If You Sell Anything, Watch This Before Your Next Call

Everyone loves the crazy uncle at dinner during Christmas, but that person says all the wrong things that are inappropriate. Why do you believe them? Because they actually are being themselves. There's something attractive about that. People can feel and read when you have intentions that are not pure, like when you're putting yourself over somebody else. The true definition of service is, am I putting this person's needs above my own? If I'm talking to you but thinking about the next tactic I'm on, you're going to sense that I'm not present in this conversation. The number one lever to pull is your own internal psychology, full stop.

My guest today They currently run sales teams responsible for over $16 million worth of sales in the last 18 months. And this is going to be an absolute masterclass on influence and persuasion. Brian Mayoral is the founder of Sell Up. He's formerly Tony Robbins' number one sales trainer. If you could say one sentence to your 18-year-old self, what would it be?

Stop being so scared to live abundantly in your life. I went through a severe bout of depression when I was a teacher and had some pretty dark thoughts. That's why I went to the Tony Robbins seminar. And the reason I've gone through depression is because I have lowered my standards. Tony said something from stage when I first went to that seminar. He said, if you want something that other people have, just model people who already have those things that you want. So it's selfish of me to not share myself with the world, even if that means that I'm being judged.

My guest today currently runs sales teams responsible for over $16 million worth of sales in the last 18 months. And this is going to be an absolute masterclass on influence and persuasion. Brian Mayoral is the founder of SellUp. He's formerly Tony Robbins' number one sales trainer, and he's also my business partner on a company that we're both involved in. So in this interview, we're going to be going over some of the influence tactics that actually work. We're going to talk about how to build a world-class team and some of the life lessons he learned from the man, the myth, Tony Robbins himself. Brian, welcome.

Let's get after it, man. I'm ready.

So how do you tell if somebody trusts you within the first 30 seconds of a conversation?

Do they smile? Are they warm? Do they lean in? Do they mirror your energy? Do they mirror your body? I think so many times people try and, like, complicate influence. At the end of the day, it's just getting people to enjoy you, getting people to like you, getting people to lean in. A really good sign is are they willing to talk vulnerably and openly about whatever their situation is? I think the first thing to know if someone's going to be open to you, though, is are you open? One of the biggest things I see that, that people get wrong in this industry is they're using tactics to try and do it versus just being open themselves. Like the number one way to get someone else open is to open yourself up to other people. At the end of the day, all the tactics in the world are great, but 80% of communication comes down to our own internal psychology. Like, how do we represent ourselves? How do we think about the other person that we're talking to? Do we actually like talking to that person? Are we open and vulnerable ourselves? If those things happen, it's easy to get the other person to do it.

Yeah, it's like those, those intangible character traits that we all can like wrap our minds around, but we can't like communicate. We can't put our finger on it necessarily. Yeah, but we know it's there.

Yeah.

So do you think charisma and like being able to like get somebody's guard down, is that something you're born with or is that a skill you develop?

I think it's both. I think there's some people who naturally thrive in an environment where they're behind a computer and they like to tinker.

That's me.

Yeah. And that's not me. I, from a young age, wanted to talk to people, was always engaging with people. So I think that was my natural proclivity. But I also think that it was an earned thing. Like early on in my life, I didn't have a lot of friends. In fact, it was like a sore subject in my life where like I wasn't really like getting along with the other kids on the playground and like trying to figure out why that was. And then I learned through osmosis and seeing, you know, football coaches, teachers, my parents, and the way that they interact with people. I learned that there's just those subtleties of like wanting and being interested in other people, allowing them to talk, and then reading a bunch of books when I was younger to figure out, okay, I'm seeking to want to get to know people. I'm seeking to want to make a lot of friends. How do I do that? Then that's when I brought the tactics in when I was old enough to like start reading about it, that kind of stuff. But I think it's— I think there's a lot of natural, especially in today's world. Like there's people who grew up that did not have prom and like did not go to actual physical college because they grew up during COVID And those folks just don't have as much practice. So I think a lot of it comes down to practice. I think a lot of it comes down to natural. But either way, it's a— it can be a learned skill.

