Speaker 1: (00:02)
Bill, Can I help you?
Speaker2: Hey listen up, I’m bringing you the best content to ever exist in the door to door industry from sales leadership, recruiting, impersonal development.
Why would I need that?
Because never before have we been able to collaborate with the top experts in their industries, sharing their secrets and techniques and what makes them the best.
Speaker 1: Wait, who? Who are you?
I’m your host. Sam Taggart, creator of the D2D experts in D2Dcon. Is there a place we can sit down?
Well come on in.
Speaker 3: (00:47)
Hey everybody. My name’s Sam Taggart. This is the D2D podcast. I’m here with Mark Wilson who flew in from Knight’s very, Very California. He is the author of Closers Get paid. So show, hold that.
And then he rewrote Thinking Grow Rich in a more coach-reference guide format. Um, 30 years plus in door-to-door sales
Which today marks my 30th year. Yeah. Today’s the day. Why he came today.
Why August? What is it? 14th hold this up, show him this little thing today. Mark Curvy 30 years ago. Got My very first deal. Right. And, and what Taree passes out, I still do to this day is icebreakers for your first, your very first sale. First Sale, August 14th. This is big. Like if you’re watching this August 14th, 2000 or 1989 yeah. Like that is like the mark, the 30 year markers today and that is why we’re doing this, this podcast.
Speaker 3: (01:44)
So I’ve kept it for 30 years. I had someone said, I think it kept you breaking the glass, which gives it some more authenticity. Coffee stain. Yeah. It like makes it even more legit. And then what’s this other photo? You’ve got a a highlight photo of you and your bus. Speaking of bus, I bought one on soundbite signed by Brian Tracy, Brian Tracy signing the ADT ABC alarm. You know, he founded ABC alarm. They were one of the top ADT dealers in the country. We were the number one, number one. Yeah. 500 deals out of one office average by 62 was our best month that we sold. We reaching out as well. Awesome. And literally throwing down massively back in the day in his bus, he’d take these guys out and this is the neighborhoods and the neighborhoods and the ADT bus drop him off. So some really cool, I’m excited to dive into this. Um, more historically, um, put so many years now. He’s the current owner of California home pros and California and sell solar and have two in there cranking. Yeah, we’re cranking out solar thanks to you. Yeah, no, no, we, yeah, I mean obviously it’s fun. You were one of my early customers, I guess. You know, we were alarms for years and that transition was, was difficult. And fortunately, you know, we were smart enough to get the right information.
Speaker 4: (03:00)
So we signed up for your program, your training. We were doing maybe two, two counts a week for solar and now all we do is solar and our guys are smashing it. They’re killing it. that that to me is so fun to hear. You know what I mean? Like to be able to plug into a program, get trained and just say boom, 1520 a week is really respectful on solar. Yeah. And we’re growing, you know, so it’s exciting. Yeah. So anyway, it’s, and I think what’s cool, so I want to dive into real quick is history and we kind of went through a quick journey, but it wasn’t always rainbows and butterflies. I mean it sounds, I mean to losing everything and gaining everything, losing everything, you know, like I guess kind of like the journey. What were some of the pivotal moments in your career that you kind of were like, oh my gosh, like I don’t know if I can do this anymore.
Speaker 4: (03:46)
Cause I mean currently you still advocate door to door, you have all these different programs and I’m sure there were moments in your career where you were just kind of like, has this from will? Yeah. So, fortunately for me, I, I plugged into a self development and anytime in my life when I’ve gotten away from self-development for very long, you can start to see it. My numbers come down, my results start to show right in the wrong direction. So, um, but my vision was to, um, be the Anthony Robbins of this industry, right? I wanted to study it, learn it, and really be able to apply it myself. Cause I know that life isn’t always great. There’s always challenges. And, and I, I believe that it’s what you do when you have those challenges that makes the most difference. It’s recognizing it right away and being able to get out of it, uh, as soon as possible.
Speaker 4: (04:31)
Right? And, and, and learn from it, grow from it. Right? Don’t be afraid of it. So you got to know Tony Pretty well or that program because you started staffing as events and coaching and dove two feet into that whole world. Like how has that kind of benefited? So it’s been a huge benefit because I learned how to coach people, right? I wanted to be able to master that information. So I’m a senior, I’m a leader for Tony Robbins. That means I work as live events signed off by him. So if somebody has a, you know, a breakdown or an issue, you know, we’re able to go in and work with those people individually because he just doesn’t have the ability to, he’s just too many people. Right. So that’s, that’s huge. That was a big, a big thing for me to learn cause I wanted to bring that back into this industry, the whole psychology piece to help people have their breakthroughs and be able to get to that next level or prevent them from not being able to break through whatever’s holding them back and they end up getting out of the business.
