White Monsters and the Value Ladder | Ep. 31

Welcome to The Rising Tribe. I'm Jared.

And I'm Austin.

And our goal is to inspire young men to build strong families and discover their potential as men, husbands, and fathers.

And we'll do this by having authentic conversations about faith, family, health, and business as we strive to level up our lives and the lives around us. Welcome, dude. This is kind of crazy. There's a guy in the door-to-door pest industry that listens to every single one of our episodes. And I'm like, he's up in Canada and his name is James Fraser. But James is— I mentor him one-on-one now. But he was like, yeah, dude, I listen to all your stuff. And I'm like, wait, everything? He goes, like, everything. I was like, well, you know, the Rising Tribe? He goes, yeah, you and Jared. I'm like, oh, cool. So we have people in Canada that listen.

Dude, I love that. You said his name was James.

James, really good dude.

Shout out to you, James.

Yeah, and just got married this week, so congrats.

Huge congrats, huge congrats. Yo, and, uh, quick tangent on that, man. I think, I think we, we overlook the responsibility that we have as husbands and as fathers or future fathers to talk to other people. I, you know, I think about like growing up and oftentimes if I, you know, if I was going in high school or whatever and I'm going through some sort of like dramatic, you know, whatever teenage thing, I would always turn to, um, I'd always turn to like, you know, one of my best, uh, female friends and they're the ones who I'd like be, I'd be so much more comfortable unloading like emotional things on. And I'm now like realizing that I was missing this opportunity to connect even more deeply with some of my best, like, guy friends and like the bros that I'm still friends with today, who now I have like a much deeper relationship with. Like back then I was missing out on that. And I think as the older we get, the less— like the more inclined we are to kind of unload, whether it's emotions, stress related to business, to creating, to producing, to whatever it is, we unload all of that on our spouse. And I think we— while it's both important, I think it is also crucial that we have other men around us that we can talk to about these things in the way that, you know, like steel sharpens steel. We need to be able to like to challenge each other and, um, and to unload and to like to have those sounding boards from someone else other than just our spouse. Like my wife is fantastic and I unload like all of my thoughts and stuff to her, But also when we hit, you know, when we jump on the call, like as soon as you hopped on the call, um, before we hit record, like something like clicked and instantly I have this like flood of thoughts and things that I want to talk to you about. And, you know, part, so much of it because you're building an incredible business and you're providing value to people. You turned me on to some of these books that, um, like I've been reading Dotcom Secrets by Russell Brunson and I'm like, bro, my brain is like exploding as I'm like, oh, how do I like, what is my value? Value ladder look like and what things can I be offering and how this, you know, just do like, my brain's like going like this. And some of that stuff I turn to my wife and I try to like start talking about some of those things and like her eyes glaze over and she's like, I would rather be dead than listen to you.

I asked Taya about this, this whole week is that's been her life. It's like she cares about me, but I'm like, we could do this and this and this and this and this and this and this and this and this. And she's like, uh-huh. Can you just change the diaper now? I'm like, but it's not like she doesn't care. It's not like she doesn't care. I was like, but yesterday I did ask her. I was like, hey, I kind of need your help with planning this thing. Because she was a secretary for BYU football. And okay, yeah, sad week for BYU football too. But Utah Utes are awful. So that's just fine. We do not like University of Utah, but BYU is going to pull through this really dark period. But anyways, as far as like just planning this stuff goes, she was a BYU— she was a secretary for BYU football. And she's just very organized with a lot of things, which I really, really need. And I'm more big picture. I don't know. You met President William and President Cook. I feel like President Cook was like a lawyer, so he's really good in detail-oriented. And then President Quoyens was just like, yeah, big picture. Like just big picture, 5-minute visits. Cinco minutos. Cinco minutos. And it's like, but there was a really big picture there. But both were great. I think having both of those different aspects in your life is important. But yeah, Kaia is somebody who's helping me stay organized with some of this stuff that we're planning. But yeah, dude, what we're doing is I do. I have to share this one story before I go into this mastermind stuff. So I'm launching a mastermind.

Go for it.

But this, this cracked me up. This is like, this chick is going to get a reel off of like her comment because it was awesome. It like, dude, anytime someone comments like ugly stuff on my, my reels, they just, it's just perfect for content. I just share it and then people laugh and I'm nice to them. So I did a reel the other day about spousal objections. Okay. And the way I overcome spouse objections in sales is by helping the customer realize they can make decisions on their own. And they don't always need to talk to their wife. And so with a man, I'm like, hey, look, you know, you make decisions all the time without your wife. This is no different than a utility bill. If you're a house payment or car payment, I tell you to pump the brakes, but you can do this, dude. I'll let you be the hero. So then I like frame him as like, oh, dude, you're able to do this. So you kind of challenge their ego a little bit. And their decision-making ability. And then with a woman, if she's at the house and she's like, hey, I gotta talk to my husband, I'm like, dude, you blow money all the time at Costco and Target. You can do this. Trust me, this is going to be cheaper than one of your trips to Costco or Target. So no matter what, like, I'm like identity framing them to basically help them realize like, oh, I can make this decision. So I made a reel on this. I posted it on my Facebook. I don't know why I was like, this would be a fun one to put on the Facebook page. I just don't use Facebook a lot. And someone goes, "This is super problematic, LOL. Disrespecting communication with your partner is a sales tactic. Pulling toxic masculinity vibes to make the dude feel embarrassed to collab with his wife on a financial decision. Lame. If you're married, you'll know the spouse objection isn't a real thing. Sounds like it comes from someone who doesn't respect his wife's opinion. If you were selling to me, this would immediately turn me off to whatever the product is." And I just said, "Are you married? I'm genuinely curious." 'Never talked to you in my life. I just think I just went to school with your sister. Hope all is well.' And then she goes, 'Not to someone who doesn't think my opinion is real, is a real thing.' And I go, 'Well, then the spousal objection for sure doesn't exist for you.' And so anyways, she's like, 'I'm not married.' I'm like, 'Well, then you don't know about the spousal objection, so don't, don't, don't come hating on my page.' But, um, I get these like random haters just like just ripping into me. And sometimes they're people that I know now. Like, sometimes they're people who like have a relationship where they're like, uh, I went to school with this kid's sister, and then, you know, now they're coming to my page and they're like dropping, dropping hate. On the, on the other side of that, dude, I'm in the middle— I'm in Chipotle yesterday and I'm like getting my burrito. I'm sitting down with my two daughters and a guy walks in, he goes, oh, you're Maser. I'm like, who are you? And he goes, I'm a roofer out here in Georgia. I ran into one of your ads online and I bought your course. I was like, cool, dude.

