Best Of: How To Thrive This Moving Season

Hey my friends, it's Louis Massaro and welcome to another best of edition of.

The Moving Mastery Podcast.

In this best of episode, you'll get a behind the scenes look at some of the live trainings that I do for moving companies. These might be clips from my moving Sales Academy, live three day seminars or live online training that I do. Or they might be some of my Moving Mastery Monthly trainings and highlights from those that I do every single month for our members. I know you're really going to like these because it's more of a Deep dive tactical training and a look at some of the work that I do as a trainer and success coach. I focus so much on helping you take your moving business to the next level by implementing new processes and strategies to help things run smoother while increasing profits. That's what these special episodes are all about. These are my best of trainings right here and exclusively on the Moving Mastery Podcast. In these live trainings, a lot of times I'll have a presentation on the screen or a flip chart where I'll be drawing stuff out. You won't be able to see that, but you'll still get an idea what I'm talking about. So make sure you break out your notebook and a pen for these episodes and take some really good notes because there's some really valuable training on what you need to implement to grow your business. And if you want to get more deep dive training like this and be able to interact with me in this type of training, make sure you join our Moving Mastery Monthly training program. This is the program where I go live with our students every single month and I train on a new topic or I teach a new marketing strategy. This is our monthly subscription program where I do live Q and A and actual live coaching with our members every single month. It's called Moving Mastery Monthly and you can Access it@luismaro.com monthly that's louismasaro.com monthly L O U I S M A S s a r o.com monthly to get more Deep dive training similar to this. And I could tell you if you like this, you're going to love that training program, but I'll let you see for yourself. So let's go ahead and jump in to a Moving Mastery Podcast. Best of Training.

Best of Foreign.

What's up guys? Welcome to Moving Mastery Monthly. It is May, moving season is here. Everybody that I talk to is crushing it right now. So I'm super excited that we're going to go over some awesome stuff today. We're Going to talk about six things, six habits, six strategies that you need to be doing this season to really thrive. You know, moving seasons. That time where things get, you know, the screws start to come on loose a little bit. Right. It gets so busy. It's good. The money's flowing in. You need extra help. It's just. It could be crazy sometimes. And it's important to go into it with the right mindset and the right approach to really be able to, you know, maximize this season. All right, so let's see who's here with us. Let me tune in.

Say, what's up, Trey? What's up, Trey? By the way, those of you who are joining us for the first time, down below is a chat role. Okay? So go ahead and log into the chat roll and post your questions. If you have any questions, let us. First of all, let us. Let us know who you are. Let us know where you're from. Post your questions down below. Okay? And I'm gonna get to them. When you do post a question, start with all question marks at the beginning of the question. That's gonna really help me find it in the chat roll. So. But let's just see who's here. Trey, what's up? Nick Lozano. What's up, man? Kevin, Good to see you. Johnish. What's up, Johnish? Cuba. Hey, Kirsten. Eric Muslim. Gabriel. It's so great to see you guys. What's up, Greg?

All right, let's see. So, guys, if you. Again, if you have any questions at all, make sure you start loading them up in the chat roll down below.

And I will get to them. We're gonna be giving away some great gifts. I have some great books.

We got some great giveaways that we're going to be giving away. Let me know who's here. Let me know where you're from. I love to see where you guys are from. Let me know if you're crushing it already. From what I hear.

Moving season started a month early for pretty much everybody that I talk to. You know, they've been almost since March just crushing it. The business has been coming in. I hope that's everybody here today. And I just want to go over some things that I think are really important to address as we go into to moving season. Okay.

All right. Are we good? Our sounds good. We're all good. Okay. Make sure you guys can hear me. First thing that you need to do right now, everybody.

Raise your rates. Okay? I know this could be a scary thing. I know that the thought of.

If.

