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Most salespeople who are 
terrible think that selling is 

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convincing people to buy 
something they don't want to 

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buy. 
Persuasion and convincing are 

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not just not the same, they're 
actually opposites of each 

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other. 
You want to learn how to 

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persuade, influence and sell at 
the highest level. 

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You're going to want to pay 
attention to the guests that I 

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have today. 
Myron Golden, welcome to the 

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show. 
How do I find people to sell my 

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stuff to? 
That's a really terrible 

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question. 
Here's a better question. 

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Because there are already 
thousands, 10s of thousands who 

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would love to buy what I'd love 
to sell. 

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How can I make myself more 
findable for people who already 

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would love to buy what I already
love to sell? 

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Then selling becomes effortless.
They decided they wanted to do 

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something different. 
I said this is stupid. 

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If I'm building a business and 
some knuckleheads going to mess 

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up my business opportunity, I 
want the knucklehead to be me. 

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Everybody here is in sales that 
they want to persuade, they want

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influence in some way. 
Sure. 

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How did you get involved in? 
Sales, Yeah, Kind of 

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incidentally, I first got 
involved in sales not knowing I 

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was involved in sales. 
I came home for my first first 

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year in college. 
I came home for the summer. 

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I bought a car out of the 
Pakistan Herald in Harrisburg, 

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PA, for $50.50 dollars, $50. 
Drove it around all summer. 

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I knew it wasn't going to drive 
back to Indiana from 

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Pennsylvania. 
OK. 

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So a friend of mine said, hey, 
do you want to sell that car? 

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Yes, I do. 
How much do you want for $300? 

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He gave me $300.00 for for a car
that I bought 50 bucks for. 

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That's that's your first sale. 
That was my first sales 

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experience. 
Yeah. 

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And then when I was done with 
college and I got married, I was

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looking for something to do and 
one of my college professors, 

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former college professor, said, 
hey, do you want to make a lot 

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of money? 
No. 

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Yeah. 
It's like asking somebody, do 

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you like to drink water? 
Right Water Brothers, No. 

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No, yeah, I'm allergic to water,
right. 

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Yeah, so. 
And I said, I said, yeah, he 

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said while my brother-in-law 
just got started with his 

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business, he's making a lot of 
money, blah, blah, blah. 

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And I'm like, OK, I'm open for 
that. 

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He says, well, let me see if we 
can find a local office. 

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And it was an office that sold 
insurance and investments 

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through the company called AL 
Williams, which not later become

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Primerica. 
It was it was network marketing 

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of insurance and mutual funds. 
And so I went to the office for 

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an interview. 
My wife and I both went for some

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reason, but we both went did saw
their presentation. 

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I thought, Oh my goodness, and 
the guy who had the office is 

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making $10,000 a month in 1980. 
Five well cash. 

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I was a lot of cash. 
In that like 90 the 60 random 

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month now 70 random month right 
exactly. 

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Yeah. 
Yeah, yeah, yeah. 

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Yeah, so. 
So I got started than that, but 

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I was terrible. 
Yeah, imagine that. 

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I was terrible. 
So you're terrible. 

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So like. 
Really terrible. 

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Not kind of. 
So you're suggesting you weren't

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born with like advanced 
questioning skills or investment

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tonality skills? 
Oh no, I had advanced. 

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Like really messing up sales 
skills. 

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Like I was terrible. 
I I did presentation after 

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presentation presentation and 
literally did present gobs and 

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gobs of presentations for a year
and a half before I made my 

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first sale. 
Interesting. 

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Why is it so network marketing, 
it's a big industry. 

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We're training and I always have
an issue with network marketing.

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Network marketing is 1/3 
interactive. 

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She's sold in OK. 
And I always had an issue 

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because when you would come into
like there's no selling 

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involved, just bring people to 
the meetings, blah, blah, blah. 

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And I'm like you guys are 
killing your people because 

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everything is sales and 
communicating 100%. 

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So would you feel like that 
might be a problem in network 

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marketing? 
They kind of give that 

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mentality. 
So nobody learned? 

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Yeah, I think. 
I think, I think, yes, I think 

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that that is a symptom of the 
problem. 

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The problem is they're 
attempting to make people 

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believe that something that's 
hard is easy, right? 

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Because selling is not easy. 
It's just worth it. 

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If you learn the right skills. 
But not learning how to sell is 

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not easy either, right? 
So you just have to pick your 

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easy and pick your heart. 
It is like you're going. 

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To be a neurosurgeon, you have 
to learn how to operate on the 

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brain. 
It's pretty hard if you don't 

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learn how to operate. 
The operator of the rain, 

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exactly. 
Same thing any profession, any. 

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Profession. 
So, so how did you, like, I'm 

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assuming they didn't just go in 
there and give you some advanced

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training. 
You had to kind of figure this 

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out on your own. 
I did, yeah. 

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So I memorized the presentation 
that was in the flip chart back 

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then because that's what we use.
And it was terrible. 

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I I, I was, I was looking for a 
better word, but it was 

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terrible. 
And I did the presentation, but 

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I even though I wasn't making 
sales, I was still booking 

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appointments and doing 
presentations and I was paying 

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attention to the feedback I was 
getting. 

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And the feedback was basically 
no bro. 

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Right. 
And it's so interesting because 

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you, when I got into marketing, 
I'm like, this is the easiest 

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thing to sell because 
everybody's a prospect. 

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Everybody wants to make more 
money, everybody wants to have 

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more time, right? 
You just have to know how to 

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communicate. 
It's not like they're not 

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wanting that. 
So what? 

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Why are people not joining 
community? 

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Lack of community. 
Because. 

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Because most people who are reps
in most companies that Rep 

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anything are actually more 
misrepresentatives than they are

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representatives. 
That's good then. 

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Yeah, I like that. 
So you just kind of figured this

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out. 
I did. 

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How did you, how did you figure 
that? 

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Did you recognize patterns? 
What did? 

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You do so. 
So after 18 months I made my 

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first sale. 
OK, you got. 

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So that's a lot of dedication, 
that's a lot of commitment 

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staying there. 
But it is. 

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But see, you know one of the one
of the best ways to commit not 

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having a Plan B. 
Burning the burning. 

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The burning the boats? 
Yeah, exactly. 

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You don't. 
I didn't have a Plan B. 

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There was no I had polio as an 
infants. 

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There's no professional athletic
athletics in my future. 

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You weren't going to be on the 
the track. 

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I wasn't. 
Going to be on the track team, 

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wasn't going to be in the NBA, 
so I didn't know how to play 

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golf. 
So none of that was it. 

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So what am I going to do? 
I'm going to do something. 

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And these were the only people I
had ever seen in my life who 

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were making like, real crazy 
significant. 

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Major for sale What happened 
after that? 

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I just paid attention to what I 
did and I put took the thing 

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that worked finally and instead 
of getting bored with it, I got 

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paid with it and put it on with 
a repeat. 

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I just kept doing the same thing
over and over. 

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Repetition, repetition. 
Once I found something that 

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worked, I just refined it. 
And and where did you Start 

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learning how to refine it? 
You go through trial and error. 

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Did you learn? 
Somebody, I did go through a lot

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of trial and error and I read a 
lot of books. 

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So I, I started out I read Tom 
Hopkins, how to master the art 

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of selling anything. 
That's where I started, right? 

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And so, so the two things that I
got from Tom Hopkins book that 

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changed my life were #1 Learning
to Love, Know and #2 was STP 20.

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STP stands for C20. 
People belly to belly every day.

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And so I said, OK, well I could.
Those are things I can do. 

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You can do that. 
You can control those things. 

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I can. 
Control the I happen. 

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To play the numbers game 
exactly. 

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So how did you go from like, OK,
I know how to play the numbers 

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game now. 
I got a really double down, 

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triple down, quadruple down on 
my skill game. 

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Because obviously, as you know, 
the numbers game is only going 

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to get you so far because you're
just one of you. 

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That's right. 
How did you start to build? 

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Like, where did you start? 
Like, hey, you're learning 

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skills. 
I I went to a lot of trainings, 

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a lot of seminars, read a lot of
books, and then implemented of 

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the things that I learned or 
heard because I didn't really 

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learn them, implemented the 
things that I heard and then 

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learned from the responses that 
I got. 

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Which couple? 
Books. 

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Do you feel like because books 
are books, as you know, they're 

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kind of an introduction to the 
thing you're wanting to? 

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Sure, right? 
You're not really mastering it 

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from a book, but it's like intro
or a couple books that kind of 

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set you on that path of like, 
hey, there's more to this than 

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what I know so far. 
Yeah, the greatest salesman in 

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the world for me was really 
Augmentino. 

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Augmentino. 
In fact, all of Augmentino's 

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books were really great for me. 
Also some cassette tapes that I 

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had back then, The Strangest 
Secret by Earl Nightingale that 

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was one of my favorites, and one
by Jim Rohn called The Day That 

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Changes Your Life. 
Interesting. 

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Yeah, so I listen to those and 
because here what like in 

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hindsight, I can see what 
happened while I was doing. 

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I didn't know what's happening. 
I was just I'm going to figure 

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this thing out. 
I'm. 

