotta find more money. Oh, I incurred debt. Somebody screwed me over, a relationship, anything that occurs sort of like, you know, the spinning wheel of death on our laptop. And we go, we call up, hey, I need help. And they go, hey, have you attempted to restore it back to its default settings? Which means that all, all the experience, the wisdom, the knowledge, the customization, if you will, about our life, we sort of just like toss it out the window and go, let me go back to what I know, which historically is what did I do to survive between the ages of 6 and 12 as an— as a— as I was growing up? Because I remember that if I do this, this happens. If I do this, this happens. So I'm going to go back to default because at least at least I can predict it. And I think many of us would say, I would rather have mediocre to negative things happen that I was predicting than to put myself in a situation that feels unpredictable and maybe gain success. That safety and security is a better blanket and a greater default than what's required to do more, practice, put yourself out there, and try to recreate a new setting so that instead of when someone says, Rocky, calm down, you're too intense, what are you doing? You never had a resume. You're speaking corporate, you're speaking to Fortune 500 companies. You've never even had a job, my guy. Like, what do you do? You don't even own a sports coat. What are you doing here? And to go, wait, my default setting says, man, I think they're right. But the new setting goes, you don't even know me. I think social media's a great place to look. We had a reel that went out yesterday and it's always amazing. You know this, you put something out that's like, it just goes out and like the thing that catches fire, you're like, a decade? I've been on Instagram for 10 years and that's the one that a million people decide you wanna see of all the things I've said? That thing? Come on. You know, like, but it's immediate. The reason I think I'm finding that's the case is because it is challenging me unassuming the default response of human beings. And if I can find a way to challenge that default setting, it invigorates something in us. Good, bad, and indifferent. I'm not saying every comment is positive, but it at least causes us to think in a way we haven't thought before.

Yeah, it'd be weird if they were all positive.

And I, I think most of us though are looking and believe one of the default settings is in order to be happy, successful, fulfilled, content— pick up, pick your word of choice— that means everything is finally positive. And I've yet to experience a time in my life where that was ever the case. So what do we do? We go back to what we know, and the one time we did feel positive, and we try to recreate that over and over and over and over again. And Oftentimes the reason many of us are not writing a new chapter to our book is because it feels safer to go back and reread the same one for 20 years.

True. What's the why behind that? Like, why are people that way? And then how do we get out of that? You know what I mean?

Yeah, I, I, I think a part of the why we are that way is because I think we are— most of us by default, pun intended, are, are, are set up right. I think we are by default very creatures of habit and creatures of safety and security. We want to feel this level of— now we've taken other words and thrown in there, comfort, contentment, and some of those get a bad rap, even though I don't think there's anything wrong with saying you're content. I'm content in my marriage. Doesn't mean I'm going to not work on it. I don't want to grow, but I can also be sad. I can be satisfied and grow at the same time. But the reason we go back to default, I think, in us is because we don't let two things be true at the same time. Because we want to be right, we don't want to be true. We would rather be right than be true. So we go, okay, I don't care if it's true or not, at least I think I'm right. Well, wait a second, what just, what just happened? We just threw out all of possible humanity so you could feel good. This feels like we're on the— so I think that, and why do we do that? Why do we go default? Why do we, why is it so difficult to change? It's because we don't, we don't want to say that life is amazing, beautiful, and at the exact same time terribly hard.

Yeah, yeah, all or nothing.

That's right, because all or nothing means I'm right.

Yeah, yeah, yeah. I've heard, um, uh, Gary Vee, Vaynerchuk, talks about like the and/or, and everybody thinks that like in your say it's one or this. He's like, you—

it can be and most of life outside of death, outside of life and death, outside of what we would as human beings determine is you should or shouldn't do to another human being. Most of life is 'and.' Yeah. Now, where, where most of us freeze, where most of us act erratically, where most of us get caught in our own head, is where we determine that to pursue something on this scale means that I'm automatically going to have to sacrifice this thing on the other side. And so we decide, which one am I willing to let go of? If I want to be a husband and a father that I really want to be, that must mean I will never be able to have a career or a business. True.

Yeah.

Or we say, listen, I have a career and a business that I built on the back of my family that I don't see. But because I'm doing it for them.

Bull.

No, you're not. You're doing it for you. Or just say, I'm not that interested in being that kind of husband and father. I'm interested in being this. I would rather you just say you're interested in this than telling me you're doing this on— at the cost of this, but it's for them. That seems— that, that math doesn't math. Or go the other way.

You don't—

I'm not just trying to pin it against those of us that like to work. I go the other direction because I used to be the other way. I would tell you my business can't grow because I'm a husband and father. So you pick your poison.

But I—

but I would—

I—

that's not right. That's not correct either. Both are true if I let both be true at the same time.

Yeah, like I've always said, I do everything I do for my family in that sense. It's like— but actually, if I think about it in your perspective and things I've said before, I feel good when I'm a provider. So I'm really doing it for me.

100%. And that doesn't mean that you're wrong.

Correct. Yeah.

But the honesty and the willingness to look at it and say it that way means that there's a level of guilt and shame. I think specifically as men that we can find ourselves getting, getting out of and walking away from. If we'll just say, I'm doing it for me because it allows me to be fulfilled. I feel purposeful. And in providing an income for my family gives me a purpose to show up every day. Yeah, great. Now I think there's room in that to go, let's make sure that we're having a dialogue with one another openly, candidly, and vulnerably, and going, are you more interested in finding your purpose and being a provider in a singular fashion than you are looking at the wholeness and complexity of your life? And I think that's a— I think that's a tension we all have to wrestle with and talk about.

Yeah, I agree.

But that requires for us to be honest, and yeah, we don't always want to do that.

What's funny too is this, this whole and/or thing. There's— I can look at some spaces where I'm really good at understanding all that, and there's still some spaces in my life where I'm defaulting what's comfortable, and you know what I mean? It's like, I don't— I think a lot of people think there's gonna be a switch one day and it's all different, you know? So I, I'm okay accepting working on different pieces at different times even, right?

I, I pick a, pick a category in our life where, where you, where any one of us could defend, yeah, there's just a switch, once I flip it, it was, it was, I never thought about it again. I mean, it doesn't, it doesn't, it doesn't exist.

Yeah.