That's awesome. That's so awesome.

So I, you know, people think that I'm like evil for like using quote unquote sales tactics. I had another kid like post me on their page and they're like, this guy uses sales tactics and super manipulative and he's quoting scripture. And I'm like, dude, I sell bug spray. Like I'm not doing anything that's like bad. Like, we're selling a service. So I think one of my— one thing is I think that people who really, really talk down on sales, um, number one, they haven't seen my selling style because it's like very black and white, very honest. And that's, that's part of the reason why I sell well, because people know there's no like hidden agenda. They know that the— is like, I want to sell you this, I make money by selling you pest control. Like, there's no hidden agenda. And then, um, But two, I think that a lot of people talk down on sales or any sort of, and this is true of a lot of things, but anything that they can't successfully do, they're gonna be like, oh, that's the worst, or that's evil. And I honestly, dude, like this is just another thing that came to my mind. I think we see that a lot like in our church too. Like if people can't like figure out the church stuff, they're like, yeah, the church is awful. Or, you know, like you can't figure out sales. Yeah, the sales is awful. It's like, no, like, it's not, but it's so wild to be on the side that's like now receiving. Sometimes I catch some strays is what we call it, like catching a stray bullet. Sometimes I'm just catching strays now. And I never care if it's like a robot, but if it's like, if it's somebody that like I know, I'm like, okay, like that one might, that one is like, I'm thinking about it now, you know? It's weird.

Yeah. Yeah. Yo. And on the, on the subject of sales specifically, dude, such a, such a funny interaction. So, um, I spent some time in door-to-door sales and then I pulled out to go back to the military and fun fact, all you do as a leader is sell. You're selling ideas. You're selling, uh, plans forward, courses of action. You are like, you You know, we, we, I put together specifically, I put together several different like academic sessions and like PowerPoints and briefings and all these things to like hire up leadership to explain all the things that we've got going on. And what we spend so much of our time doing, what I spend so much of my time doing is analyzing data, numbers, uh, statistics, metrics, et cetera. And then trying to extract meaning from it and then try to build a plan forward. Of what we should be doing about it and what, like, what this means to us and where there are problems, where there aren't problems, and how we're going to overcome them moving forward. And then talk about it to our supervision, to, you know, to our group, to our wing, etc., to explain, hey, this is what we're getting after, this is what's important, this is what's not important, and here's how we're going to move forward, here's how we're going to solve these problems. These things are problems, these things are not problems. All of those things are the selling of ideas. That's what they are. They're the selling of narratives and of ideas. And I find myself now, like always thinking about, always thinking about the value of things, what things matter, what things don't matter. Like I'm talking to my friend, we're talking about a stroller. There's this really dope stroller that I wanna get us for like for the future, like a double stroller. It's called the Entourage by Ostlin. And I've been like admiring the stroller for months. And Marisha and I have talked about it, but it's really expensive. And so we're like, we have a stroller, should we keep the stroller? Do we get rid of the stroller? It's gonna cost us a lot of money. Is it worth it? Should we put up with a stroller that we have that's functional, but maybe not the best thing, et cetera. But I'm talking to another friend of mine and we're going back and forth. She's seen the same stroller and we're talking about it. And she's like, so sell me on it. What do you think is so good about this? And I go off on this long list. I'm like, look, you could do this. I have felt so much pain trying to travel with our currently half-broken double stroller when we're on the train in Vienna and, or we're on the train coming back, like it's, and it's causing us these problems and it keeps falling over and this, that, like all the pain that we're feeling. I'm explaining the pain and how this other thing would solve it. I don't own the stroller. Like I don't have it. And here I am like quote unquote selling it to my friend. I'm like, this is why I think it would be so valuable as I'm working through the exact problems this thing is going to solve and why they're problems and how painful they are and how much better life would be if We didn't have those problems. That's all sales. And in this case, you are, you and the door-to-door world is helping people find a problem that maybe either, either like focus on the problem for a minute because we often just see problems and then ignore them, focus on the problem and then identify how valuable solving that problem would be. And then if you're willing to solve that problem and what that would make, like how your life would improve on the other end. And so at its core, sales is like, it's not an evil thing. And I think the bigger issue is that we don't want to be sold. No one wants to be like, very few people want to be sold. I, on the other hand, I want to be sold. I'm a freaking juju. You solve my problems because I would like for these things to be solved so I can move on with my life and do other things. So I think that's funny too.

That's where I get like, I feel like people are like, get people get mad at sales because like, we're really, really good at finding the problem and blowing it up so that people want to make a decision after. So I guess, yeah, you know, there are legitimately husbands and wives that talk to each other before they make financial decisions. That's fine. But I think there's a large amount that don't. And so if you just pull those identity frames, it works. But helping people realize like they can make decisions on their own, they do it all the time. And yeah, dude. So anyways, spouse objection handlers, anybody who wants that, DM me. This is a little call to action. It's the whole script. Well, dude, so here's something crazy. So we're talking about value ladders from like Russell Brunson's book and like your freemiums, your first product, you know, your coaching group and then workshops and stuff like that. And I'm really excited now because in my business, I started to figure out like, okay, the coaching course started to get momentum, kids are starting to hop on it. At Door to Door Con, we haven't talked since Door to Door Con. Oh my gosh.