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Just kind of following what they
were doing. 

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Didn't know why you're. 
Doing right and so, but in 

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hindsight I realized like the 
ultimate text back in selling is

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mindset plus skill set plus tool
set equals assets and so. 

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It's pretty hard to fail if you 
have those. 

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Three down right and what 
happens, I think the biggest, I 

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think one of the biggest 
problems in people learning how 

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to sell is they'll get a tool 
set. 

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Like they'll get so an 
autoresponder or Instagram 

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messaging bot or something and 
they think the tool set's going 

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to fix their problem or they'll 
learn a skill set in the form of

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tactics, but they don't have the
mindset. 

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And so they're saying the right 
thing with their mouth, but 

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their energy is telling the 
truth on. 

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Them yeah, there's cuz their 
tonality. 

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It's it's the way you say it, 
like I was asking, you know, how

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are this how, how are sales 
people in every industry who 

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sell the same thing at the same 
price points to the same 

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prospects using the same script 
get completely different? 

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Results 100. 
Percent. 

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That's exactly what you said. 
Exactly. 

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And it's it's, it's, it's not 
just their tonality, it's how 

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they feel when they're saying 
yes. 

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It's their certainty. 
It's their I like to tell people

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you can lie with your words, but
your energy always tells the 

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truth. 
Yeah, it's like if a if a 

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salesperson gets an objection, 
most of them like, well, they 

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get all defensive and their face
gets flustered in person and 

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then your your prospects like 
there's Spidey senses or 

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survival, part of the brain 
picks up on that and they're. 

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But if you're like how he's 
called the Spidey senses, if 

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you're like relaxed and just 
calm, they stay calm, their 

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nervous system stays calm, 
right. 

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So how did you, I mean this, 
most people don't know those 

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type of things about the brain 
and in getting the guard down. 

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And I've read those books that 
that you have there. 

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So there's much more deeper 
stuff that you've obviously 

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learned from to learn, like how 
to get somebody to let their 

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guard down. 
So like the thing that impacted 

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my life first and foremost, even
in network marketing, was a 

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mentor. 
Like having a mentor who 

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understood the game at a much 
higher level than I did and then

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paying him whatever he charged. 
Why is that so important? 

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Like I want everybody to pay 
attention to what Myron Singer. 

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This is like key number one for 
you to to get where you want to 

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go. 
Because they've been there, done

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that, got 2 T-shirts, and if 
they're good, they know why 

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they've gotten there. 
All mentors are not created 

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00:10:11,960 --> 00:10:14,280
equally, right? 
There are some people who are 

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successful because they were at 
the right place at the right 

236
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time and they had the right 
skill set. 

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They didn't have the right 
mindset though. 

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So they can't teach you how to 
have the mindset if they didn't 

239
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have to develop the mindset. 
And so, so this meant the other 

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reason I think it's important is
because people who pay, pay 

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attention and people who pay a 
little pay a little attention. 

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People who pay a lot pay a lot 
of attention, and people who pay

243
00:10:35,240 --> 00:10:36,840
nothing don't pay any attention 
at all. 

244
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As you call them, the free 
people people. 

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I want to talk about those those
framing techniques in a minute, 

246
00:10:41,920 --> 00:10:43,800
because those are brilliant 
framing techniques. 

247
00:10:45,080 --> 00:10:47,760
Take, take me back to this 
mentor because I always say the 

248
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the most and I, and I, I've 
learned this from somebody, 

249
00:10:50,440 --> 00:10:53,840
whoever I'm quoting, just I give
you the credit the most. 

250
00:10:53,840 --> 00:10:56,960
Like successful people learn 
from their mistakes, but the 

251
00:10:56,960 --> 00:11:01,240
most successful people, the top 
.01%, they don't learn from 

252
00:11:01,240 --> 00:11:03,080
their mistakes. 
They learn from other people. 

253
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They don't make the same 
mistakes themselves because 

254
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they're all about speed to like,
I want to overcome the learning 

255
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curve like next week, next 
month, not in five years or 20 

256
00:11:12,000 --> 00:11:12,560
years. 
Exactly. 

257
00:11:12,960 --> 00:11:14,560
It's the ultimate. 
A mentor is the ultimate 

258
00:11:14,560 --> 00:11:16,320
shortcut. 
It's the ultimate shortcut. 

259
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And time is more valuable than 
money. 

260
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And So what people will do is 
it's like they they have, they 

261
00:11:23,480 --> 00:11:26,560
suffer from Walmart syndrome. 
And I don't know if I can say 

262
00:11:26,560 --> 00:11:28,440
that or not, but I already said 
it. 

263
00:11:28,440 --> 00:11:31,240
So, So what they'll do is 
they'll go to this big ginormous

264
00:11:31,240 --> 00:11:34,240
store and waste a whole bunch of
time to save $0.13. 

265
00:11:34,480 --> 00:11:36,920
It doesn't make sense. 
Time is the stuff that life is 

266
00:11:36,920 --> 00:11:39,200
made of. 
I would rather waste the money 

267
00:11:39,280 --> 00:11:42,160
and save the time than waste the
time and save the money. 

268
00:11:42,160 --> 00:11:44,880
It's the cost, it's, it's, it's 
the frame of like, how much is 

269
00:11:44,880 --> 00:11:47,560
this actually costing? 
If you're a salesperson, how 

270
00:11:47,560 --> 00:11:50,320
much is this costing you in lost
deals every day because you 

271
00:11:50,320 --> 00:11:53,880
haven't committed to mastering 
the by skills, dabbling in those

272
00:11:53,880 --> 00:11:55,280
skills? 
I love this. 

273
00:11:55,280 --> 00:11:58,480
So you get into sales, you start
doing really, really well. 

274
00:11:58,480 --> 00:12:02,520
Then how did you get into like, 
you know, being on stage? 

275
00:12:02,520 --> 00:12:04,440
Because that's it. 
That's a whole different sales 

276
00:12:04,440 --> 00:12:06,480
process. 
And then selling to a person 

277
00:12:06,480 --> 00:12:09,200
like in network marketing, the 
consumers now you're selling in 

278
00:12:09,200 --> 00:12:10,800
front of a huge audience. 
It is. 

279
00:12:10,800 --> 00:12:11,960
Those are different things. 
You have to. 

280
00:12:11,960 --> 00:12:16,880
Learn it is and, and and there's
there's so much that speakers 

281
00:12:17,400 --> 00:12:20,280
who are good at speaking don't 
understand about the speaking 

282
00:12:20,280 --> 00:12:22,600
business because they're not the
same thing. 

283
00:12:23,000 --> 00:12:26,800
They're not even almost the same
guy in the same mentor who 

284
00:12:26,800 --> 00:12:30,520
really helped me shortcut sales 
in general really helped me 

285
00:12:30,520 --> 00:12:32,240
shortcut selling from the stage.
So. 

286
00:12:33,000 --> 00:12:34,520
They're an expert in sign from 
stage 2. 

287
00:12:34,520 --> 00:12:37,440
This guy was an expert. 
He was an expert so and his path

288
00:12:37,440 --> 00:12:38,440
was pretty much the same as 
mine. 

289
00:12:38,440 --> 00:12:41,000
Got started network marketing 
and then started doing training 

290
00:12:41,000 --> 00:12:42,960
and network marketing, then 
started selling from the stage. 

291
00:12:43,280 --> 00:12:44,880
And so I got started network 
marketing. 

292
00:12:44,880 --> 00:12:47,160
And if you're good at network 
marketing, which I was good at 

293
00:12:47,160 --> 00:12:49,720
it, and then you also have the 
opportunity to train people. 

294
00:12:50,000 --> 00:12:51,240
So I got good at training 
people. 

295
00:12:51,320 --> 00:12:53,480
And I thought because I was good
at training people and I thought

296
00:12:53,480 --> 00:12:55,880
because I was good at selling 
one-on-one, that automatically 

297
00:12:55,880 --> 00:12:57,080
make me good at selling for the 
stage. 

298
00:12:57,360 --> 00:12:59,120
But that's not it. 
Why is that? 

299
00:13:00,240 --> 00:13:02,080
Because they're totally 
different skill sets. 

300
00:13:02,800 --> 00:13:05,640
For the same reason that riding 
a tricycle is not the same as 

301
00:13:05,640 --> 00:13:07,760
riding a motorcycle. 
For the exact same reason. 

302
00:13:07,880 --> 00:13:10,360
Because now you're not like, if 
you're selling to consumer like 

303
00:13:10,360 --> 00:13:12,680
you're, you're, if they have a 
concern or objection, you're 

304
00:13:12,680 --> 00:13:14,880
dealing with that and you can 
talk with them. 

305
00:13:15,160 --> 00:13:17,560
Let's say you're in front of an 
audience of 2000 people. 

306
00:13:18,080 --> 00:13:19,880
You've got all sorts of 
different concerns and 

307
00:13:19,880 --> 00:13:22,760
objections going in their brain.
All these stories that they make

308
00:13:22,760 --> 00:13:25,080
up on why they can't get started
in your thing. 