I raise the rates. People aren't going to book with us. If I raise the rates, you know, my sales team is going to complain and they're going to be scared to try to sell at that rate. And you know, we've been at this price and things seem to be working. Let me ask you a question. Are fuel prices up? Are your other expenses up? Right. You need to be able to raise prices, then emphasize your service. Sell your service, not price, okay? It's your sales process that's going to lead that customer to do business with you. Nothing that I share with you is to hurt you in any type of way. It's all this, everything we're doing here every single month is about you making more money in your business, profit in your business, thrive in your life, period. Alright? So I'm telling you this not because I want you to. I want the public to pay more for moving services. I want you to make more money for all the work that you put in to your business. All right? And from what I see, companies are not charging enough in their market. So let's talk about the ways that you could do this. First of all, you could do it across the board, okay? Actually, it's funny, I had one. I was on a call, my coaching client the other day and we talked about it and I said, you need to raise your rates, right? And it's actually a couple. And the guy gets up and walks out. It's a video call, it's a Skype call. Where's he going? Is he going to raise the rates? He literally walked out, went raised the rates, came back into the room and they're still booking jobs. Okay? So you could raise the rates across the board. Meaning, you know, if you charge, you know, 125 an hour, go to 1,35 an hour, right? You can charge, you know, extra for Friday, Saturday, Sunday, you could raise your prices. You should definitely be raising your prices at the end of the month. Okay? So one strategy here, I suggest across the board, 10 bucks, right? Whatever your price is, if you have not already raised it, right? So I know some of you have. If you haven't already raised it, take your three man rate, increase that by $10 and then adjust everything else accordingly based on that, alright? Don't worry about percentages, don't worry about things like that. Just 10 bucks. And what I want you to do is this. I want you to do the math, okay? Because this is actually what I'm going to tell you exactly what sent this guy. I'm going to Tell you exactly what sent him out of the room. Okay. It was this conversation. It was okay. And I don't remember the exact numbers. I said, how many moves are you doing a month? Okay, so let's say the number was 200. Okay? I said, all right, well, what are you charging now? He said, 1. 35 an hour for three men. Okay, so let's say we go to 145. What's your average move? Said seven hours. Okay, so that's an extra $10 an hour for seven hours. Right? So it's an extra $70 per move times the 200 moves. Let me make sure I did that right before i7.

Now 70. 70. 70.

Yeah, that was Right. I don't know if you could see that. $14,000. $14,000 a month extra for someone that's doing 200 moves a month. Times that by 12, that's $168,000 a year extra. Where does that go? In your pocket? Right? That's extra money on the top. Guys, I'm so adamant about this that it's the first topic today. This is such a big deal, and I want to make sure that you're getting the money you're worth this season. Okay? I'm talking to too many people who are at capacity. They're like, louis, things are great. We're already booked up for the end of the month. It's like the fourth or the fifth or the sixth. They're already booked up for the end of the month. That's great. But that tells me your price is too low. Raise your price. Maybe you're in. Won't be booked up already by the beginning, but you'll still book up at those higher rates. Okay, listen, if you're a little nervous about it, you can always, always, always bring the price back down. Okay? So what you want to do is you want to treat it like a hot stove. Put your hand on it, but pay attention. If it starts heating up, take your hand off before you burn your skin off. Right? It's the same thing. Implement the new prices.

If you start to see really, really that people aren't booking, then you could always make an adjustment. But here's what you need to look out for. Once you put something in your mind, it tends to happen. I guarantee you right now, regardless of what your prices are now, you have customers here and there that aren't booking with you because they say your price is too high right now at your current price. Okay? So that will always happen. Unless you're, like, the lowest of the Lowest of the lowest, which is, I don't think anybody on that's here with us is, you know, charging that low, low, low price, okay? It's a different mindset to be there because those companies are putting themselves out of business slowly and they don't even know it. All right? So you have to understand that, you know that first week when you raise the price and your salesperson's like, oh, my God, I didn't book this job because they said our price was too high. You cannot panic. You have to stay strong and continue to go through it. Now's the time at the beginning of season, because your demand is higher, okay? You're gonna naturally be busy. So if there are a few people that don't book because your price is a little higher, that's okay. You're still gonna have the business. There's no reason you should be booked up at capacity, not able to handle any more moves, and charge these low rates, okay? So again, across the board, my recommendation would say take the three man rate, add ten bucks to it, whatever it is, okay? At a minimum.