Bro, we haven't talked since before Christmas.

So yeah, dude.

So I— about Door to Door Con.

Dude, this is gonna be fun to talk about. So I dropped like $4,000 to rent a 10x10 space at a door-to-door convention. And then we dropped another $1,200 to buy the booth stuff to have like the Mazer Sales Training logos. And then I had the big banner with a QR code to download my app, which it's an app now. This is insane, but we paid like almost $1,000 worth of monsters. Plus an $800 tax to get them into the arena because they wanted to protect their profit margins because people are just going to get my monsters if they don't buy their— like, they're going to lose money. So to pay a tax to the arena, and then we're just like, we were just hemorrhaging cash to get this thing going. And I'm here thinking like October, November, December are really kind of skinny months for a coaching business because kids are not really, really focused on it. I knew that something was good, like something was going to turn a corner come January. And I just knew that that's what I needed to do. Like, it's so funny because I was like, oh yeah, of course I'll do a booth at Door-to-Door Con. That's where my clients are at. But it was still freaking scary. I was like, okay, I guess I'm about to pay $4,000. I told, and it's like, I was like, kaya, I'm gonna do this. And I didn't sound really certain. I was like, but we, let's do it. Okay. And like spending the money. It's scary, especially when you're in your skinny season and I'm waiting for like my backend check from Anthem and all this stuff. It costs a lot of money to grow a business the right way. Like, I feel like I've done a good job with videography and branding and marketing, all this stuff, but it costs a lot of money to run it this way. And I prefer it this way. Like I was telling you earlier, I don't like to do things cheap. I want to make sure it's high quality. And So we throw this thing. Dude, our booth was like one of the most visited booths at the entire conference. And we, in 2 days, so from that Monday leading up to the Sunday morning, we had 54 new subscriptions come in. Insane. And so my sales process was so freaking fun. Okay, one quick little nugget. I don't get it. Like, I don't understand why a company would pay $4,000 to sit behind a freaking table and hand out ChapStick. Like, dude, I want to convert. Like, I want to, I want to convert on leads. I want to grab—

Yeah, yeah.

It was insane. So all these other booths next to me, dude was sitting there with all this stuff that nobody wants and everybody throws away. We took our table We turned it to the side. We added— we put like 200 monsters on the table, so it's just bait. Like, dude, these kids, they— if they see a white monster, they're like, if they start like—

their head starts, you know, their eyes twitching. They're like, oh, who's— who's that guy? Like, I need to—

I'm—

that's where I'm going.

Well, we had one. So the whole idea was you have to— if you grab a monster, you have to do 20 burpees. That went from 20 burpees to 10 burpees, and that went from 20 push-ups then it went to 20 push-ups, okay? Because I— we were just gassed. We were just zapping people with 20 burpees. So I started doing 200 burpees every morning right now. So just let you know, I'm back on a burpee train.

Dude, I love it.

Yeah. Um, so all this to say, fun story really quick. There was a guy— in order to get one of those monsters, you had to subscribe to the YouTube and, and download my app. And make sure and follow me on Instagram. So one guy grabs a white monster, starts walking away while I'm doing an interview with somebody. My videographer is like, hey, hey, you can't do that. And he's like, yeah, I can. And he walks away. So I, I posted a reel of this, but I'm like, a guy just took this monster, didn't do any burpees, we're gonna go get him. So I hunt this guy down and I'm like, you get over here. And he thinks I'm there. He's like, you, I'm looking for you. And he's like, he thinks I'm there to look at his booth. And actually I'm like, you gotta do your burpees, dude. Like you took a White Monster, you didn't do what was required. Like, let's go right now. Homie's like 45 or 50 years old. And it was just no, there was no compassion. I'm like, let's go now. And we finish our burpees. I look at him like, oh dude, I think you do my health insurance. How are you, man? And he does health insurance for like 1099 workers. And yeah, dude, we made him do his burpees. And I was like, okay, well, next time do your burpees before you grab one. So anyways, we did, we did 54 subscriptions. Georgia was selling people on the course. My wife was selling people on the course. We were all decked out. We flew in a babysitter from Georgia. I had my videographer come in with me, but we did it the right way. We got all the content we'd ever want from it. So I put YouTube episodes now. And dude, YouTube freaking converts. Like, YouTube is so cool because if somebody watches YouTube, it's like James. James listened to all of our episodes and now James wants to work with me one-on-one. But like, when people do your YouTube, they actually know who you are and they've invested time. So we YouTube the whole thing. And then from that Sunday on, like the next week and a half, we put on another like 50 to 60 subscriptions or paid-in-full memberships. So dude, the business just blew up. Oh, like over the course of a month, the business tripled.

That's so awesome.

Oh my gosh. Well, so now we're in a position where I'm like, dude, I got all this momentum. We have way more money coming in on the business side. Like, I'm just going to double down. Like, I'm not just going to sit here and be like, oh, that was great. I'm going to try to coast this thing out because I know that if I do that, it's going to, it's going to, it's going to start to putter again. Yeah, dude. I'm just like, okay, well, if I put, if I put $10,000 into something and I got $20,000 out, I'm just going to go do it again. And this time I'm going to add some cool shirts and burritos and White Monsters and an overnight experience. So what I'm doing is like, check— there's going to be an overnight portion where guys can check in on the 10th. I'll have Jeremy Davis speak. I'll have Kony Dole speak at that mastermind because Kony, Kony was like my arch nemesis for years.

Yeah.

