Grow Your Business through Unity (#FIREHOUR S4, E1)

I feel like every single year, like, when it's the New Year's, there's like this energy. There's like an energy going around of like, I don't know, like a really strong energy. Do you guys feel that too? Like every time it's a new year, or is it just— do you guys think it's because it's January and everyone has like set resolutions to like do things and stuff, or I don't know.

That's interesting. It's the Egger.

Explain the agar again.

It's the mastermind effect. Amplify. I love that. Yeah, basically like the entire world. This is, this is what I wanted to actually touch up on. In 2020, when we first started Fire Hour, one of the biggest, one of the biggest things that, you know, we did was we came together all in one. Over 200 people. Yeah, 200 people. On one Zoom call, everyone going together in one direction, right? That is the power of the mastermind. That is the power of the egregore. That is the power of a collective force that is going towards the one direction. So that's the one thing that, like, that's what I'm talking about, the egregore. Like, in January, specifically New Year's, around New Year's, there is a specific energy that everyone is open to receiving, and they're just focused. Everyone's looking to improve themselves, to start something new, to increase, uh, their energy, to increase their intelligence, to increase their knowledge, to just do something different, to change things, to change who they were so that way things can change. So that's the egregor. It's the energy around the room, the energy around the world, the energy in your team, the energy in your community, etc. So this right here, that's why I always mentioned before, right? If you're new to FIRE Hour, welcome. FIRE Hour is about transformation. It's about achieving wealth in all aspects of your life. Health, wealth, relationships, your fulfillment, right? Your business. This FIRE Hour though, specifically for entrepreneurs that, you know, they're going after their goals, they have ambition, they're going after their goals, their dreams. They want to make a deeper impact. They want to and they have the desire to do something different, to create an impact and a lifestyle change that is second to none. That is transformation for themselves. So we're going to be focused for this year, 2024, right? If you add up the numbers of 2024, it adds to 8. 8 means money. It means abundance. It means wealth. It means prosperity. And this year in particular, like, there is a lot of energy around that number. The reason for that is because this is the year where a lot of things can change. And every year, obviously, you can change things for yourself, but it's really up to you. And what better way to do it than to go with a group of people? What better way to do it than to go, uh, through— than to go through people that, you know, go with people that are going in one direction, going the same direction. So that's the power of, of this, like today. Yeah, that's the power of New Year.

It's like athletes, you know, like when you're on a team and you guys are playing a sport or something and you guys are all going together, it's like the energy is there and everyone's synergistically like working as one with one goal, right? And so I also feel like obviously like the fans help, right? Like when there's fans in a sports stadium and they're cheering for their team, I feel like the energy that they're giving out is like the energy that's going to be received, right? It's no different being in a community or in a group and everyone's just going after like one really big goal together with the same amount of energy. And I feel like that's the energy that was brought, you know, when there was a lot of people and everyone was very, very determined, right? It's getting in sync with each other and having that alignment and then creating that unity, right? To go into like, to get like that speed and then building momentum, right?

Yes. Yeah. So that's the, that's the mastermind, right? That's the mastermind, the power of the mastermind. So when it comes to, you know, when it comes to today, when it comes to this year, right? When it comes to you building your team, because we're going to be with Fire Hour specifically, Fire Hour is a platform. For entrepreneurs going after the goals and dreams, going after making a bigger impact. And you know, whatever like vehicle you're in, like Thrive, for example, um, if you have a business on the side like us, if you have other businesses, like everything when it comes to Fire Hour is the platform. It's the platform where we can harness and come together in community where we're going after our goals and dreams and we're ba— we're able to go together. Not by yourself, but together with everyone. So this is going to be the future, the vision of Fire Hour. Every single year that we can do this and every single month that we can do this, every single week that we can do this, we're going to have, you know, we're going to host Fire Hour. Ideally, we bring some other people on as well, some other leaders on so that way they can share because that's how we did it in 2020. That's how we did it in 2021. And the power of community, the power of mastermind, the power of being able to you know, help other people connect to different ideas that are working for them, right? And being able to, you know, show different faces, being able to edify other people, other leaders, being able to bring forth our energies and our power together so that way we can continue to go down the journey where we want to truly be, right? In season 3 of Fire Hour, it was all about be, do, have, which was really transformation. Right, uh, 20— like Season 1, 2020, that was just scale. That was momentum. That was scale. That was 2020 Vision.

Legacy on Fire.