So like, I, and I think that's a huge part of what, in my ability to understand you, your mantra, what you're about. So the message you carry with you is that, hey, just show up every day. How's it going to go? I don't know. Pick up something heavy. Yeah, but how many times, reps, in what way, how do I do it? Is the right workout? Did I do it enough? Did I, did my Whoop pick it up? Did my Apple Watch pick it up? How about my Oura Ring? Did I tell my friend? Did I put it in the app? Did I track my— listen, there's so— you have created— you, the proverbial you, has created so many barriers to the single thing that you actually wanted because you were hoping you were going to be able to prove to somebody else that you did it rather than accepting to yourself that you really showed up. Because you know who doesn't care that I work out? Anybody else in the entire world but me. That's true. But I tell you what, I want to make sure my— it gets on my rings. I want to make sure the activity gets tracked on my Whoop. I want to make sure that I get to post it on Instagram. I want to make sure that my wife knows, hey, I couldn't— I'm gonna be a little bit late because I'm at the gym. I wanna— and I don't think that all that is inherently bad. I'm not trying to throw the baby out with the bathwater. Yeah, but if we would be willing to be honest with ourselves, we could go, you know, you'd probably move your body a little bit more if you'd stop doing it for everybody else. Your, your business would probably get a little more efficient if you stopped trying to do everything yourself. Your, your relationships could, could possibly increase if you recognize that the number one responsibility you have in every relationship is you. But that takes a lot of work, and I'm not telling you I'm perfect. It takes— I'm saying as a practitioner, it takes a lot of work. But it comes back. Let's go kick it off. Let's go full circle. But What do you want?

Yeah, yeah.

How do you—

all right, how— this is what I got for you, kind of two things. So where you were talking earlier about, um, helping people become great and being, you know, teaching them to be like you or whatever, right? But at the same time, we talk about people having mentors and emulating others, you know what I mean? And then at— and, and it's all kind of ties together for me, but it's like, what do you want versus like, what do you have to do right now to get the things people traditionally want? Because I watched, um, remember the dude from Friends, Joey? Yep. So I watched, I watched some stuff on him yesterday, and he was like, after Friends, he's like, what do you want to do? He's like, I want to do nothing. I'm really good at nothing. I just want to do absolutely nothing because it's really easy. And he was okay with that, you know what I mean? And he was like, so I did nothing for a year. And after one year I was like, I'm gonna do nothing for a year again. You know what I mean? But he'd been 10 years on a show grinding to earn in his world that nothing. And I'm obviously coaching people. You, you deal with people, what do they want, dude? They wanna sit around and get rich doing no work. You know what I mean? And I'm, and I'm counter going like, do more to get what you— it's so there's a little bit of counter to our messages in some sense, but behind the scenes we're a lot alike. Yeah. You know what I mean? So how do you balance people with like, what do they want versus what do they have to do to get what traditionally is, what do you want?

Yes. So we, so we start by breaking it and saying, what do you actually want?

Yes.

Because by default, that's, that's why you and I are so aligned, because what we're both saying is, what do you actually want? And to get what you actually want always requires work, even if what you want is— because I will tell you, in every client I have, they're, they've, they've been in their career 10 years. They've got a business that does $30 million. They own a company that does $180 million, executive from Zillow, pick up— I mean, pick any of those categorical things we would say make someone valuable or whatever it is. I can tell you, in the last— I don't know, in the last 2 or 3 weeks, I've probably talked to, I don't know, 15 or 20 people on sales calls from different things we've been to in events. And every single one of them— and I mean, and I do like to be dramatic sometimes, but I'm being dead serious. No drama here.

Me too, bro.

Every single one of them, at some point in the conversation, when I said, okay, but what do you want? 100% of the people that I have been on the phone with in the last 14 days has said, I want peace.

100%.

Now, some people arrive at peace by going and getting and making more money. Some people arrive at peace by removing every possible liability they have. Some people find peace by being deeply rooted in their community, their relationships, and investing an immense amount of time in their neighborhood. Some people find peace by getting a homestead in Montana and never talking to another human being again. But that's why we say, well, what do you actually want? To get what you actually want, what you really want, and I don't, it's not a pipe dream. Right? It's— I'm not talking about what do you actually want, because everybody goes, "Oh, I want to be free. I want financial freedom. I want to have a million dollars." You don't want a million dollars because you don't know what you would do with a million dollars. You can't even comprehend what it would be like. That's not what you want. You want to stop worrying about the 9 $147 payment plans you created to get something you thought you wanted that you now are upside down on, you can't get out of, and you think a million dollars will clear it. But that's not the problem. The problem is, is that you have been potentially pursuing small temporal things to make you feel at peace because in the midst of the chaos, you didn't have the tools and resources to get yourself back there. So we say we want more when in reality we don't quite know how to define it. So we go to the easiest default setting, which is more things, more money, and quote unquote financial freedom. But I believe that you have the option to be free of your finances today. If you would be willing to define what it is that you actually want. And most of the time, at least for a season, that's gonna require you to do more.

Quick break in the video. This is John Wetmore. I want to invite you to join my new school community. You will get access to tons of free sales training. There's a community of other insurance agents looking to win. We have hundreds of them already in there. Where we're giving out answers to questions people have, coaching, guidance, tips on not only selling but building, team, team stuff, leadership tips. And I'm personally in there responding to messages, putting out challenges, talking about our wins, our losses, our struggles, and sharing things that will help you win as well. To join now, go to JohnWetmore.com/School, which is S-K-O-O-L. The link is also below. How do we dig down and get people to figure out what they actually want? How do you, how do you go through that? I'm sure you have an exercise on this sucker because you're really good. Like, I like, I like these things that you do. Yeah.

So, I mean, you know, to, to really help get down to it, we have a process we call the Upside Down, um, and it's a, it's a technique we, we use 4 questions to sort of give the prompt to get us to understand, one, how the technique works, but two, in the, to answer the question, what do I want? And so, uh, number Number one, I tell you, it requires time. Now, I didn't say it requires a lifetime or requires a 2-week seminar. We took a group of, what, 1,000 people through it in 60 minutes. So it takes time. It takes the removal of distraction. And it takes a willingness to come out of the shadow. Stop. It takes a willingness for 60 minutes. We call it space. Space is defined as a momentary pause to assess what is. Not good, not bad, not positive, not— don't give me evaluation. I don't care if you think it's right or wrong. I'm asking for 60 minutes uninterrupted of space, a momentary pause to assess what is. Be truthful. And then we go through 4 questions. Question number 1 is, what do you think about most as a human being? Where do you spend the majority of your brain power? What do you think about most? Just write it all out, get everything out you can possibly think of. We'll come back to that in a second. Number 2, uh, what 3 things in life do you fear losing most? Don't overthink it. I don't care how you answer it. Go with your gut. Number 3, if you could do 2 things the rest of your life and be totally satisfied, what would those 2 things be? No rules, no restrictions. You have as much money as you need, but you could only choose to do 2 things. What are those 2 things? And then lastly, what is one thing in life you hope to accomplish? Not your bucket list. I'm saying, what is a significant thing in life you hope to accomplish? If you're listening, pause, go back, answer these questions. All right, you're back. Now you've answered the questions.

Y'all, if you had— if you didn't do it, I'm telling you, pause the effing video. This gets so good.

Yeah, pause.

I don't write a lot of notes, almost zero at events, bro, and I still— I have this on my desk upstairs, and I actually have it on my phone. I kind of like want to pull it up and go through it, but you know, y'all have to pause this and do the fork. I'm telling you, this thing's money.