Speaker 4: (05:23)
Yeah. Right. So that was always huge for me was to learn that. And um, you know, you go through challenges in life. I mean I’ve hit the top and I’ve hit the bottom. So it’s, it’s being able to rebound, um, is always been key. And so, you know, gone through divorces. I’ve been audited by the IRS twice. First Time was scary, scared the hell out of me, you know. And it was, there were both, uh, errors from the accountants. So, um, but you never know at first what it’s like, you know, they can walk your building, you know, we’re $600,000 in inventory. Prove it to me, you know, so they could walk the building and talk to your employees and all this
Speaker 3: (05:58)
kind of stuff. It’s, it’s, um, it can be nerve wracking, but with me it’s like I know that if that’s the challenge I got to go through to get where I want to be in life, then I’m up to the challenge. Huge. Huge. So let’s kind of dive right into it. Um, you’ve kind of studied and mastered this whole coaching and mentorship. Um, well actually before we dive into that, I want to talk about your, your song dude and page. So yeah, all hope before Kate, we’re going to be diving into this whole like mastering and doing, like talking about how to become a peak performance trainer and the steps of psychology to get somebody, you know what I mean? Like right now everybody’s, maybe mine’s dipping at the end of the season. Like, I’m burnt out or I’m, I’m in a slump or whatever. I want to talk about the psychology of, of managing that and the leadership to, to sit down what conversation, what, what things do we do to change somebody’s state to change somebody’s mindset.
Speaker 3: (06:50)
Emotional spot. Right? But before we dive into that, I want to talk about guys, he literally wrote a song. So he wrote, um, in the, in the philosophy you were telling me, tell, tell kind of what yeah. Where did that kind of start? He’s wanting to make this industry cool, right? Yeah. I pay cash for my Ferrari. Like, hey listen, you know, use that as a major recruiting tool. Uh, have a limousine, right? Always had a limousine. Just, it really makes it fun and, and the industry cool. And so, um, as I was going through writing my first book, which I’m rolling out, my new book closers get paid the magic formula. You can get a free copy of that. It closed. You get paid book.com. Can I suggest anybody just grab it? It’s free. Um, but I wanted to add music to the industry.
Speaker 3: (07:32)
Something that was inspirational, kind of the rocky kinda theme, but bring our experiences in it and bring a lot of the Tony Robbins and Napoleon hill psychology words and meaning into those songs. So they really hit and resonate with people to get them in a peak state so they can perform better. Which, which music is a powerful state change. Yes, it is. USIC is a very well, how do we get pumped up? What do we listened to before going out in the, in the basketball court? Like same thing with sales. It’s like what are we doing to prime the pump? Right, right. Um, so basically you can find it on soundcloud under closers get paid, but I’m going to play it right now. Okay. All right.
Speaker 5: (08:11)
No, you get free as long as you got money working like a slave. And there’s no money though. If you don’t only learned the clothes and make that look like you get paid, you’d be standing in the whirlwind, which is, you’d have it made clearly. You could get me my last great. It just hit the main stream running to teach the world and educate my dreams to be the voice, to be the one who always leads the one who can create and be a force to lead the way.
Speaker 3: (08:47)
Now I want to dive into and honestly that was awesome. Like Eddie, I’ve listened to it before. Just for time sake. We’ll just, you know, move on. But I think that
Speaker 4: (08:56)
the power of music in, in you going the extra mile to say like, I just want to give back and give this like you just said your book so they can get it at closers dot or closest get paid book, book.com.com. Yeah, get a, you know it’s, it’s, it’s really my story in a lot of the things that I’ve learned over the years into that book. Like you’ll never outsell yourself image, right? You really won’t put your mind around that. You can only perform at that level your, your mind’s at. And so that’s just one of the chapters in there and it goes into a sales confidence. It helps people that are struggling with sales competence, gain self confidence so they can start closing. Huge. Yeah. And then it goes into management as well. So if you’re going to have people, one chapters, the money machine and it really breaks down the value in people so that you really respect these people that I say are, are um, you know, they come to work and they’re volunteers, right?
Speaker 4: (09:43)
They sign up for free to go work and knock doors, a division. So you want to really know how to treat them, um, in the right manner so they stick around. Okay. So let’s dive into that. How do you like talk to me about this management, treat them the right way. Mentor them. Cause you, you talked about this spin doctoring yeah, absolutely. Yeah. You’re like, give me the, give me the has-beens, give me the, the, the outcasts and I will spin doctor them. I will turn them around to give me your worst guy. Give me your worst guy. I’ll make him good. Yeah. And I think a good leader, he obviously knows how to find talent and say, give me your best guys. But at the same time, a good leaders, one that says, I will spin and change their lives. Right? I think that’s inspiring.
