Use This Secret to Dominate Sales Like a Pro

If the need, want and desire is there, strong enough to move, but to get to the outcome, the person will figure everything. That's it. A lot of sales people, you know, don't know how to get to that level of need, want and desire, which means then that Jerusalem lose deals out the door and businesses can't be built. That's the problem. I keep it very, very simple. The three facets that I look at, your problem, my solution, your decision, that's it. That's what sales is. Sales is all about figuring out what the problem is. Figuring out, can you solve the problem? We're figuring out, can you help the person solve the problem? Getting smashed, getting them over, getting the mto, training, coaching, development, whatever it may be, selling them a house or car, it don't matter. Solve the problem, figure it out.

I want to jump straight in. You know, a lot of business owners, you know, one of their number one struggles is actually getting a sale. Like they, I mean it's like it's business 101. You can't make money unless you can learn to sell something. But it seems like so many business owners have a hard time asking for the sale. In general, how did you find this niche of really helping, you know, entrepreneurs and business owners really like learn how to close and overcome objections?

To be honest with you, I kind of fell into sales like most people fall into most things that they just end up being good at. I fell into sales in Covid. I had a fitness business here in London and you know, the great big C word imminent kick their ass in 2020. And I had become geo six weeks later. And a friend of mine who said to me, you know, I have, you know, all of this overhead, all of these gyms, all of these problems. I need money. Can you help me sell some stuff online? I did, long story short, in the first week I sold more selling, I made more selling fitness than I was doing fitness. And he brought to my ex parent at the time I said I think we're doing it right, but we're just not in the right vehicle. And there just took off. 2021, I started full time by March 2021. I was running the top account at the time that we were working with called seventh level, which now is a of a business salesman company. We do, you know, just under 3 or 4 million a month.

And I was the top guy there for 18 months. And then, you know, things kind of fell apart and then, you know, built the objection box in May 2022. And here we are today in a Mental, Stephen. Absolute mental. Three or four years.

Yeah. Well, at least it's crazy. It's funny to me it seems like a lot of times when things feel like they're actually falling apart, they really are coming together. Like you really find your niche. I was telling my, my middle son Justin a long time ago who, who's in, who loves sales, loves business, wants to be an entrepreneur. You know, I was telling him when he was first graduated high school, he was like, I don't really know what I want to do and I don't. I said dude, just go knock something over. Like literally go, go do something. And you're that's doing that's going to compound in your favor. Eventually you're going to find your way to the thing you're ultimately I believe called to do, you know. Well, I'm curious to know what is kind of like your specific approach to sales. Is it more of a sales based approach or is it more of a service based that turns into a sell approach.

I try and keep it very, very simple there. I try and give it the case method which is keep it simple, stupid. I come from Ireland, I don't come from a place where we're highly. I say that with a pinch of salt because we are beautiful people and you know, we're world run out. But I can still be. I come from a small town in Ireland with 10,000 people where your body is your vehicle to make money. So I never used my brain until I was about 25 years of age. So I understood, you know, the ideas and the formulations that I could put together with my brain. The words became my oyster. So again, coming back to sales, I keep it very, very simple. There's three facets that I look at and that is your problem, my solution, your decision. That's it. That's what sales is. Yeah. Sales is all about figuring out what the problem is. Figuring out can you solve the problem and figuring out can you help the person solve the problem we're giving them Switch. Getting involved in getting into your training, culture development, whatever it may be. Selling my house, a car, electricity, sunroofs, it don't matter. Solve the problem, figure it out, move on. Yeah, that's it.

Yeah, no, I think that's they're getting. I actually think that a lot of business owners and entrepreneurs, sales managers and team miss that concept that you're, that you be to solve a problem. So unless you can get super defined and super clear on what problem is for that client, impossible to give them or sell them Anything. You know, I'm a big believer in doing a lot of data mining with a client. Like you meet him for the first time, you know, they've already have shown interest in kind of what you're working on, what you're working with, because they've already, they've already self identified lead, if you will, that they have a problem that you can formulate. At the same time, it seems to me that the objections that come up during the process of a sales approach often has to do more with not spending enough time really defining at the heart level, if you will, the internal level, what that problem they're really facing is. You know, a lot of times I think we're looking at our external circumstances and trying to sell to an external thing rather than actual solving what's inside their head in their heart.

Right? Correct. It's all about, you know, digging underneath it. You know, there's. There's only ever truly five objections. Stephen. Think about the power money for logistics, once you understand that and help to funnel that down in terms of the structures that we built and scale and grow and help all the people wish that's the most important. But I always tell people, like if you're constantly, you know, in a position where you're getting objections after objections after objection, you haven't done your job. Because I would say to the Stephen right now, how many kids do you.