Yeah, so answer those 4 questions. What do you think about most? What 3 things in life do you fear losing most? If you could do 2 things the rest of your life and be totally satisfied, what would those 2 things be? And what's one thing in life you hope to accomplish? Give yourself some time. Answer those questions. Once you've answered those questions, here's basically what it is that we've asked. We said, would you please share with us your— and we're going to go in order, 1, 2, 3, 4— your thoughts, fears, hopes, and dreams. Now, the reason we don't start it off and saying, tell me your thoughts, fears, hopes, and dreams, is because we all go wild and we say crazy things. It's not actually true about who we are. We just ask the question we're looking for and say, can you provide the answer to these questions? Now, once you've answered those questions of your thoughts, fears, hopes, and dreams, let me kind of break down— here's why we ask these questions. I have found over the last 10 to 15 years, in my experience, this is how the human brain works at default. We think like this, right? So those of you that did it, follow along with me on your answers. Point your finger on number 1. Whatever you wrote down in number 1 is almost always directly related to what you fear in number 2. What you fear in number 2 oftentimes is preventing you from doing more of number 3, because we tend to be reactionary creatures who look for fires to put out, not issues to solve proactively. And when we don't do number 3, you may in fact never accomplish number 4. So we'll say it one more time: what you think about in number 1 is directly related to what you fear in number 2.

Hey, I'm looking at mine right now. So I was looking down, I was finding my screenshot. Go ahead, start with the beginning. Yep.

Yeah, so whatever you wrote down in number 1 is directly related to what you fear in number 2.

100%.

What you fear in number 2, which by the way oftentimes is totally out of your control. So we're—

100% out of my control.

We are consumed as creatures, right? We are consumed By the fact that we are going to— we fear losing something that is 100% out of our control, yet it dictates 80+% of our brain power on something we cannot control, which by default causes us to live reactively because we wake up every day and go, how do I keep as much bad out? And if I happen to have enough energy at 8:30, then and only then will I think about bringing any good in. That's exhausting. Like we wonder why we, and I say we 'cause I'm a human with you, we wonder why we feel tired. We wonder why we feel burnt out. We wonder why we feel we can't get ahead. We wonder, because we wake up every day, you hit the snooze button and you tell yourself, I don't do what I say I'm gonna do. You get up and grab your phone and you look for red dots to eliminate, which is reactive, not proactive. You get consumed immediately by the things you cannot control. You go into your room, you get up your children, you're with your friend, your partner, your spouse, you are frustrated 'cause your brain is consumed by the reactivity of things you cannot control and it is 6:57 AM and you wonder why you get into your time, your office, your work, wherever it is and you are frustrated. And when you occasionally on a vacation, date night, on a Saturday that for some reason you let yourself be free, go back to number 3 now, you think, "If I could do 2 things, I would do this." By this point, we're so tired, we go, that is a pipe dream.

Yeah.

And the only way I could ever pursue that is if I, quote unquote, win the lottery. And if you don't do number 3, either literally or for some of us metaphorically— oftentimes number 3 represents some layer of peace— then most of us will never accomplish what we wrote down in number 4.

What if my number 4 was to accomplish number 3?

Even better. And the answer is yes, right? And so what we get into is this is how our brain works. 1, 2, 3, 4. 1, 2, 3, 4. And therefore, what's number 1? Things we can't control. And what's the last thing we think about? I mean, I hope it happens, but it's just a dream. And I heard one time the only place dreams come true is when you're asleep. So I guess it's just not— I guess it's not for me.

Yeah.

When the hope would be How do we define what we want? We go to what we call the upside down. So take your answers, flip them around, and let's imagine life if we looked at it the other way. What if what you thought about most every day was what you wrote down in number 4?

Ah, so good.

I almost guarantee you it would lead you to doing more of number 3. And if you did more of number 3, proactively, not reactive to life, but proactively, you would find yourself less fearful of number 2. And if you were pursuing number 3 and you were less fearful of number 2, well, we just absolutely changed what you think about most. And that puts us in a posture— we— I love using that word— it puts us in a posture where we are now on our toes playing life on offense not on our heels reactively playing life on defense. And for my sports fans out there, you can't score points on defense. And you wonder why you feel like the game of life you're losing and everybody else is beating you, or in general the game is beating you. It's because you can't score on defense. You're just doing your very best to keep life from scoring against you. And for those that want to argue and go, bro, it's called an interception, he's I'm so glad you said this. Like, let me just, let me just break the metaphor down even for you. I would argue whoever has the ball is on offense.

100%.

So you're right.

Is—

do you have a choice, my sports fans out there? Do you have a choice right now? INT, pick 6? You absolutely do. But be prepared. It's going to feel like the defensive lineman who catches a tip interception and his brain freaks out because now he just became a running back and it's a position he's never played, but the whole field flipped 180 and everybody said, "Go this way," it's gonna feel odd. So just like he feels awkward holding the ball two hands running, and this is not natural either, you're gonna go through the exercise and you're gonna sort of look at yourself and it's gonna feel like you caught a, a tipped ball and you're a defensive tackle being asked to run to the end zone for the first time in your life. But, but let me remind you, we're just going to take this metaphor all the way in. Are you on the field? Yes. Did you do what was required? And don't worry about the results, but just do more to put yourself in a better position, literally and metaphorically? Yes. Is the ball now in your possession? Yes. Will it feel awkward, but do you know how to already run because you have decided to play the game? Yes. Do you still have a team around you who now has a singular mission with you to get into the end zone?

Yes.

And even if you get tackled, prior to scoring. If you're willing to pursue life on offense, there may just be a whole group of people out there who are really good at offense. But you're going to have to allow yourself to say, I'm not going to consistently pursue defense in hopes to only keep the bad away. I'm going to proactively pursue offense in order to go out and get the good and bring it in.

So sick, dude. I thought about this thing. This has been like a— we've been like a month ago now, I think.

Yeah, almost exactly, I think.

Yeah, I think so. I have a question. This is totally for me, so I— and it's worded different because I forgot how you worded it at the beginning when you flipped it. It's if you make that what you think about most. I was like, oh, that makes sense, versus like, you should do this. I, I took it as that's what you should do every day because one of mine's like obnoxious and I physically can't do it because it costs a lot of money and I do well in life, but I can't do that, right? You know, and thankfully you gave us two, so one I kind of do every day, you know what I mean? But how do you, how do you, how do you get to the big-ass number three, you know what I mean, in your eyes? Like if you think about it every day, cool. Maybe it's a vision board. Maybe you, you know, what do you call it when you— oh God, there's a really good word— where you manifest it or whatever, you know what I mean? Is that where you're going with it in a sense?

I mean, I think the hope would be to leave it broad enough that if manifestation is where you're at in your daily affirmations and you're going to speak it into existence, great. But here's my quick tangent, then that's awesome. I think the reason manifestation works is because you think about it every day.