So like, what are those little tactics that were helpful for you when you were kind of practicing?

There's all the tactics and basic influencing skills, but listen more than you talk, be more interested versus being interesting, allow the other person to share vulnerably, but at the same time share vulnerably yourself. It's all about energy, right? So if I bring in high energy, people will naturally gravitate towards that. But there's also something about matching somebody's energy. So one thing that you'll learn on like sales calls or when you go out meeting with friends, if someone's at a level 2 energy, meaning they're not bringing a lot of energy to the table, and you show up as a level 10, that's going to rub them the wrong way. You're going to come off as like an alien or a foreign person to them, or they're going to resist you because it's too much too early. So if someone's a level 2 energy, you want to bring like level 3 or level 4, so it's close enough in their range where they can be like, okay, this person's elevating me a little bit, but they're not foreign to me, that energy is not something too much for me. And then as they start to elevate your energy, you can start to elevate your energy even more and bring them from a 2 to a 6, but gradually walk them through that.

Okay, so what you're talking about here is a concept I think a lot of people have heard of called mirroring. Yeah, right. And I mean, this is something that I've found like over time, this is something I just like naturally do. And I used to, I used to say I was a social chameleon.

Sure.

I felt like I could fit in in any group of people. But then there's certain groups of people where I like naturally fit in versus it feels kind of forced. Are there situations where mirroring is not a good tactic or where it causes issues?

I think mirroring is one of the most natural things that we already do as human beings. I think where it becomes a tactic is when you're forcing it or you go through what we call our Bambi phase at SellUp, where you learn something new for the first time and now you're aware, you're consciously aware of the things that you're doing, and now you start to think your way through it, right?

So you like get worse for a little while before you get better.

Yeah, there's 4 levels of mastery, right? There's unconscious incompetent, meaning you don't know what you don't know and you're just doing it bad. Then you become consciously incompetent. You are now aware of the things that you're not doing well. Then you become consciously competent. Now you're aware of the things that you do right. Then you become unconsciously competent, which means you no longer have to think about doing the right things. You just do them. Mm-hmm. And that's where you see the masters of influence, the masters of rapport come in, as they're no longer thinking about the tactic. They just do it. And those people, unless they practice it for a living, they have a hard time teaching people at a level how to do the basics because it's so easy and so common for them. That they have a hard time relating at a lower level to it.

So speaking of mastery, and if I can just like compliment you for a moment here, one of the things I recognized about you very quickly when we got to know each other was the, the standard of excellence that you set for yourself and for the people around you.

Thank you.

And that is something I think you learned in your Tony Robbins days. I may be wrong here.

Sure.

Tell me a little bit about that. Where did you learn that standard of excellence from? Was it from Tony? Was it before that?