Have if you add them all together with all the different people? We have seven.

All the different people, all the brainy bunch. So seven kids.

Yeah. I'm very, I'm very blessed that I've fortunately I've been able to be fathers to, to some children that weren't mine biologically, but so absolutely amazing.

So seven great kids. Right? That. Who's your favorite? And I said that.

Oh man, I don't know if I have a favorite, man. You know, you can't put me on a spot like that. You know, the kids watch this show. Come on now.

Yeah. I would say this deal. Right. And this is the problem that people don't understand when it comes to sids. Let's say for argument sake, your son is a great basketball player, a great football player. I actually like football. So let's go football. And you know, he's getting knocked from D when colleges and all of this great stuff. He runs out to the field and he breaks his ankle. Yeah. And the doctor says to you, in order for this kid to go D1 and potentially go to the NFL, he needs to get his operation. If he doesn't get his operation. At best he can be a D2, D3 guy. That's it. Now I bet you for a thousand pound right here, right now, you would find a way to get your son the operation needed wanters and desire to get him to the dreams and aspirations that he has for his life.

Yep.

What I meant by all of that is if the need, wanting, desire is there, strong enough to move, but to get to the outcome, the person will figure every fucking thing out. That's it. So a lot of sales people, you know, don't know how to get to that level of need, want and desire. Which means then that they're just lose deals out the door and businesses can't be built. What's the problem?

So how do you so. Oh, let's, we'll, let's do it. Because I know your system works. Right. I know you've been helping a lot of entrepreneurs and business owners and obviously growing your own business in this, in this capacity. Let's take a, we'll call it a relatively seasoned salesperson. Let's say they've been in sales one or two years.

Yeah.

Probably bounced around a couple different niches selling different things. But they selling, I mean.

They like the idea of being able to basically eat what they hunt.

Right.

They like that. They, they're, they're not a, a paycheck to paycheck, kind of like salary person where it's like they just want comfortability. They want, they want to be able to, to basically grow if you will and, and be able to dictate their own level of income.

Okay.

So this salesperson has been in the business, call it two years, had moderate success. What are the first three things you're going to work with them on to basically 10x their success?

Well, there's three. I, I actually work off trees. Not the trees that are outside my beautiful garden, but tree in 1, 2, 3. So firstly I have to be the skill set.

Which is, you know, the beyond. If you can't put the ball in the, in the net, you're wasting your time. I don't care who you are and I don't care how you live your life. I don't care what you do. I don't care how often you get up at 4am I don't care how many times you walk on the grass with no shoes on. I don't care if you cannot put the ball in the back of the net. You are redundant in an offer and you're wasting everybody's time. So that's the first thing they got to do, they got doubt the skill sets. The second thing that they got to do is they got to do the internal work. See a lot of great entrepreneurs, business owners, sales people, they're fundamentally broken inside. And how I know is because I am. Yeah, I'm very honest, very transparent.

So what I mean by that is you have to have the three Cs that I call it, which is confidence, certainty and conviction, which is what we're going to work on internally. Because it's all well and good having the skill sets, but if you don't walk with confidence, if you don't believe with certainty, if you don't carry yourself with conviction, it's all a waste of time anyway. Third aspect then is actually getting them off their. And going to work, putting in labor there, no substitute for labor. Those are the three concepts that I go through. Skill sets, internal work, and then it's the labor. You put all of it together.

Do you find that conviction will ultimately build confidence? Like I found my, at least when I early days when I was building businesses and, and even, you know, excelling the clients on a regular basis, I felt like that if I could get the certainty behind what it is I was offering and then just had the drive to go do it, that I would start to have win after win after win, which then built my confidence. Do you find that conviction builds confidence?

The 3C is fundamentally spin around each other because if they don't, if they don't all tie in together, it's all the waste of time. You have to have confidence in your skill set. You have to have certainty in what you want to give the offer. If you have confidence in your skill set, which means you're slamming these and you're helping a ton of people, if you have confidence in what you're selling is actually going to help those people, you cannot work off anything other than pure and honor conviction. Yeah, the key for the three of them spin around each other. If you don't have, if one falls out, the link all breaks.