Yeah, Ignorance on Fire legacy run, right? That was the start of the legacy run, 2020, right? That's Season 1. I'm working on the recordings for that because I have all of them. I have major— I'm pretty sure I have like 95% of them, and I'm going to be figuring something out so that way I can get those uploaded. But it's just about the energy. Okay? It's like Angela said this, like, energy was everything. The energy that was transferred, like, in 2020, that started it all. That's the energy that I want to bring, you know? I want to share. And when it comes to season 2, right, that was 2020— what, 2021? Yeah, 2021. Um, there was like, I think, 39 weeks. All right. Or like 42 weeks or something like that, uh, of season 2. And that one was really about just, you know, kind of consistency, right? Consistency in knowledge, consistency in getting better and improving yourself and committing to becoming the best version of yourself. Season 3 was transformation. It's be, do, have. Once you understand who you need to be, then you automatically have what you want. That what you desire, right? So that was season 3. Uh, and then there was a few other things that we introduced, like, like money, talking about money openly and sharing uncomfortable stories that have never been shared publicly before, but transformation, right? Season 4, like season 4 is unity. Season 4 is mastermind. Season 4 is all of us collectively going towards the same goal, same direction, not alone, but together. And this right here, like when it comes to like social media, because we're going to talk about marketing and sales today, and then maybe a few other things, but season 4 of Fire Hour is about mastermind. It's about platform success. It's about collective energy. All of us, all leaders, everyone who shows up on Fire Hour, I already consider you a leader. Everyone is going together towards one direction. And that path, it'll look different for every single one of us. And that's the importance of bringing on leaders, showing different faces, sharing different stories, being able to hold each other accountable of the things that we want to do, the things that we have done, and also the mistakes and lessons that we learned along the way. Being able to collectively harness all those clues that success leaves behind and being able to share this knowledge of that we have. The wealth inside that we have for everyone else. Because once we help, once we, if you help me, I will help you and vice versa. If Crystal helps you and you help her, it's a win-win. We are all winning together. It's a win-win-win situation. That's what Fire Hour is about for this year, for season 4. And we're gonna be very specific and intentional and organized and, and also like we are gonna have an entire blueprint that we're gonna follow. Right? I already started working on a little bit of the specifics for the topics that we're going to cover for this year, uh, for every single week. We're going to be very intentional with, in the first 30 days, and this is what we're going to talk about today, how to create massive momentum right away so that way you can start to win in the first month of the year. Right? And like I said before, forget about everyone else. Only focus on yourself and then everyone that you want to help. Everyone that you want to contribute to, everyone that you want to impact, everyone that you want to assist in changing their life, right? If they want that change, it's gonna be something completely different. And again, with this harnessing of the power of, of New Year's, right? You're able to do that. You have a vehicle. There's people, there's gonna, we're gonna talk about the 4 different people today, right? The 4 different colors, right? Red, blue, green, yellow. Okay? Those are personality colors. I'll break it down in simple form and we're going to keep on going. We're going to speed up a little bit on today's call and then the next, the next call we're going to keep on going. One thing I want you to keep in mind is, or I want to encourage you to keep in mind, is how can you work smarter, right? How can you work smarter and not harder? If you know, because you have the knowledge within, if you know that you can do something different, because there's a different path and it's easier, it's faster, it's more efficient, it is actually more fun, then why not do that now? Why not start to make the changes today? If you know that you've been putting something off for a long time and you already know that there's a solution for it, why not enact and take action on that solution now, in the now, in this moment, right? In the past 3 days, 'Cause this is today's, in the past 2 days for the nonprofit, when the team came together to just get things done, it should have taken a month to get done. We got it done in, in one day. Okay? We got done in one day just based on like what we've been doing in the past. Okay? When it comes to this right here, when it comes to your business, making a leap, increasing the margin, making more revenue, making more profit, You can do that today. You can do that today. It's just a mindset shift. And then it's just about different, taking different actions, right? Being very specific, understanding what tools to use. What options do you have? If you have more options, wouldn't it be easier for you to get creative, to have more fun, to be at, be more at ease, to be able to just take the next step forward, push the needle forward, right? All these things we're going to talk about.. But again, you know, how can you work smarter and not harder? How can you shorten the distance for yourself? Because you can, right? With technology, innovation, evolution. When it comes to the resources, the knowledge, knowledge is power. So if you have the knowledge, you have the right tools, you have the options, you have the right vehicle, you have the right path because you're always on the right path. Even if you feel lost, trust me, I've been there, but you're always on path. Guess what? Everything that you're going to do from today on, from this moment in time right now on, you can do differently. It can be easier. It can be more fun. Again, use the mastermind. Use Fire Hour. Use the platform. Use this community. Help each other win. Help each other succeed. It's about communication, collaboration. It's about the mastermind effect. This is what Fire Hour is all about for Season 4. Is how can we make leaps and bounds? Because that's this year, 2024, season 4, 2024. 8, you got this 100%. And if you— again, if you're still stuck in 2023, snap out of it, okay? Get with 2024 now because it's time to change, time to make some transformations, like big leaps and bounds, okay? So can you add something? Because I feel like I've been talking too much.

I've just been waiting for you to come up for air. I don't know how he does it. Opposites attract, right? And so for me, I usually get tired. I'll be reading, like, Devin, a book, and I'm like, okay, Mommy's tired. Like, I've read like 5 books in a row. Like, I can't. So I was going to say, like, there was something that you brought up, and what you brought up is knowledge is power, right? So knowledge is power. And the other thing that So there's another layer to it besides knowledge is power. Applied knowledge is power, right? Because you can get all the knowledge that you can and that you need and that you think is going to help you get somewhere. But if you never apply it and you never take action on what you've learned just to test it out, just to see, you know, what questions you have that might come up or what issues may arise when you actually get into the action of it and then actually communicate. Or ask questions, then it's like you're just stagnant, just collecting a bunch of knowledge, never applying it, never putting it into action, and therefore never being able to use it, right? And then I'm probably going to butcher this, but the next layer to that would be— what was it? It's like the correct applied knowledge is like even better, right? So you can get knowledge from here, from there, from there. But if you don't get like the correct knowledge, you don't get the correct strategies from, you know, people or that have like proven certain things and that have done it themselves and have seen it work or not work. And it's just like maybe it's just like a theory, then, then like how do you know you're going to actually do it correctly, right? Because there is so much knowledge out there and there's so much things that you guys see. But actually taking the correct knowledge and applying it, taking it to action is actually going to get you further, right? Because you can get nowhere really quickly. So I guess that was just something that I wanted to add on when he said knowledge is power, right? Because I remember that there were so many more layers to that, right? You have to apply it and then you also have to make sure that you're doing the correct thing, right? And when it comes to another thing that he was discussing was, you know, this year 2024, like the year we all really get into sync, get into unity, and really just go after one goal in unison. It's like the energy, right? It's the collaboration. But I would also say it's the community. What, what community are we a part of? What community are you a part of? There's lots of communities out there that you guys may also be a part of. And usually those communities are surrounded by one single goal, you know. And so I would say 2024 is also the year of collaboration, right? You know, we all choose to be here, we all choose to do what, what we do, right? And so when you have a community collectively coming together to collaborate, it really takes a lot of team effort, right? Um, everyone kind of comes together and it's like, okay, like, what are you good at? What are you good at? Um, who is— has this strength here? Who knows someone that, um, is, you know, an expert in this? So a lot of collaborations and communities growing stronger is what I see happening in 2024, because, you know, if you want to go fast, go alone, but if you want to go far, you go together. And when you're meeting a group for the first time or for the first few times, there— it really takes a little bit of time and adjustment to get to know each other, right? Like, there are some people that are better at something than others are, and I'm a big fan of constantly leaning on other people's strengths and not leaning on their weaknesses, right? So if you would not trade places with someone when it comes to a certain topic, then highly likely maybe that's not their strength, and maybe that's your strength. So it's really discovering, you know, who's good at what and collaborating with each other. Like, hey, you're good at this, like, maybe you can do that, you know. Um, and that's what I see happening, like, with our— for example, for our nonprofit, right? Everyone's starting to come together collectively and really start to collaborate and, and stay in their strengths and in their own lanes. Collaboration.