Look at charging extra on Friday, Saturday and Sunday, and you don't have to position it that way. To the customer, you could say, listen, our price is 135 an hour. However, we do have a discount from Monday through Thursday at 125 an hour, okay? So don't make it like, oh, it's like you're punishing them to move on the weekend. Instead, flip it and make it like you're incentivizing them to move during the week. Lastly, is every month this. So May right now, as soon as we get off this call today, I want you to do this. June, July, August, all the way to September. The first week of the month, I want you to look at your end of the month, okay, the last weekend of the month and everything around the 30th, 31st and the first to see what your schedule looks like. You guys all know the end of the month is a busy time. Everyone needs to be in and out of their new place by the first. So there's a lot of moving activity going on then. So if you start to see that it's booking up, you're like, well, we're definitely going to book up for that day. Raise the price even more for those days. Raise it 40 bucks an hour for those days. Whatever it's going to be, you're gonna get it. There's a lot of markets out there where, you know, the end of the month, it's. It's scarce. It's hard for people to find movers. Right? I want you guys to get paid. I want extra money going in your pocket. Write this down. Take the amount of moves you do each month. Take your average amount of hours for each job. So if it's six or seven or eight, add the extra money. So let's say it's 10 bucks an hour. You're gonna go up. Multiply that by the amount of moves, and if that number doesn't motivate you, I don't know what else will. All right? Raise your rates, please. Let me know. I want to hear about it. Let me know next month. I want you guys to be crushing it. I won't even charge you for the advice. You guys don't have to send me a check for half of the 14,000. You're going to make extra. Just go out there and make some money. All right? Number two.

Hold a mover meeting. So many of you might be doing this. You know, maybe you do it monthly, maybe you do it weekly, maybe you do it yearly. Maybe you've never done it once before. Okay. For me, honestly, we did these as needed. I would love to tell you that we did them every month or every week, but we didn't. For mover meetings, we did them as needed. We did it when we needed to roll out a new initiative. We needed it to, you know, if there was issues, if there was problems. Right. I've spoke to several people this week that are having some problems with their movers, and they need to have a mover meeting. And I think it's the best time to do it right before season. Why? You're going to put a lot of demand on them. Right? You know, maybe all winter long. They're like, I need more hours. I need more hours. I need more hours. Now they're going to get the hours and they're going to say, I need a day off. I need a day off. I need a day off. So the tone of your mover meeting needs to be to where you get them to understand and feel that you're all in this together.

The movers feel that you in the office and all your people in the office don't do anything. They feel that your job is not hard. Okay? And maybe I'm wrong, but this is generally wrong for you. I'm right in most cases, but generally, this is it, right? They feel we have the hard job. The estimators give these estimates that aren't accurate, and the customers are pissed off and we have to deal with them. Right? The office makes a mistake and sends us to the wrong place, we. We have to deal with that. So you want to get them to understand where you're coming from. But that starts with you showing that you understand where they're coming from. All right, so when you have this meeting, you definitely want to talk about your initiatives for the upcoming season. You want to talk about the things that have been going well. Hopefully you've started to implement mover bonus points. Okay, you're going to talk about that as well. But you want to show a sincere understanding of where they're coming from. Right? You want to be able to talk about scenarios that, you know, they go through. Because, listen, it's a hard job. I mean, it's one of the hardest jobs that you could have to go out there, move furniture in the heat, in the cold, in all types of conditions, going into, you know, sometimes some pretty gross houses, right? Having to move pieces that, you know, they're responsible for, but yet the pieces, like, the minute they pick it up, they could tell it's going to fall apart. It's a tough job. So you have to empathize with that. And you have to start by showing them that you understand and you appreciate them. So, you know, bring up some scenarios. Say, guys, listen, I know it's tough out there, right? I know there's times where our estimates might not be exact. And, you know, the customer might get in your face and might be really, you know, giving you, like, giving you trouble, and you have to deal with that. Listen, I know, but what I need you to understand is that we really are all in this together. We're not doing these things, you know, the things that happen. It's not against you personally, right? As a company, we're all doing the best we can. You're going out there, you're providing great service that allows our salespeople to go ahead and count on the reviews that we're getting to help sell the move. Right? But we need the salespeople to sell the move so that you could perform the move. We need dispatch to coordinate everything. So I know that you are dealing with customers face to face, and I know that could be tough. We're dealing with multiple customers each day, right? So it's not about getting them to feel bad for you, like, you have such a tough job in the office, but it's a matter of getting them to understand, like, hey, listen, we're all in this together. We all play an important part making this happen, and we appreciate what you're doing. And we want to know what we could do to help make things easier on you. That's the tone of the conversation. And they're going to speak up. And some of their concerns may be legitimate concerns and some may not be. But you have to show that you're listening and that you kind of are taking it into account. And, you know, if there's something that's clearly, you know, clearly like bs, you could call them out on it right then and there, but otherwise take things into consideration, right? Maybe there are a few things, small little adjustments that you can make in the office that will make things easier on them. But the key is hold the meeting because now's the time you're really going to need them. You're really going to be putting extra workload on them and you don't want to have to battle, right? This, this. I was talking to several people this week that there was like, battles going on with movers. They had issues because two movers were fighting, right? That was causing problems with everyone else. They had issues with new senior movers not wanting to deal with the rookie guy. They had issues with. This is different people.