Speaker 4: (10:21)
So Tommy, kind of, so I learned this process through Anthony robins primarily, right? And I brought it back home and I wanted to master it. So, you know, we have all these people coming through the door where a year round program and a lot of them have challenges, you know, they’re financially stressed, you know, they, they’ve never had a job like this before. They have issues with their spouse or whatever. And um, and then when that first deal councils, you know, the whole world’s indeed. So you’ve got all these, these issues that come up. And I wanted to be able to spin doctor my call it to get them back into a peak state and producing again because whatever they start focusing on, they get right. So if you focus on what you don’t want, you start to feel negative and you move away from what it is you do want.
Speaker 4: (11:01)
And sometimes when you’re so negative, you’re unresourceful, you can’t even see the light, right? So somebody has to be able to help you get back on track as quick as possible. And so when I teach, I have this whole program for managers or business owners to really teach them how to train their people so that they can peak perform. And really what we do is we just break down whatever it is they need to learn into steps and we quantify them where they need to be at a 10 at eight or above on a scale from one to 10, 10 being the absolute best. And so that if they’re not at eight or above, that’s probably an area that they need to work on. And usually it’s not that confidence comes from practicing things, right? If you practice it over and over, you start getting your confidence.
Speaker 4: (11:38)
But if you’re in a situation where, say you knock on a door and somebody is rude to you, right? Your first time you hit a door or this particular type of neighborhood, you keep getting rejected, your mind starts to associate that neighborhood to pain, right. Mass pain. So you’ve developed a phobia, so to speak, of going into that area and you don’t even know why you feel that way. Right. And all it is is your bs, your belief system. Right. And so you’ll have other people that would go in the same area or deal with the same situation and perform beautiful at it. Yeah. They don’t have that internal belief system that has been created over some emotional, um, negativity that may happen. Like a rep goes in a house and all of a sudden he asked for somebody’s social and I’ve seen this happen and the customer just freaks out.
Speaker 4: (12:22)
I’m not sure I bark stars program and, and what fires together wires together. So at that moment that’s happening when they’re thinking about social security asks for that order, they get a negative charge in their system. Yeah. And then as if it’s strong enough the next time that they even think about asking for social, they feel negative. And pretty soon they don’t feel like they can perform. So a manager may think, Oh man, this guy’s no good. He goes in there and he just, he’s not getting deals or the rep even thinks are no good, but yet they are good and they’re great at everything. But maybe that one piece. Yeah. And so by breaking things down and identifying the areas of improvement, right, then you can go to work that I call spin doctor in it. Right? And it’s a six step process that I teach in a course that’s, that’s like in, in a, in a second.
Speaker 4: (13:06)
You can turn them around and condition it toward that negative thought and feeling is now their most empowering if you do it right. So that’s the, walk me through it. Um, step one, what do you do? Well, first thing, when you work with somebody, gotta have rapport. Okay. You know, so like if you’re out in the field and somebody saying, you know, you’re like, you know, you’re trying to help them out. They gotta trust you and they’re not willing to get help. You can’t have somebody visit one help or is not willing to change, they got to want it. So it helps to create some leverage, right? Find out what it’s going to cost them. Ultimately, if they don’t get this fixed right so they can associate that behavior to, to negative behavior or negative result, then they’re going to want to do something about it.
Speaker 4: (13:45)
But they won’t typically open up with you unless they really trust that you’re not going to throw them under the bus and tell everybody what their problems are, right? They’ve got to really trust that you’re there to help them. Right? And so that’s real big. That rapport is like a really first, first step. Okay. And then you really just got to listen to them understand and appreciate their world, right? What’s what they’re dealing with and what’s going on and kind of listen for where the problem really where they think it might be. And usually when you ask them what’s wrong, they’ll tell you, I don’t know. I Dunno, I dunno. But if you ask the question, well, if you did know and let them think about that, then they can, a lot of times find it. They become more resourceful. They say, well, you know, I just, I don’t feel good about this.
Speaker 4: (14:25)
Right. And so the, they’re not going to perform very well at that. So you can identify it quickly if they’ll open up to you that way and ask them what’s going on. But a lot of times they don’t know. So what we’ll do is we’ll record them or Mike them and record them and we’ll listen for ourselves. And then it’s like I tell everybody, you could see with your ears, right? If you just close your eyes and listen, you’ll feel what they’re talking about as they go through it and you’ll, you’ll identify, oh, here’s where they’re stuck. Yeah. And I think there’s a problem. You know what I mean? Managers, if you’re listening to this and you’re really like, oh yeah, we’ll record them or we’ll go through it. It’s like, do you ever really take the time to do that with your people? You know what I mean?