Yeah, I was the kid that when I played sports, I would have my mom drop me off blocks away from home so that after I got home from practice, I could get extra work in and sprint home. I was the kid that after practice was over, all the kids were going home. I wanted to run more hills. I think I always had that because my dad was a football coach. And so being in the locker room, I was constantly hearing those motivational speeches. I was constantly seeing what, what was the difference between the kids who performed versus the ones who didn't perform. What were the ones that got praised? It was always the hardest working ones that got praised. It was always the ones who did the extra thing that got praised. And so I realized pretty early that in order to stand out, the one thing that you can control is your work ethic. And then I believe my work ethic and my standards actually dropped as an adult, got into partying and doing stuff in my early 20s that kind of took me away from my path. And I kind of forgot about a lot of those things that were instilled in me early on. Until I got back into the Tony Robbins world. And Tony said something from stage when I first went to that seminar. He said, if you want something that other people have, just model people who already have those things that you want, right? Model people who have the success that you want. And I'm sitting there, you know, a schoolteacher. I was a PE teacher, so I had a straw hat, whistle, short shorts for a living. And I'm sitting in a crowd of 14,000, 15,000 people. I wore a suit. No one at Tony Robbins seminars wears a suit anymore, but I thought that's what I was supposed to do. Got it from Ross, by the way. Nice. Thrift shopping. And so I'm there and I'm eager for change in my life 'cause I went through a severe bout of depression when I was a teacher and had, you know, some pretty dark thoughts. That's why I went to the Tony Robbins, so my best friend made me go. And I was sitting in the arena watching people from all over the world, watching people who were going through all sorts of crazy traumas and whatever, jumping up and down, smiling, chanting that they can, like, do better in their life. And I saw myself doing it in that. And then I just observed the arena for a minute. I'm like, wait, that guy down there is talking to 14,000 people, getting people to act like kids again, jump up and down, believe in themselves. And I'm like, that's a model of someone who does good in the world and is incredibly successful financially. And I didn't have one of those examples. I had people who did good in the world who were not successful financially. And that's when it clicked for me that the way that I've been doing it is not working anymore. And the reason I've gone through depression is 'cause I have lowered my standards. And so I think it reignited what was already inside of me. And then just the principles and teachings from Tony or anyone in self-development, if you get 'em in your head long enough, you just start to live it.

I've never been to a Tony Robbins event.

You should go.

I've heard the consistent theme from people I talk to who have been, who are in that world, is like this energy in the room is just infectious.

It's impalpable.

And so what he's doing where he's taking people who all want some form of change in their life in totally different ways, right? Business owners, not business owners, wealthy, not wealthy, depressed, feels okay about themselves. But how does he create that energy in the room amongst all of those people who are coming from like very different walks of life? That's always been the thing that I've wondered. Like, where does that come from?

I think people who make you feel good allow you to open up, right? And you become more of yourself. So we as kids, it's like, it's okay for us to see sprinklers go off, run in the middle of the sprinklers, jump up and down, smile and get muddy, right? And act crazy. And that somehow that's okay when we're kids, but when we're adults, we like think that that's like, not for us. Mm-hmm. Or we think that we can't act ourselves in front of other people because we've put these guards up or we've created this image of how we're supposed to be in the world because of dad, mom, trauma, boss, whatever, right? And I think in those settings, slowly but surely, it's raising the energy of the group. But I think there's just something about a human being who has been through a lot of stuff themselves walking into a room and you know if they're the real deal or not. Like, you know when someone talks if they're just bullshitting, right? Like, you know if they are full of crap and they're just spewing other people's information. You know when a guy like Tony walks in that that's the real deal. Like, this dude actually cares. This guy is actually successful and he won't relent. Like, when I went to the Tony Robbins seminar for the first time, there were you know, 14,000, 15,000 people, and we started that seminar at 8:30 AM, and the first night it ended at 1:30, 2 AM. And he's on stage the entire time, just full bore. And when you see someone exerting that much energy and still being fulfilled by it, you kind of like think to yourself, like, what am I, a little bitch for not like jumping up and down and not doing this? But then you start to get like crowd think, right? There's a bunch of research on this, but like, if the person next to you is in a good mood, and then the person to your left's in a good mood, and the person in front of you is jumping up and down, the person behind you is jumping up and down smiling, and you're the one sitting there with a sour attitude, you become the weirdo. Yeah, right. And I think so many times in life people just settle for like low-hanging fruit conversations, right? They walk into a room, this person's negative, That person's negative. And so the standard is just become more negative because let's just talk about the problems that we can't control in the world. In that environment, that's not the standard. The standard is we're going to be— we're going to be joyful. We're going to bring energy. We're going to believe in ourselves. We're going to break through limitations. We're going to get vulnerable very quickly. And when the majority of people start to do that, you start to stack them like dominoes. You become the odd person out for not doing that, and you either fit in or you don't.