309
00:13:25,080 --> 00:13:28,120
And so like how you going to 
take that out of their mind, 

310
00:13:28,200 --> 00:13:30,680
right? 
And, and, and how you take that 

311
00:13:30,680 --> 00:13:34,240
out of their mind is by getting 
them to replace that story with 

312
00:13:34,240 --> 00:13:36,760
another story, not by you 
attempting to replace that story

313
00:13:36,760 --> 00:13:38,960
with another. 
You're helping them and I went 

314
00:13:38,960 --> 00:13:41,280
to school as a psychologist. 
So you're basically what you're 

315
00:13:41,280 --> 00:13:43,640
doing is you're taking them out 
of their belief systems. 

316
00:13:43,640 --> 00:13:46,480
We call them frames, relief 
systems that they have the 

317
00:13:46,480 --> 00:13:49,920
stories and you're reframe them 
into a new belief system of the 

318
00:13:49,920 --> 00:13:53,920
new story abilities of what you 
know 100% for them 100%. 

319
00:13:53,920 --> 00:13:57,960
So there's a lot of techniques 
that go into that talk about 

320
00:13:58,000 --> 00:14:00,560
like, how did you get so you how
did you actually get involved? 

321
00:14:00,560 --> 00:14:02,120
Like, Hey, I'm now speaking on 
stage. 

322
00:14:02,120 --> 00:14:06,920
So so because I got tired of 
network marketing and I said I'm

323
00:14:06,920 --> 00:14:08,920
not doing this anymore because I
got tired of network marketing 

324
00:14:08,920 --> 00:14:11,040
company owners changing the 
compensation plan and now my 

325
00:14:11,040 --> 00:14:14,560
income goes to crap because they
decided they wanted to do 

326
00:14:14,560 --> 00:14:16,040
something different. 
I said this is stupid. 

327
00:14:16,160 --> 00:14:18,840
If I'm building a business and 
some knucklehead's going to mess

328
00:14:18,840 --> 00:14:20,880
up my business opportunity, I 
want the knucklehead to be me, 

329
00:14:21,040 --> 00:14:22,680
not somebody. 
They just don't know. 

330
00:14:22,680 --> 00:14:24,880
They, they think the compound 
sounds good in the beginning, 

331
00:14:24,880 --> 00:14:27,200
but they don't realize this 
could go happen. 

332
00:14:27,200 --> 00:14:28,400
This could happen. 
What are you know? 

333
00:14:28,400 --> 00:14:30,160
And then they're like, oh shit, 
we're not making any money. 

334
00:14:30,160 --> 00:14:31,040
We're going to change it. 
Right. 

335
00:14:31,040 --> 00:14:34,480
This is not like network 
marketers don't realize that if 

336
00:14:34,480 --> 00:14:37,320
you are a Rep in a network 
marketing company, that is not 

337
00:14:37,320 --> 00:14:39,960
your business. 
Right, you're 1099. 

338
00:14:39,960 --> 00:14:42,400
You're a 1099 in somebody else's
business general country. 

339
00:14:42,400 --> 00:14:44,560
That is your vendor. 
Yeah, you they are not your 

340
00:14:45,000 --> 00:14:45,800
they're. 
Yeah, sure. 

341
00:14:45,800 --> 00:14:48,960
It's not your company anyway. 
And so, so I got, I got out of 

342
00:14:48,960 --> 00:14:51,120
that and a friend of mine 
started a network marketing 

343
00:14:51,120 --> 00:14:53,160
company, OK. 
And he said, hey, if you'll come

344
00:14:53,160 --> 00:14:54,920
train my people, I'll pay you 
$20,000. 

345
00:14:54,920 --> 00:14:56,440
I said OK, OK. 
Yeah, that's easy. 

346
00:14:56,440 --> 00:14:58,200
That's an easy yes to do that, 
right. 

347
00:14:58,600 --> 00:15:01,400
And so he paid me $20,000 and I 
went and trained his people. 

348
00:15:01,680 --> 00:15:05,000
And another friend of mine who 
had the same mentor said, hey, 

349
00:15:05,000 --> 00:15:06,920
man, you need to have Jerry come
speak at this event. 

350
00:15:07,600 --> 00:15:09,320
I'm like, I don't need to have 
Jerry come speak at this event. 

351
00:15:09,320 --> 00:15:10,400
Why wouldn't he even speak at 
the event? 

352
00:15:10,400 --> 00:15:12,120
It's my event. 
It's not his event, but I let 

353
00:15:12,120 --> 00:15:15,680
him talk me into it. 
So I was allowed to sell to the 

354
00:15:15,680 --> 00:15:17,960
people in the, in his 
organization. 

355
00:15:18,080 --> 00:15:21,120
There are only like 35 people 
there, but I was allowed to 

356
00:15:21,120 --> 00:15:22,600
sell. 
I made an offer. 

357
00:15:22,600 --> 00:15:28,920
I did $350.00 in sales. 
Jerry, my mentor, he wasn't my 

358
00:15:28,920 --> 00:15:30,360
mentor then. 
He was just a guy I bought some 

359
00:15:30,360 --> 00:15:35,880
of his courses from. 
He teaches the same group and 

360
00:15:35,880 --> 00:15:38,000
they buy $3500 worth of stuff 
from him. 

361
00:15:38,600 --> 00:15:39,960
I'm like, wait, what just 
happened? 

362
00:15:41,280 --> 00:15:43,920
And Jerry says, he says you're 
flying out of Dallas tomorrow, 

363
00:15:43,920 --> 00:15:44,920
right? 
I said yeah, he said. 

364
00:15:45,400 --> 00:15:47,760
He said come in early, I'll give
you some tips on speaking. 

365
00:15:47,920 --> 00:15:50,880
Interesting. 
So I go meet Jerry for 

366
00:15:50,880 --> 00:15:52,680
breakfast. 
It turns into breakfast, it 

367
00:15:52,680 --> 00:15:56,480
turns into brunch and we're 
there for two hours and me and 

368
00:15:56,480 --> 00:15:59,600
Stan and Jerry are at lunch and 
Jerry's breaking down the 

369
00:15:59,600 --> 00:16:00,960
speaking business. 
I'm taking notes. 

370
00:16:00,960 --> 00:16:04,760
Like I I took probably 15 pages 
of notes on a 2 hour lunch and 

371
00:16:06,080 --> 00:16:08,240
we got done. 
Jerry says, oh, don't worry 

372
00:16:08,240 --> 00:16:10,560
about it, I got lunch. 
I said, Oh no Sir, you're not 

373
00:16:10,560 --> 00:16:12,680
going to teach me how to make 
$1,000,000 and buy my lunch. 

374
00:16:13,160 --> 00:16:17,560
Now, what's fascinating about 
that is probably 10 years later,

375
00:16:17,760 --> 00:16:20,240
I told him my recount of that 
story. 

376
00:16:20,440 --> 00:16:21,680
He said, oh, yeah, I remember 
that. 

377
00:16:21,720 --> 00:16:23,400
He said if you'd let me buy 
lunch that day, I wouldn't have 

378
00:16:23,400 --> 00:16:25,840
anything else to do with you 
because I would have realized 

379
00:16:25,840 --> 00:16:28,400
that you were a taker and not a 
giver. 

380
00:16:28,400 --> 00:16:30,440
Yeah, because how much, how 
much, how much money did he 

381
00:16:30,480 --> 00:16:33,320
really give you there, right? 
You know, millions of dollars. 

382
00:16:34,200 --> 00:16:38,360
Millions upon, millions upon and
so I implemented what he said 

383
00:16:38,360 --> 00:16:41,120
and the next very next time I 
spoke, it was like there were 

384
00:16:41,120 --> 00:16:44,720
like 135 people. 
I did $5900 in sales and it was 

385
00:16:44,920 --> 00:16:46,720
it was off to the races after. 
That like, hey, there's 

386
00:16:46,760 --> 00:16:48,040
something. 
To there's something to this. 

387
00:16:48,040 --> 00:16:50,320
And then there were people in 
that audience because I was, I 

388
00:16:50,320 --> 00:16:52,760
was teaching network marketers 
how to sell their network 

389
00:16:52,760 --> 00:16:55,040
marketing stuff and I was 
selling them courses on how to 

390
00:16:55,040 --> 00:16:57,320
do that. 
And so the next time I spoke, 

391
00:16:57,960 --> 00:16:59,360
somebody who was two people were
in that audience. 

392
00:16:59,360 --> 00:17:01,280
One person booked me for two 
weeks out, another person booked

393
00:17:01,280 --> 00:17:05,040
me for two weeks after that. 
I did $8800 and sales and $6600 

394
00:17:05,040 --> 00:17:07,400
and sales. 
I'm like, you mean I can go and 

395
00:17:07,400 --> 00:17:10,640
talk about stuff I know about to
people who care about it, make 

396
00:17:10,640 --> 00:17:14,000
them an offer and get paid 
thousands of dollars a week? 

397
00:17:14,200 --> 00:17:15,800
OK, sign me up for that program.
This is. 

398
00:17:15,800 --> 00:17:16,880
Kind of fun. 
Yeah, this is fun. 