Speaker 4: (15:03)
And I think a lot of people were like, man, I s I can’t seem to get these guys to perform. But I mean right there in and of itself, it’s like, well, do you even hear their problem? Right? So maybe they’re buying it back. A lot of people will talk over their own question. You know, they’ll answer their own question in a house ride. They’ll talk over the customer. They won’t, they won’t get a tie down. A good commitment, right? Or they won’t recognize the spouse, right? They’ll talk to just one party, you know, things of that nature. And if you’re listening for the steps being done, if you know what’s supposed to happen as they transition through presentation, you’re making sure that they’re at an eight or above at each, each piece. And when you find that the key area, I’d never over load them with too much improvement does I go, that’s too much.
Speaker 4: (15:44)
I’ll find maybe one or two key ones and isolate it and work on the top. Most important one first. That’ll get the fastest results for them. Cool. Say identify kind of what is huge. You identify the areas of improvement. So let’s say a door knockers got six steps to the door to get somebody bill and they’re great at all. You know, say first three, step four is asking for the bill, step five’s grade of confirming it or whatever. And if you don’t sit there and listen for that and, and so what you’re tracking your rep and if there is, you should be tracking your reps. If they’re not pulling their numbers, something’s off. Either they’re not focused, they’re distracted. That’s a lot of times what’s going on. Or they start to listen to the customer like, oh we’re good. We don’t, you know, we don’t need to start to believe what they’re hearing.
Speaker 4: (16:25)
Yeah. Right. But if you list, if you, if you Mike, um, the reason I like Mike and him instead of shadowing them is cause when you might get me really hear what’s going on, cause they probably says different things when they’re by themselves and when you’re if you have, I see a lot of trainers have them role play it on them. They do it like perfect one-on-one. Yeah. It’s a different thing in front of a real customer. If you’re not there, they’re more comfortable and they do what they normally do without realizing it. But once you isolate that area of improvement, then you can let them hear it and letting them hear that is huge. Because if you tell them, hey, look at you, you know you’re missing this. Oh No, I’m doing that. I’m sure I’m doing that. It’s their minds. What the customer is hearing.
Speaker 4: (17:05)
Yeah. In your mind, you’re hearing it. Customer’s hearing x, let’s play that. Let’s speak to that. Exactly. So when they get to hear that themselves, then you that, that there’s uh, enough to go, oh my God, I am doing that. And they’ll, they’ll, they’ll correct. Right. That’ll help them correct that area. But, but sometimes if you’re a rep, listen into this right now. Do be a self mentor. Court yourself. Maybe managers stinks and he’s not going to sit down with you and do it. Like take initiative. Listen, listen to yourself and be like, oh my gosh, I sound like an idiot right here. No wonder I suck. Or You’re hearing yourself say, own. I’m 5,000 times in a house or you know, your tonality’s off, you know, at least you could self-assess my a lot of times. That’s how I wanted to put that. That is huge.
Speaker 4: (17:48)
That’s used to do that. I recommend everybody, you know, because at the end of the day, it’s your own responsibility to get better. If you want to make more money, there’s only two ways to make more money. Get better at what you do. It do it more often. I love that. And that’s it. So the responsibilities on each one of us, um, but as a, as a manager, a leader or a business owner, our responsibility is to help them get better. Right. And I think that when people see that you’re sincerely trying to help them, you build some loyalty, right? Cause you care. Cause I don’t know where else they go in their life where other people really care about their success as much as we do. And so they start to bond with that. Like your, you got their back and it’s huge for, for retention. But, um, so going back to the, the isolating the area a lot of times, um, it’s their belief system.
Speaker 4: (18:35)
So in their mind, let’s say seen them get the response they want, they see the opposite, they see rejection, they see somebody, I’m rejecting them in their mind’s eye, right? And watching them, you don’t know what they’re thinking. So you have to ask them at this moment, what’s your, what image? Because when we think we think in pictures, right? Yeah. So at that moment, what do you, what do you see in your mind? And 90 Times, you know, nine times out of 10 is the opposite of what they want, right? So Napoleon Hill said it best, get your mind on what you want and off of what you don’t want. Right? And it takes a willpower like this mentally ma a will is like a mental muscle. You have to put your mind back on the result you’re after, even when their visual circumstances are against you.