Is there anything Tony does, like behind the scenes that you don't really see when he's up on stage? By the way, I mentioned this before. Brian and I are business partners on a company that we own together. That company is called Scale Your Accounting Firm, and we actually have a 100% free community. It's the first link down in the description below, and you can get our free Scaling Fundamentals course where we teach the blueprint and the roadmap that you need to crack $1 million a year with your accounting firm. So if you're in the accounting industry and if you're looking to scale, go check out that link in the description. Anyways, back to the interview.

I got to— I didn't get to know Tony incredibly well. When I joined the company, he was already the chairman, so I only met him when I broke records, and those were brief interactions. But from what I've gathered and the interactions that I have had with him is he is more of the real deal offstage than he is onstage. What I mean by that is there are stories of Tony when he was younger, unrelenting and not quitting. There was a time where he was in Canada They didn't have the right permits for his seminar. Literally, Canada shut it down, and all these people paid, and they're all there. And so they ordered buses and said, "We're going to do the seminar no matter what." And he got tour buses and drove all these people over to the United States in buses, and then every hour he would hop from bus to bus to continue the seminar on the different buses and found a place to do it in the US. Wow, that is a level of resourcefulness and determination that I think most people don't have. Uh, so in that essence, he's the real deal. Um, I think Tony is a human being just like anyone else. I think he just pushed himself farther than most people are willing to.

Was there anything he or, you know, some of the leaders in the company told you privately that really changed your life after you had already started working there?

Yeah, uh, there was a time where I walked into a shed. I took a meeting that one of the more senior guys on the team— I just joined the team maybe 3 months before— senior guy on the team refused to go to this event, um, and I drove 3.5 hours in the middle of nowhere Texas, woke up at 5:30 to make that only to show up and it's a work shed. And my whole job at that role was to transform people's lives and get them to go to a Tony Robbins seminar. And I drove 3.5 hours to middle of nowhere Texas to a work shed. And I'm like, at first I was sulking and pissed off that this was a waste of my time. And then I remembered stories of when Tony would take meetings for people when he was working for Jim Rohn without asking for acknowledgement, without taking commission, and would sell everybody in the room. And so I'm supposed to model this guy that, you know, is helping me change my life. So I'm like, well, that's probably what I should do. So I started playing music in my car, some gospel music, and I just thought about the people in that workshop and what they might be experiencing and what they might be going through in the middle of nowhere here and obviously weren't incredibly well off. And I just started crying for everyone in that room. I didn't know them, didn't know what they looked like, just was like imagining what their scenarios could be. And then I just started crying. And I was like, I'm going to go in there and I'm just going to serve these people. I'm not going to worry about a sale. I ended up walking out of that shed with more tickets than the number of people in the room because they bought them for their wives and their kids and stuff. And Tony praised me for that. And he said, I will donate X amount of money for every person that has been sold, because his big mission is like feeding people who don't have food. And he then told stories about when he was younger, did the same thing. And I think even he said in that message, he was like, that's okay that you've done that once. I've done that every single time that I had the opportunity. So it was almost like I felt really awesome for what I did. And he acknowledged me for being cool and awesome in that moment, but also was like, the standard is we always do that. And that just helped me realize that there's always another level, and I'm always going to be challenged to be better, but still praise people for what they've done, but also call them to a higher standard, even when they're getting praised for something that, you know, was pretty cool at the time and the whole company recognized.

Well, and this, this goes to something we were talking about earlier with building trust and like, what is your intent? Yeah, through this. Can you talk a little bit about that? What, like, what does that word intent mean and how does that come out?