Movers weren't listening to the dispatcher and doing anything that they asked. You know, sometimes it's just communication and opening up that line of communication. But here's what you need to remember. If this isn't something that you do regularly, they're not expecting it. So if their response isn't exactly what you want it to be, right? If they're not like, oh, yeah, that's great. We're all team us. Team us. Like, if they're not into it immediately, that's okay, right? Understand they're going to be a little leery of, like, why? Why are they having this meeting? What's going on here? Start doing them this season. Try to do it once a month, right? Recognize them for what they're doing well, but let them just have that feeling that you're all in it together. Okay?

Third thing.

Mentor your staff. So again this week, talking to a few people having issues with managers, dispatchers, you know, people within the company that aren't doing what they need them to do, right? They're frustrated. They're like, I'm asking them to do this. They're not doing it. I need them to do this, this and this. We've talked about it, and every single time the conversation led to me saying, well, have you, like, kind of took them under your wing a little bit and mentored them? This seems to be a key person in your company, right? So we're talking about key people. We're talking about managers, we're talking about dispatchers. We're talking about, like, you know, the person that's in charge of some stuff that you're really relying on them to handle things.

You need to be that mentor for them. You need to be that coach for them, because they're not a robot. You know, as easy as it would make business for everybody, if you had employees that were robots and you program them to say, I want you to do this, this, this, and this, and they just did it. And they didn't have any of their own personal stuff, their own human nature, their own emotions, their own shortcomings, their. You know.

It would. It would be a lot easier. But that's not the case, right? So with each person, you have to understand, put yourself in their shoes, right? Let's say you have a dispatcher. Let's say you have a sales manager. Let's say you have an operations manager, and you can't really get them. You're telling them, I need them to do this, I need them to do that. Maybe it's time that you sit down with them and just kind of talk to them and find out a little bit more about what they need from you and how you can help them do their. Do their job better, right? Find out what they're struggling with. You know, like, maybe they're, you know, they're not handling the movers correctly or they're not handling your sales reps correctly, and they're. And they're, you know, just, you know, maybe they're flying off the handle and yelling at people, and they're just. You could tell they're struggling. Well, chances are, if you're here, you know, if you're in this program, you're probably implementing a lot of changes. Your office, right? If you're here, you're learning some stuff. You're taking it. You're like, wow, okay, that's a good idea. Let me implement that in my office. When you do that, you're requiring the help of your team. Well, when you're putting all this new stuff on people, it's challenging because especially, let's say it's a manager and they have people under them. You're trying to get somebody to change, and they're trying to get somebody to change. Change is very difficult for people to do. So look at your staff not as, hey, you're a manager or you're this or you're that. I pay you to do a Job, you should do a job instead. Look at it like, what if you were just their mentor and you had to help them do their job better? And the voice that pops up in your head that says, I shouldn't have to do that, you need to put that voice away for a minute, okay? Because that's really your role as a leader and that's how you're going to develop great people. Great people aren't going to just show up at your doorstep. They're not just going to, you know, you're not going to put an ad for this miraculous person and they just show up and they answered all your dreams. Every single top person. There may be one or two that I hired from the outside.

But every other top person we talk about, my call center, four sales managers, plus a director of sales, all salespeople that I mentored, that I groomed, that I brought up in the ranks and continually worked with them. They learned, they implemented, they learned, they implemented. But it was because I was there and I showed them that I cared. And. And I didn't just say, do this sink or swim, right? If you do a good job, I'm gonna reward you. If you don't, I'm gonna fire you. I looked at them and I said, you know what? They have potential. And I saw where they were struggling and I took the time to help talk to them, mentor them, guide them. If you do that with your key people, they're gonna become the solid, great asset that you really, really want in your company. All right? Keep that in mind. That's so, so important. Listen, this isn't just, you know, moving season stuff. This is all time. But when it comes to moving season.

Just like the movers, you're putting an extra workload on your dispatcher, you're putting an extra workload on your sales manager. They might get frustrated, they might get overwhelmed, right? Be there for them. Because you know what? When you're there for them, it helps your company. Right? Again, everything we do here is about your company growing, your company operating better, and you making more money in order to do that, every piece needs to be working. And when certain pieces are humans, these are the types of things that you need to do. Alright? I hope this is resonating with you. I hope you're thinking about somebody right now. You're like, you know what if I did spend a little bit of time with them?