Well, on that same token, you know, if I've also come up this, this perception that we're, we're whole people, right? So I think a lot of us try to compartmentalize that we're one way at work, we're one way at home, we're one way hanging out with our friends, we're one way building our dream. And it seems to me that it doesn't matter what you're focused on and what you're kind of building or over time that your Wholeness bleeds into other areas. So if you're having a really hard time in your family world and you show up to try to, you know, make a sell or try to offer service to somebody, your confidence can be shaken. Right. Or let's say you're on, you've been on a, a downward trend. Maybe you were killing it for three years or four years. It's like bam, bam, bam. Almost everybody's saying yes, Right. And then all of a sudden you get, you hit, you go into a two or three month downward slope. Right. How do you re and into this to become a peak performer again? When they've gone through either life circumstances that are affecting them or maybe they just had a bad run of, you know, leads or something. Does that make sense?

It does, makes perfect sense. And I would tell you this, it's. Have you ever heard of millionaires make it and then do it and then make it again? Yeah, that's what it is. It's the same thing with a great salesperson. You know, it's the great thing with anybody. If you do it once, you order phone back to do it again. You know, and a big thing about it is, you know, nobody said, nobody taught in this world that you could break a six minute mile until it was done ever. As you know, they do for breakfast sometimes. It's more internally about the belief system that you have, but also it's about going back to, you know, knowing what works. And lots of salespeople solely focus on the negatives. Why didn't I make this? Why didn't I do this? Why didn't I do that?

Yeah.

And you know, I'm a big believer in what you surround myself with, what you ultimately will become. Yeah. So if you're constantly in the negatives and you're not positively reinforcing the positives, meaning the sales, the helping. What I said here, what conviction I left, was this how I actually feel this, you know, how strong I felt in this moment. Then you're just going to be all negative. So there's a great concept that I like to say. It's about positive reinforcement. Yeah. You know, when you would stay good, just keep going back to the same thing over and over again.

Yeah, yeah.

That's what I.

Makes perfect sense. I think the other thing that I was just kind of, I was kind of thinking about a little bit is when someone set out, sets out to develop themselves, they develop the, obviously they develop the circle of influence that they've got surrounding themselves. But you know, I also feel like there's an element of like almost doing, for lack of better word, meditative practice. All kinds of stuff on a daily, constantly encourage your mind, grow your spirit. Like so when you do hit a, an area where you. A little more resilience, it comes to pass a whole lot quicker. Do you happen to have a, your own kind of like routine that you kind of work through and walk through to kind of stay at peak performance levels?

Do you know what I mean? A season of doubt Steven Alt There were like people. I'm in a season. I come out of a really difficult relationship with nine years. So I'm in a. I'm in a year of, you know, negative. And what keeps me somewhat, and I'll tell you, like the negative is I double the business in the 12 months, but also everything up. So I'm constantly, you know, trying to rebuild the life. But what keeps me on the straight and narrow is my physical appearance. It's my mental. So I'm constantly physically training twice a day more with reading, always learning, more developing and that carries into the business. You know, I. People can't leave everything for the. If you leave everything for the. Then you're nothing to hold on. There's nothing to kind of, you know, lean on that will pull the rest of it back. You know what I mean?

Yeah.

Does that make sense?

Yeah.

So that's me.

Yeah. And I, and I feel like a lot of us, I feel like a lot of us sleepwalk. Okay. And I, and I think that, I'll tell you this, I. So I went to Patrick, I don't know, a few weeks back, and Patrick bet David was talking, you know, about how you scale a nine figure business and how he's, how he's building valuetainment, the media empire. He's kind of creating kind of his vision for the next 20 year run and all this kind of stuff. And he got into the sales area and he said he had this interesting epiphany. All of his guys that have been there for quite some time had gotten super complacent. They were making money on deals they'd already done, you know, just repetitive, repetitive money. Repetitive money. And they got complacent. Meanwhile, he would hire new salespeople and they would come in and kick butt, right. They're hungry. The new, they don't have this, this client roster to kind of go back on. And then Patrick made a decision to actually change the structure for the guys that have been there a long time to incentivize them to go out and kill some New stuff. So basically, you got more money for a new deal than you did for a reoccurring deal. Do you look at. How do you. How do you look at that concept as far as salespeople compensation? Because I think it makes a lot of sense.

It also makes perfect sense.