Yeah, so at our company we talk about, do you have pure intentions? Are your intentions pure? Are you putting in relentless and consistent activity? And are you open and receptive to feedback? Those are the three components for breaking through in anything that we do. Pure intention cannot be understated. People can feel and read when you have intentions that are not pure, like when you're putting yourself over somebody else. The true definition of service is, am I putting this person's needs above my own? And in sales or influence, for me, I don't try to influence someone unless they give me a reason to influence them, right? So if I walk into a room, I don't know that they need what I'm selling yet until they've expressed their needs to me. So I ask questions that ask them different things that they might be experiencing, and then I realize that they do have a need for what I'm offering or do have a need for my presence in the room. So whether it's networking or just hanging out with friends, I'm just constantly asking questions and finding ways that I can add value. And I think it's not from a place of like, I'm trying to get something, I'm trying to give something. It's a gift. So it's a different mindset and heart set. And most people overlook that, right? They're like, yeah, yeah, yeah, sure. You're just trying to get what you want. Those people are cynical. There are people in the world, and I'm telling you, I'm one of them. Like when I talk to somebody, if I'm influencing them, it is because I truly am thinking about what is best for them, even if that means that what I'm offering isn't the best thing to offer them. People feel it. It's just, it's an intangible thing that human beings have. They— we are wired to sniff out bullshit. We are wired to sniff out things that cause us to be fearful or people that we don't trust. When someone is raising those alarms, it may be subconscious, it may be something they pick up about body language, about eye contact, about leaning in, about their pitch of their tone of their voice. But when our— the words that spew out of our mouths match our body language and the pitch and tone that we're talking, we become more trustful. You can try and tactic your way through that, but eventually you get into real conversations with people. Like, you can come off and do all the tactics that you want, and I can be like pitch and tone and, you know, lean in and lean out at different times. Just be real. Like, 80% of that is just you actually believing in what you're doing. Because if you do, like, even me right now, I get it. I get fired up about this. I'm leaning in, my energy is going up. I'm coming forward to you. Why? You can see that I actually care about what I'm talking about. Yeah, but I'm not performative for you. I'm not. It's not a tactic. It's who I am in the moment. So I'm being who I am in the moment, which comes off as real and believable.

Yeah, I feel like a lot of the really tactic, like, especially the sales advice you see on social media. Yeah, it's in It's snippets, it's soundbites. It's meant to, you know, sound really pithy and sweet. It, um, it comes off as being like how you would train a robot to interact with a human.

Yeah.

Right. And you get so in, um, you get so in your head about like, oh, I gotta like say this word this specific way and I gotta lean in at this point. And that's what'll get them to trust me. When in reality, you just end up looking like you got a rod up your ass. And if you would have just like dropped all that at the door and come in with what you're talking about, this pure intention.

Yeah.

And just being open and real yourself, you'll get a way better outcome from that conversation.

Totally. And to be fair, the tactics do matter. They're just not the 80/20, right? Like if you saying the right thing and having the best one-liners and that kind of stuff, that stuff matters. But most people are not in the business of being like the top 1% of influencers in the world. Most people are just trying to break records or get to a certain, you know, revenue level or what have you. Mm-hmm. The number one lever to pull is your own internal psychology, period, full stop. 80% of it is your own internal psychology and what you actually believe when you're talking. It's gonna come off all the wrong way sometimes, but it's like the crazy uncle. You know, everyone loves the crazy uncle at dinner during Christmas, but that person says all the wrong things, they're inappropriate. Why do you believe them? Because they actually are being themselves. There's something attractive about that. And then the tactics do matter. You are gonna go through what we call our Bambi phase, right? And Bambi, you know, Bambi phase is when Bambi tries to stand up for the first time, the legs are wobbling and You know, not full footing in the ground. Well, that's what happens when you learn a new tactic or a new skill. It does sound like you have a rod up your ass, and it does sound like you're talking to robots, but eventually you get that unconscious mastery where it becomes smooth. You can still practice tactics while also still having full believability. Like, my goal in a conversation is not to practice my tactics. My goal in conversation is to be 100% present and care about that person.

Yeah.