Yeah, I could see how that could work. Just watch out for that voice that pops up in your head that says, yeah, but I shouldn't have to do that, that's not my responsibility. That's not my job. They should know what to do. When you hear that voice, take that as a signal, take that as a warning and take another step back and say, you know, what. What if I did. What if I did work with this person? It'll make a tremendous, tremendous impact to your business. Number four.

Make time to relax. All right?

Moving season. I mean, I could tell you in the early days when I was involved with the business, when I was dispatching, answering phones, doing everything, I mean, we had end of the months in the summer where I slept at the office for five nights in a row, you know, at least three every end of the month, and sometimes some weekends, just regular weekends in the middle of the month. And I could tell you, you end up working a lot more in the summer usually than you do the rest of the year. And it's really, really, really important for you that you take time to relax. And I don't just mean, you know, working yourself into such a point where you're tired that you just flop on the couch and turn on the TV and, like, you know, zone out. Talking about, like, really relax. Like, what is that for you, right? Maybe you like to, you know, go fishing, or maybe you like to, you know. For me, what I used to do is I used to go to a spa, right? I used to go to a spa and get a massage, sit there and relax, go in a steam room, go in a sauna, go in a Jacuzzi on, like a Sunday, because that was the only day that I could do it. But I'd take a few hours and do that, right? At least once every every month in the summer when it was really busy. Because you know what it did? It rejuvenated me, right? It got me feeling good again. It got me feeling fresh again. It got me feeling loose again. And I could tell you if you don't, you know, go schedule yourself a massage, if you never get massages or you don't get them enough, do that for yourself. And you have to re. You have to reward yourself in the summer. You have to do something frequent you for all the hard work. And it needs to be something intentional. So whatever that is, maybe it's a. Maybe you just like to go outdoors and, you know, spend some time outside, right? Maybe you like to, you know, sit on your patio and read a book, something that is causing you to relax. Because what happens is in the summer, our mind's going and going and going, and it's so easy to when you're home and you're trying to relax, you're like, on your email, you're doing this, you're doing that. You can't slow it down. You have to purposely pump the brakes, slow it down. Do something that's really gonna, you know, get you going again. You know what that is? And if you don't, I'd suggest go try getting a massage. All right? This is so, so, so important. Listen, you are your business. Your business is you. If you burn out, you're not going to be an effective leader, period. All right? And something that, you know, I early on struggled with and then I got over was, you know, the feeling of like, who am I to go be getting a massage, right? Like, I should be working. I got no time for that. I should be hustling. I can't go get a massage. You deserve to take care of yourself, right? You. If you don't feel that way about you, then separate yourself and look at the CEO of your company, which is you, and how would you want to treat them? You need to make sure they're in tip top shape, all right? Take time to relax, calm yourself down, get your mind right. Number five, establish your top three priorities.

You might have a lot of stuff on your to do list. You might have a lot of things that you really want to get done, right? We all do. We all have like this project and that project and this project and that project.

But your main focus right now in season is like, all right, we have. We're going to have all these jobs coming at us, hopefully at higher rates. Okay, I need to make sure we service them. I need to make sure we service them correctly. You know, this is my time. These next few months, that. This is my. This is when the iron's hot, right? This is when we need to strike. So you need to kind of pick your top three priorities, okay, Whatever they are.

And that's what you need to focus on every month between now and the end of season. Okay? If you finish. And when I say priorities, I mean like projects, right? Or I mean, like, let's say your top three priorities are getting leads.

Booking moves, and servicing moves. Like, if that's your top three, that's a really good top three, right? So you look at, okay, leads. So everything you do, every action you take between now and the end of the season, you want to look at your top three priorities and say, all right, today, this week, this month are the actions that I'm going to take other than the day to day of what I need to do to be here to service these moves, are they in line with my top three priorities?

This is important. Let me dig deep here because what will happen if you don't establish your top three is you're gonna go off in this direction and you're gonna go off in that direction. Okay. It's all about staying focused and understanding that we often really overestimate what we can get done in several months. You know, we underestimate what we could do in a year, but like we overestimate what we could do in a few months. And the reality is pick three things that are super important and then everything else goes in, you kind of take it and you put it in my after season to do pile. Okay, you're here. It's all hands on deck. Pick the top three things. So again, so maybe that for you is just, hey, we need to make sure we keep getting leads. We, we need to make sure that we're selling and booking moves and we need to make sure that we're doing a good job and servicing our customers.