Agreed.

And we often want to change our behavior without changing our attention or our focus. So we say, I'm going to be the kind of person that works out. Therefore, all I got to do now is go to a gym. No, no, no, no, no, no. You got to be the kind of person that thinks about the gym daily. Your attention will lead to your focus, which is why am I not at the gym or how do I get there? And then you may be the kind of person who actually shows up to the gym. James Clear in Atomic Habits, he makes the joke of like, you know, the first 30 days to go to the gym, just drive there, sit in the parking lot for 5 minutes and leave.

Yes, I remember that line. Yeah, right.

And then like the next 30 days, open the door, go in, close the door, go home. Like, because it's the— what— how— I can't think of the analogy. Like the heaviest door at the gym, the— yeah, the heaviest weight at the gym is the front door.

Yeah, right.

Why? That's because we are not the kind of person yet who has taken the attention and the thought and the focus to get ourselves proactively into a vehicle to get there, to open that door. And so is there a part of manifestation that I think is absolutely real and true and works? Yeah. Why? Because you change your attention, you change what you think about. And when you change what you think about, it changes your focus. You change your focus, it begins to change your action. Now come to what you're saying. So how do we get that big thing? How do we get to that? That— those— there's a part of number 3, and if we wrote it down, it's like, golly, What? Well, if you think about every day of your life proactively, what it is that you know you're going to pursue and accomplish, that thing may be huge, but I promise you, you stack enough days together and you've created a week, enough weeks, you've created a month. And we won't take that analogy all the way to the end, even though it is very fun for me to do. You wake up in a year and go, Yeah, man, we've come a long way. And we, and we referenced this earlier, like, uh, to the day, actually, 11 months ago to the day, my whole world exploded, blew up, and everything that I had attempted to do and build for the previous 5 years was snatched away in a 7-minute phone conversation.

Insane.

And, you know, lots of money, left with debt that wasn't mine, back pay owed, uh, was generating no revenue of my own because I was giving my time and energy to somebody else in their organization. And realize that although from a financial perspective, I needed to start over when it came to generating revenue. One of the greatest lessons I've learned in the last 11 months is that I didn't have to start over in my business. I actually didn't even have to start over as a person. All I had to do was figure out how to live in the continue. Because life was going to keep going. And a lot of things that my wife and I and our family had planned had to be put on pause. But I didn't have to start over. I just had to figure out how to live in the continue. I wasn't starting a business over. I've been doing this for over a decade. I didn't have to start over with speaking. I've been speaking for 20+ years. I'd have to start my marriage over. Married. Didn't have to start over how to be a dad. Still a dad. I had to learn how to live in the continue. See, I think that's one of the things, and the reason I say that, one, is to recognize that life is always lifing. So I get you if you're listening now and you're like, must be nice to sit around, answer 4 questions and do whatever you want. That's not what I said. So if that's what you heard, I would encourage you to go back and listen and figure out why you're angry with me that I challenge questions that you had. And I would be curious to know how come your default response was, must be nice, as opposed to, what should I do? That's neither here nor there. That's just for you if you're angry currently. And I think there's a big part of it for me that had to recognize that where I find peace in my life is my ability to try as hard as I can to let two things be true at the same time. And the peace I find within circumstances of what happened to me was because I was willing— well, maybe not willing at first— that I was going to be proactive. That if I was going to blame him for the bad stuff, I was going to blame him for being a jerk and for being a narcissist and for being rude and for being— if I was going to blame him for all of that which, let me be clear, I am, then the only way that Rocky finds peace is that I'm also going to blame him for all of it. And I'm going to blame him for all the opportunity. I'm going to blame him for the ability to lead a team of 70 for 2 and a half years. I'm going to blame him for what I learned. I'm going to blame him for what I know now. I'm going to blame him for teaching me lessons of what not to do. And that's not to make myself feel better or to create reconciliation with him, because I have no desire to reconcile with him. However, if I'm going to find peace and live in the continue and wake up, because I know what's going to happen tomorrow when I go to, when I go to bed tonight, I can guarantee you one thing that will happen tomorrow. The sun will come up. Life will continue. And in the pursuit of what I actually want is that I want my life to continue. And so I find peace by going, this is true and this is true. And the reason they're both true is because the other one is not because they live by themselves. Yeah, so I would challenge those of us— you, me, anybody listening— that's, um, part of the chaos you feel in your life is because you are potentially unwilling to let the other side be true, because you're working so hard to be right as opposed to attempting to live a life that is true. And it's exhausting.

It's crazy, dude. So it's like, okay, that it— all the blame. Because sometimes we go like, stop blaming people for other things, in a sense. But you're like, hell, keep blaming them, all good. Just don't let that be it.

Yeah, but blame is not going to remove what I'm yet to be responsible for. Yeah, the reason we say stop blaming other people is because we're hoping they're gonna magically show up and take the responsibility. They're not going to. Like, and I know with people, there's many people who get pushed back because they're like, you know, calm down. Like, no one's coming to save you. Yeah, because we're all trying to save ourselves. And if rarely, if rarely you can find a person, a friend, a relationship, a partner, a coach, a comrade to go, hey, I'll at least be with you while we attempt to save ourselves, there's a greater chance we make it. But, but I don't care how kind, loving, Great. No one is coming to save you because daily we wake up trying to save ourselves. So I can say it is his fault and today is mine. Today's my responsibility. What am I going to do? Who am I going to call? Who am I going to follow up with? Am I going to talk to my wife? Am I going to make sure I pick up my kids? What's the message I gave this morning? I literally texted my wife yesterday morning and said, Will you remind me, please? Will you remind me in the morning time is not a good time to try to teach my son a lesson because I'm amped up in the morning. 5, 5 o'clock, 6:30, your boy's ready to go. My son at 6:45, not ready to learn a life lesson from Dad. Yeah, so we're in the car, I'm trying to teach him something. I hurt his feelings because I'm trying to get with it. He's not ready. He gets out of the car frustrated. He gets onto a bus and rides 30 minutes through traffic in a bus to get to school. And have I set him up for success or did I set him up for failure? That's, that's me. That's my responsibility.

Yeah.

So if I'm waiting for someone to come and save me, if I'm waiting for his teacher to tell— well, she'll take care of it. I can piss him off and make him anxious and sad every morning. That's— he'll get to school and he'll be fine. No, no, it's my responsibility how he leaves my vehicle, because no one's coming to save him, and no one's coming to save me. So if I'm willing to be really honest and say, what do I want? What do I actually want? Not what should you want. What do you actually want? Clearly define it. Go through the 4 steps, reverse in the upside down. And then when you say, okay, but I don't have the exact plan, stop listening to me, start listening to you and say, do more. Yeah, but how do I? You're asking the wrong questions. Do something. Yeah, but what if it's wrong? It's better than what you're doing now because you're hoping your neighbor is going to fix it for you.

Yeah.

Now you got me fired up. I got to take something.