Speaker 4: (19:24)
Right? You got to hold your mind on what you want. Yeah. And then the other part is, is what self talks going on at that moment. Are Your Numb, are you your number one advocate or, or your worst enemy, which so many people self sabotage that little voice. And sometimes we self sabotage the point where we don’t want to admit we’re self-sabotaging in our own mind. Right? You know, it becomes a habit. It’s a habit. It’s like no I don’t self sabotage. Like yeah you do. Like I’m not in your head but I watch you do it. Right? Right. And so if you, if you ask them this question, what’s the opposite of that look like? You guys should write this question down cause a lot of them show me the opposite. Tell me what the opposite looks like. I don’t know. Well if you did know, right, instead of giving me the, you know, the bill or asking me to come in and get it, whatever it is, it could be any thing at all.
Speaker 4: (20:08)
No one, no one’s letting me in. No one’s giving me their bill. Okay. What’s the opposite of that look like in your mind? Awesome. And so one of the help, most powerful things you can do in coaching is, is ask the right questions, right? So like in my, my, um, this is the most powerful timer planner you could have, right? It’s, I’ll tell you more about that later, but at the bottom of these power questions, okay. Okay. So anytime you get out of state and how do you know if you’re in the right zone or not? The right state is how you feel emotionally, right? If you don’t feel like ready to go, then you’re probably not. So we can get into warn that in a moment. But your self talk, when you see the image, you want the ultimate outcome. The opposite of what this looks like, what words best support that image, right?
Speaker 4: (20:52)
And so then handed me the bill would be a stronger affirmation then. Okay, I hope I get the bill. I hope I get the bill or let’s see what happens. And, and so, right. So it’s breaking their confidence down without them realizing it. So what I like to do is just, I’ll g I’ll have a sheet of paper where I’m coaching somebody and I’ll, I’ll capture their image, what they say it is so I don’t lose it. And then we’ll, we together will, I will come up with some powerful supportive language that gives them the emotional charge when they feel good about it now. And the third part of that really is conditioning, right? I’ll pull them aside, I’ll put them in a park and I’ll, I’ll tell them to flash it in their mind state like they mean it and do it 20 times and I’ll make them say it louder, convinced me and I’ll believe you.
Speaker 4: (21:34)
And I’ll make them just get in state and really get juiced up to where, when I ask them, how do you feel about it now? Confidently on a one to 10 I’ve got it, I got it. I’m going, me, she’ll, I’ll show you. They’re ready to go. Their subconscious belief this, they’ve, so they’ve, what they’ve done is they reconditioned, rewired the feeling now it doesn’t always last. It may last in that moment to get to the next door. They pull the bill like, yeah, I did it. But the way this subconscious mind works is it likes to go back to the old belief. Unless the new ones condition long enough, it won’t stick. So success conditioning is key for peak performance. Love that. Yeah. Then what? While the test it right, you got gotta, you just got to go and check what we call it college.
Speaker 4: (22:19)
You gotta go in and watch them do it that moment. Ask them how they feel when they, when you go back maybe half hour later, get them back in them mentally in that place and say, now asking for the bill where you at right now? And if they start to slip a little bit, that’s fine. We’re not looking to take them from a two to a 10 in one minute. All we’re looking to do is bring them up a notch or two at a time or a little improvement. And the thing is, is when you’re doing this with somebody, you have to have that rapport because sometimes they’re ashamed that they’re at a two, right? A four is really a one. I’m a four, right? Or I’m a six. It’s really three. So, so it’s, it’s, it’s not that, it’s just being aware then being aware where they’re at.
Speaker 4: (23:02)
And the last part is, is to, um, attach it to a higher purpose. Like why are you doing this in the first place? And usually it’s not for them. It’s either for their kids, their parents, somebody else, they want to be proud of them, right? What does this ultimately mean to you to master this part and start writing this business? People don’t understand why they would even need to master. Like they think of it as just simply also that I can sell a deal now that you’re like, no, no. Like, no, there’s no higher purpose. They’re right. It’s, and they struggle at seeing the north star. They struggle at seeing that higher purpose. So I think a good quality of a leader is being the one that can show them the higher help. Discover the higher purpose with them. Yeah, because reasons come first, right?
Speaker 4: (23:46)
Yes, there may be a million reasons to become a millionaire, right? But there’s probably only one that will wake you up early in the morning and keep you knock until midnight, right? And when you get that clarity, it’s like rocket fuel. And you, when you capture that, you want to, you want to write it down and make that your daily mantra and you wake up, your ritual should be for that purpose of doing it alone. No other reason needs to come into play, right? But it’s identifying the number one reason, the higher purpose why. And a lot of times is for who? Right? Who will this benefit and how does that feel? And when they can connect to those emotions, right? You can really get them to pick out, typically. Love that. Love that. All right, so let’s dive into time management a little bit. Like you wrote this planner, closers get paid inc.