Or maybe, you know, maybe you're in the middle of implementing a new. Maybe you're starting long distance right now, right. Or maybe you're.

Moving into a new warehouse and you're getting that situated and you're, you're, you're doing storage for the first time. That would be one of your, your priorities. Because it's better to get those top three priorities, like really drilled in, right? Like tighten the screws on those, then start going off in all these different directions. And that's, for me, that was one of the biggest things that allowed me to really start growing in my business is when I learned to stop chasing every opportunity that looked good. Because, you know, I have a whole list of opportunities that look good and always have. And it just keeps, it'll never go away. There's always a huge list.

But when you compare that list to where you're really trying to go, and when you compare it to the amount of time that you actually have to do it all, you can't get it all done. So it's better to pick the top three needle movers, whatever the things that are going to really take your business from where you are to where you want to go and dig deep on those. Alright, this is so important. So what you want to do with this when we get off, if you haven't already, write down your top three priorities, the most important things, and then each day, each week throughout season, check in and say what I'm working on. Today is it within these top three priorities and everything else literally. If you use a task manager, create a new file in there that says after season to do. If you use file folders, take them all and put them in an after season to do pile. Okay? And clear your plate. Because when you have too much in your mind, you're constantly worried, you're constantly stressed, you're constantly feeling like you're not doing enough, when you really are doing the things that are taking you from where you are to where you want to go. All right.

Number six.

Build your decision making muscles. Okay. Build your decision making muscles.

You know, when we have worries and our minds racing and we're laying in bed at night, we're thinking about things and we wake up, and the minute we wake up, our minds going and our mind's racing. These are all. Basically, it's all unfinished business is what's going on. It's things that you haven't decided on. It's things that are requiring a decision or that you've made a decision on, and now you're second guessing your decision. Right. And you know, when I decided years ago to start working on my decision making muscles, literally when I said, you know what? This isn't something that you're a good decision maker or you're a bad decision maker, it's something that you could develop. And. And as a leader, that's kind of what you do, right? Your whole job as the leader is to make decisions all day, every day. Every decision you make or every decision you don't make is gonna affect your company, is gonna affect everyone within your company, is gonna affect the amount of money you take home, which is gonna affect your family. Right? It's gonna affect your stress level, which is gonna affect your health. It's all decisions. It's all decisions. And.

What happens is we start to. Let me give you an example.

This is really important. And it's something that.

If you wake up in the morning and you have all this stuff on your mind or you can't take a shower or drive down the street with your mind just going and going and going, it's unfinished decisions that you need to take, make a decision on and move on. All right, so let me kind of check in with you guys real quick before we do this. Let me see who's here.

I love seeing you guys here every month.

Real ny movers. Sarek, what's up?

All right, make sure you guys load up your questions in here.

Hey, Kirsten. Good to see you. All right, so let's Talk about this real quick.

This is you.

Today.

Okay?

This is past you.

So where you are, where we all are today, okay, is all.

Based on the decisions that we've made day to day, every day, each and every moment, okay? So whether you like where you are today, whether you don't like where you are today, whether you're maybe content with where you are today, but wish you were somewhere different today, it's all based on the decisions, each in the past, that brought you to where you are, okay? That's cold facts, okay? There may have been circumstances, there may have been tragedies, there may have been bad things that have happened. You guys know my story. You know, I've been through some stuff too. I don't blame that, right? It was all based on decisions. I made a decision to become a broker, which led to legal issues, right? I made a decision to do what I'm doing today, which led me to be here with you, right? Every decision you make and every decision that you fail to make or do not make led you to where you are today. Can we all agree that that's how we get to where we are?

Okay?

So basically today we have the opportunity to control our future. Alright? Your decisions, you know, a lot of people will be like, oh, it took me two years to make that decision.

Never takes two years to make a decision. Making a decision happens in an instant, okay? It might have taken you two years to gear up to make the decision, but it doesn't take two years to make a decision. It takes an instant to make a decision. You can make a decision right now. If somebody puts a gun to your head and says, hey, make a decision, you're going to make a decision. So you know, we have to kind of break out of this mindset of like, it takes time to think these things through. Yes, we'll get to that. How to lay it out and weigh it out. But you know, the idea is that you can make a decision instantly. So when your mind starts racing.

I like to call it the indecision cloud.