Let's get it. Okay. Let's get started. Okay. So Crystal, I asked Crystal a question, like what's, what should we cover on the first day, first topic? And she said persuasion and sales, right? Persuasion is just a fancy word for marketing. Okay. In its simplest form, in my opinion, obviously, but here's the reason why we need sales and persuasion, right? Sales and marketing. It's because we're building a business, right? Fire Hour is about entrepreneurship. It's about transformation, like I said. But this time, you know, if we can come together and really harness all our knowledge and apply the knowledge correctly, right? With precision. Then from there, like, there should be results, okay? And the fastest way to test anything is by just doing it and then analyzing it, okay? So we're going to talk about sales and persuasion. If you have questions, okay, questions lead to answers. It doesn't matter. There is no dumb question. Every single question leads to an answer. I need to fix this real quick. Can you talk about sales and persuasion?

Yes, I was going to. So basically, whether you know it or not, you're selling every day. You're selling every day. Um, you're either convincing someone to do something or you are, you know, trying to get something and you need to figure out a way to get that something, right? Like regardless if there is a monetary exchange or not every day, you know, um, kids are the best salespeople. I mean, you can literally tell them no 10 to 20 times in one day in so many different ways because they ask in so many different ways. Um, they're so persistent, but they are like the best salespeople. And sometimes as adults, uh, I think after getting so many rejections or so many nos, or maybe not clearly understanding, like, you know, which, which way to go, we start to, um, we start to stop that persistence, right? Like, we're not as persistent anymore, and we're afraid of getting nos, and we're afraid of getting rejections, and we're afraid of moving on, um, because we just start to take things so personally. So I think having a childlike state of mind when it comes to sales and persuasion is, like, one of the best things to do.

Okay. Yeah. And also there's the, the, there's people out there who don't even experience that either. Like they just get started right away. They've never experienced that before. And then they have to go through the process. Everyone's path is going to look differently. But again, like that's the power of transferring, uh, transferring knowledge is the mastermind is being able to share with each other. I'm telling you right now in 2020, right when we first did Fire Hour Season 1, the community. Was so powerful. And the reason for that though is because of connection. It was because of collaboration. It was because of communication. It was because people were just talking to each other, masterminding, connecting, all these things. Angela says the worst questions are the unasked questions. Be curious, ask, apply, and formulate what works for you and put power into what duplicates. 10x on duplication with momentum. Yes. 100%. There's just, there was so much to unpack right there. But literally, if you, if you just ask yourself this question on a scale of 1 to 10, 10 being the best leader possible, 1 being just beginning, just starting out, where are you on that scale, right? Of 1 to 10. But as a leader, in terms of your leadership, are you a 10? Are you an 8? Are you a 6? Are you a 4? Are you a 2? Are you a 1? Are you not even on that map? Like, where is it for you? Where are you right now? Because it's important to analyze yourself with reality, with the truth. Like, take a step back and, and drop the ego, lower your guards, and ask yourself with humility and grace, like, where are you on a scale of 1 to 10, right? And here's the beauty. You can always get better. You can always improve, right? If you want to get to 100, then why not? Right? It's up to you, but this is your life. And so when it comes to you analyzing and really being truthful with yourself, because here's the thing, when it comes to increasing revenue and sales, how are you going to do it? You're not going to do it by yourself. You're going to do it by leading other people, by helping other people win. That's why Buyer Hour has a component of leadership to it, right? There's, you know, sales and marketing, which will include personal branding, social media, And then it comes to leadership, leadership development, because you need to become the best version of yourself in order to lead other people and attract them to you. If you don't work on yourself and you don't change how you are, if you want to, then guess what? Who are you gonna attract? Who are you gonna lead? Who is gonna follow you? So it's so important that everything starts from within because what you reflect out there is what you're gonna attract. It's so simple. It's so simple, but it's just, it's about making that decision. It's about making that change for yourself, for the better. And then from there, creating that vision for yourself, being able to be very intentional with why you do something. Why are you here? Right? Why are you doing what you do in your life? Why are you doing all the little decisions, making all those little decisions? What's the reason? Once you understand that, it's gonna be so simple and easy. Everything's so easy now. Like for me, I, I closed out 2023 with transformation for myself. Everything that I do now is so much easier. I feel so much lighter. I feel so much just with ease. Everything is easy for me now. Everything that I, I was struggling with before, it just took one decision with knowledge.. And then from there, everything's so much easier for me now. Now I'm making leaps and bounds just simply because I made the decision. Okay? It's that simple. And I can't explain it because it's a feeling. It's something that you, if you know, then you know, that's what it is. Okay?