Speaker 4: (24:32)
What’s it, what’s that say about your success planner? Master success planner. So tell us like the methodologies behind your principles of time management and how to really get the most out of that. Well, you know, a lot of times, I mean especially for me, I get overwhelmed, right? And I see a lot of people get overwhelmed and just got a lot going on. And typically what do we do? We do it to do list, right? And that to do lists to just be a whole bunch of stuff that made me may not be that important. And years ago I was listening to a Napoleon Hill program and he was interviewing Andrew Carnegie, like the richest man in the world. And he wanted tips, you know, for success. And one of the tips he had for him was to every every night write down all the things I needed to do the next day.
Speaker 4: (25:10)
Just dump it, right, put it on paper. And then when he went to sleep, he’d wake up in the morning and mark off the ones that really weren’t that important and execute the ones that were the most important ones first. And so I started getting these ideas from that. I learned a lot of this through the Tony Robbins training that I did as well. And I just kind of put it all into my own, a way of thinking, way of doing, um, getting results. And really what it does is that it helps you connect to your whole purpose in the first place. Right? So it, it ties in your yearly goals. Like most people when they do their yearly goals, like how long do they really focus on them, do you think? Yeah. Right, right. So three weeks and then they get distracted. So I see a lot of distractions and then they lose the emotional connection to what they want to focus on.
Speaker 4: (25:56)
And then if you’re not planning your time out, somebody else’s going to plan it out for you. Right? Yeah. So, um, what this planner does is if you really want to 10 x your income, I believe personally you got 10 x your time, you really gotta get the most out of it, but get what’s most important out of it. Right? And so a lot of times you’ll just see people show up for meetings, right? They go, they’re going through the motion. And this planner really helps you become and stay outcome oriented. So you’re there for a purpose, right? You’re on track for a reason. So if you have a meeting, you show for meeting, you’re not just going through the motion. How was that? Media is? This is pretty good. You know, they’re distracted with their phones or you know the there don’t even know what they’re there for in the first place.
Speaker 4: (26:40)
But when you become outcome oriented, you get the most out of each section of your day, right? And so what this is designed to do is take you from the year goal setting, connect to the emotional side of it. And each month you revisit those goals on a monthly basis, right? Some you’ve, you know, you’ve completed and if you don’t reset, right, you’re either growing or you’re, you’re, you’re, you’re right, the rotten, right? You’re green and growing or you’re ripe and rotten. And if you don’t readjust your goals, you’ll plateau so you can reconnect on a monthly basis. It’s kind of that emotional connection is what helps us drive to actually make these goals meaningful, right? So many people put goals and then they really don’t even want it in their box. They put it on a shelf and say, see you later. Yeah, so so many goal setting that you stay connected to throughout the month.
Speaker 4: (27:26)
And then each week, guess what? Same thing, right? You’re planning your week out working towards those monthly goals. So what I call is a connect and reflect on a weekly basis. Plan that week out and then guess what? Every day, same thing. And so instead of just dumping things down, like on a to do list, not only what you do in this planners, you, you capture everything in your mind, you get it out of your head, you get it on paper and then next column on next to it, on the right of it, you have what I call your, your reason why this is important. So you get emotionally connected to whatever you’re putting down, right? It goes on beyond that. W what I do with this is I take the top three things in on one of these pages right next to your daily right, is you take your top three things.
Speaker 4: (28:07)
If all you accomplish at the end of the day were these top three things on my three battles, right? There you go. My life would be success today would be a success, right? And what it does is it takes a formula. Why this planner so powerful is it takes a Formula I call the master success formula and it implements it throughout this planner. So it’s not, you know, like a lot of people learn things, but they’re not applying them on a daily basis. And that’s what it’s all about. And so you walked through capturing not only what is you want, but why an action plan on attaining it. But it takes it to a new, a new level, which is leveraging and getting people to get these results for you. Okay? And now you can really expand your, your a grip. And what I find a lot of people do and they leveraged, they just kind of passed the buck so to speak.
Speaker 4: (28:57)
Get someone else here. You go do this, but they don’t get the outcome right. It’s about getting your outcome no matter what obstacle, what challenge, what happens. You must be outcome oriented or you stop and I see a lot of people stop on the first challenge that gets in the way. This planner is designed so you get your outcome if you’ve got to go around the challenge no matter what, you stay outcome oriented and then you check off your result at the end of the day. So it’s really about peak performance is what this is designed to do. I love that. It’s really what helped me go from about 80 accounts a month. I don’t want to office to well over 500 because I really got mastering my time and getting the most out of each segment as I, as I transitioned from meeting to the field or whatever it was.