Not. I'm not bullish on getting paid massively on what you did yesterday. My philosophy is 0, 0, 0. And you're going to say, what is that? And I tell, oh, my God. Every day, it starts at zero. I don't care what you did. I don't care what me yesterday. I don't care what you did last month. Every single day goes to zero. And your goal is to put the number on the board. I always tell people this if you really want to dive deeper into it, steam. And I would get all of my guys and I would say to them, how much does your life have to make every single day to keep the wheel spinning? Some are like, what do you mean? Well, I'm like, well, how much do you spend a month? Divide that by 30 every day. You've got to at least make that in commissions to keep your life moving forward. Never tell how do you work? Yeah, it's about validation, but it's about seeing the numbers. Because the numbers won't like people lying and people can miss things and we can tell each other. More importantly, we can tell ourselves we're on the right path. But the number.

Yeah, that's such a good point. And it's because I know just dumb remembering again, back to this Patrick David event. He basically created a very robust dashboard on sales. Cle, closes, conversions, all this kind of stuff. And he tell, he basically, he basically, when he does his sales meetings and production meetings, if you will, he shares the numbers globally with everybody. See.

You know, and. And some business owners would say, well, I don't know if I want to do something like that because then I might make somebody feel bad. But lo and behold, with this approach, Patrick's had double, triple, quadrupled his sales. Because everybody is trying to be top dog, correct?

Well, the best sales people, you know, are always going to lean on labs if you're a fucking top salesperson. It's like when I played sport, you know, let's say you had a really bad half. Your coach comes in and blows the door off the wall. And he says, bill, you let us down. You did this, you did that, you did the other thing. If you do that again on the next half, we're never going to play again.

We have to Put in a performance like that a bit. Yeah, you bet. I'm going to be able to smash my head into somebody and I'm going to make pack or go make a play or whatever it may be that you guys say over there. So I think honesty and competitive spaces only wouldn't breed the best. Why? Because the best want to compete at the top level with other top players. That's the name of the game. Yeah. I see it as that new space. It's the only root space that I have seen outside of professional sport that has given me the incentive and the drive to keep moving because there's, there's forever. You can't keep because you.

Once.

Once.

Yeah, man, keep. It's funny. It's, it's. I was thinking about sales people and just how they deal with, you know, sales leaders and sales managers and a lot of times they're better at trying to sell their objection and why they. Than they are about overcoming the objections that's preventing them from making the sell. You know what I'm saying? I want to maybe from here, from your feedback when it comes to, when it comes down to, to overcoming objections specifically.

Right.

Because that is at the end of the day, if you're in the sales game, you're. You're having to look at objections on a regular basis, period. And some are soft, some are hard, some are, some are real, some are not.

Read, read the room, read the play, if you will. How do you do it without coming across? Push where it's more natural.

How do you create pressure without creating too much pressure is the question. It is fundamentally built in a sense of. I don't know. What, what car do you drive? Steven.

What car do you drive?

What do you. Either a Land rover or a C8 Corvette.

Okay, well, how fast does the Corvette go?

Zero to 60 in less than two seconds. Because I'm small.

There's no weak hat. How do you know?

I'm sorry?

How do you know it goes that fast in two seconds?

It launched me back in the seat like this.

It stopped your forehead to developing back to the chair.

I'm short now because of it. So go figure.

That's the beauty of it. And that's what I tell people all the time. You know, you don't know how far the line is until you push it all the way and you're going to get burnt. You're going to get in trouble, you're going to piss people off. You're going to tell like I tell people at the end of the call, oh, My gosh, there's four things. Yes, no, fuck you. Hang on. That's what's happening at the end of my call. You're either going to say yes, you're really going to say no, you're really going to tell me to go myself, or you're going to hang up point blank, that's the end of the call. That's it. No, there's no. That's it. And to get people into that concept of do or die and, you know, leave it all on the line as per se, you know, it's hard because most people don't have the confidence to be in the negativity and be in a place where, you know, you're not friends with people and you're there to help people and you're not there to sugarcoat you. So that comes back to that in determined work. Believe natural enough, believe in that, you're strong enough, believe in that. There's enough lead in your mental, you know, disbelieving in yourself enough to go there. That's what I say to people like, how do you. How do you find out if you don't go? Well, you got to go. That's how I ask you about your parents. I use a lot of analogies and a lot of visual kind of ideas and ideation of things. That's a really, really big one. Because in order to get people to know how far it goes, you got to push it all the way. And then, you know, like, if I say this and do that and do that, this is what's going to be. So now I can pull back and the first 12 months is going to be bumpy because you're finding your way. You're finding what works, what doesn't work, how to pre, preempt, how to use fillers, how to, you know, softly punch somebody. What else is calling them? An like, how do you, how do you move people without them feeling, you know, the negative, the interpreters, the. Yeah, the lead to fight or flight. How do you move them till you actually go, you know. So you are going to have to go through a couple of calls. Yeah.