I love it, dude. I love it. Hey, my version of that a little bit, the what if it's wrong thing, because we get that a lot. What if that? What if that?

What is this?

And I've always said, like, I don't remember if I said it from stage there or not. I, I say it a lot, but it's like, whatever, at whatever comes out, like, if you go, what if everything after that is made up?

That's right.

So I'm like, if we're gonna make it up, why not make up some good shit?

Couldn't agree with you more.

You know what I mean? I'm like, hell, we're making it up anyway, make it damn good.

That's right. You know, and that's right.

At the same time, I still have to remind myself of this a lot. Like, you ever have to, like, take your own medicine, catch yourself?

Like, well, the only reason I've— the only reason I survived is because I have to do this for other people all day long, which I am just talking to me. Like, that's the— that's the— and maybe— and maybe— listen, that's why there's certain clients that love me and there's other clients like, I'm never going to work with that guy because I thought he was the expert who had the answers. I'm very clear for you, if you're looking for answers to your problems, Your boy is not the guy. I don't know how to solve your— I don't have an answer to your problem. If you're looking for perspective and guidance and accountability and clarity, hey, I'm your guy. But I do nothing but pour a full bottle of medicine every day, kick off my calls, slam that bad boy myself and say, let's get after it. Because there is no— in my field, this is not true about the world. Like in my field, there is no— people ask me all the time, okay, I want to work with you, Rocky, but like, how long we work together? A 6-month minimum. I don't work with anybody for less than 6 months, one-on-one or in a group. Nothing less than 6 months. Okay, well, what's the program like? So it's 6 months for— that's 24 weeks. So what's the 24-week program? I said, what do you mean? Sorry, right? Like they say, like, what's something related? Do you want to know whether 24 weeks equals 6 months?

Is that what the answers are?

I listen, I guess that's where the answers are. I don't know.

Right.

People go, what's the program? What's the thing? What's 24 weeks? How are we going to do that? Hey, what are we going to do on week 10? Well, let me back up for a second. If you think that there's a 24-week program that has been created for every human being, that if they would just do this on week 11, their life gets better, I think you're looking for the wrong thing. Let me start there. Two, sure. Do we have methodologies that we use in a sequential order that we believe help bring clarity of self-belief, relationships and how to create daily habits and actions based off what you want? Of course, that's why we have a business. But do you think that what you want is what the other people want? Do you think what you want is what this other human wants? Do you think what you want is what everybody in this group wants? So if you think on week 10 we're going to show up and I'm going to just tell you all the same thing and say good luck for the next 7 days, you're— I, I'm not your— this is not going to be good for you. You're going to be disappointed because I'm gonna need you to do more now. I'm gonna guide you to the place I think you need to be and ask you the appropriate questions, but you're going to need to show up for yourself 'cause I can tell you whose life I'm in charge of and it's not yours. So if you think I'm gonna solve your problem, this is going to be not a great working relationship. If you're willing to show up in order to put the work in, to pursue all possible solutions for what we currently believe is a problem, then we may in fact have the ability and capacity to work with one another to be able to see and determine what that is. But there's not a person out there who's going to solve your problem for you. There are, however, great people out there who can help you see, know, and understand if in fact you have a problem. And if so, how do you live life and then continue in order to find a sustainable solution that actually helps you build the life you really want?

So sick. I love it. I was talking to a guy yesterday, super nice guy.

He's in—

he's, he's somewhat in the insurance space, and he said to me, um, I, I could get— I could get my team or agency, whatever, bigger. He goes, but the problem is I don't have a system in place for every step of the process for everyone that comes in. I need something like yours. And I was like, you're going to be really disappointed in about 5 seconds. He's like, what do you mean? I go, bro, I don't have a system like you think I have a system when people come in. I've just— I have experience and I have conversations with humans and I give them feedback on what to do based on where they're at and where they want to go every day.

Yeah.

He goes, can you send me anything like that's written? I'm like, but I don't have that, dude. And I— this makes me feel really good because sometimes— because it's very counter— does it— I'm not— this is because this is from, again, a for me thing. Does it piss you off, the people that put the ones out that are like, these are the 7 steps that you should do to fucking win in life? It makes me mental. But dude, so many people pay them. I'm like, ah, yeah.

Um, yes, the short answer to it, what you said, is yes, 100%. Uh, but, but I want to— I also want to— I want to challenge you in this way. You, you absolutely have a methodology. Oh, I 100% do. Yes. And I think what— where you and I— I think where we find ourselves sort of in this, this proverbial like conundrum when it comes to being an expert in our field, simultaneously a willingness to help other people because of our expertise, and knowing sort of what the default message is out there that yes, people go, just send me the one-pager. Well, let me tell you this. If you want the— I got a whole booklet, right? Like, you want to build meaningful relationships? Like, we got The Art of Connection. We got the whole thing. I got the whole— if you want, like, I will send this to you today. You can have it. That's not— I don't know if you think that I'm so smart that I made something that has never been built. And that if you could just get your hands on what I do, you too could for the low, low cost of— that's not— I have never seen a problem solved when it comes to ourselves, who we are, what we believe in, building a life that we want, a business that we want to create sustained success. It is at this point, not a lot of us out there have the capacity to invent the wheel.

No.

So that's clear. What I think that the hope would be in which way to encourage you, like, But there, but there is a way to just like the upside down, 4 easy questions, answer them this way. Think about it this way. In a 2-minute video, we could rip that bad boy out. Everybody in the world could go see it and do it. Great. And it's out there. You go get it. You go to ryangardner.com/values, ryangardner.com/identifiers. You go to ryangardner.com/achievingmore and come to our next free event that we do all the time. You can go do all of that. But here's the difference. Most of us need someone in our life like a you or me, because without a you or me, you're not going to do it.

True. Yeah, 100%.

How many emails have we subscribed for? How many downloads have we gotten? How many free things have we been to? And we went and we were like, that was amazing. And then we did nothing. So you're paying for expertise of the material 100%. You're also paying for the expertise of a human being who's willing to help show up for you when you lack the ability to show up for yourself.

Yeah, yeah, that—

now, now we're getting somewhere. Now we're talking. So I, I— to your point, if, if you think there are 5, 3, 5, or 7 steps to accomplishing anything you think you want, stop. Don't— there is not. Yeah, the difference between people who do and people who don't are people that do. The people who— the difference between people who write a book and people who don't are the people that write a book.

100%.

That, that— I mean, at its simplest form, not attempting, not trying to be a smart aleck.

That's it. I just wrote it one day, bro. Yeah, show it in there so they can see it.

Yeah, like, let me see it.

Uh, promote that shit.

Yeah, you know, like the different people do, people that don't, or people that do. It's a book called Be Confident.

Why?