399
00:17:17,040 --> 00:17:20,359
Now, so a lot of selling from 
stage because I want to talk 

400
00:17:20,359 --> 00:17:23,520
about this and this this applies
to you, you know, watching me 

401
00:17:23,520 --> 00:17:26,520
here, listening to us, you know,
whether you sell virtually, if 

402
00:17:26,520 --> 00:17:28,720
you sell on the phone, if you 
sell in person, doesn't really 

403
00:17:28,720 --> 00:17:30,520
matter. 
A lot of it is about 

404
00:17:30,520 --> 00:17:33,720
interrupting patterns. 
So pattern interrupting. 

405
00:17:34,120 --> 00:17:37,200
So what's what's maybe something
that you do that's kind of 

406
00:17:37,200 --> 00:17:41,040
unique on how you interrupt the 
audience's pattern. 

407
00:17:41,080 --> 00:17:44,200
It could be at the start metal 
end to like really get them to 

408
00:17:44,200 --> 00:17:47,080
stay engaged and and curious 
about what's going on. 

409
00:17:47,320 --> 00:17:50,760
So I, I think, I think one of 
the most important things that 

410
00:17:50,760 --> 00:17:58,360
any salesperson can learn to do 
is to help the people that 

411
00:17:58,360 --> 00:18:05,440
you're selling to do things that
are in your best interest for 

412
00:18:05,440 --> 00:18:07,040
their best interest. 
Exactly. 

413
00:18:07,120 --> 00:18:09,200
And I'm going to ask you this 
question and you hit it right on

414
00:18:09,200 --> 00:18:10,320
the spot. 
Is is selling. 

415
00:18:10,400 --> 00:18:13,280
I always ask everybody and I you
already, you already answered it

416
00:18:13,600 --> 00:18:18,520
is selling something that you do
to people or selling something 

417
00:18:18,520 --> 00:18:20,640
you do. 
For for people, something to do 

418
00:18:20,640 --> 00:18:21,720
for people. 
Exactly. 

419
00:18:21,720 --> 00:18:23,120
Why is that? 
I think a lot of sales people 

420
00:18:23,120 --> 00:18:24,640
don't understand that yet. 
Well. 

421
00:18:25,080 --> 00:18:28,840
First of all, because everybody 
already desires to buy stuff. 

422
00:18:29,200 --> 00:18:35,800
Everybody desires to buy stuff. 
And if you have something good 

423
00:18:36,640 --> 00:18:39,560
and it can impact somebody's 
life and you sell it to them, 

424
00:18:39,560 --> 00:18:41,680
you get a little bit of money, 
they get a lot lifetime 

425
00:18:41,680 --> 00:18:43,000
transformation. 
Yeah. 

426
00:18:43,080 --> 00:18:45,480
Like how could that possibly be 
doing something I'm doing to 

427
00:18:45,480 --> 00:18:47,640
people like? 
I always say like you, who has 

428
00:18:47,640 --> 00:18:49,560
the problems? 
Your prospects are you that 

429
00:18:49,560 --> 00:18:52,840
exactly has a problem, not you. 
You're the one that can solve 

430
00:18:52,840 --> 00:18:53,920
it. 
So you going to start look 

431
00:18:54,160 --> 00:18:57,800
viewing selling differently than
most salespeople have 100 per 

432
00:18:57,840 --> 00:19:00,200
view like it's adversarial you 
against the prospect, you're 

433
00:19:00,200 --> 00:19:03,000
doing it to them and that's why 
they play the numbers game. 

434
00:19:03,120 --> 00:19:06,160
I I have a client and some 
people were going to say this is

435
00:19:06,160 --> 00:19:07,960
the crazy though. 
They must be insane. 

436
00:19:07,960 --> 00:19:12,600
OK, Well, they're insanely rich 
now, but they were stuck at $1.2

437
00:19:12,600 --> 00:19:14,480
million a year for three years, 
OK. 

438
00:19:15,120 --> 00:19:17,000
They came into my business 
owner, a business owner, 

439
00:19:17,080 --> 00:19:19,520
business owner, OK. 
They came into my coaching 

440
00:19:19,520 --> 00:19:24,240
program, my $350,000 VIP day, 
it's 375,000, but then it was 

441
00:19:24,240 --> 00:19:26,400
350. 
I gave them within three months.

442
00:19:26,400 --> 00:19:28,160
I gave the opportunity to 
upgrade to my $1,000,000 

443
00:19:28,160 --> 00:19:34,600
coaching program and they did, 
yeah, in less than six months, 

444
00:19:35,000 --> 00:19:38,480
they had a $1.2 million day. 
Actually, they generate, they, 

445
00:19:38,760 --> 00:19:41,840
they sold from the stage. 
They did $1.2 million in sales 

446
00:19:41,840 --> 00:19:46,680
in an hour, exactly in an hour. 
And they did $5 million last 

447
00:19:46,680 --> 00:19:48,280
year. 
Yeah, five extra. 

448
00:19:48,440 --> 00:19:51,200
I got a million. 
They got four extra million. 

449
00:19:51,200 --> 00:19:52,200
Yeah. 
And what are they going to get 

450
00:19:52,200 --> 00:19:53,360
this year and then the next? 
Right. 

451
00:19:53,360 --> 00:19:54,920
And they get paid on that for 
the rest of their life. 

452
00:19:55,160 --> 00:19:57,360
And I got paid. 
Once and see if if Myron didn't 

453
00:19:57,360 --> 00:20:01,120
have the communication skills, 
the ability to help them 

454
00:20:01,120 --> 00:20:04,160
overcome their fear, change that
whatever their story was, it was

455
00:20:04,160 --> 00:20:07,680
holding them back, they'd still 
be at 1.2 million. 

456
00:20:07,680 --> 00:20:10,640
So that is why learning how to 
communicate. 

457
00:20:11,440 --> 00:20:14,680
The most important skill set you
could literally have in life. 

458
00:20:15,000 --> 00:20:18,000
I always say it like, was Elon 
Musk the only person that had 

459
00:20:18,000 --> 00:20:20,880
the concept of electric cars? 
Unlikely he. 

460
00:20:20,880 --> 00:20:23,520
Just he wasn't even the first. 
He just knew how to communicate 

461
00:20:23,520 --> 00:20:26,720
the best. 
Everybody that you that you see 

462
00:20:26,720 --> 00:20:29,760
on TV or anybody is, they're 
there because they've learned 

463
00:20:29,760 --> 00:20:32,160
how to communicate and frame 
their message the best. 

464
00:20:32,400 --> 00:20:34,440
That's why communication skills 
are so important. 

465
00:20:34,880 --> 00:20:39,120
So pattern erupting, let's go 
back to the the, the cheapo and 

466
00:20:39,120 --> 00:20:41,200
the freepo stuff. 
Where, where did where did you 

467
00:20:41,200 --> 00:20:44,800
come up with that concept? 
I don't even remember, actually.

468
00:20:45,640 --> 00:20:47,600
Oh, you know I do. 
There a guy named Larry in 

469
00:20:47,600 --> 00:20:48,840
Tampa. 
I heard him say something about 

470
00:20:48,840 --> 00:20:51,960
cheapo people one time. 
OK, in or no, he said something 

471
00:20:51,960 --> 00:20:53,600
about freeple people. 
I'm like freeple people. 

472
00:20:53,600 --> 00:20:55,680
That's a real And then I so I 
just started playing. 

473
00:20:56,120 --> 00:20:58,720
Yeah, freeple people, cheeple 
people, feeble people and then 

474
00:20:58,840 --> 00:21:01,080
people, people. 
People and can you can you tell 

475
00:21:01,080 --> 00:21:02,800
everybody what this is? 
I think that's really good 

476
00:21:02,800 --> 00:21:05,200
because you've got this 
audience, you've got all these 

477
00:21:05,200 --> 00:21:08,080
people here watching you. 
They've got all these different 

478
00:21:08,080 --> 00:21:10,960
type of concerns and so you 
can't go talk to them 

479
00:21:10,960 --> 00:21:13,040
individually and find out what 
their concerns are. 

480
00:21:13,040 --> 00:21:16,240
You're up on stage and you've 
got a you've got a Well, 

481
00:21:16,400 --> 00:21:17,960
eliminate those. 
You got to prevent those 

482
00:21:17,960 --> 00:21:19,440
instructions and you. 
Defrag. 

483
00:21:19,520 --> 00:21:22,200
But if you think about it, if 
you think about it, freebel 

484
00:21:22,200 --> 00:21:25,280
people, cheaple people, people, 
people, feebel people and 

485
00:21:25,280 --> 00:21:27,040
people, those are all identity 
shifts. 

486
00:21:27,240 --> 00:21:28,880
They are, yeah. 
They're identity shifts reality.

487
00:21:29,000 --> 00:21:31,680
Right. 
So, so Freebel people, who are 

488
00:21:31,680 --> 00:21:34,680
they like Freebel people. 
I don't work with Freebel 

489
00:21:34,680 --> 00:21:35,800
people. 
Freebel people who want 

490
00:21:35,800 --> 00:21:37,800
everything for free. 
You want everything for free, 

491
00:21:37,800 --> 00:21:40,120
Good, go get it from somebody 
else like I. 