So yeah, it's the feeling which aligns with the energy because sometimes you can know something and you're like, I know what I should be doing. I know what I could be doing. I have the knowledge, right? The most accurate knowledge. But if you don't apply it, or even if you apply it but you don't have the energy to, it's so much different. Like knowing and feeling, like when you feel it to your core, it's like a completely different energy. And that actually like gives you the momentum and that like endless energy to be able to move forward with that decision, right?

Yeah. Without any old stories, without like anything slowing you down with nothing, no psychic weight. No waiting, no wait, right? Wait, W-A-I-T. No, wait, W-E-I-G-H-T. Okay, there's two waits.

Yes.

And it's all the same thing. Okay, it's slowing you down from moving forward, from speeding up. So how can we remove all that weight and that waiting? And then from there, allow you to move faster. You just got to simply remove all the garbage, remove all the trauma, remove all the things that were slowing you down. All the extra baggage, all the heavy heaviness, that whatever energy that is, remove it from you and then move forward. Keep moving forward. That's it. Never slow down, never stop. Keep on going. Know your direction, know where you're going. Make the decision, understand why you are doing it, and then from there you can move on forward, right? Yes, let it go. Yes, let go everything that was holding you back from the past year. From the past day, from yesterday. Remove it, let it go. And then from there, allow yourself to move forward with grace and ease and in love with yourself and in this process, in this journey this year. Okay, one of the words that I haven't shared yet, like, is for this year, for 2024, aside from, you know, fire hour and money, it's the most important thing ever. It's self-love. Okay? It's self-love. I learned this from Crystal in 2020. Self-love is selfless. Self-love is everything. When you are in love, here was a question, okay? The question was this. I asked this question to, um, one of our partners in the nonprofit. I said, do you think that you'd make more money if you were in love? Do you think that being in love helps you make more money? That's the question. All right, I'm not going to give an answer because that's a question for yourself to answer. But do you think that being— or do you feel that being in love helps you make more money? It could be in love with a partner, it can be in love with yourself, it can be in love with the journey, it can be in love with what you do, it can be in love with anything and everything that you see, that you feel, that you experience in this life. So it's pretty self-explanatory. When you have that feeling, when you know it, right? When you are intentional and just being present and being in the now, being able to open, lower the guards, drop all the defenses, drop all the guards, forget about all the old stories, forget about all the L habits, forget about any traumas you've experienced, all these little things in life. My dad always said, don't sweat the small stuff. And everything is small, is the small stuff, okay? So all these things you let go, And then you just be in the now. Give yourself that grace. Allow yourself to just live in flow and be one with the energy in the air, right? In the universe, whatever you want to call it, life, right? Guess what? You start to feel completely different. You feel different. Allow that love to go in like you deserve it. You deserve that love 100%, but self-love is one of my main words for this year, for this entire year. How I ended 2023 was remembering love, was being able to feel love. And guess what? When I did that, I made my decision to change, to be someone different. And guess what? After that decision was made with my own intentions and the reasons why, guess everything is easier now. It's so much easier now. It's literally like so wild. I wish I learned this in the beginning of 2023. So self-love is one of the ways, okay? Again, being in love with yourself, with the journey, with what you do, with your passions, with your partner, whatever that may be in life. From my experience, it makes everything easier, okay? It makes everything easier. So Connecting authentically, being able to, you know, connect. Like, you don't really— like, with sales, there's specific things, okay? I create— in 2021, I created a book called the Persuasion Run training manual, right? It was— it's literally a guide of what to say, when to say it, who to talk to, what to do, okay? I have it all. It's like right here. And, um, when Crystal asked me like if we should talk about sales and persuasion, I was like, okay, like, let me find this book. And I have it right here. I'm just going to read the categories because I'm going to, I'll update it and revise it so that way it's relevant for today. But it's, it's so like, it's so relevant, like everything in there. If someone, I made it for someone that needs to make money yesterday. It's like that. It's a guide specifically for someone and it's for free. Everyone who was on Fire Hour, uh, you guys get it for free. Okay. Uh, but it's— I'm just gonna read the categories real quick. Sales, because sales is everything. And then maybe I'll use the whiteboard, but yeah. Um, okay, number 1, I start— I always start off everything that I, I do, I teach, okay, that I share, uh, with mistakes first, okay? Mistakes to avoid. Because if you are brand new and you're on my team, I'm going to discuss with you the thing, the pitfalls that you want to avoid. Like, I don't want you to go on your journey to start day one, go on your journey, and then fall into a trap right away. I'm gonna discuss and share with you the map, the blueprint, the roadmap of here's where you want to walk because I've already been there, right? Here's the arrows on my back. Like, if you want arrows too, then go down that path that I said not to go down. But if you don't, then let's navigate it properly with intention and purpose so we can shorten the, the destination. Okay? And it's okay to shorten the destination in business. What's not okay is shortcutting your leadership development. What's not okay is shortcutting your self-mastery. What's not okay is not doing the work. Okay? You have to do the work. I encourage you to do the work. That's where all the fun really is. And I, I now know that. I now understand like the magic of life, the magic of this journey, and I'm very grateful for it, but it took me a long time to get here., but now, now I'm just having fun. So when it comes to like the mis— like mistakes to avoid in sales, we're going to talk about in sales and we're talking about in, uh, in marketing after, but just in 10 minutes. Okay. 6:34 in 10 minutes, we'll figure it. We'll finish sales because we can. So mistakes to avoid at all costs, right? That's number 1. Number 2 is who's qualified to talk to you. Number 3 is presenting. Number 4 is how to overcome any objection, and there are ways to do it. Number 5, closing, right? Closing. And I say, if you don't know how to close, then just say goodbye to your goals and dreams, okay? Because you closing is where you make the deal happen, is where you help someone get started, right? Is where the revenue comes in, okay? And the sale comes in. Number 6, the follow-up game, right? Following up. The fortune's in the follow-up. That's what they say. But I'm going to teach you in marketing how instead of you following with other people, they follow up with you. Who here wants to have more people follow up with them versus the other way around? Number 7, mindset matters. Lessons from a billionaire. This is like this category I learned because of one thing that a billionaire said when I was at a conference. And that's when I put it together. And I, I created this, um, Persuasion Run program in 2017. So that was, this was my first entrepreneurial idea that I created. Um, number 8, system flow diagram snapshots. Okay, so system flow, it's the 7-stage flow. It's just one system. You just follow it to the T and it gets results. Number 9, helpful resources you should consider. Okay, so, and I have it, that's the tools, right? So let's go with number 1. All right, mistakes to avoid. Okay, mistakes to avoid at all costs. Again, the reason why you want to avoid all mistakes when it comes to sales is because when you, when you start to connect with someone, like it's, it's the batting average. Okay. If you talk to one person and they say yes, now you have 100% closing ratio, right? If you talk to two people and two people say yes, you still have 100% closing ratio. You're two for two. Right? Talk to 3 people and they say no. You're 2 for 3 now, right? So you're, you're starting to create a ratio. This is what Jim Rohn talks about, the ratio, the batting average. Like you talk to 10 people, you get 1, right? That right there is a win because it's 10%. The law of averages. Yes. And that right there, thank you for reminding me, Angela. The law of averages is exactly what you want to do when it comes to sales. And marketing is going to help you get there. Marketing is going to help you maximize the law of averages because it's about talking to as many people as possible. And then just by talking to as many people as possible, connecting with as many people as possible, you enact the law of averages. And to maximize it is just talk to as many people as possible. Literally, if you can send out one message to the entire world, right, to All billions of people in the world.