Now we're homies. Like, he's consulting businesses, but he did 3, 3 Golden Doors, dude. Insane. And he's going to come in and like part of his workshop for— so we're going to do that overnight experience. And then the next morning, it were next morning, we're gonna wake up, do like an early morning workout, like cold plunge. I don't think people realize that they're not coming to a retreat. Like it's going to feel a little bit psycho. Like in the morning, I'm like, let's go. Like 6 AM wake up. We're going to CrossFit gym. Okay. Now we're jumping into this cold plunge and okay guys, get dressed. We're going to be on the role play call here in the next 45 minutes. Like it's going to be intense and I want it to be intense. I want them to pay for something where they're like, they pay to get, come to this mastermind and they got way more out of it than they thought they would.

Yeah.

Um, So dude, that's gonna be so cool. I'm excited for that. Um, and then, and then that, that, then that day that after they wake up, we're gonna do a 4-hour workshop. So I've already sold 20 tickets to this event. I priced it out at $97. And dude, it's gonna, it's gonna work. It's like, oh cool, people are gonna come. I purposely planned it the day before Aptiv, who is the biggest pest control company, period. They fly all these kids in from all around the United States. I price— I put it the day before that event. So I've got so many pest reps in town and it's the week of like another company event who might be hiring me out. Just so many wins. Like that little door-to-door booth was the spark for getting me on like one of the biggest podcasts in the door-to-door world for like summer sales. It's called the Summer Sales Podcast. Got on that podcast. And then James hit me up. James hired me to be his one-on-one mentor. And then that turned into, I'm going to go fly out to Canada and do a keynote speech for 2 days in Canada. Like, dude, I'm like, whoa, what's going on? There's wins. And then a company booked, a company finally booked me for a camp. Okay, cool. Well, now there's another camp right after that. Like, dude, like my schedule is starting to fill up. I'm starting to charge what I believe my products are worth because there's proof of concept now and I'm getting all this stuff captured on video. And it's so dope that I got this early camp booked in March and I'm sorry, in February I have a camp booked because now I can just show like, hey, I do these camps and now the YouTube is going to be churning all summer so that reps are like, hey, can you guys bring in Maser? Dude, I am like so freaking stoked. And I'm not even as scared. Like, I'm just like, I'm at, I'm like just putting $1,000 to $4,000 on my credit card for every swipe, whether it's a videography fee, a booking for an Airbnb, a venue booking. Like, dude, I'm just, I'm dumping the money. I'm pouring gasoline on the fire because I know at the very end of February, at the very end of March, I'll have another huge swing of momentum. Because if I can get 100 kids into a workshop, just pour into them on value. Like, I, I figured out my value ladder too. It's going to be dope. But I'm in a high-ticket, like, mentorship program that's performance-based, so it aligns with me and the rep. Yeah. And then I'll have— for anybody who's like, I don't, I don't want to work with people that haven't figured out their technique yet, because if they, if they don't know how to sell, then I'm just going to put them right into the role play group. Which is roleplay group is another idea I got from Jeremy where I just, I just, I coach kids for an hour every day at 9 o'clock Mountain Standard Time for an hour. And we just literally roleplay, roleplay, roleplay, like spousal objection.

How many people do you have on that call?

Dude, okay, this is one other success, one other crazy story. I started that call in October and I was like, well, dude, I'm just going to go for it. Like I was winter. I was actually really, really like, bro, I had less fear this year than I did last year. Like I'm sure if we listened to an episode last year, I was like probably a little scared, dude.

Well, and rewind a year and a half, dude. And like the fear levels were definitely a lot higher.

Oh, way higher.

Yeah.

And I was, you know, worried about getting sued by my company for leaving and that ended up all being fake. Like no one, like Ben Morgan and I are homies. Right, but I started this roleplay group thinking, okay, I just need a product to get me through the wintertime and I need it, I need some momentum so that come January we're ready to go. Launched it, there were 4 kids in it to start, so I was making a grand a month, okay, that's $250 a month and I'm, but I'm, but I'm using like 20 20 to 25 hours of time a week. Like the hourly rate on that is really bad for my coaching. So like $40 an hour for my coaching, which ended up being kind of like one-on-ones for some days because if there are 4 kids enrolled, some kids don't show up. I kept going October, November, December. I was maybe have like 7 guys in there, 10 guys in there. I'm like, okay, cool. This is awesome. Well, then very end of December rolls around and leaders are like, hey, I want you to train my team. We're looking into this other guy, but we heard about you. We want to know more. And other coaches hadn't figured out how to leverage their time. So they were offering one-on-one calls. One-on-one calls, if you're going over technique, is the worst way to coach, period. Because in a group setting, you can hear other people's mistakes, other people's like, you know, trip-ups, and you can learn from them. And you can role-play with other people. And so I'm like, dude, forget about working with these other coaches, just do group role-play with me every day. I'm gonna give you 20 phone calls and it's just gonna be $250 per rep per month. And they're like, yeah, done, we're in. So I made it like an offer they couldn't say no to. Well, dude, now the group has grown. As of Monday, we're going to add the— let's see, there are 78 members in that group. Insane. Holy. So I have— dude, I, I literally like, I don't have to knock doors anymore. I want to though. Like, I love knocking doors. But I figured out a way to scale my business. But even now, I'm like, dude, there's a way to scale this thing to where I don't have to be— I think the roleplay group I'll do forever. Like, it's so much fun. It adds structure into my life. But I'm just like blown away. I'm like, I'm putting my head down. I'm pouring money into my business. And in turn, it's like gasoline on a fire. And with this roleplay group, yeah, some kids will drop come summertime, but other kids, they just like, they like, they like having access to a Zoom call every day. So some kids only show up once or twice, like maybe sometimes they're like 3 times a month, but they're like, no, I like being here. Okay, great. And they know money's coming out of their bank account because they message me on Instagram, we talk, they see my reels. I mean, all it is is a 30-day notice. And if people want to cancel, I'm like, yeah, for sure. Whatever. But nobody— the cancellation rate on this is so low because I'm literally just pouring into guys every day. And all those kids have free tickets to the in-person event too. So it's just, dude, it's going to be cool.