492
00:21:40,120 --> 00:21:41,160
But I don't want to pay. 
Great. 

493
00:21:41,920 --> 00:21:43,720
You don't have to pay me and I 
don't have to deal with you. 

494
00:21:43,880 --> 00:21:45,200
Everybody's. 
Happy, well, it's like a 

495
00:21:45,200 --> 00:21:48,440
salesperson who's not willing to
invest in their skill level. 

496
00:21:48,440 --> 00:21:51,280
And then you ask them, well, 
well, what objections are you 

497
00:21:51,280 --> 00:21:53,880
getting from your prospects? 
And it always comes back to. 

498
00:21:54,000 --> 00:21:56,080
The same. 
Cost, It's too expensive. 

499
00:21:56,440 --> 00:21:59,080
We can't afford it, and they buy
in and it. 

500
00:21:59,080 --> 00:22:01,920
They can't overcome those 
objections because they believe 

501
00:22:01,920 --> 00:22:03,640
that story. 
Too Exactly. 

502
00:22:03,640 --> 00:22:05,000
There's no way they know. 
Exactly. 

503
00:22:05,120 --> 00:22:09,520
So they're they actually are in 
agreement ideal ideologically 

504
00:22:09,600 --> 00:22:11,800
with that prospect. 
You are the objection. 

505
00:22:12,320 --> 00:22:14,840
Exactly, 100%. 
So you get the free people, 

506
00:22:14,840 --> 00:22:17,320
freeable people. 
And then the next is are the 

507
00:22:17,320 --> 00:22:19,720
cheapo people, they only want 
stuff for cheap, right? 

508
00:22:20,040 --> 00:22:23,240
Like like there's a certain 
brand that says we sell cheap 

509
00:22:23,240 --> 00:22:25,000
stuff cheap. 
I'm no, I'm sorry, we sell good 

510
00:22:25,000 --> 00:22:27,680
stuff cheap. 
Sorry, like I don't, I don't 

511
00:22:27,680 --> 00:22:29,240
want cheap stuff. 
I just want good stuff. 

512
00:22:29,880 --> 00:22:33,320
Good stuff last longer. 
Cheap stuff is more expensive 

513
00:22:33,360 --> 00:22:35,360
than quality stuff because you 
have to keep buying it. 

514
00:22:35,360 --> 00:22:38,520
You have to keep buying it over 
and over and so cheapo people 

515
00:22:38,520 --> 00:22:40,120
want everything. 
As long as it's cheap, I'll buy 

516
00:22:40,120 --> 00:22:41,480
it. 
As long as it's cheap and then 

517
00:22:41,480 --> 00:22:43,200
you. 
We would call those type of 

518
00:22:43,200 --> 00:22:45,760
salespeople dabblers, even 
dabblers. 

519
00:22:45,760 --> 00:22:47,520
They buy a few sales books a 
year. 

520
00:22:47,640 --> 00:22:50,160
They follow you on Instagram or 
or YouTube. 

521
00:22:50,160 --> 00:22:53,600
I can try to free free tips. 
You know, they go to free event 

522
00:22:53,600 --> 00:22:56,320
and they they say like as long 
as I stay in it long enough, get

523
00:22:56,320 --> 00:22:58,440
enough reps eventually I'll 
figure it out. 

524
00:22:58,440 --> 00:22:59,960
And that's where most 
salespeople are. 

525
00:22:59,960 --> 00:23:03,000
They stay average, but. 
Eventually, not only eventually,

526
00:23:03,000 --> 00:23:04,480
we figure out, eventually you'll
be dead. 

527
00:23:04,800 --> 00:23:07,560
So you got to outrun the 
Eventually I'll be dead. 

528
00:23:08,640 --> 00:23:10,720
Yeah, and nobody knows when that
is exactly. 

529
00:23:10,720 --> 00:23:11,880
That's the great part about 
life. 

530
00:23:11,880 --> 00:23:15,160
OK, so you get the cheapo people
and then you what's the next? 

531
00:23:15,160 --> 00:23:16,080
Feeble people. 
What's that? 

532
00:23:16,080 --> 00:23:18,600
People who are willing to pay a 
fee, right? 

533
00:23:18,920 --> 00:23:23,240
And they're willing to pay $1000
to go to an event or they're 

534
00:23:23,240 --> 00:23:26,600
willing to pay $5000 to buy a 
course, right? 

535
00:23:26,880 --> 00:23:30,120
They're feeble people. 
And you know, they can have some

536
00:23:30,120 --> 00:23:33,360
transformation, but the rapid 
transfer, some success, they get

537
00:23:33,360 --> 00:23:35,600
some success. 
Summers, we call those the know 

538
00:23:35,600 --> 00:23:39,320
it all there's they tell 
everything about because they 

539
00:23:39,320 --> 00:23:42,960
buy a couple courses they might 
start making like low 6 figures 

540
00:23:42,960 --> 00:23:45,440
a year and then they're and. 
They become a copy of a cliche. 

541
00:23:45,520 --> 00:23:46,480
They get capped because they 
don't. 

542
00:23:46,560 --> 00:23:48,400
They don't, exactly. 
Yeah, like that. 

543
00:23:48,400 --> 00:23:51,200
And then the highest level is 
people. 

544
00:23:51,200 --> 00:23:54,160
People, those are people who are
willing to pay a premium and 

545
00:23:54,160 --> 00:23:58,440
people who are willing to pay a 
premium are deserving to receive

546
00:23:58,440 --> 00:24:01,880
a premium. 
It's literally a a rite of 

547
00:24:01,880 --> 00:24:05,080
passage. 
Like I, I, I like to ask this 

548
00:24:05,080 --> 00:24:07,160
question if I'm talking to an 
audience or if I'm talking to a 

549
00:24:07,160 --> 00:24:11,120
person. 
How would you like to have a 

550
00:24:11,120 --> 00:24:15,360
multitude of people lined up 
outside your business, out the 

551
00:24:15,360 --> 00:24:19,760
door, around the block, cash and
credit card in hand, clamoring 

552
00:24:19,760 --> 00:24:21,720
to buy whatever you'd love to 
sell? 

553
00:24:21,720 --> 00:24:23,520
Would that be awesome? 
Yes. 

554
00:24:23,800 --> 00:24:25,080
OK, cool. 
Perfect. 

555
00:24:26,320 --> 00:24:28,720
So I'm going to tell you how you
can have that. 

556
00:24:28,960 --> 00:24:30,800
Are you ready? 
But I have to ask you a question

557
00:24:30,800 --> 00:24:33,160
first. 
What does a tree have to do to 

558
00:24:33,160 --> 00:24:35,440
bear apples? 
Has to grow. 

559
00:24:35,600 --> 00:24:37,400
It has to grow. 
That's what people say. 

560
00:24:37,400 --> 00:24:38,600
It has to grow. 
It has to have water, has to 

561
00:24:38,600 --> 00:24:40,280
have sunlight. 
But you know the most important 

562
00:24:40,280 --> 00:24:42,920
thing it has to do, it has to be
an apple tree. 

563
00:24:44,000 --> 00:24:48,880
Now, what does that mean? 
That means everything reproduces

564
00:24:48,880 --> 00:24:53,560
after its own kind, and you 
don't get a multitude of people 

565
00:24:54,400 --> 00:24:57,920
lined up out the door and around
the block ready to buy your 

566
00:24:57,920 --> 00:25:00,000
stuff until you become that kind
of buyer. 

567
00:25:00,120 --> 00:25:02,880
We don't attract the kind of 
buyers we want, we attract the 

568
00:25:02,880 --> 00:25:05,360
kind of buyer we. 
Are yeah, that makes so much 

569
00:25:05,360 --> 00:25:07,200
sense. 
So that so you're putting them 

570
00:25:07,200 --> 00:25:11,240
in an identity frame and 
remember, he's not doing it to 

571
00:25:11,280 --> 00:25:14,640
them, he's doing it for them. 
Because if he doesn't do this to

572
00:25:14,640 --> 00:25:17,400
them, they feel no need to 
change. 

573
00:25:17,560 --> 00:25:19,080
And that's why they. 
Don't so. 

574
00:25:19,680 --> 00:25:21,400
So let's talk about your event. 
What's the name of your event? 

575
00:25:22,320 --> 00:25:24,280
NEPQ Master would be our next 
one. 

576
00:25:24,280 --> 00:25:26,800
And then we have what's what's? 
Neuro emotional persuasion 

577
00:25:26,800 --> 00:25:27,520
question. 
That's about OK. 

578
00:25:27,560 --> 00:25:30,200
Neuro Emotional. 
Our leisure events are called 

579
00:25:30,200 --> 00:25:34,480
Sales Con Live. 
Sales con live so so here's what

580
00:25:34,480 --> 00:25:38,000
I know everybody who's come how 
much does how much are tickets 

581
00:25:38,000 --> 00:25:40,000
to that event. 
Oh, the sales con live is still 

582
00:25:40,000 --> 00:25:41,840
that's like 1000 bucks, 1000 
bucks OK. 

583
00:25:41,960 --> 00:25:43,320
So you have, you have and you 
have. 