You know what I did? People say, oh, how did you write it? I did— I didn't. I turned on dictation on my computer and I started doing this. Doubt is— this is how you know that it was done with voice and it wasn't done because I'm a great writer. Chapter 1: Doubt is dumb. I don't like it. I don't think that doubt is kind, and I definitely don't think it cares about you. That's because that's what I said. I said, Siri, please. But then again, I think that's what makes it doubt. Doubt is a tiny thief that secretly steals the beauty, wonder, and uniqueness inside all of us. Not only is doubt dumb, but I also think it's patient. Because that's what I say. That's what I said. The difference between people that do and people that don't are people that do. And I'm not saying that because we're creating a hierarchy of value or worth as a human. I'm saying that because I believe every human being has the capacity to do. Where the reason we don't is because we lack clarity about what we want to go and what it is that we want because we live reactively. You and I aren't— and I know we know this about each other, and I'm saying it because I want everyone to publicly hear it, see it, and feel it. There is nothing that I or John have or do that makes us more valuable, more worthy, or somehow gives us an advantage that you don't have if you're listening or watching right now. I can promise you that. The difference is on the days that you potentially decide not to, we have probably just had more days that we said yes.

Yeah, 100%.

More accurately, more perfectly, more thoughtfully, more— don't give us any unnecessary credit. No, the fact that we simply said yes. That's it. That's it. Be the kind of person who can drive their car to the gym. If you can't do that, you need to delete your workout subscription plan about the workouts you think you're gonna do when you get there, because that's not the problem. You need to spend that money on an Uber who will drive you to the gym on your behalf. It's a better use of your money.

So good. I love it, dude. What up, y'all? Officially releasing my book. You can go on and order it now at johnwetmore.com or click the link below. It's where I go over the 6 basic principles I implemented to go from a struggling agent for my first couple years to issuing nearly $500,000 a month. And go through stories and examples and exercises that you can do to implement for yourself. Appreciate it. Again, johnwetmore.com. Get yours later. It's, it's, um, some, some days I question stuff, you know what I mean? Because it's like, man, if I just, if I just went with the— forget telling them to just work more— what if I give them the secret sauce first? Yeah, you know what I mean? But I'm like, I can't do it. I don't believe— I can't do it without feeling like a scumbag.

Yep.

You know?

Yep.

Um, because I'm— and again, I have those secret things, this— like, I have the scripts, I have the how to work with people and the overcome objections, and I have all that, but I just do that.

Yeah, but I think— but I think for you, what is the problem that you are most passionate about helping people solve?

I think people overcomplicate what it takes to get the thing they want.

Okay, so simplicity.

Yeah.

Okay, what else?

Um, I think that people don't believe that they can do it too.

Okay, so, so both, both lack of belief in self but also, uh, lack of understanding of what's required.

Yes.

Okay, what else?

Um, those are definitely the two big ones, dude. Okay, great. So that drives most of the way I teach this thing.

Great. Okay, so, and you— and for— and I know people are here that are listening, but I think for me, I want to make sure I have the right context. And people know you as being successful in the insurance world.

Yeah.

And, and, and that's because what, what, what have you found to be great at in the insurance world?

What am I great at in the insurance world?

Yeah. What has made you successful?

So I think, well, one, I've sold a lot of insurance myself.

Okay.

So to clients.

Great. So individual contributor and the ability to generate revenue. Okay.

I think what people are attracted to once they understand it is I started out really bad. So I think it's relatable to a lot.

Okay.

So I think that helps kind of put a cherry on that.

Yeah.

And then I've taught a lot of people and I get a lot of credit for building a, building a big agency. We push a lot of insurance as a group. Great. So 15,000 applications a month. Right, right.

So we're going to, we're going to take this in the upside down because we did it.

Yeah.

So have a big agency, been successful, created credibility. Credibility led to the opportunity to have a face, voice, be in front of more people. The default people's response they have is, is I need to be like him, do what he does, because if I want to replicate his success, I need to replicate his actions. We say, they say, where's the information, the scripts, the 5 steps, the 8 ways, the 3 things and the 2 things so I can have? And we go, you're missing the whole point. And they go, what do you mean? If you'll just tell me what you did and I go do it, I can also be like that. Then you said, but what I actually care about most is I care about them understanding that not only do they have the capacity on where they sit now, if they would put forth just a bit more effort, they'd just do a little more, stop worrying about the finesse, but just put in the physical activity, they would find not only is it capable, but if we could find a way to simplify it, we could remove all the unnecessary forms and documents and get back to the reality that if you'll put in the reps— I can't coach your technique unless you're willing to do the activity. Yeah, so correct. The methodology that I see— again, we know each other briefly and spend some time and whatever, but like on the outside and go, yeah, but your sweet sauce, your sweet sauce is that you're able to go, you see everything that you think that you want, the number one thing preventing you from getting what you want is you. For two reasons. Number one, you have overcomplicated it and we need to create a very, very simple plan. And number two, you're going to have to believe that you are fully capable, not because I have it, because you believe that you can. And if I can help you make it simple and if I can help you see that you are able and you're willing to give me 30, 60, or 90 days of activity before you try to tell me that you need to change your technique, I can tell you that you can change your life.

Yeah. I love it.

And I think that is— that's, that's the, that's the methodology. That's, that's the part of what makes you you. And I think that's the part that makes you attractive to folks to go. But your capacity to sort of, in a sense, throw it back to them in a very kind, casual way to go, this is what you think that you want when in reality this is where we are. And if you're willing to come here at least for 30, 60, or 90, let's go. If not, come back again in 90 days and we'll try it.

Yeah, yeah, makes sense. It's funny, it's like I was given the belief that if you— if Rocky can do it, John can do it. I've had that since my entire— as long as I can remember. I was a little kid and I'm like, dude, if— and I— people think it's a— it's an— I remember being little, me like, if this Donald Trump guy can build hotels, I can build a hotel. I've just always— before he was who he is today, you know what I mean? It's just, I just— I don't— I've never struggled with that piece. And Almost everyone I speak to struggles with that, dude.

Yep. I don't have much, but I have that.

Yeah.

And so like that being the secret sauce, that being the secret, that being the secret power, right? I think you and I are similar in that way. But also like I'm also kind of willing to just be here. Like I think, I think one of my— and if you're the belief that if they can, I can, sort of my, my superpower belief is like the only thing that matters is what's happening right now. And I'm not going to let anything else affect me, at least, at least not to the degree by which it affects what I'm doing presently. Now, just like that comes at a cost that you're willing to sort of get out there and do more now, figure it out later. And sometimes we go, ja boy, didn't do the right thing. But nonetheless, we think, right, like there's, there's recourse to all of the powers. Just like, just like Superman has kryptonite, we all have something. The, the recourse to mine is at times I am so present that I sort of lose sight of the bigger picture. I can lose sight of the direction of where we're going. I kind of forget what the pain of yesterday, and I'll recreate it. So like, there's There's a, there's a, there's two sides to everything. Yeah, like, let's not pretend that there's not. But, but until we recognize what that thing is inside of us, we spend all of our energy trying to recreate somebody else's superpower, somebody else's magnificence, somebody else's strength, somebody else's uniqueness. The top 50 life insurance salesmen in the world, do they have some commonalities? Yes. Do they have differences? Of course. What I can almost guarantee, the number one commonality that all 50 of those individuals have is that they do more than you. Yes, 100%. I mean, I don't, I don't slice it, dice it, script it, CRM, Salesforce, HubSpot, that, that is irrelevant. That is not what makes them different. It's just they decided they were going to do. And sometimes the activity is required before we can even finesse the technique. Because we're not even quite sure what we're doing. Yeah, yeah, but I don't know what I want, Rocky. I couldn't agree with you more. So what am I supposed to do to get what I want? How about we start by answering the question and making a list of what do you want?