Like, yeah, I— one of the things, one of the things that has really stood out for me in terms of changing my, my, my perspective or my, my entire framework on, on the buyer-seller, customer/client to, I guess, like provider relationship is from Russell Brunson's book, DotCom Secrets, is that the business that lasts is the one that is willing to spend, the one that is able to spend the most money per client. And I've like, it doesn't make any sense to me at first, right? How, what do you mean? Wouldn't companies wanna spend the least amount of money on every person that comes and purchases a service or a good from them? But no, what he's saying is like, in order to win, you have to be able to go the furthest for your customers in a way that they can then also compensate. Like it has to be like a lasting relationship. And so if you can put in, like you said, if you can put in $10,000 into your clients and you can get $20,000 out of that, done, win, huge. Because exactly what you're saying is you're actually pouring a tremendous amount of value into these guys' lives. And so now, not only do they have the daily call that they can be a part of, and they are learning every second of that call, whether or not they're the ones in the actual role-play scenario, because they're watching and listening to the mistakes, the feedback, the wins. Oh, hey, he really, like the intonation in which he said those words, I've never thought about. That's a really good, I'm gonna try that today when I go knock doors. I'm gonna try that today. I'm gonna try that today. You have that. You have all of your actual training course, all of the material in there that you can sit asynchronously. You can sit and you can study, you can watch, you can rewind, try it again, rewind, do it again. Like you can get through all of that. And then you also have your, um, like the in-person trainings when you go to work camp or, uh, like workshops and stuff like all of that. You have the actual events like this one that you're gonna do in Utah now, um, which is gonna be another level of just tremendous value. And then also your one-on-one coaching. Um, like, you're pouring a tremendous amount into your clients, into the guys that you're training, and the more they get out of you, the more they're going to be willing to pay. Now, there is going to be a sort of filtering mechanism of the people who can't afford to pay aren't gonna play, but that's part of, like, that's part of the growth, or that, that's part of the business, is that, look, I don't have the time to sit and walk through to help you memorize a script, to memorize your pitch. I don't have the time like that, you know, and that's a waste of like, you can do that on your own actually. You don't need anyone else to coach you. So that's also a waste of your money too. If I was to sit here and, you know, walk through the beginning of a pitch.

I used to not have that product, dude. I used to not have the roleplay group. And so I actually was taking kids one-on-one last year and I was going over hour-long calls of this is how to do the spouse objection. And it's okay, like that's how things started. Those clients that I worked with did exceptionally better this year. They did awesome. So what I'm really excited about is all these kids that have plugged into the roleplay group at a cost that was like way more affordable, is these guys are all going to go have big numbers. And what always ends up happening, and this is what happened last year, kids that were plugged into the training, they were selling more. They're like, hey, what are you doing to sell more? Oh, I use Maser Sales Training. Okay, well, now I have a regional that oversees over $40 million worth of pest control hitting me up. Okay, cool. Like, now we're talking. Now I have— now, I said this the other day, like, I'm in a group chat with like the head leaders of a company. And I told my— like, we call him creative director now because he really is like PK. He did everything for me for like, what, building the website. He goes, no, no, no, they're in a group chat with you. I'm like, yeah, they are. But, um, but like I'm in a group chat with 4 like corporate people who oversee hundreds and hundreds of sales reps and they're looking into getting the course for like all their reps because they've seen that the sales is honest and ethical, you know, talking to that, that, um, did I ever tell you about the lady who opened up the door and was, her shirt said, I'm a feminist. I go, oh, this would be perfect because you don't have to talk to your husband. And I thought it was going to be funny and it did not land well at all. She was very mad at me.

Understandably so.

So anyways, um, so it's like, I don't even know how I brought that up. I just, uh, but basically it's, it's, it's cool because like, I'm, there's just so many connections that are happening right now. Um, I mean, how I can help somebody overcome a spousal objection in a roleplay group rather than make them pay the one-on-one rate. And now it's truly to a point because of the other products like the roleplay group and then the course. Now it's truly to the point where I can actually pick and choose like, okay, I want to work with this guy one-on-one. And it's no longer the BS takeaways of I don't know if you qualify like this Jeremy Miner crap, like I hate it. 'Cause when you're using a takeaway to synthetically make like a desire, it's like, no dude, I obviously want to do business. I'm like super forward when I wanna do business with somebody because if they know my intentions, there's no more like, there's no weird fishiness, right? But if they're like, yeah, I don't even know if I can serve you, it's like, You're saying that so that you get people to come closer to you. And one of the things I respect about other sales trainers like Andy Elliot, dude, I called him out. I don't know, did you see that reel?

Yeah, I saw that, dude.

Okay. He responded back.

Oh, did he really?