584
00:25:43,480 --> 00:25:46,600
Let's say you have 1000 people 
paid $1000 to come to Sales Con 

585
00:25:46,600 --> 00:25:48,800
Live. 
They're not there because they 

586
00:25:48,800 --> 00:25:51,960
want a chicken sandwich. 
Yeah, so they've already told me

587
00:25:51,960 --> 00:25:55,320
what they want. 
All I'm doing, if I'm speaking 

588
00:25:55,320 --> 00:25:58,400
at that event, is showing them 
how they can get the thing 

589
00:25:58,400 --> 00:26:00,720
they've already told me by their
presence that they desire to 

590
00:26:00,720 --> 00:26:03,320
have. 
That's why when I sell them 

591
00:26:03,320 --> 00:26:06,360
something for a premium, I'm 
doing something for them because

592
00:26:06,360 --> 00:26:09,240
they told me what they want. 
By being there, they provided 

593
00:26:09,240 --> 00:26:11,640
the content. 
I provide the context. 

594
00:26:11,640 --> 00:26:13,760
Because you're not going to 
master anything from a three day

595
00:26:13,760 --> 00:26:14,720
seminar. 
That's right. 

596
00:26:14,720 --> 00:26:15,520
What's the saying you? 
Can't. 

597
00:26:15,520 --> 00:26:16,720
Can't teach a kid how to ride a 
bike? 

598
00:26:16,720 --> 00:26:19,520
Get a seminar. 
From Sander OK, so I want to go 

599
00:26:19,520 --> 00:26:20,960
back into this. 
This is really good. 

600
00:26:20,960 --> 00:26:24,760
So the the the freeple people, I
love that kind of stuff, that 

601
00:26:24,760 --> 00:26:27,640
framing. 
Now want to make sure all all of

602
00:26:27,640 --> 00:26:31,440
you understand, like you can use
a frame like that, but really 

603
00:26:31,440 --> 00:26:35,480
selling from stage, selling in 
person, you know, selling on the

604
00:26:35,480 --> 00:26:37,200
phone, selling version, it 
doesn't matter. 

605
00:26:37,480 --> 00:26:40,360
It's a series of frames. 
Like 1 frame is not typically 

606
00:26:40,360 --> 00:26:43,160
going to help that prospect 
overcome the fear of change, 

607
00:26:43,160 --> 00:26:45,120
right? 
As you know, every objection you

608
00:26:45,120 --> 00:26:47,800
get, every reason why somebody 
doesn't buy, comes down to the 

609
00:26:47,800 --> 00:26:52,160
core that you're human and you 
have the fear of change, right? 

610
00:26:52,160 --> 00:26:54,200
You can't see what's on the 
other mountainside. 

611
00:26:54,200 --> 00:26:57,000
You have to pay 1st and then you
get to see what's on the other 

612
00:26:57,000 --> 00:26:58,680
side. 
So you have that little fear. 

613
00:26:59,000 --> 00:27:02,280
So it's helping them overcome 
that fear by continually taking 

614
00:27:02,280 --> 00:27:04,880
them out of their frames or 
belief systems and reframing and

615
00:27:04,880 --> 00:27:08,640
looping. 
So the reframing, where did you 

616
00:27:08,640 --> 00:27:11,800
start to develop that? 
Yeah, Jerry, same guy taught me 

617
00:27:11,800 --> 00:27:16,480
how to reframe stuff and then 
once I once I learned some 

618
00:27:16,480 --> 00:27:19,800
reframes from Jerry Clark. 
Yeah, then I started watching 

619
00:27:19,800 --> 00:27:23,160
speakers and seeing how they 
reframe things. 

620
00:27:23,160 --> 00:27:24,600
Saw the patterns. 
Have you ever watched Tony 

621
00:27:24,600 --> 00:27:26,040
Robbins? 
I have, yeah. 

622
00:27:26,040 --> 00:27:27,080
Good. 
I would. 

623
00:27:27,080 --> 00:27:28,800
I just went to his date with 
destiny a couple months ago. 

624
00:27:28,800 --> 00:27:31,280
I and I went to like see the D 
frames and the reframe. 

625
00:27:31,520 --> 00:27:33,240
That's a really good that's a 
good reframe. 

626
00:27:33,240 --> 00:27:35,520
What what have you learned from 
Tony? 

627
00:27:38,000 --> 00:27:40,560
The the most I've learned from 
Tony, Tony was from some of his 

628
00:27:40,560 --> 00:27:44,480
early stuff, like this is like 
he was probably this 20's. 

629
00:27:44,960 --> 00:27:47,120
The best stuff that I learned 
from Tony Robbins, I learned 

630
00:27:47,120 --> 00:27:50,000
from this old stuff like I had 
it on cassette tape. 

631
00:27:50,280 --> 00:27:51,520
Really. 
Yeah. 

632
00:27:52,880 --> 00:27:58,920
And I think my favorite Tony 
Robbins quote slash concept is 

633
00:27:59,400 --> 00:28:02,360
if you want to model any form of
human excellence, you have to 

634
00:28:02,360 --> 00:28:05,560
find somebody who's really, 
really good at it and model 3 

635
00:28:05,560 --> 00:28:08,400
things. 
Number one, you model their 

636
00:28:08,400 --> 00:28:13,480
belief systems #2 you model 
their mental syntax and #3 you 

637
00:28:13,480 --> 00:28:15,880
model their Physiology. 
So you model their belief 

638
00:28:15,880 --> 00:28:17,640
systems. 
You ask them what they believe 

639
00:28:17,640 --> 00:28:20,920
about XYZ. 
You ask them the order in which 

640
00:28:20,920 --> 00:28:22,240
they fire off messages in their 
brain. 

641
00:28:22,240 --> 00:28:24,360
That's a syntax. 
And then you learn how to hold 

642
00:28:24,360 --> 00:28:27,320
your body in time and space like
they hold their body in time and

643
00:28:27,320 --> 00:28:30,120
space. 
And I found that to be so 

644
00:28:30,120 --> 00:28:33,960
dynamically powerful and work so
well. 

645
00:28:33,960 --> 00:28:37,240
The other thing, the second, my 
second favorite thing that I've 

646
00:28:37,240 --> 00:28:42,400
ever heard Tony say is you don't
get to control what happens to 

647
00:28:42,400 --> 00:28:44,120
you. 
You would get to control 3, 

648
00:28:44,120 --> 00:28:46,440
Three things. 
What am I going to do about it? 

649
00:28:46,920 --> 00:28:49,040
What does this mean to me, and 
what am I going to do next? 

650
00:28:49,200 --> 00:28:50,800
Those are probably my two 
favorite. 

651
00:28:51,280 --> 00:28:54,120
How you react to the thing where
it happens, it separates you 

652
00:28:54,120 --> 00:28:55,840
part. 
Most people react in a negative 

653
00:28:55,840 --> 00:28:58,120
way. 
It's it's it's the radical he 

654
00:28:58,120 --> 00:29:00,320
talks about like, hey, if you 
were abused as a child, well, 

655
00:29:00,320 --> 00:29:03,320
you need to, you need to give 
them like you need to radically 

656
00:29:03,320 --> 00:29:06,320
blame them for your success 
because because, because they 

657
00:29:06,320 --> 00:29:09,360
did that to you, it actually 
caused you'd like something to 

658
00:29:09,360 --> 00:29:10,560
happen. 
Maybe you got a chip on your 

659
00:29:10,560 --> 00:29:12,800
shoulder. 
Maybe you just, you know, when 

660
00:29:12,800 --> 00:29:16,320
all not to say abuse is right, 
obviously, but whatever happened

661
00:29:16,320 --> 00:29:19,400
to you as a kid, like got you 
where you're at, right? 

662
00:29:19,400 --> 00:29:21,720
That's how your that's how your 
brain thinks you're world view 

663
00:29:21,720 --> 00:29:24,120
and maybe put that chip on your 
shoulder to be successful and 

664
00:29:24,120 --> 00:29:26,520
drive. 
So without that, maybe you grew 

665
00:29:26,520 --> 00:29:28,000
up in a extremely wealthy 
family. 

666
00:29:28,000 --> 00:29:30,160
Maybe you wouldn't be where 
you're at right now or even 

667
00:29:30,160 --> 00:29:36,200
talks about himself, you know, 
OK, so let's talk about where 

668
00:29:36,200 --> 00:29:39,080
did you. 
OK, so this, so the reframing 

669
00:29:39,080 --> 00:29:40,640
techniques, I want to go back 
into that. 

670
00:29:40,640 --> 00:29:43,920
So you get you get up there, 
you're up on stage, OK, You 

671
00:29:43,920 --> 00:29:47,320
know, you got 1000 people there.
You know, typically for, let's 

672
00:29:47,320 --> 00:29:49,440
say you're, you're doing this 
for another company or even 

673
00:29:49,440 --> 00:29:52,000
yourself, you know, like kind of
what their objections are going 

674
00:29:52,000 --> 00:29:54,680
to be. 
Maybe maybe kind of share a few 

675
00:29:54,680 --> 00:29:58,160
things that you do to like maybe
the top three objections on how 

676
00:29:58,160 --> 00:30:01,160
you kind of eliminate those them
from their mind. 