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Constantly.

Ironically, Utah has one of the highest rated states for network marketing in the.

Country.

As it's full of people who are okay with rejection and okay going through the process of hearing a no. Why do we tell, why do we take no's so personally before we actually learn a better way? I mean, what is it about the human DNA that makes it no so painful?

I'll go back and I'll tell you another key aspect of what you said. Where did you say that place is? I'm sorry what's the state?

Utah.

Utah. I wanted you to say it again. So the first thing is they're getting rejected. They're on a two year, just getting the door slammed in their face 25 times. Literally every four hours, every day for two years straight. They don't even probably take a weekend off. That's the first thing. Putting in a tremendous amount of reps. The second thing is that they truly believe in why they believe in what they're.

What they believe and what they're selling, so to speak.

Guided by something that they are aligned with, which is a higher fate. And that may be, you know, you're a Muslim, you're a Christian, you're a Mormon, you're this or that. I don't really mind. That's your own business. Which fundamentally means you now are the full on killer. Why? Because you believe in something that fills you up inside that it doesn't matter what you say to me because I know that I can go and I can, you know, sit and I can pray and I can get back and fill up my cup. And the second thing, I've heard exactly what you've said thousands of times, the word no is not going to consult me. So that's the first thing. The second thing is that I think we live right now, Stephen, in a broken society. In 2024 leading into 2025, the that's going on in the US, the that's going on in the Middle east. Shits that is going on in every country. You know, I think Covid and the that came out of that amplified it 150% onwards. I think we live in a world where everything is broken and there's no strength in anything anymore. Look at our leaders, they're weak. Look at our, you know, local governments, they're weak. You know, everything's dirty in dirt, it's completely broken. You know, people's health is completely broken. When we have more information, more knowledge, more trainings, more supplements, more everything. Why are we settling? I think a lot of us have grown up settling and staying away from things that want to push us, you know. Yeah, I think we're being diluted as a society to be very.

That's a good word.

The people that are standing up, standing and fighting. And that may mean that you open up fucking a smoothie shop. Yeah, brilliant. But make it the best smoothie shop in the town. Like don't settle for mediocre, go all in on anything, on everything. And how you live your life in one facet should mean that you live it like that forever. You can't just turn up and off. You gotta carry it all the way through, you know. So I think we're, we're broken. I think that's, you know, the society that we live in where everyone thinks it's easy. You know, it's just like it's the glam, you know, tick tock and 15 second videos of, you know, you were 18 and now you're 28 and now you're about to be there, you know.

Understanding how, how long it's going to be in the fights that you're going to have and the anxiety, distress, the worry, the depression, the kind of lack of friendships, the lack of connections, you know, I think we're way overestimating what it takes, you know. Yeah, it's, it's leading to a decline in society, I truly believe. Yeah.

You know what's really interesting is I, I think there's a lot of truth to what you just said. A tremendous amount of truth. It's tremendous amount of truth that most people don't want to hear because they are living in a comfy zone. But then they, but then they'll, they'll turn right around to another friend and say, well, I wish I had this, or I wish I could do this. I wish I could go here. I wish I had this life. In fact, recently, I'll share with you recently, a little bit transparently, vulnerably, um, a few people close to me.

Came to me and said, hey, your standards are way too high. No standards. And I'm like, I've actually seen these standards, some of them I've achieved myself, so I don't feel the need to settle. And when I push back on the aspect.

It was like I, I want to speak for them. But in many respects it was almost like they said, well, those standards are too high for me. Right. I, I can't maintain this. And what they don't realize, and this is, this is where my belief in them goes a long way, is one of my struggles as an entrepreneur, business owner. Just a person in general, like, who loves people in general, right. Who genuinely wants to help them win, generally wants to see them succeed, generally wants to help them navigate this life and business as best I possibly can.

Okay?

So there's a sincerity behind everything that I do and everything that I say. But when they said that, I was like, you are shortcutting yourself, you're shortcutting your potential, you're shortcutting your dream and take you 10 times longer to get. Say you want to get to. Because you won't step on the gas pedal, because you won't take. You won't take the chance. You won't commit. How much is.

Much? How much of success is dictated by level of commitment? And how do we raise the standard, or how we define a raised standard? Do we do it in increments? Do we set up big leaps? How do we do it?

Oh, Jesus. It's a loaded question. I think everyone has to have their own internal driver. You know, I think the best. Best entrepreneurs that I've ever met and the best people that I look to have been built off pain, anger, frustration and disappointment, lack of, you know, love, and that they probably felt in their life. I know that's the energy, the negative energy that I talk and I follow a great man called Annie Fr. I don't know if you know who that man is, but.