No, I haven't. Yeah. He was like, yeah, get a six pack and we're going to talk. So I'm like, I just eat Chipotle every day. I run now for like 30 minutes a day. I do the 200 burpees and I'm just going to get shredded out of my mind. And then I'm going to go fly out to Arizona, do like a YouTube episode with that guy. But his response was way better than Jeremy Lee Miner because Jeremy Lee Miner just started getting super defensive and his, his, his assistant was like dropping stats and stats and stats and then they deleted all their comments afterwards. So which means that Jeremy Lee Miner is a way better target to have when it comes to like create like having some controversy. So we're going to, we're going to lean into that a little bit. I'm going to throw my wig back on again and do some Jeremy Lee Miner stuff. But dude, that's all like all my victories recently. We're probably going to fly out and see Andy Elliott at his house because what he has built is something that something similar to what I want to build too. Yeah. And so with it like a coaching empire. So dude, that's, that's a little bit of update on our end. There's nothing but good things. Yeah. And, um, and people that just, you know, there's, there's people on both sides that run into me now and they're like, dude, your stuff helped me so much. And there are people now that comment and say toxic masculinity is, is overcoming spousal objections. So, so anyways, but dude, I feel like there are genuinely people that talk to their spouses. I'm like, um, I've talked, I've talked to you and Marisha. Like, I don't know that I could get you frame identity framed, like you personally. I don't know, like you or Marisha, like, like you guys legitimately talk. But there are—

like, after this afternoon, after the girls go down for a nap, like, we're having another conversation about our budget and like where we're spending our money. But that's the kind of thing where, like, if, you know, if you're out of the door and one of us were like, hey, uh, well, we do have a bug problem and this is what it would look like, I'm gonna call my hus— or, you know, I'll talk to him later today and then actually like follow back up because Like, that is who, you know, that is who we are. I'm like, I look, I'm looking to spend money on things that solve real problems. So if you're telling me this is going to solve our problems, like, just give me— you guys are right, but that's— I would say we're not.

Because when we started doing our podcast, you started telling me like, yeah, we, you know, my wife and I budget out this. We have the, you know, we, we have this, this, uh, it was a Google Doc or like a chat where like you guys would like run each— run things by each other. But dude, I've got a sales method for, hey, yeah, call your wife. So like the word track there is, I know she's busy, I know she's working. If she doesn't answer, it wasn't meant to be. But yeah, go ahead and give her a call. Pat your left pocket, get them to pull out their phone. Cool, I'm on the phone with— hey, I'm with Jared right now. Jared says, you know, everything's going to go. He's got to run it by you. Here are the details. Pause me if you have any questions. Done, done, done. It's this much. Any questions? Did I do a good job covering everything?

Yep.

Okay, cool. Well, we'll get you set up. Did you all want to do debit or credit? Yeah. So who knows? But yeah, dude, sales is fun. I, dude, I, I want to hear— I have until 7:05. I want to hear about— I know I talked—

I'll fire through. I'll fire through what we've got.

But then the next thing we talk, I would love to just hear all about what you've got going on. And I just like basically dumped everything going on.

That's what I've been wanting to hear. And we just happen to not have enough time to talk about all the things today. And that's all right. But I'll run you through a couple quick, a couple quick wins and kind of where we're at with Military Myler. So back in December, I texted you letting you know that Spencer Reese from Military Money Manual had reached out. And he's like, he's like the guy, you know, he's the, he's the pioneer of credit card, military credit card rewards. And he's, his brand, his blog is now podcast too. Like all is based on military finances.. So everything from like the VA loan to healthcare to the, a big, a big, big piece of it is the Thrift Savings Plan, which is like the military 401k, like how to maximize that. And then also credit card rewards. Um, and so he, he has some like TSP, uh, courses and, and some other things, but the primary source of revenue is credit card, like affiliates. Um, and he, he started like, he knows, he knows a lot about the credit card world. But, uh, one of the things that happened is that he, like, he left the military and so he's no longer active duty. He still gets, you know, annual fees waived on lots of cards, but not all of them anymore. And because he's not active duty, he has kind of run out of some, the ability to experiment in new ways, uh, because he can't, like, he isn't eligible for all of the same protections anymore because he's not active duty. Now he has built this huge empire. Um, and so his, you know, his, his His blog is really popular, his podcast is really popular. Thousands and thousands, like tens of thousands of people have gone through his email course on credit cards. And so he still has just tons of data points because lots of people are coming back to him, letting him know, hey, this worked, hey, this worked, hey, you know, this, that, and the other. So I really admire and respect the guy. And almost 4 years ago now, when I got to Aviano here in Italy, I reached out to him and said, hey, I'm planning on doing some personal finance courses. In my squadron, and I'd like, you know, I'd like to train our airmen on how to use the Thrift Savings Plan and how to, you know, set up their accounts and do this and that. And I was wondering if you had any recommendations because he said he's done, you know, tons and tons of these personal finance trainings. And so we hopped on a call and he sent me some PowerPoint slides and some products, and we just talked about how to kind of how to approach the subject with, you know, a group of 15, 20 of your airmen. And it was super helpful. I took the slides that he had sent. They were a little bit outdated because it was from a few years prior, so I updated some numbers, added some things, took away some things, um, and then I did those— I did those recordings, um, sorry, those trainings, and they were like— they were, they were a hit. I really enjoyed it. And then ever since I've been here, I've spent a lot of time in kind of like one-on-one settings, or I've had members with their— have their spouses come in and they like both sit down and we talk about finances together and, and what to do, how to strategize, um, yeah, lots of things, super fun. Well, he reached out to me just back in December saying, hey, I ran across your website and I know we've been in touch, you know, for the last couple of years. I want to have you on the podcast. Would you be interested in talking about our stories, past history, blah, blah, blah? And I was like, heck yeah. And that's when I texted you and you were like all caps, like freaking, you know, sign up right now, get on that call. So, yeah, but I was also— I was still deployed at the time. So I came home from the deployment, the holidays, etc. And then I needed— I needed just enough time to do a couple of things on the website and the podcast because a lot of stuff had Uh, had moved to the back burner because of the deployments, uh, back and forth to the Middle East. So finally got some things set up and we hopped on the call just a couple days ago and dude, it was awesome. Like so, so awesome. And he, a couple things, how much time? Okay. We got a few more minutes, a couple things. So I've listened to a couple of his interviews with some other people and talking about people who, people who dislike you, uh, he interviewed, um, a group of ladies, and one of them said some pretty nasty things to me a few years ago. So that's a whole other story we could talk about later. Dude called me a leech in one of the most shady of— I'll pull up the text, dude. That's another conversation. Anyway, so he sends me a Word doc, and he just says, hey, here's for just a brainstorm thing. And what he had done is he had just copied an email that I had sent him and pasted it in there and hadn't come back to it yet. And I just said, hey, in my email, it was like, hey, and just for reference, you know, I'm a captain in the Air Force, I'm a maintenance officer, a couple other details, um, and that was it. But the day before, I was like, well, I should probably go put a couple things in there. One, so he knows I'm like, you know, I'm bringing something to the table, uh, and also like, just a heads up, here's some things to think about. Like, here's a couple, I think, interesting stories, things that we've done that might be worth talking about, some fun stories, some kind of like big wins in the credit card world. Also, here's a couple moments where you said something on the podcast, your podcast, you know, 3 years ago, and it sparked my interest. And I have now gone and done, you know, 6 times as much with that one piece of, you know, that one kind of offhand comment you made. I now went out and found out and like discovered for, you know, military members, for people who didn't know it was possible, I discovered how we like— you can actually have 6 Chase Sapphire Reserve cards. And no one else, like, no one else knows that because no one else has done it. And I've like, I've gone about debunking, you know, some of those myths and things. So I put that in there and then I also came with a list of questions and I was like, you know, questions Jared has for Spencer and it's, you know, hey, what's the, since you've been doing this, this business, you know, running this blog for the last like 10 years, how have you changed as a person? You know, what, what perspectives have changed? And just, and then, you know, a couple other questions, you know, some credit, you know, when, uh, now that Saks Fifth Avenue goes out of business, What credit do you think Amex is going to replace? And, you know, some, you know, technical questions about the industry. But so we, so we hopped on the call and dude, I was so nervous, so nervous. Like it was, it was the night before my birthday that we were recording. On the 11th, I turned 30. And so we recorded on the 10th at night and I was like, this is gear. It's gearing up for like, this is the biggest thing I could do for my birthday is record with the credit card guy in this space, you know? And, um, super excited. Uh, and when I say like, he's like, his podcasts get 100 times more downloads than mine, literally 100 times. So like in terms of scale, you were on his podcast, correct? I was on his podcast.