I tell people all the time, what do I do?

I want you to make a list of the top 20 things that you want. Sit on it for 24 hours. 24 hours later, come back and mark off 10 of them that you think, nope, that was wrong. Give yourself 24 more hours, mark off 5 of those, end up, and I will guarantee you you have the clearest picture of the 5 things that you want in your life ever if you're willing to take 48 hours to do it. Promise you, it works. 'Cause if you're, the gusto of the first 10, the first 20, you just go, "I wanna this, I wanna buy a jet and I'm gonna go here and I'm gonna go." Great, love it. Give me 24 hours and come back and you have to get rid of 10.

Yeah, yeah. You'll get rid of 10.

And then come back in 24 hours and get rid of 5. Then go to @RockyGars on Instagram, send me a DM and tell me what those 5 are. I'll give you your next step.

That's one of my favorite ways to teach. Do this and then I'll give you the next one later.

That's right. And the re— and the difference between those of you that do and those of you don't are simply those of you that do.

Amen. Some of you won't do it. Most won't send you a DM, bro. That's right.

Even now they're like, oh, this guy, he's gonna do the most won't do it, and then we're gonna Yeah, I mean, I'm telling you, literally send me a direct message. I'm a human. You're a human. I will gladly entertain a conversation with you to see where you are. Like, it's like, yeah, do you want better? Go to rockyguards.com/achievingmore. We have a— see, the 16th now. So on September 9th, we're kicking off. Once a quarter, we do a free 5-day workshop where we walk you through the Achieving More Than Success system. It's a 1-hour workshop every day for 5 days. Don't tell anybody, but it's actually 9 days. You get way more than you think. We just only pitch it as 5. It's a free 9-day workshop, bonus modules, Q&A sessions. Show up, show up. I'm telling you right now, you have plenty of time. September the 9th, go to rockygarza.com/achievingmore. It's free. Register for free. 10 hours of content around clarity of self, believing who you are, creating daily habits, the art of connection, what it looks like, escaping the shoulds, overcoming the great life myth. Just show up. I'm gonna be there. I will be there every hour for 10 days.

So you do that every month?

I do it every— we do a 10-day workshop every quarter, and then I do a free event for people, um, every 2 weeks.

You can just—

it's all there at rockyguards.com. It's all remote, it's all virtual. Just all you got to do is show up.

Sick. Do you do— do you do like in-person type events too?

Um, January is our first. We haven't announced it yet, but January will be our first in-person event. So now we're sort of back on the horse for the last year and getting ourselves together and figuring out where the ranch is and do we have horses zebras or what's actually going on here. Uh, we've been, we've been riding goats for the last 11 months and realized it's hard to carry friends on a goat. So, um, now that we're getting back on the horse here, uh, yeah, January will kick off and we'll, uh, we'll start doing, um, just single, single day events for folks to show up to and to go through the full identity mapping process, which is our longest running process, or self-clarity. Um, and then hopefully in, uh, end of Q1, Q2 of '25, uh, we'll relaunch a program we started a few years ago, um, called 72 and it's a 72-hour intensive. We limit it to 15 people and we go through a full— it's 3— 72 hours outside of sleep. We're together for 72 hours, a deep dive in identity stories we tell ourselves, and then walk away with a clear actionable plan with the 5 goals. We have a process called the EPS. It's called our 8 Points of Success, the EPS matrix. It's an internal assessment we've created. It's 64 questions to do a snapshot of success of where you are right now. So it's 64 questions with a 7-point Likert scale on every question. You answer all the questions, submit it back to us. and then we give you an overall score of success based on your preference of you. Adderocky doesn't tell you if you're successful. It's up to you, um, to show you a picture of where you are right now. And then we create a visual representation based on the 8 points or the 8 pillars of a holistic life and where you ranked yourself in each of those 8 pillars to create a visual representation of the internal things we feel that we don't know how to see. We give you a visual picture of what those things are, uh, in order for you to go, okay, where am I at now? And all of our coaching clients, you take that every 90 days and we overlay your result on top of each other every 90 days. So you're incrementally watching where your life is growing and adapting and changing, um, into very specific focus on where you want to go and what you want to do in life.

Bro, you know, all I can think about is I'm at a stage where I've done a lot, and with this, I need to get better. I'm at the point where I need to get better now. You know, I do that a lot with things. I'm like, all right, I've done it a bunch. Now how do I— how do I define some of this stuff? You mean we're doing events, we're doing things, and, you know, I let it rip. Yeah.

Yeah.

Organization of stuff you have is—

so to me. Yeah. Thank you. Thank you very much. Yeah. And I'll tell you, like, that's a— so for those of you that are listening, watching, like, that's a, that's a, that's a product of recognizing and owning what I'm good at and doing my very best. And very clear, I'm not perfect at it. but do my very best to let other people be great at what they're great at. And I know that if I can get the people in the room— now here's Rocky's problem. I have a really hard time getting people to say yes to being in the room because I'm not quite sure how to do that part very well. Because my most— the thing I care about most is I just— I can't wait for you to get here. And then I'm like, oh man, we forgot to tell people we were doing an event and we don't know who's going to be there. That's on me. Marketing's not my forte right now. When they get there, the experience, yo, I'm making the playlist. What does it smell like? Who lit the incense? How are all of that? Because all that now, that in the moment, presently, that's me. The follow-up, the booklets, the processes, the proceed, also not me. Like our team, I got kicked out of ActiveCampaign and Canva. I don't have the password. I'm not allowed to have the password because I go in there when I'm bored and I'm messing with stuff because now I think I'm an email marketing expert and the team is like, Rocky, what are you doing? You don't even know how to send. You send emails to everybody who purposefully unsubscribed. I'm like, I thought, I thought it said active. That's my fault. I like, I'm not good at that. But recognizing that then means like but that allows me to go be really good at what I am good at. And so I think it just, it takes, it takes a lot of, it takes a, it, it requires the ability to be willing to ask for help. That's what it takes.