What is it, like 8,000?

7.9 billion people in the world. Okay. You just send out one message. Do you think that some people would say yes? Right? That's just enacting the law of averages basically. Okay. So, and we're on, on Fire Hour. If you knew, we keep things as simple as possible. Okay. I'm not a scientist, uh, like Verge. Like I'm not, she's a scientist, right? Yeah.

Okay. All right.

So, I'm not, I'm not as smart as her, uh, but there's so many people out there who understand the details and I like to break all the complicated things down to its simplest form so that way you can just get the information that I can share. And then from there, boom, we can keep on going. Okay. But you know, it's so simple. Just keep everything as simple as possible. Right. So when it comes to, you know, like mistakes to avoid, like don't worry about like talking to just one person. Like talk to as many people as possible to enact the law of averages, to enable it. And then that way it's going to, it's going to work in your favor and not against you. Okay. Um, training on your team. I'm just going to go through it real quick and then I'll share this, um, after I revise it, but there's, there's very specific ones. Can you, can you list, um, one thing that you said that was a mistake for you that you know for a fact from your experience?

Oh, when it comes to sales?

Yeah.

Talking too much. Talking too much and not being aware of where that person's at. You know, you can get really excited and be very passionate about something, but at the end of the day, it's not about how you feel, what you want, and what has happened for you, even though it's what has happened for other people. It's What does that person want? Like, what do they want, right? Like, time is limited, right? And so to spend time with someone is to say that, you know, you value that time that you're having with that person. And if you're in sales and you're selling a product, a service, a feeling, whatever, you are the salesperson, you're the one that is sharing something with someone. What do they want? What is in it for them?

Yes.

What did they say? Maybe their pain point was focus on them and what they want and actually care. And it's not to say that if you talk too much about something that you're absolutely passionate about because you know how passionate we are about our vitamins, it's not to say that you don't care about them., but they need to know that you care, right? And so you have to ask what do they want, and you have to be able to understand and be aware what is it that they need. So I think that's, I think that's huge.

That's huge. Yeah. So the mistake to avoid is don't make it about what's in it for you. Make it about what's in it for them. Okay. If you make it about what's in it for you, just know that that is a pitfall. To avoid. Okay, there's— you're gonna have the win, but just help other people win first. Uh, Angela says, when you talk too much, you're not listening to understand. You don't know what they need, right? Exactly. So that is so important. Like, you have to know what's in it for the person that you are connecting with, that you are offering something to. Otherwise, why are you going to talk to them, and why are they going to talk to you? Okay, that's one of the mistakes. So I'm going to list out the— I have the list right now. I'm going to list it out. Mistakes to avoid at all costs. If you have any questions about any of these topics, then just ask in the chat and then we'll go over in detail. But we're not going to go over it in detail right now if there's no questions because we can just move on to the next category. Okay, so mistakes to avoid at all costs. There's more than this, but here are just some of the few. Get your questions answered. Okay. If you're asking a question to someone that you're connecting with and they're not answering you, then you are not in control of the sale. Okay. You're not, you're just not connecting with them. Training on your team. Okay. Training on your team. If you are not training on your team, if you're not role-playing with your team for certain, like sales questions, then when you start to do it in the field, you're going to be practicing on your, your customers, your clients. And not with precision, expertise, mastery. Okay? Skipping steps in the sales process. The 7-stage flow. There is 7 stages to the sales process. All right? Don't skip the steps. If you skip any sale, if you skip any steps, even if you feel like the, the person's ready, it's going to come around full circle for you. It's gonna, it's gonna be a mistake. Don't, don't do it. Okay? Listen and you'll hear pain points. That way you can offer support and solutions. Yes.