Okay? I'm trying to make a cloud here.

So when you have all this stuff going on and you're like, should I do this, should I do that? Or worse, you've already made a decision, but now you're second guessing yourself. This is the indecision cloud. This cloud follows you around. This cloud is going to hold you back from getting to where you want to go, okay? Once you recognize this, once you understand this, dealing with it isn't that difficult. The first thing is Being aware that it's there. Okay. Being aware that, you know, maybe you have the fear of wrong decision.

Right? Maybe it's just a total.

Lack of confidence.

You know, you're unsure, you're like, I don't know, what if I mess up? I don't really know what I'm doing, right? And what I think is that it's just a matter of.

Weak decision making muscles that can be built up.

If you decide, okay? So. And your confidence can be built up. You know, those of you who've been to moving sales academy, you know, there's something called the confidence competence loop. Okay, let's see where I got a space for it here. Which basically means.

The more competence that you gain, the more you learn how to do something right? So that's competence.

We feel a lack of confidence because we don't know how to do something, right. If you've never driven an 18 wheeler before and somebody sticks you in the truck and says drive, you're going to feel very nervous, right? You're not going to have the confidence to do it because you don't have the competence to do it. But then once you gain that competence, you gain confidence.

You've heard me talk about this before, okay? In other words, once you learn how to do something, then you're like, hey, now I feel like I could drive an 18 wheeler with a full shipment on it in the wind, right? Like, you gain more competence, and when you gain more competence, you gain more confidence. It's the same thing that happens whenever you learn something. Whenever you read a book on a subject, there's always something that you fear that you don't know how to do. But once you learn how to do it, isn't it right that all of a sudden you have the confidence now to do it? So it's a confidence competence loop. What does that mean? If this is you today.

What do we need to do to get you to where you want to be? So first of all, I hope you have a very clear vision of where you want to go. Okay? So this is going to be the future you.

And this is going to be future you.

Living your dream life.

Okay?

So.

In order to get here, in order to become the person you want to become, let's just say 10 years from now, in order to live the life you want to live, in order to be in the house you want to live in, in order to have the family and everything and the cars and the money and whatever it is for you, maybe you want to build schools in Africa, maybe Whatever it is.

Future, you can be designed, starting today, based on the decisions that you make. If we agree that you, as of today.

Was created by the decisions of yesterday, then you of the future is based on the decisions of today. And here's what I can tell you. You know this. Our mind tends to play this trick on us, like, oh, the future, the future, the future. But you know what? At some point today, this moment was the future, right? You could remember 10 years ago like it was yesterday. Well, guess what? 10 years ago, 10 years in the future, you're going to remember this moment like it was yesterday, right? So ask yourself in order to get here, because let me tell you something. You start thinking like this person instead of this person. This person's thinking, oh, my God, in order for me to get here.

I have to do all these things and make all these decisions. It's so hard. But start thinking about being this person, right? Look at yourself as, you know, 10 years from now, looking at your present self today, that you already made it, and have a little talk with your present self and say, hey, I need you to do what you need to do. I need you to be strong and make those decisions. Because this is the life that we're going to live. And if you don't step up, we're not going to live this life. Okay, you need to play that trick with your mind, because what are those decisions?

You could dream all day about this future life, but if you don't look at it and say, what decisions do I need to make and start making them, then it's not going to happen. What happens to most people and what happened to me is you make a decision, right? Let's say bigger decisions, tougher decisions, right? Things like, you know, maybe you're going to expand to a new office. Maybe you're going to, you know, move to a new place. Maybe you're going to.

You know, decide to really dive in and spend some money on a big marketing campaign. But when we do all these things, there's going to be moments of weakness. There's gonna, you know, we're all. We all have days. We're feeling, you know, enormous. We feel like giants. We feel great. And then we all have days where we feel low, right? You want to make decisions when you're clear, when you're right in the middle, right? When you're not on a low point and when you're not on a high point, that's when you want to make your decisions. When you're just feeling really clear, it's easy to make a decision to go take over the world when you're feeling all pumped up and fired up. So I'm actually. Let me share with you what I do. This is when I have a big decision that I know. My weaker self, my lower self, which it happens. Maybe you didn't get a good night's sleep, you feel like crap. Maybe you had a really bad day, you feel like crap. There's times where you feel like crap and you can't explain why. So when I make an important decision that I look at and I go, hey, I know that I need to really commit to this decision, right? There's a difference between making a decision and committing to making a decision. So get your pens out. I'm going to give you what I go through when I do this, okay? I keep it in my phone. This is exactly what I do in Evernote. I keep a template in there and I basically just make a duplicate of it. I write the decision. So I write decision, I write out what it is, okay, so maybe it's open, a new location, right?