The tactics that I practice off the field will show up if I've practiced them enough, but I'm not thinking about doing them during a conversation. Human beings are incredible. We talk like this. You and I are having a full-on conversation right now. If I'm talking to you but thinking about the next tactic I'm on, you're going to sense that I'm not present in this conversation. Mm-hmm. So what I always teach people and what I've taught people for years is the best I can and what we use at our company is when you are talking to someone, that is game day. You are on the court, you are on the field. MJ is not thinking about his elbow position when he's taking a jump shot during a game. He practices that off the field on his own during practice. He practices that shot 1,000 different times during practice, and he's worried about his form during practice, but he's not worried about his form during game day. And I think that's where most people get it wrong. They try and use tactics when they're actually like trying to sell something or on a podcast like this or talking to people live. Don't do that. Don't worry about the tactics while you're doing that. Just be 100% present in yourself. The practices, the tactics that you've done off the court will show up for you on the court without having to think about it.

Well, and to bring it to sales specifically, I think like the application of this is just that you need to practice and you need people to practice with.

That's 100% true. Yeah. Yep. Role play constantly. At our company, one thing that we found that works for us, 5 days a week role play. Every single day we call it sales huddle, 30 minutes. We are fast and rapid role play. We go over what the wins were for the previous day so that our team has a positive association to what we're doing. They create believability. I ask them how they're doing in the morning, make sure we start off with positive quotes, and then we go into role play. And then the role play that we give is a 3 to 1, 3 positive for every 1 critique. Why? 'cause we're trying to keep it high energy through the day, and human psychology matters. Early on, we made the mistake that we were critiquing too much during those role plays, and then giving people feedback in the middle of their day. Never do that. Like, never talk about tech stuff, or things that are broken, or things that aren't working during prime selling hours. Why? 'Cause that F's with human psychology. It casts doubt and believability in what someone's selling, so. Whatever you do with your sales team, it's got to be installing belief into them every single morning.

And what about that business owner who's like doing their own sales and feels like they, like, you know, they don't have a sales team to roleplay with or practice with. They may not even have like a business partner or somebody else who feels like an obvious alternative.

Yeah.

What do they do?

Absolutely. Every morning, if you're taking calls before your calls, the 5 minutes that lead up to the call, are just as important as the 30 to 45 minutes that you're on the call. Why? Our brains get primed, right? We are impacted by the world around us. If we— if I show you the color blue and I tell you that the sky is blue and I say, hey, your shirt's blue, and I say, hey, you know, some of the things in this room are blue, my pants are blue, your brain is going to hear blue, blue, blue, blue, blue. And you're actually going to start to notice more blue things for the next couple of minutes. Why is that? Because our brains are incredibly susceptible to our environment. So most business owners, they're dealing with all the chaos that happens in their day, right? They're dealing with issues with clients, they're dealing with issues with employees, they have, you know, a vendor that fell through, whatever it is. If their brains are focused on all those other things right before they jump on a call, they are priming themselves for failure. So the 5 minutes that you go into a call should be what I demonstrated when I went into that shed is, do I— how can I— how can I get into this person's psychology? How can I show that I care about them? How can I actually care about them? What problems do I anticipate that they'll have and how can I support them through those? And I just keep asking questions that prime me to help somebody before going into the influencing process. That will do more than any tactic in the world. Secondly, in the morning, you got to prime yourself the first thing you do when you wake up, like the thoughts that you have. Are you pulling up your phone? Are you dealing with Slack messages, dealing with issues, dealing with problems? That sets up your psychology for the entire day to be negative. Because problems are a dime a dozen. People who are positive, people who see good in the world, people who want to solve problems are rare. And so before going into a call, always prime yourself. Waking up in the morning, always prime yourself. And give yourself that buffer between the shit that we inevitably have to deal with in our businesses versus like what actually matters for this person on a call and being given yourself that, you know, that intermediate time to prime yourself for that call.

You want to know something funny I used to do?

Yeah, let's hear it.