Speaker 4: (29:42)
What’s my ultimate purpose out here today? Where have you seen sales reps, owners, managers kind of fell in this category? Where, what, what aspects of their life for business do you see? Guys can add a funk on time or time management? I mean really, I mean, you know, they use, if they’re even used in a day timer, right? There’s no emotional connection to it and it doesn’t have the outcome oriented. You’ll be an outcome oriented. Yeah. A lot of people just live and float through the day. Yeah. I survived to just see what happens. Right? It’s like I’ll go through the day and do what I’m supposed to and be here and they don’t have the outcome orientation. It’s like if I end the day, I need to know what did I, what did I accomplish today? Right. They’ll get about it. And so with this planner, what it does is it has a, what I call the power questions at the bottom.
Speaker 4: (30:30)
I mean, things are gonna Happen, right? You’re going to get knocked off, someone’s going to quit, someone’s going to steal something sometimes. I mean, I hope that doesn’t happen, but you’re going to get where you’re emotionally off, right? Something distracts you and takes you out of the game. The questions at the bottom of this really reassess, reset your focus. Well like cookie. So what are my options? Right? So when you’re, you know, pissed off, something happens, a lot of times you become unresourceful, right? And in an unresourceful state, you make a lot of bad decisions or no decision at all. So what we want to do is get back into being resourceful and getting control over it again. And these questions really help you put your mind back in the right place by asking a better question, right? So by asking the right questions, your mind readjust, you start to learn from it, grow from it, and get back on track and get your outcome.
Speaker 4: (31:17)
Other than that could take you a week or two or you may associate this doesn’t work in the first place and never get that outcome. So what are my options? What else is on there? So what can I learn from this? And the those kinds of questions. So what can I learn from this? What are my options? What are my outcome? And a lot of times you’re like, not then, you know, blah, blah, blah. If you take a moment, you take a breather and you relax in realize that early adversity, Napoleon Hill says it best and think and grow rich. Every adversity carries with it a seed of equivalent or greater benefit. But it’s up to the mind of man to find it. And so it’s a learning experience, right? The challenges are opportunities for growth. He’s the only one I’ve ever heard of that prayed for challenges, like big challenges, cause he knew that that’s how we would grow the most.
Speaker 4: (32:01)
Right? So when challenges come up, our mind can make a big deal out of nothing. Right? And now we’re in a really bad state. And if we take that energy to the door or to the field or intuit interview, are we going to be effective? No, not at all. Right? So it’s really about state management by, by getting your mind asking the right questions and it’ll guide you right through. Um, getting back on track and growing from it in like record time. And so these questions are really powerful. I have a whole, um, video training on it and cards for it, you know, that, um, is part of one of the courses that I teach. That’s awesome. That’s awesome. Yeah. Um, so let’s Kinda, any other things on time management that you’re like, man, like, here’s a hack or here’s a, here’s a thing to master your time because I think it’s a good question.
Speaker 4: (32:49)
I think that, um, if you get in the habit of asking yourself what’s Meltem outcome and why those two questions just before walking into a meeting, getting up to a door, what’s my ultimate outcome? Why? What I always wanted to do was get these questions to be become, um, subliminal where they just work, just ran automatic, so to speak, right? Yeah. And so that I didn’t have to stop and think or read the questions. I just wanted my subconscious mind to serve me at that higher level to where these questions ran on autopilot. But those two questions, right? What’s my ultimate outcome of y? Right. And then you’ll walk in and you’ll peak perform, you’ll get, you’ll get a much greater result than just showing up and getting, getting through the meaty, hey, we had a good meeting. What’s the ultimate purpose in this? Right?
Speaker 4: (33:35)
Take a minute and think about that. Right? And then ultimately like the one of the last questions is what, what are you grateful for? You know, and I think we lose a lot of sight of what we’re grateful for. So things are really going bad. Take 10 minutes, take a half hour, whatever it takes, write down 10 things you’re grateful for and why. And I promise you by the end of that, those 10, if you really ask why and focus on it, you’ll shift your state quick. That problem that was bugging you will go away. It won’t, it won’t be there no more. You’ll realize you have children. You know, you’ve got a wife that loves you got so much great in your life. What’s interesting is your response and think about this and, and you subconsciously did this, but your response to the question of what’s another hack on time management was more so managing your mindset throughout time.