Yeah. Yeah.

He reached out to ask me to be on, and now we're gonna cross, we're gonna cross post the audios and stuff and it'll come out in a couple weeks and I'll, I'll shoot you the link when we get it. But, um, dude, so I'm like, I'm nervous. I'm like, dude, this guy's. He's big. Like, he donated a copy of his book to every member, every cadet who graduated from the Air Force Academy a few years ago. Oh, wow. So like 1,000 copies of his book he donated. As a, you know, I'm like, you know, in terms of scale, I'm like down here and he's up here. So I'm like, I'm super nervous, but I'm like, no, but we do, we do scary things, dude. We do things that make us wanna throw up because that is where there's value. You know, if everything we wanted was inside our comfort zone, we'd already have it. It. And so like, we hop on the call, super low threat, uh, he's super like— and I've talked to him before, but it's been years. And so I'm like, I don't know, how formal is this going to be, informal, etc.? Just super easygoing. We kick it off, he screws up the pronunciation of my name, he like drops the F-bomb, he's like, all right, we'll do it again. It's just like, you know, and like, so it's like so relaxed. And so we, you know, he does his intro, I talk a little bit, and then And then he kind of kicks it over to me and I was like, well, hey, actually, I would like to ask you a question if you don't mind. And he's, you know, he sees the outline, just the info that I put on the Word doc. And I was like, so how have you changed in the last decade or so that you've been doing this? He goes off on like a 40-minute monologue about how he's changed. And it was— and we're talking about like abundance mindset, scarcity mindset, money, aligning money with our values. Dude, we talked for over 2 hours. Just going, going, going, and just back and forth story that, and it was like credit cards kind of like creeped in and we talk about how credit cards relate to this. And then it like credit card rewards back to the side. And we're talking about money. Now, granted, they talk about, uh, more than just credit cards on their podcast and on their blog, but like, but we're, we're just having this conversation, just going back and forth. And then finally we kind of like hit pause and we're like, okay, dude, it's 11:00 PM for me. I need to go to bed. Also, I mean, I would stay up and keep doing this, but also he lives in New Zealand, so it's now 11:00 AM and he's got things he's gotta do. And he's like, okay, uh, we could keep talking for hours. Let's record another episode. We'll cut it off here. We'll wrap up here and there. Um, cuz we just don't have enough time. But one of the things he said, dude, was that this was the longest interview he's ever had. And like maybe by a few minutes compared to one that he, he recently did, but in, but that's with like a, a medical guy. Um, talking about, you know, like, uh, veteran benefits and stuff. But we do— we're just talking about money and just like money value, uh, scarcity, abundance. And what was so cool— and I know we're running out of time here— what was so cool about it was that like we're just going, dude. And I listened to, you know, I listened to a couple of his episodes, and one episode with this girl who called me all sorts of, you know, names and stuff.

Like, how does she even know who you were?