Yes.

Okay. Next. So celebrating before the close. Okay. If you've ever celebrated before closing and then you've found out that you've been disappointed, that's what it is. Don't worry about it. It's a waste of energy. And it sets you up for a negative feedback loop. Don't be a robot. Yeah, don't be a robot, right? Let's have some fun. Let's have some fun. Break some rules, not the sales process, but break some rules. Don't be a robot. Just be you. Negativity, right? Don't bring any negativity into your work, into your life, into your environment, to the customer or client, nothing. Okay? No negativity. It's just a waste of energy. Arguing with customers. Arguing, arguing with your, your clients, whoever that may be. Arguing, arguing with someone that hasn't even gotten started yet. Don't even waste your energy on it. It's a mistake. And I've done it before. That's why I know. Ignoring, ignoring customers, ignoring clients. Do not ignore anyone. You never know what someone needs until you connect with them. So don't ignore anyone. All right. Talking about your customers, never talk, never talk bad about a customer or a client. Just never talk bad about anybody. Okay? Don't let customers rush you. Don't let people rush you. Okay? Let's just remove customer and just put people. Okay? Don't let people rush you. All right? There's no rush. There's never a rush. There's, we, there's time. Okay? There is time for everything. And one thing that I learned is about alignment., right? There's, there's timing. Like something will happen in your life for a reason and it just happens because it was the right time. Okay? So allow, allow other people's process and journey to unfold. Don't worry about it. Continue to move forward towards how many people you can talk to. Telling price. Never tell price prior to telling value. Otherwise you risk losing the sale. Always provide value first. Okay? Burning bridges. Right? Never burn a bridge. A bridge is a relationship. Do not burn any relationships. You just never know what's going to happen. And this is like what— something I learned from a billionaire. Life is long. Life is long. So don't burn any relationships. Okay? So those are a few different topics for mistakes to avoid, right? There's— I know there's more, but this— I'm just going off of what's listed in this, in this training manual so that way It'll connect when you see it. Okay. Category number 2 is who's qualified to talk to you. So who's qualified to talk to you when it comes to sales? Okay. When it comes to sales, you don't want to talk to someone that doesn't need your product or service. Why? They're not going to buy from you. They may know someone that they can refer to you, but them themselves will not buy from you just because they don't need what you have. Does that make sense? That's why it's important to understand what value is there to provide, what value that they need, they're seeking, they desire. Okay? So only talk to the people that are qualified, right? When in terms of the sales process, this is one of, when you're, when you, okay, there's different stages in presentation. One of the stages is about just marketing. It's about attracting the people, like letting people, the market, know about your message, know about your idea, your product or service. And then based on your marketing, there's going to be different stages and steps that help other people qualify themselves into the sales process. If the person that you're talking to has not qualified themselves to be a potential, a potential customer or client for you, then the sales process does not start. So I know it's easier to understand when we draw it out visually, but just, just think of it in like 3 different stages. Number 1, stage 1 is just marketing, telling the world about what you have. Stage 2 is the sales process. Is someone said, oh, I want what you have. And now I know, now I, this is the key. Now I know that you have it. So I want to learn more. Now the sales process starts. That's stage 2 in simple forms. Stage 2, this is part of the 7-stage flow. Okay. There's 7 stages. But stage 2, just keep it as simple as possible. The sales process has now started. So now in category number 2, who's qualified to talk to you? Now I know that you're qualified to talk to me. Now I know that I am offering you value. Now I know that you might potentially buy because there's value to, to receive. Okay, so stage 2 is qualifying. Stage 3 is they got started. Stage 3 is that the deal has been closed, the sale came in, and now it's about onboarding. It's about blueprinting. It's about showing them the entire roadmap in detail, spending all those times with that person that got started with you, with your team. This is what Fire Hour is about. Fire Hour is Stage 3, basically. Fire Hour is the process, the training, the development, the mastery. This is the details.

This is—

you're in the trenches now. We're in the trenches together in training, in self-mastery, in this journey, right? The mastermind, the platform, okay? That's basically what it is. So don't talk, don't waste your time, your energy, okay? Forget about time, just energy. Think about energy, okay? Because if you don't have energy left from the day, then you don't, you basically don't have any more time because you can't do anything anymore, right? So Crystal would always tell me this, like, why am I wasting my time when I'm exhausted? Why am I trying to work so hard when I'm already so tired? I just have— I should just leave it for the next day. That's what she would always tell me before. I didn't understand. Now I understand because I don't care about time anymore. I care about energy. I only focus on energy, my energy. Do I have the energy for this? Do I have the energy for that? Am I saying yes to the right things that will align with my energy? Am I saying no to the wrong things that will not align with my energy? I just think about energy now. I just feel my energy and then I just make my decision based on my energy. If, if there is an opportunity, but my energy is not there, I don't pursue it.

Why?

Because I'm in abundance now. Because I'm not in scarcity anymore. I'm not in a rush. I don't care anymore. I'm just flowing. That's it. It's that simple now. It's so easy. It's, it's just everything is so much easier for me now.