Yeah, yeah, he's been on my stage before.

Yeah, there you go. Perfect. He's. He's probably the number one guy for me in this entrepreneur space. So, you know, he talks a lot about the negative energies and the negative places that you're going to pull from. So. You know what, though, Stephen?

We're never going to make people what they're not wanting and wanting to make themselves.

Yeah.

And I've given up on that journey. You know, I've given up trying. I know you're far more experienced than I, and you've lived a far bigger life than I myself. You know, I'm 31 years of age who've kind of achieved everything I wanted to do before 30. I can't make you do what you don't want to do, and I can't make you work with something that you don't truly believe in your heart. So, yeah, I. I only work with people I want to, you know, really take it on and really grow. Because I always tell people, if I care more than you, then it don't work.

Because all that happened even, and all that you said right there is I get hurt and I get disappointed. Yeah, yeah. That's what you said without saying it. And I can read it up. You said, I get hurt because I get disappointed, and I demand more out of people which are starting to disrupt the relationship. Yeah. You know, you were made out to be the bad guy when all you're trying to do is level up that person, you know, don't want.

That's very true. Yeah.

I'll tell you the story then, if I can. So I have a. I have two great brothers, twin, and I Have an older brother who lives in the crazy world of Canada.

Yeah, is a wild place. Over the last four years, has gone absolutely bonkers over there. Now. He's seen, you know, the business grow and scale and, you know, my. My twin start working with me. Just coming up in about nine months. Older brother is wanting to come and work with us as well, which is absolutely brilliant. It was always my life dream. But I told him, daydog, I said, you better get your body weight this level. You got to train every day, you got to build on your education. You're going to turn up, you got to put it in, you're going to stop drinking, you're going to do all of this stuff. In order for me to engage talent, I truly believe Stephen, if I said that to him five years ago, we would have fallen out. Falling out would mean we wouldn't, you know, dissolve the relationship. It would have broke our relationship. But he was ready.

At this age in his life, he was ready to do what is needed at this space in his life. And what I mean by all that is, like, you know, you can only lead if people want you to leave, and you can only do what people want you to do. But people have to come to that idea first. And then it's a case of how do I amplify it? You know, five years ago, if I said that to my brother, he would have said, am I not good enough right now? Who are you to tell me that, you know, why should I have to toe the line that way? I just want to make money A, B and C. Whereas now he understands it as a holistic approach, meaning, like, you have a tag. The tag is my business. The business is representing excellence, certainty and conviction. And we're building legacy. In order to be able to have people to look to you and to be inspired by you, they need to be inspired by every aspect, not just your skill set, not just how you carry yourself, but most importantly, how you look and how you present yourself. So that is the image. You don't want that, then that's perfectly fine. So what I mean by all that is, like, you have to meet people where they're actually. You have to meet people where they're on the way up. That's the key.

Yeah. And which is so hard to do, especially when you see so much potential in somebody. You know, I tell entrepreneurs that, you know, they say in this basically national statistics that, you know, business fail because they're under capital. They don't have a great plan, they don't do enough analysis to figure out their product good or service is even worthy of the marketplace. And at the end of the day I got to thinking about all the things that held me back or caused me to stumble or roadblocks, frustrations, anger, things of that nature that, that we're. You kind of mentioned already. And at the end of the day it really only comes down to a handful of things and they're actually emotional triggers and traits rather than behaviors and results. Because the emotional triggers and traits control the behaviors, then control the results. Right. And the number one that I see more than anything else, I've been saying this recently just because it's, it's so profound to me is I don't know a single entrepreneur, business owner who doesn't think further along than they are currently doesn't. Not one. It doesn't matter if you just had a four million dollar month, you're like, I should be doing eight, I should be doing 16, I should be doing. And one of the things that comes up in my mind is one of these subconscious emotional trigger is impatience. There's an impatience process.

That causes you to want to shortcut the process in thinking that you can get further faster rather than actually following the proven process.

Yeah.

How, how, how has impatience maybe played a role in your business and, and maybe the people you're working with?

Well, firstly, my entire life like this, it's an imposter syndrome. I've never truly been happy with anything. I remember, you know, certain on the 6th of May, 2022. Over the next four months, Steve and I made over a million dollars for four months of business Build a Cash. Tonight, deprived of the clickfunnels and all of that.