It was a Facebook group. I'll, yeah, I'll tell you the story another time. But, um, but like I listened to a couple of those other interviews and it's just like, hey, tactical thing here. Hey, you can do this here. Hey, you can do this here. You know, like, I wouldn't say transactional, but like just very like, hey, this is a benefit you can do with this credit card. This is a benefit you can get from this credit card. Most of the people that join our group, they have these questions, blah, blah, blah, 45 minutes interview done. And dude, Spencer and I just hop on and we just go. Just like, we didn't cover almost anything that we put on that Word document. And he was like, he's like, I really want to sit and record because I want to talk about that story and this story and that question and this question. And I'm like, dude, there's something here. Like, something magical is kind of happening right now. And I'm so excited. One, like, exposure, great. I've got my Instagram is up and running and I've got reels on there and I've got a backlog of reels and I'm working through some of those like process things. Um, but like my Linktree is working now and, uh, my email's working again. And like some of those technical business things that we're working on, like I'm just checking off the box. Done, done, done. Fix that. Fix that. We're, you know, process is getting refined. We're making things happen. We're into a daily battle rhythm. Um, but dude, this is like the catalyst, like that interview dude has just like fired me up. The things that I did, cuz Marsha was like, do you wanna push it? Well, cuz I was thinking maybe I should push it because I don't know if you're gonna have a baby? And if you have a baby while I'm on the call, like, what's going to happen? Because Marissa's due any day now. And like, and we're like, ah, but I like, I want to have more things set up before the episode goes out, but I also don't want to wait any longer. Like, I want to do it now. I want to make it happen now and then just figure it out. And there's nothing better to motivate you than a time, like a timeline. So like a due date, it's got to happen. Um, so dude, things are, things are firing, things are moving, and I'm, I'm, I'm pretty motivated, man. And not motivated because I just am excited, motivated because I'm seeing wins, like small wins. Okay, win here, win here. And I started a daily journal just to like quickly write down a win that I had from the podcast, a win from the website, a win that we're like— to, to note that we're making progress. It's a little bit every day, and we're gonna keep going, dude.

It's, it's cool because like that moment right there is such a big breakthrough because of exposure. Is it— more people are going to hear your message, you know, just through that. And it's cool that you got to connect on such a deep level. And, you know, you said it yourself, I, as you're talking, I'm like, I'm sure you guys had a very, like, meaningful conversation because you're, you're plugged into the credit card world and the personal development world. Like, you care about both a lot, and you're, you're developing your, your personal— you're doing a lot of personal development, and you love credit cards. So it's like that conversation, I'm excited to hear the episode, dude.

I'm not even military right now, but I, uh, no, I think, I think you'll really enjoy the interview for sure.

No, well, I think there's gonna be a ton that applies to me there. I, dude, I think this is so dope because like of all of our episodes, like me and you have had some really good wins recently. And it's, it's really freaking cool because I think me and you, when we started this thing, we can kind of wrap up here, but like we started this thing, we're like, oh, we're going to do like retreats and all this stuff. It's like, dude. We just niched out so hard on like, I do door-to-door pest, you do credit cards. Well, dude, there's going to be one day where we could do something together where like we bring together a bunch of people from both of our worlds.

Like, yeah.

And that's where I think this has been really special because we always have had this vision to help. But in order to help people, you've got to niche out a world and become the expert in that world, right?

Yeah. And you've got to do something right. You like, you can't just talk about the principles of these books that you read and then go talk more about talking more about, like, you know, it's just like you got to go do something. Yeah, something. And pull the lessons from the things that you are creating and building and doing.

I think an idea for you down the road, Jared, is eventually to have people that have done the things that you have taught on your podcast, like, hey, we did this, this, this from your coaching Dude, I have a dude lined up.

I'm gonna send him a Calendly link and we're gonna hook up. We're gonna record here in the next couple of weeks. Like, yeah, because he was like, he's like, hey, I listened to your episode and I did this and I'll let you know. And I was like, hey, do you still want to record? I, we talked about it back when I was deployed, but you know, all this chaos in the Middle East happened. So like, now let's talk because I want to hear about what you're doing with gold and Costco, you know, purchasing like all this stuff. So I definitely plan on having some more of that too, dude.

I'm, I'm really proud of you, man. And what's cool is like, I think a good, a telltale sign of like, hey, you're doing something really, really well is you're getting feedback from people that are like, oh, you're helping me. And then you're also getting some hate too. So in order to get any, I think in order to move the needle in life, you've got to be a little extreme. And then like, you've got to, you've got to, you've got to like be like, hey, this like, I'm the credit card guy. And then that some lady might think that you're, you know, crazy or, you know, In my case, the shadiest of characters and a leech and, uh, yeah, but, but it's okay. Like, the guy, the Andy Elliott, that I'm like, that I've been studying a lot, like, yeah, he definitely is a little crazy on Instagram, but it definitely blew him up. It's like, but whatever. Like, in order, in, in order to have a— in order to do something big, it's okay to have a big message, and it's okay to not have everybody like it. And that's, that's actually good. Because if you don't have a message that somebody doesn't like, then maybe you didn't say anything. Yeah, you didn't say anything. Yeah, that's, that's the point here is like, if you're not pissing somebody off, then you're probably not different than anybody else. You're probably just like normal. Like, yeah, it's like, dude, I want to have— I'm trying to— I'm not trying to make nobody mad. So hopefully that doesn't make her mad. But, you know, but yeah, so regardless, dude, it's a This is cool. I'm proud of you, dude.

Thanks, brother.

Both making big impacts for the world. One of my mentors, Ben Caris, is like, just be the best for the world. And I feel like me and you are providing value to people in such niche ways. Yeah, for sure. And it's making such a cool impact. So love you, dude. You're the man.

Thanks, man. I appreciate it. And I love hearing all of your wins. And yo, given that you are spending so much money on your business, we— I need you to text me the list of which credit cards you have and I will help you figure out how to maximize which one, like a single card for you to be using to make sure you're raking in the right amount of points and miles and all the things, man. Because you've got it, given how much you're spending, like, and obviously earning, like there's some things we can do very simply to help you maximize that. So, all right, brother, uh, appreciate you.

Love you, dude.

We'll talk soon. Welcome to the Rising Tribe. I'm Jared.

Take 2. All right, I have this memorized.

Dude, it's all good.

Okay, okay. All right, let's go. And I think, like, I just read that and the Lies Around Us. I think we should throw in my, um, oh my gosh, I'm nervous, I forgot our opening statement in the episode. Um, it might be like a little switch up for people.