You're not chasing. You're attracting, and you're letting the things that your energy is sending out bring to you. Because when you're in scarcity and you're pushing and you're like, I need to work hard, I need to work hard— and I'm not saying that you guys shouldn't work hard, but it's a different feeling when you're working hard and you're very exhausted with low energy. And then there's a different when you're working hard and you have high energy and you're coming from a really abundant place, right? Like, you have to give. Because the thing is, like, you guys notice that energy is everything, right? Like, I know Ange always talks about energy. And if you're someone that is like low energy, you're negative, you're not feeling good, like you're just going through life, whatever, like it's nothing personal, it's like people can feel that and they can see that and they don't want to be around that. So as hard as you push to try and chase and try and, you know, get things in, it's just not going to happen because the energy is not in alignment with what should be coming in, right? You want to be a magnet. You want to be a magnet for high energy, for success, for abundance. And how do you do that? Well, you reflect it, right? So one of the things that I was like talking to Sean about was last year heavily was, um, self-preservation, right? And I think that if you're, you know, like, you've been through it before, whether you're a woman, whether you're a man, because we all have different times or points in our lives where we have to go through this phase of preserving oneself, right? And so I was like, you have to be aware of, you know, self-preservation because you only have X amount of energy to give. So where are you going to give it? Because when you're struggling and you're tired and not sleeping and working really hard and the results are not there to show, then it's like something has to change, you know? And so that's one of the things that he was really struggling through for like the last year especially, and maybe the last few years, right? But it's different this year. It's been different in the last few days leading up to last year.

It's just a decision. That's it. But knowledge, right? Your energy is everything. Yes. Okay. So, okay. Category 1 was mistakes to avoid. Category 2, who's qualified to talk to you? This is marketing. Okay. Just to give everyone the frame, marketing. Okay. So knowing your target audience, like knowing who to talk to, right? If you're selling, you know, weight loss or health, premium nutrition, well, who wants that? Who is qualified to talk to you? Who is your target audience? And just right now in these next 30 days, okay, in January specifically, it's heightened, it's amplified. People have a focus and intention with their health. Okay? So really know about who you're like, know your target audience. AIDA, use AIDA, attention, interest, desire, action. Attention is everything, right? We know, we know that awareness, everything. We know that. So how are you getting attention? How are you getting attention on your interests, on those people's interests, on your customers' clients' interests, right? How are you doing that with your marketing? Desire obviously is what they want, what they value. And then action, how can they, how can you make it easy for the client to take action to get started? Okay, that's AIDA. There's different ways we can talk about AIDA and we'll do, Well, we'll do a marketing specific marketing call next week on, uh, I'm going to go deeper onto the marketing and share with you guys like more about like how to actually create some, how to analyze your, how to create a marketing strategy and then how to create content campaigns. Okay. So I know, uh, for Crystal and I, we've, we've been putting off our social media for the past forever, forever, forever.

It's the reason why I found them and I haven't touched it. It's funny. We've just been doing business and like helping, helping others, right? Or helping our businesses. But yeah, if you're going to deep dive into content campaigns for marketing, you guys, you're not going to want to miss this one because it's the reason why we have so much traffic inflow for our auto shop, right? I hear a lot of these— I hear a lot of people say a lot of things about marketing, about doing this, about doing that. And I'm like, yeah, okay, that's great. But, you know, and then I look at some of the work that they've done and their work doesn't show it, right? But in our auto shop, Sean's created very simple content campaigns and they have went viral. Yes, 1 to 1.5 million views, even half a million is viral, right?

So don't think it's viral.

It's still viral because nowadays, you know, sometimes you hear about people talking about the algorithm on Instagram or the hashtag this or the this or the that. And then so, you know, you kind of are seeing it and you're seeing it repetitively and you're like, okay, that must be why, like, my reach is so much harder. And so for me, like, I was seeing that too. Like, I don't really know any better. And then he started touching our auto shop and doing it, and he's not doing all the things that all these people that may have hundreds of thousands to millions of followers are telling you to do on social media. Like, he's just doing what he's good at and he's getting like viral, like Viral reels after reels after reels. So if he is going into marketing and deep diving into content campaigns, you guys are not going to want to miss next week because if you are not marketing, your business is dead. You can do all the things, but if you are not marketing, you're not putting yourself out there, your business is dead. So you won't ever have to question why your business is dead. You will know why, right? So, yeah.

And the key, I'll just give you guys a clue right now, cuz why wait for 7 days? The key, the key is in your marketing strategy. Okay? I'm a business strategist, marketing strategist. The key is in your marketing strategy because once you refine and define and understand why you are marketing, the content campaigns become easy because now you can have fun. It's just about having fun now with content campaigns. So simple and easy. But if you don't understand your marketing strategy, then how can you get to the content campaigns? You're just going to be in reaction mode trying to figure something out, and it should not be that hard, or it should not take so much effort to create the content. Okay, content is so simple to do, so easy, and it gets results when you pair it with a powerful, impactful, strong reason why your marketing strategy is put together. Okay, there's— it's marketing. Okay, it's marketing strategy. That's it. Strategy is everything. Okay, strategy is everything. And then from there, the fun begins after. You just got to do the work a little bit and just think a little bit, but it's very simple. Okay, so we'll do that next week's call because we don't have time anymore today. So, um, next up, okay, opening potential customers up, right? It's again, that's in your marketing. That's in your marketing. Yeah, that's in your marketing. Form: family, occupation, recreation, motivation. Form, I like to say this now, like it's just about like being authentic and connecting authentically, getting to really know who you're talking to, right? That's everything. That's form. Active listening, right? What you guys talked about in the chat, active listening, actually listen. Um, open-ended questions. When you ask a question, don't ask a no, a yes or no question. Ask an open-ended question. Uh, lean more towards that. Because that's how you can really start to dive deeper in connecting with other people. Like, for example, like, yes, no question, just real quick, is do you have a New Year's resolution or do you have a New Year's goal? Yes or no? Open-ended question is what is your New Year's goal? Now it's like you allow someone to talk. Okay, it's super simple. Just the 5 W's. What, like who, what, where, when, why. Right? Uh, number 3, 3 levels people judge you on. I'll just tell, tell you right now. Level 1, how you look. Everyone uses their eyes to judge others. Let's not judge anyone, but if you have to judge, you'll do it with your eyes. Okay, level 1 is how you look. 3, 3 levels people judge you on. How you look. Level 2, what you say. Level 3, what you do. Okay, let's focus on level 3, what you do. When you do, when you be what you want to do and have, people will judge you on that. Let them judge you on your results. Let them judge you on what you are doing. And because people will always judge no matter what, let them judge you on living your best life, because that's for you only. If you live your best life and that's your real authentic life, true life to yourself, let them, let people judge all you want. It doesn't matter. Okay, it really doesn't matter.