677
00:30:02,240 --> 00:30:04,640
So what would those objections 
be, for instance? 

678
00:30:05,040 --> 00:30:08,080
Let's say that they have an 
objection, like your objection 

679
00:30:08,080 --> 00:30:10,360
you typically get for them is 
like, oh, I just don't have time

680
00:30:10,360 --> 00:30:13,000
to learn how to do this. 
Let's say that that's a time 

681
00:30:13,000 --> 00:30:15,400
objection, OK, A lot of a lot of
audiences are going to have 

682
00:30:15,400 --> 00:30:16,600
that. 
Like when you're selling like 

683
00:30:16,600 --> 00:30:18,760
training or something, I'm going
to have time to learn how to do 

684
00:30:18,760 --> 00:30:19,600
this. 
I'm busy. 

685
00:30:19,600 --> 00:30:21,440
I'm learning from somebody 
that's not have a time. 

686
00:30:21,760 --> 00:30:31,440
OK, so I I you're you're asking 
me how I'd reframe it, but not. 

687
00:30:31,920 --> 00:30:35,840
Because I brought strategy, OK. 
Because so, So what I do is 

688
00:30:36,640 --> 00:30:38,320
people say, Myron, how do you 
overcome objections? 

689
00:30:38,320 --> 00:30:40,880
I just don't get them right, 
Right. 

690
00:30:41,000 --> 00:30:43,120
Exactly. 
I don't get objections because 

691
00:30:43,800 --> 00:30:46,080
an objection is a question that 
you didn't answer in your 

692
00:30:46,080 --> 00:30:48,200
presentation. 
And so it got infected and 

693
00:30:48,200 --> 00:30:52,040
festered into a an objection. 
So if somebody says I don't have

694
00:30:52,040 --> 00:30:56,080
time, it's because there was 
something in your presentation 

695
00:30:56,080 --> 00:30:59,160
that didn't address the fact 
that if you don't take time to 

696
00:30:59,160 --> 00:31:01,080
get better, you're just going to
get worse over time. 

697
00:31:01,160 --> 00:31:02,680
Yeah, right. 
Right. 

698
00:31:02,960 --> 00:31:04,880
And so you're. 
Seeding that frame. 

699
00:31:04,880 --> 00:31:11,080
Frame 1st and so, so, so how do 
I reframe that is I use an 

700
00:31:11,080 --> 00:31:16,160
epigram like I just did, which 
is if you don't take time to get

701
00:31:16,160 --> 00:31:18,360
better, you're going to get 
worse over time. 

702
00:31:18,360 --> 00:31:22,000
So I took the concept of time 
and I showed both sides of that 

703
00:31:22,000 --> 00:31:25,120
time coin. 
Generally speaking, when people 

704
00:31:25,120 --> 00:31:27,880
have an objection, it's because 
they're only looking at one 

705
00:31:27,880 --> 00:31:30,600
aspect of the thing that they're
objecting to. 

706
00:31:30,600 --> 00:31:32,480
They're not looking at the other
aspect of it. 

707
00:31:32,800 --> 00:31:35,920
For instance, let's say somebody
says well, but I just don't want

708
00:31:35,920 --> 00:31:39,200
to pay that much. 
OK, you don't want to pay that 

709
00:31:39,200 --> 00:31:43,600
much. 
Do you believe you're smart? 

710
00:31:43,880 --> 00:31:47,080
Yes. 
Do you believe 1 smart person 

711
00:31:47,080 --> 00:31:49,120
can teach another smart person 
something to know how to do? 

712
00:31:49,120 --> 00:31:52,320
Yes. 
If somebody's made millions and 

713
00:31:52,320 --> 00:31:55,760
millions of dollars, if you're 
smart and they're smart, could 

714
00:31:55,760 --> 00:31:57,800
they teach you how to do it? 
Yes. 

715
00:31:58,360 --> 00:32:03,120
OK. 
So write down $1 million at the 

716
00:32:03,120 --> 00:32:06,200
top of a piece of paper, and 
then write down how much you 

717
00:32:06,200 --> 00:32:08,800
made last year subtracted from 
the million. 

718
00:32:08,880 --> 00:32:11,920
Yeah, so let's say they made 
200,000 last year, subtracted 

719
00:32:11,920 --> 00:32:14,160
from their 800 grand. 
So. 

720
00:32:14,360 --> 00:32:18,400
So because you don't want to pay
me $50,000 to learn how to sell 

721
00:32:18,400 --> 00:32:23,320
better, you paid life $800,000 
for not knowing? 

722
00:32:23,720 --> 00:32:25,240
See what you just did, this is 
brilliant. 

723
00:32:25,240 --> 00:32:29,160
So you took them out of price or
cost based thinking and you can 

724
00:32:29,160 --> 00:32:31,800
refrain them to results based 
thinking one of the result they 

725
00:32:31,840 --> 00:32:32,800
want. 
Exactly. 

726
00:32:32,800 --> 00:32:35,360
They just have this fear of 
change on well, I don't know if 

727
00:32:35,360 --> 00:32:36,880
it'll work for me. 
I don't know how to get it 

728
00:32:36,880 --> 00:32:38,560
right. 
So what all Myron did there is 

729
00:32:38,560 --> 00:32:41,520
he took him out of that price or
cost based thinking frame and 

730
00:32:41,520 --> 00:32:43,360
he's reframing. 
There's not like I'm making this

731
00:32:43,360 --> 00:32:44,680
up. 
I'm not manipulating them, just 

732
00:32:44,680 --> 00:32:48,040
helping them become aware of 
something that is currently real

733
00:32:48,040 --> 00:32:49,960
in their experience that they're
unaware of. 

734
00:32:49,960 --> 00:32:53,360
And then I'd say, I'd say say 
something like, OK, so the 

735
00:32:53,360 --> 00:32:55,960
problem is though that it didn't
just cost you $800,000. 

736
00:32:56,080 --> 00:32:58,280
That's just how much it cost you
last year and the year before 

737
00:32:58,280 --> 00:33:00,000
that and the year before that 
and the year before that and the

738
00:33:00,000 --> 00:33:01,440
year before that. 
Here's the question I have for 

739
00:33:01,440 --> 00:33:03,720
you. 
Would you rather pay life again,

740
00:33:03,720 --> 00:33:06,120
$800,000 this year for not 
knowing? 

741
00:33:06,240 --> 00:33:08,800
Or would you rather pay me so 
you can learn and you don't have

742
00:33:08,800 --> 00:33:10,240
to live in the land of not 
knowing it's costing? 

743
00:33:10,600 --> 00:33:14,320
You more in reality, which is 
more expensive exactly and then 

744
00:33:14,320 --> 00:33:17,160
in their brain they're like it's
way more expensive if they don't

745
00:33:17,160 --> 00:33:19,720
pay exactly and so all he's 
doing is reframe them out of 

746
00:33:19,720 --> 00:33:21,400
what you're thinking and that's 
what you want to do with your 

747
00:33:21,400 --> 00:33:22,800
prospects. 
It doesn't matter if you sell 

748
00:33:22,800 --> 00:33:27,200
windows or life insurance or if 
you sell you know or security to

749
00:33:27,200 --> 00:33:29,200
Bank of exactly. 
It's all the same. 

750
00:33:29,200 --> 00:33:31,040
Thing it's all the same, 
different side beans and they 

751
00:33:31,040 --> 00:33:33,920
have belief systems that you 
have to take them out and you're

752
00:33:33,920 --> 00:33:36,840
doing it for them, not to them. 
To them. 

753
00:33:36,880 --> 00:33:39,200
That is a massive difference. 
I love that. 

754
00:33:39,720 --> 00:33:41,680
OK. 
And that was your. 

755
00:33:41,840 --> 00:33:44,080
What would you call that frame 
that you use is that you're 

756
00:33:44,080 --> 00:33:47,000
like, I know you well. 
It's it's, it's, it's the price 

757
00:33:47,000 --> 00:33:48,520
versus cost frame. 
I like that. 

758
00:33:48,600 --> 00:33:51,680
Yeah, right. 
It's or the price versus worth 

759
00:33:51,680 --> 00:33:53,280
frame. 
Poor people know how much 

760
00:33:53,280 --> 00:33:55,440
everything cost. 
Rich people know how much 

761
00:33:55,440 --> 00:33:58,240
everything's worth. 
That's the difference. 

762
00:33:58,240 --> 00:34:00,200
If you want to be rich, start 
asking better questions. 

763
00:34:00,400 --> 00:34:02,560
I like How much is it worth? 
How much is it worth? 

764
00:34:02,560 --> 00:34:04,280
All right, a couple of other 
questions here. 

765
00:34:04,280 --> 00:34:09,560
What would what what would you 
say is the key principle behind 

766
00:34:09,560 --> 00:34:11,520
your approach? 
Let's get into the entrepreneur 

767
00:34:11,520 --> 00:34:12,800
step. 
What is the key principle behind

768
00:34:12,800 --> 00:34:17,600
your approach to business 
coaching that maybe would set 

769
00:34:17,600 --> 00:34:21,040
you apart from just a lot of the
wannabes out there that sell 

770
00:34:21,400 --> 00:34:22,639
business coaching? 
Yeah. 