In my head I was like, I should have done two, dropped the ball. There was more there that we could have helped, there were more people that we could have developed. So it's never enough. I always tell people there's two things. It's never enough and it never played enough.

Yeah.

That's pretty much every entrepreneur that deliver me here in our life. You know, when you make like more than enough for this lifetime, but you keep going and keep going and keep going. Yeah. Has to come from insecurity, that has to come from opinion. So it's very, very hard, unfortunately, it's very, very hard to, you know, pat yourself on the back when you believe that you should be way further ahead. When you actually find out how to do that, please do let me know because I'm going to be your first guy that you're going to help do that. Because that's something that but never felt is that piece from anything.

So I'll share, I can share this with you. So my audience knows I. I exited a business I built over 25 years ago, last year, December, exited from the trash, piles of construction site, from homeless background, the whole deal. My audience knows all this. And one of the things that happened immediately following the exit over the next six or eight months is, is I did what most entrepreneurs do when they exit, okay, which is they have a bit of an entrepreneurial hangover. Even though I had things in my mind, in my heart that I was lining up to this thing. And I learned that the first 25 years of my business, well, first decade of me building the first business was all about.

Honestly, me meeting my own, my own standards, whatever that was, revenue, house, car, whatever, people, relationships, so on and so forth. As I began to transition away from the business and exit that company, the new thing that I wanted to do had to be focused on two things. First of all, it had to be something I love doing, number one. Number two, it had to be something I love doing, doing with people that I love, if that makes sense, or doing people, you know what I'm saying? Like, really, like I had to have two loves merged together. I had to love the people and I had to love the love the mission. And it me 10 or 11 months to really kind of fall back into that. And ironically, the way I got there was the same way you would get to the bottom of a cell, which is I had to go and sit in my own funk, if you will, and say, Stephen, what unique expertise, what unique skill you have that the world can actually use and need, right? And when I sat there and I sat there and I sat there, I actually began to have a passion and an awaken awakening of sorts of to for the people that need to be served. I'll give you an example in this. In, in the first five years, eight out of ten businesses fail, okay? Now, I would say that there's typically a handful of reasons why businesses fail. I've already mentioned one of them. Patience is one. Arrogance is one. Insecurity is one. Fear is one. Ignorance is another. Ignorance is almost taking me out two or three times. That's, that's basically having information that I could use to build a company and choosing not to, like, pay attention to it. And when I look at those different categories, inevitably what happens is I discover that I'm actually ready to serve the person I used to be, right? I'm ready to go in and like Stephen at $10 million, Stephen at 5 million, Stephen at thousand dollars. Like go back and help those entrepreneurs. Because my big dream now is to help entrepreneurs and specifically I want to cut business failures in half. And I also want to do cutting failures as an entrepreneur. Something you're constantly navigating is healthy relationships in your home. Constantly. Because in theory you technically have two spouses because they require all of your attention in many respects. You know, so for me, that next level is how can I be of most service? And then it gets really fun. But I think every entrepreneur has to go through the journey, like what you just mentioned of just uncut, what the thing is that's going to get them to the thing they get to. I, I told my son this one time, I said, son, you got to do the things that you must do until you get to do the things you want to do. You know, how does that play in, into your business.

When you first have to leave? We always tell people, like, if I'm not, if I don't do it, then I can't ask you to do it. So I will cold call, knock with the doors, you know, chase people up. I will send voice messages. I will do DMs. I would jump on the sales calls. I would do everything. Because Elvis, I come from military. So in military you're told what to do.

Rather than shown what to do.

Oh, that's good.

Yeah, so I want to show. Because if I show, then they respect and if they respect and they follow them, if they follow, we are limited if I date. So that's always been my motto when I think, yeah, never be tell me what to do, I'll show you what to do. Even when I play valuable sports, I would always take on the responsibility to win. Yeah.

Yeah, that's always been the case. Even with my brothers. You know, what was.

Larger? Even my, you know, so it's just ingrained in me, unfortunately. There's no escapeness.

Yeah, man, that's so good. Well, before we jump into the last question, I, I want to bring awareness to our audience that you actually created a special gift for those guys on how to increase your sales by overcoming objections. What was the heart behind creating this resource for everybody to take advantage of?

Well, the school community that some, some open zones. To Alex from O. That's what we built it on.