Sorry, I'm just laughing at the next one.

What's the next one? Oh yeah, we're gonna skip that one. But hygiene is important, okay? Hygiene is, is huge because like social media, right? And not only that, but it's just about you, okay? It's how you feel, your energy. Like, are you in a clean environment or are you not? This was like in 2017, I created this.

All right, so read some of it. It's funny.

No, I'm not gonna read it.

Are we rocking a fresh cut?

That's a b-boy talking. How does your breath smell? Showering every day? Question mark. Rocking a fresh cut? Got clean looking facial hair? Making solid eye contact? That's funny. That's all. There's a lot.

Okay, anyways, that's what Ange said. Up it a notch. Yes, up it a notch.

Yeah, it's really true though.

I could have combed my hair today.

Gosh, this mouse needs to get closer. All right, desperation. All right, desperation. Like, are you, are you thirsty? All right, this is high status networking, high status networking rule number 91. If you are in the desert and there is no oasis at all, like, and you're just, you like need water. Yeah, you just need some water.

A drop, a speck.

Never be thirsty, okay? That doesn't matter. Like, you just can't be thirsty. If you're thirsty, if you're thirsty, then you will not get sales.

Also known as commission breath.

Yeah, just don't be needy, okay? Don't be needy, don't be desperate, don't be thirsty. Especially thirsty. Do not, never be thirsty, all right? You're always hydrated.

That's like your number one rule. I always ask like, oh, are you thirsty? Are you thirsty? He's like, no, never.

Yeah.

And I'm like, oh, okay.

It's a mindset shift. Okay. That right there is everything. All right. You know, when, when, when Crystal and I met, I was not thirsty. Okay.

No, you were just blacked out.

Batting averages. All right. Batting average. Um, that's the ratio, right? Increase your marketing, increase your batting average automatically.

Okay.

Category number 3, presenting. We're not going to get to it, but in present— in presenting, right? In presenting, it's just when you present to someone in Thrive or in whatever product or service you have, the presentation should always be the same. It should be a well-crafted, refined, systemized, specific, intentional presentation through the— all the way through. Okay, that's how you automate process. That's how you automate your presentations. So that's what presenting is all about. And I already, I have, um, an entire structure, I think, outlined in this, uh, training manual for it, but I'll, I'll make it more simple, uh, over these next few weeks. But that right, that right there, presenting is everything. Okay. I know it's 7 o'clock and, uh, it's time to go, but we'll, we'll, um, we'll wrap up with this, uh, setting the agenda. Again, what's in it for you? What's in it for the customer? Speaking the customer's language. We didn't even get to the 4 colors. The 4 colors, red, blue, green, yellow, personality colors. Just look up the 4 colors on Google and you'll see like 4 personality colors if you don't know about them. But that's just helping you learn more about others, right? Helping you learn more about yourself. All the personality quizzes, this is a call to action for you if you haven't learned this yet. But it's, it's, I would say or suggest that it's something to learn about if you want to talk to more people and connect with other people, but it's not necessary. Okay. It's not necessary. Um, just call, uh, Google all personality quizzes and take them for yourself. Learn more about yourself. Get to know thyself, right? How can we purchase your book? It's free, so you don't have to purchase it. I will upload it and then I'll post it on Instagram. Or in the chats, I'll have— maybe Crystal can post it. It's a PDF. And then from there, you guys can download it for free. It's a little outdated, but it still gets the job done. It's— I made it so that way it could be timeless and evergreen, but I would like to revise it with my new knowledge that I have. So yeah, you can download it for free. It'll be a PDF. And then Yeah, what else is there? I think that's next week. Okay, we got to, yeah, we got to wrap up. Sorry. Next week, I want to keep on going, but we can't. We have a schedule to abide by right now. So next week, marketing specific on marketing strategy and then content campaigns. If you are, if you have a team, right? Get your people on. Okay, let's collaborate, communicate, and mastermind for season 4 in Fire Hour. And I'm going to be working on a platform that we can probably take advantage of and leverage together. But the community, the mastermind effect is everything. So let's make it happen. Happy New Year. 2024 is your year. Be greedy with your energy. Be intentional with why you do things and have more fun. Okay? Be more at ease and put yourself first with grace, with self-love, with being able to have fun on this journey that we call life and being able to just flow, okay? Flow with everything. Everything is easy, okay? Everything is easy. Everything is simple. Everything is fun. You are in abundance, prosperity, and love. Thank you so much. Let's freaking get it, okay? Have fun.

We love you all. Love you guys.

Crush it. Dominate your path. 2024 is your year.

Let's get it.

Let's get it. Let's get it.

Peace out.

Next time.