We need to hang out more. I came into my office Monday and you met Amanda. She was with me. I did, I did. This weekend I looked into something because I'm trying to, my goal this year is marketing. Because I don't believe I've been amazing at it. I just put so much stuff out that people follow me now, and people have copied things and had success from it. And they're like, dude, thanks for sending— I get messages every single day. They're like, dude, thanks for this video I watched 3 years ago, 2 years ago, last year, last week, whatever, and it helped, blah. And I'm like, I gotta learn. But I don't have an email list, dude. I never really had one until recently. I don't have any— I didn't do any of that stuff, bro, for the last 10 years until—

same, same—

maybe 12 months ago.

Say, listen, listen, like verbatim, verbatim what you're saying. Same.

Oh, it gets scarier. So this weekend I'm sitting at home and we use, um, GHL, and I do understand stuff. I'm like an automation nerd. I understand things, but what I don't do is marketing. So I find out people that sign up— we created this new school community, right? And I found out because I was in something that my staff does not want me in. I'm in there and I find out the people we sign up to school don't also get my newsletter. So I'm like, what the hell? Why did they not do this? So I go in and I change all the workflows and I add, if you join school, also get the newsletter. And I connected all the things and I'm writing notes and I'm texting Amanda. I'm like, I was annoyed about something. She comes in Monday and she goes, I read your note. You know, you weren't supposed to do that because we have it set up that they get this over here this many days later and then they're going to subscribe to that because if they don't subscribe to it, you're not allowed to send it to them. Like, all Bro, I got wore out Monday from Amanda for touching, but they haven't changed my login yet.

Story of my life. Story of my life. Chelsea, who's on my team, was like, hey, I tried to get— I was like, hey, I'm trying to get this thing. She was like, why? I'm like, because I wanted to fix it. She was like— she literally texted me back, is that your job? I was like, well, excuse me, I feel like if I thought I wanted to do my job, the answer could be yes. And she said no. It's not your job. What do you want? I mean, she literally threw it back to me. She said, what do you want? I said, I want— this was the EPS matrix we just talked about. This is how we landed on this. I said, I want to gather people's emails. She said, so you're asking me to create an assessment, create it where it scales people, reports it back, a 12-page report PDF so that you can collect people's emails? She said, I have 3 downloadables that I've created in the last 3 months that we've yet to use. You just asked me to create it that we could give away for free and get emails today. And I was like, oh, well, yeah, my goal, my goal, my goal, my goal isn't— I don't think— okay, scrap it. I don't care about the assessment. I was going to give people's emails. And she was like, why didn't you just say, hey, Chelsea, can you help me get people's emails? And I said, because I didn't know what I wanted. But now that you know what I want, then that's what I want. And she said, I can do that right now. I was like, oh, awesome. Thank you. And then she said, also, I changed your password. You can no longer get into ActiveCampaign.

Thank you.

Fantastic. Thank you very much. Okay, great. But again, I think it's full circle. Like, it comes back, what do you want? And did I communicate what I want? Did I really know what I want? And did I know what I needed in order to get what I want? And all of that, most of us go, no, I didn't. I just, I'm just going to, I am going to, and then we fill in the gap of whatever it is. And so I think that has allowed me full circle back to you like that allowed me to do more of what I'm great at. And as the more I've done that, go to your, to your point, like, well, I think now I sense in myself and I think I sense it in you too. Well, now, like, you have done more. And so we say get better later. Well, now, now is later.

Now is my late— yes, now it is right now. Correct.

That's right. Yeah, that's right.

Yeah, we love that. Yeah, so it's, it's wild. And I'm— I, I am trying to live in the world where I do only what I'm great at. I don't want to do anything else. I don't want to schedule someone. I found out we're sending you something, and, uh, I'm like, hey, uh, here, this needs to go to Rocky. And I go, do you know who Rocky is? She goes I sent him the invite and the link to all this. Yes, I knew who Rocky is. We have a new girl on staff that I hired like a month ago, and I'm like, oh, I thought I was gonna have to explain you. They're like, bro, we got it. Can you just sign the books, dude?

That's right, just do that.

We'll do the rest.

Sign the books and click the link we sent you to be on your podcast. That's all I'm asking you to do. Oh, oh, interesting. Fantastic. Thank you. Yes, yes, I would love to do that.

Oh dude, I just— I love it, man.

This is—

it's been super helpful for me. And we have to figure out how to hang out more. I need to come to an event for sure.

Yes, that'd be awesome. That'd be awesome. Where are you at? I know I should know this, but Atlanta.

Atlanta.

Atlanta. Hey, I have been jonesing to come to Atlanta.

Yeah, come up, dude.

All right, I'm coming.

I'll come to yours and you come— we should do something here. We can hang out. Yeah, yeah, let's do it. It's such an easy— you're right. Are you actually in Dallas or you metro?

No, no, I live— I live 3 minutes south of downtown.

No shit. Okay.

Yeah, so I'm 12 minutes from Love Field, so Southwest Direct, and I'm 20 minutes from DFW.

Yeah, I go out there a good bit, so yeah, yeah, yeah, yeah.

I'm right, I'm right, I'm right here.

I love it, dude. This has been fun, bro.

I appreciate you, sir.

Definitely gonna do this again. Absolutely.

Can't wait.

What do you want to leave them with, bro? I know, anything I didn't touch on, like messages you want to give, how they can get in touch. Obviously you've given them a bunch of links, but whatever you want to give Dude, yeah, no, I appreciate, I appreciate it.

I'm pretty easy to find, Rocky Garza, R-O-C-K-Y G-A-R-Z-A. Look for the bald guy with these eyebrows. I'm out there, uh, you can hit me on any platform, uh, it's just @RockyGarza on every platform. And if you're interested in just coming to see what it is we're doing, what we're about, and how we can support you, again, it's just rockygarza.com/achievingmore. It's consistently updated with our very next event we have coming up, uh, and again, September 9th kicks off our, uh, free 5-day workshop, the Achieving More Than Success System, and we look through every methodology, every aspect to help you figure out what it is that you want and how can you also achieve more. Be reminded, two things can be true at the same time. And if I could leave with anything, it's this: you're wildly unique and extraordinary, and there's no one in the world like you. I don't say that to puff you up or to blow smoke up your ass. I have no desire to do that. We don't know each other. I fundamentally believe there is no human being who is like you. And same time, same breath, don't stop there because that makes you an asshole. Trust me, I lived a large portion of my life that way. And you are 100% regular. Meaning that you are equally valuable to every other human being on Earth. And I think there's a lot of clarity, a lot of freedom, and a whole lot of peace to be found in the ability to stand unapologetically in who you are, and while remaining fully aware that humility is not the ability to stop yourself from being great. It's the recognition and ownership of your greatness and willfully choosing when to use it for the growth, benefit, and development of those around you.

So sick. That's like the comma thing. I think about that every day, bro. It's so—

most, most of life, that would come on it.

Yeah, good stuff, bro.

Yeah, appreciate you. Thanks for having me, brother.

Appreciate it.

Always watching.

See you at the next one.