Fully transparent. In the market of Internet world that we live in today, Stephen, there's no like and trust factor. Most businesses, companies operate on and the market operates on is so fucking low and so minimized that it's hard to pierce the market. So my whole philosophy around building the businesses and marketing it is fundamentally about here it is. There's no hidden agenda. It's not. If you want to know what the investment is before having a phone call, I will tell you not to put you as open. It's there for you. So I give away 20. I did a three day event last week. We give away all our new stuff that I've built and give it away because I'd rather know because I'm here for the next 20 years. So I'm building reciprocity positive in the market is my philosophy right now. And the money, you know, taking care of all my loved ones is a byproduct of the rest of us, me. So my one of all ideas is to give it away. Yes, of course we can't give away any implementation, but you can give away the education. The education is words on a document without actually knowing how to use it. You know, you don't butcher them. So I give most of it away. But I also want people to win. I think most people, you know, want to take before you give. I read a great book 10, 12 years ago. Jab, jab, left hook by the RV. Yeah. I truly believe now, Stephen, that the market is jab, jab, jab, jab, jab. And then you swap hands and then you jab, jab, jab, jab, jab. And then you swap back and then you jab, jab, jab, jab, jab. So there's a level of giving that you have to give now to be able to earn the trust with the liability and the respect from people so hard. So I just give it away mostly, you know, on my YouTubes and Instagram, Facebook groups. I just give it away because I want people to know. I want people to make money. You're very fortunate enough to make good money, take care of my family, build their future. Why wouldn't I not want that for him?

Yeah, it's. I'm so glad you said that because it's so true. That's what we do, why we do what we do. Once you've gone through the fire of refinement and you come out the other side and you've. And you've managed to kind of like become something, become someone new and you have now have this new. I want everybody to experience the same joy and comes with that. Exciting, exciting. You know, as we wrap the show with this, with this last question, I wanted to pick your brain from a place of the One concept or the one question that's been on your heart that you have yet to be asked, but at the same time, you know, needs to be asked. So if I was going to ask you what the one thing you like, the world needs to hear, they have not heard yet that only you can share, what would it be?

I think the biggest thing that most people need to know, want to know from every large narrative.

Done what you said you were going to do, why keep going back or.

The biggest thing for me is, look, I got two beautiful girls, a four year old. I got.

Philosophy is, you know, to, is to lead my family's next generation to a place that we never thought we could achieve. So as I always, I'll always go to family. My family are like everything and that's my, my own kids, my partners, you know, my brothers and their partners and you know, my internal family.

The one that ultimately changes the whole game. Bible talks about being one and my family.

So what I want my nieces and nephews and kids to have. We're not going to be, you know, shop owners, we're not going to be electricians, we're not going to be plumbers, we're not going to be what we are going to be now, entrepreneurs, we're going to be CEOs, doctors, we're going to be lawyers, we're going to need. People are going to look to us for inspiration. They're going to look for us and somebody to fall behind. So big thing for me is to be able to do that and to be able to show those made for more, you know. So my family's name alters based on the actions and the decisions and the work rate that I give to it. That's my B1.

That's the man that's so good. It's funny, I, I had a similar passion. My, my father told me when he was business failed. This is 30 years ago. He said, skagens don't get ahead, they get by. And I made a conscious decision not to make that my and my last name would be held in high regard and high esteem out of character and integrity because I would do the hard work and I would do it the right way. I wouldn't skip the steps. And it's so good to hear someone else it's like in that generation because you know, my first mentor that changed the game for me a long time ago, he said a life will be only worth living if you can create a legacy that outlives you.

Yeah. You know, yeah, that's the game Chase and legacy is what I do, and that's what I'm doing. You know, the big. The big goal then on top of that is, you know, want thousands of people to be in a stadium, and I want to walk on stage with my two girls. On the ones we look at, girls look around, and I want them to be somewhat scared with the amount of people that are in that room looking at them. I want my ladies to know. To know that their Danny is helping these families create financial freedom so they don't put themselves in the position where they potentially can break up or the family gets dissolved because of financial difficulty. You and I both know that the biggest breakdown in marriages, the biggest breakdown in relationships, good families, good homes, good, you know, good nucleus is financial stress and financial problems. If I can solve that for all these people, that's legacy. That's the goal. That's the Patrick. That's what I'm after.

Oh, thank you so much for coming. The show, dude, have to come back, and I don't think you're too far away from stepping on that stage. You just stay with it. It's going to happen.

Thank you, my friend.

All right, Take it. See you, buddy. I hope you liked that video. And if you did, make sure you check out this next video right here. Those are looking for help. Find it. Those are looking for positive. Find it. It's also true. Those are looking for negative. Find it. Those are looking for betrayal. Find it. Those are looking for liars. Find it. You'll find what you look for.

Why.