First question I ask myself, what is it about this decision that is important to me? And I just write, right? Or if it's in my phone, I just type with my thumbs. What is it about this decision that's important to me? And I really sit there and I think about it and I write it out. Second question. How will making a commitment to this decision improve my life? Not how deciding on this, how making a commitment to this decision will improve my life. Okay.

Number three, how does this decision support the other decisions in my life? If you have a decision to live in a multi million dollar house and retire at 50, whatever the case may be, maybe this decision plays a part in that. Okay, Maybe, you know, you want to spend more time with your family. Does that play a part in this? Okay, so the key with this is just you understand where we're going is this is what you're going to use when you start feeling doubt. This is what you're going to use when you're like unsure if it was the right decision. You come back to this and you read it and you know, hey, you know what? My clear self, my self, that was thinking correctly. This is what I was thinking about when I committed to this decision. And you reaffirm to yourself why you're going to stick with it. Number four, what is the opposite of this decision? If your decisions are leading you here and you don't make them, or you make the opposite, what's the opposite so number four is, what is the opposite of this decision?

Number five, how will the opposite affect my life? It's really important to write that out because if your decision is leading you towards where you want to go and the opposite is leading you in the other direction, it's important to get clear on what your life's going to look like if you don't make that decision and you don't stick to that decision.

Number six. There's only eight here, by the way. Number six, what would cause me to second guess this decision? Right. Think about it in advance so that you know what the booby traps are ahead of time. Right. What would cause me to second guess this decision?

Number seven, is there any part of me that feels unsure about this decision? Right. Maybe you're making a decision, but it's like full on courage. Right? You're scared, but you're taking action anyways. So write out what part of you would be unsure about it so that you could deal with it, that you understand again what the obstacles are. If so, what do I need to work through to commit to this decision? So if there's something you're scared about or something you're unsure about, if there's something you have lack of confidence, maybe you need to go gain some competence in that area so you could overcome that. This is what I use. I hope it's helpful for you guys. Listen, decisions, the decisions you make today are going to get you to where you want to go tomorrow. I share this with you because, you know, I hear a lot of questions. I see a lot of people and I know what they're struggling with. And a lot of it is about making a decision that you're going to do something, committing to it and just doing it right. So anyways, guys, thank you so much for being here. You know, I love you guys. I love the participation. I love all the activity that I see and I love that I hear everybody is just crushing it. I mean, I've talked to, you know, I have one coaching client that sales are double from last year, another one that's three times what they were last year. And I'm just. I'm just so happy that everybody is out there just crushing it. Listen, I was going to point to the thrive this season, all right? Make sure you go out there. Thrive this moving season. Crush it. Take these six steps, make your decisions instantly and start making it happen. I'll see you next month.

All right, my friend.

What'd you think of that episode? Did you learn something new?

Did you.

Did it spark some ideas that you can implement in your business right away. Did it get the wheels turning?

Did you love it?

If so, do me a favor. Share this episode somewhere out there on social media where you know there's some people that'll get value from it. Make sure you hashtag the MovingMastery podcast so that we'll be able to look you up and find you on Instagram. Sometimes we just randomly pick a few people and send them gifts like free training T shirts, hats, swag, tickets to our three day seminars. So make sure you let us know you're listening and share what you thought about this episode out there on social media. I also want to invite you to join us in our Moving Mastery Monthly program. And you can do that by going to LewisMessaro.com monthly. That's LewisMessaro.com monthly. That's the program where I go live every single month and do an in depth tactical training like the one you just heard. But I do it live for our members and every single month and it's where I do live Q and A and coaching and giveaways. We give all of our students of this program tickets to my live 3 day moving sales Academy seminar. We also give them extra training on leadership and productivity. Go check it out. It's LewisMasaro.com monthly. Thank you so much for being a part of this community of so many people dedicated to improving the quality of their lives, improving their business. I really appreciate you being here. You can take your life to the next level. You can take your business to the next level. Sometimes you just need a little bit more training, a little bit more inspiration, a little bit more consistency. And I hope that by listening to this podcast I'm able to provide that spark that you need to make it happen. I look forward to being here with you on the next episode of the Moving Mastery Podcast.