I would, before my sales calls, I'd take 5 or 10 minutes. I just watched stand-up comedy clips on YouTube. Yeah, because it just got me laughing, got me forgetting about all the fires in my business that I was in the middle of putting out and cool. Everything that was going wrong. Um, I found there were also— there were certain comedians who, like, it was good for me to do that before the call. And then there's, like, certain comedians who have a style that, like, actually was not helpful.

Sure.

It's like, for example, Theo Von. Just funny, goofy, totally— like, every joke is, like, totally out of left field, right? So, like, that's a great one. There's others who are more, like, I would say, like, the sarcastic style, and that, like, You know, it, it, I have a bad habit of trying to be like, be the standup comedian after I watch standup. Like, I think I need to be hilarious.

Classic. You are pretty funny.

I'm okay. But, um, one thing I did want to ask you, something I've observed, and I don't know if you've seen this too. Um, there are some people who are way more willing to open up to a stranger than to like their close friends or family and the people they trust most.

Sure.

Do you have any idea— first, have you seen that?

Yeah.

And if so, like, do you have any idea why that is?

I think because they have less skin in the game and less— they're less threat to them. So if you think about everything is— when you think about the basic human need is like survival and safety and security. If I open up to someone in my immediate network, there's a chance that that could have catastrophic events or implications for the entire group or myself. Because if I say something that's vulnerable, but it rubs someone the wrong way, or they judge me or perceive me in a negative way, now that can circulate to all the people that I have collected in my life that are helping me build my thing that keeps me safe, right? So think about a friend group. Average person has, you know, what, 7 to 10, like, close friends or whatever. If you get vulnerable with the wrong person in a friend group and that person starts circulating bad things about you, You've just Nate-bombed your entire safety group, right? Versus if you say it to a stranger, that person's not gonna go run and tell somebody that you know. It's that simple.

So—

And they have no skin in the game. They have no drama. They have no past experiences with that situation, right? So they have no biases towards someone else. Like if you and me are friends, or you and I do business together, right? Mm-hmm. If I go say something vulnerable to someone else that we do business with, there is the chance that that gets around, right? Versus if I go say it to someone else and that person doesn't have a relationship with either of you, there, there's no biases in that conversation as well.

So I guess that brings two questions then. Number one is like, for me or for the listener, how do you get more comfortable with being open with the people around you, the people who you trust most? And then the other is, how do we help facilitate that for the people around us and make them feel more comfortable with opening up?

I'm not a psychologist, but what I will say is my personal beliefs in the world is that I'm going to live this life to its fullest, right? I believe that God put us on this planet and gave us the tools to create whatever we believe our mission is here on this planet. And my personal mission is to help as many people as I possibly can until the day that I croak. And if that's the case, I'm not going to do that by being closed off. So it's selfish of me to not share myself with the world, even if that means that I'm being judged, because, you know, it's in— it's in music videos or whatever, but only God truly can judge you. So if I'm in front of a group of people and I'm not bringing my full self, how dare I be on this planet and give someone my presence without giving them my full self? So I see that as a duty that I have with our Creator to be my full self. I don't know what everyone else's mapping is of their world, right? We all have models of the world that we've mapped up in our head. For me personally, I constantly am asking myself, how can I open up more? How can I become more? How can I share more with the world? I can't share more, become more, do more, and help more people unless I myself am showing more of myself. I think there's also things that I don't share with the world, right? I don't talk to the world about my relationship with my wife, right? I share the things that I believe that are necessary, but there are also personal things that like are safeguarded with the people that we trust most in our life. I think there's a difference between being overly oversharing and being vulnerable versus being open. I think there's a difference, right? Like I'm not gonna sit here and tell you about trauma that someone else in my life is going through, because that's being too, too vulnerable about someone else's thing that they're dealing with in life. So I just, you know, I try to be as open as I can, as best I can, when I can.

Let's wrap this up.

Let's do it.

Last question.

Cool.

If you could say one sentence to your 18-year-old self, what would it be?

Stop being so scared to, to live abundantly in your life.

Brian Mayoral, ladies and gentlemen.