Speaker 4: (34:24)
You know what I mean? It’s, it’s understanding control of focus. Because when we can control our focus, then our time is being controlled by the right, like the right journey. It’s the right avenues. I think that it’s, it’s, I actually think it’s really interesting how you answered that because most people would be like, well, you know, have power hours and have, you know, scheduling committed or whatever, you know, or advice they put and I’m like, your advice was very much so, like be grateful. And it’s like well time management. It’s like how does that even correlate? But it’s like no. When you say, let me take a second to show gratitude and actually budget that into the time. It’s like we find more effectiveness and everything else because we’re looking at it from the right point of view. Yeah, I love that. So success is 80% psychology and it’s not, what we’re looking at is how we look at it.
Speaker 4: (35:12)
It’s how we’re looking at it. And nothing has any meaning except the meaning that we associate to it. Whatever meaning we give it, right? So something could happen right here in front of us, in your experience is entirely different than mine, right? Your takeaway is completely different than mine, but it was the same thing, right? And we want to make sure that we don’t let our mind come up with our own stories. We wanna write our own story, right? And not let it come down up with the story that’s not going to serve us. So when you’re, when you have goals, like you really need some really empowering goals in your life, that really, um, will take you to a whole new level of, you know, purpose-driven lifestyle so that when little things come up, they don’t, they don’t distract you, they don’t knock you off track. But I really believe that like daily rituals is the key to success. It starts from the moment you wake up getting your mind in the right zone. The right place, not 45 minutes after you’ve been on three emails and a phone call that was stressful. You start your day out with the right emotional state and mentality. Little things don’t bug you. You’re, you’re, you’re in your place, you’re in your zone. Right. And it’s so powerful to do it, that ritual in the morning. Love that,
Speaker 3: (36:19)
love that. So we kind of run out of time. Um, and honestly this has been so fun and I, and I wanna just like honor you in the sense of like your passion for supporting and helping and giving back to the door space. You know what I mean? Like there are very few people that I’ve met that have been like, yes, finally this door to door con and like, you know, like more content around supporting, like making door to door great again and, and, and giving it some uptick. And you’ve, you know, finding you and honoring you. Like, I’m like, great, like that’s so cool that you like had already been down that path. You know what I mean? You’d have a song in a book and a, you know, and you’ve done events and things like that to really say I care about my people and you know, making door to door and bringing people and transforming their lives through this vehicle.
Speaker 3: (37:05)
You know what I mean? Um, so I just wanted to thank you for that. Um, and those that are listening to this, if you guys are interested in any of his programs, they can find you at close, get paid.com you can book a free power session with me. Yeah. So download the book closed. You get paid book.com. Yeah, I mean I’m all about everybody to consume as much as they can. You know what I mean? Um, and obviously you’re coming out door to work on your, their last show you have to squat and um, and so I’ll be able to do some training and maybe we have you participated. That’d be awesome. So, um, his daughter, I mean even like evangelize this now herself. It’s awesome. I’m proud. So it’s cool to see, you know, your, your excitement for it and your passion.
Speaker 4: (37:45)
It’s been a blessing in my life. When I first started, you know, I was told years ago that what you learn here will last you a lifetime, will you earn, you’ll spend in a day. And it went right over my head. I needed money, you know? But it was so true. You know, that what I’ve learned has lasted a lifetime. And I’m so grateful to be able to share that and help and watch other people grow because there’s not a better feeling than to see somebody else succeed. And you have something to do with it. 100%
Speaker 3: (38:11)
yeah, 100% well, let’s end on that note. So that was usually ask, what’s the one piece of advice? And I’m like, there it is. I mean, what you’re learning in this industry last few lifetime, and I think a lot of people don’t ever sit there and actually consume that. And they’re just like, how much money can I make? How like when can I get out of this business? And I’m like, no. When can you actually pay attention to the journeys and lessons you’re learning in this fricking business? Cause you’ll, you’ll, you’ll regret not soaking all that in if you do transition out. And you’ll also say, why didn’t I milk it for what it was worth? If you fast forward 10 years and you’re like, Dang, I actually passed up on how good this was because I was lazy or because I didn’t buy it cause I was, you know, not focused or whatever. You know what I mean? And it’s like wake up, like wake up. So that’s my 2 cents. Anyway. Um, it’s been our honor. Yeah, no, this is great. So much. You have had me on the show. Thank you man. Thank you. Okay. Much love share this. If, uh, you got something out of it, give us some comments and feedback to hear what you guys like learning, wanting to know more about and hope to see you guys all at door door con in January. This will be, this will be exciting.
Speaker 6: (39:31)