771
00:34:22,639 --> 00:34:30,800
So I think I think the two 
biggest things are, one, I sell 

772
00:34:30,800 --> 00:34:33,600
from a biblical perspective. 
And so if I want to be great at 

773
00:34:33,600 --> 00:34:36,360
sales, I have to sell to serve 
the people. 

774
00:34:37,000 --> 00:34:38,199
Do I pay for them? 
That's right. 

775
00:34:38,199 --> 00:34:39,560
Do it for them. 
I have to sell to serve the 

776
00:34:39,560 --> 00:34:42,719
people, not sell so the people 
can serve me, right? 

777
00:34:42,840 --> 00:34:48,080
And #2 is, and I teach this to 
people, love your clients so 

778
00:34:48,080 --> 00:34:50,199
much that you would never sell 
them anything that would do them

779
00:34:50,199 --> 00:34:51,520
harm. 
And so. 

780
00:34:51,520 --> 00:34:53,120
This is really cute. 
Yeah, it is it. 

781
00:34:53,679 --> 00:34:57,360
And and by the way, loving 
people is a funk you can't fake.

782
00:34:57,360 --> 00:34:59,840
Yeah, I agree. 
And I, I hate the old saying 

783
00:34:59,840 --> 00:35:02,440
that, oh, they're so good, they 
can sell ice to an Eskimo. 

784
00:35:02,480 --> 00:35:04,880
No, I'm not going to sell ice to
an Eskimo. 

785
00:35:04,880 --> 00:35:08,240
I'm going to sell them a coat, 
I'm going to sell them warmer 

786
00:35:08,240 --> 00:35:10,320
gloves, I'm going to sell them a
better shelter. 

787
00:35:10,320 --> 00:35:11,840
Like that's what Myron's talking
about. 

788
00:35:11,840 --> 00:35:14,440
You're selling them what they 
need based on the problems. 

789
00:35:14,440 --> 00:35:16,520
You help them. 
Find I I, I I like to say it 

790
00:35:16,520 --> 00:35:18,920
like this. 
Don't use the money, don't use 

791
00:35:18,920 --> 00:35:21,200
the people and love the money. 
Use the money and love the 

792
00:35:21,200 --> 00:35:23,720
people and take it to its 
ultimate extreme and use the 

793
00:35:23,720 --> 00:35:25,680
money to love the people. 
Exactly, and that's where you 

794
00:35:25,680 --> 00:35:28,600
start to that's where God 
blesses you were you learn these

795
00:35:28,600 --> 00:35:30,840
skills, you know, you have way 
more abundance because you're 

796
00:35:30,840 --> 00:35:32,920
doing it for the right reasons. 
100%. 

797
00:35:33,800 --> 00:35:37,160
OK, so I love that. 
So maybe give us a mistake that 

798
00:35:37,160 --> 00:35:41,800
you made early on in your 
entrepreneurial journey that 

799
00:35:41,800 --> 00:35:43,760
maybe I learned a lot from this 
mistake. 

800
00:35:43,760 --> 00:35:45,960
But man, if I would have not 
done that, you know? 

801
00:35:46,560 --> 00:35:50,720
Greatest sales mistake I think 
people make is trying to get 

802
00:35:50,720 --> 00:35:52,880
people to buy. 
Tell us what you mean. 

803
00:35:53,240 --> 00:35:59,360
OK, so people do things for 
their own reasons, not yours. 

804
00:36:01,440 --> 00:36:06,080
Most sales people who are 
terrible think that selling is 

805
00:36:06,080 --> 00:36:07,800
convincing people to buy 
something they don't want to 

806
00:36:07,800 --> 00:36:08,680
buy. 
Exactly. 

807
00:36:09,240 --> 00:36:11,960
Persuasion and convincing are 
not just not the same, they're 

808
00:36:11,960 --> 00:36:13,760
actually opposites of each 
other. 

809
00:36:14,240 --> 00:36:16,880
Convincing is when I attempt to 
get you to do something I desire

810
00:36:16,880 --> 00:36:19,680
you to do for my reasons. 
Persuasion is when I help you 

811
00:36:19,680 --> 00:36:22,840
make a decision you already 
desire to make for your own 

812
00:36:22,840 --> 00:36:24,200
reasons. 
You're doing it for them. 

813
00:36:24,280 --> 00:36:26,320
And people say to people say, 
well, Myron, how do I find 

814
00:36:26,320 --> 00:36:28,680
people to sell my stuff to? 
If you ask the wrong question, 

815
00:36:28,680 --> 00:36:30,680
you cannot get the right answer.
That's right, right? 

816
00:36:30,920 --> 00:36:33,200
And so that's a really terrible 
question. 

817
00:36:33,200 --> 00:36:34,800
How do I find people to sell my 
stuff to? 

818
00:36:34,920 --> 00:36:38,320
Here's a better question, 
because there are already 

819
00:36:38,320 --> 00:36:41,160
thousands, 10s of thousands, 
millions, maybe 10s of millions 

820
00:36:41,160 --> 00:36:43,560
of people in the world who would
love to buy what I'd love to 

821
00:36:43,560 --> 00:36:45,520
sell. 
How can I make myself more 

822
00:36:45,520 --> 00:36:48,040
findable for people who already 
would love to buy what I'd 

823
00:36:48,040 --> 00:36:51,480
already love to sell? 
Then selling becomes effortless.

824
00:36:51,760 --> 00:36:53,360
Yes, you still have to have 
skill. 

825
00:36:54,000 --> 00:36:56,800
Yes, you still have to 
understand how to help them, 

826
00:36:56,920 --> 00:37:01,080
like unpack their old identity, 
But they already desire to the 

827
00:37:01,080 --> 00:37:02,840
transformation. 
They're just looking for someone

828
00:37:02,840 --> 00:37:04,440
who can empower them to make the
decision. 

829
00:37:04,680 --> 00:37:06,560
Well, like I always say, you 
know, Tony Robbins says a 

830
00:37:06,560 --> 00:37:08,160
version of this. 
I like to take it a step 

831
00:37:08,160 --> 00:37:10,400
further. 
In order to influence at the 

832
00:37:10,400 --> 00:37:14,640
highest level, you have to get 
that person or people to feel 

833
00:37:14,640 --> 00:37:19,640
like you understand them, their 
needs, their fears, their 

834
00:37:19,640 --> 00:37:21,560
desires, even, you know, their 
ones. 

835
00:37:21,560 --> 00:37:25,680
All of that, all of it without 
buying into their story. 

836
00:37:26,040 --> 00:37:27,440
That's the unique balance, 
right? 

837
00:37:27,440 --> 00:37:28,360
Because they've already done 
that. 

838
00:37:28,360 --> 00:37:29,960
They've already bought into 
these limiting beliefs. 

839
00:37:29,960 --> 00:37:32,280
So if you buy into the limiting 
beliefs like they don't have 

840
00:37:32,280 --> 00:37:34,480
time for this, OK, get back to 
me next month. 

841
00:37:34,680 --> 00:37:35,800
We don't have the money for 
this. 

842
00:37:36,040 --> 00:37:37,560
OK, well, when you get the 
money, get back. 

843
00:37:37,560 --> 00:37:39,440
See, you're just buying into 
their story and you offer them 

844
00:37:39,520 --> 00:37:41,840
zero value, right? 
Because the problem stay the 

845
00:37:41,840 --> 00:37:44,000
same and nothing ever changes 
them because you're buying to 

846
00:37:44,000 --> 00:37:45,680
their. 
Story right, They sold. 

847
00:37:45,840 --> 00:37:49,000
You exactly. 
Most of it is if you view like 

848
00:37:49,000 --> 00:37:51,160
you said that selling something 
you're doing to them. 

849
00:37:51,160 --> 00:37:53,480
So when a salesperson sells to 
you and you give them all this 

850
00:37:53,480 --> 00:37:55,920
resistance assistance and all 
this stuff, you're going to do 

851
00:37:55,920 --> 00:37:58,480
the set, you're getting the same
stuff from your prospects on 

852
00:37:58,480 --> 00:38:01,040
because you don't understand 
what selling actually is 100%. 

853
00:38:01,120 --> 00:38:04,360
Once you, once you really 
started to master that concept, 

854
00:38:04,360 --> 00:38:06,320
because that's, that's 
commitment to master. 

855
00:38:06,320 --> 00:38:09,720
I only, only the masters would 
even know what we just talked 

856
00:38:09,720 --> 00:38:12,040
about, right? 
It's a, it's a different level. 

857
00:38:12,040 --> 00:38:13,520
What, what happened in your 
business? 

858
00:38:13,520 --> 00:38:16,120
Like once you really started 
like, man, I'm getting this down

859
00:38:16,120 --> 00:38:18,000
because it's I'm still doing 
this stuff. 

860
00:38:18,000 --> 00:38:20,080
Yeah, I'm and I'm still I'm. 
I'm. 

861
00:38:20,080 --> 00:38:22,280
I learn every day, bro. 
Never let a day go by where I 

862
00:38:22,280 --> 00:38:23,760
don't want someone I didn't know
the day before. 

863
00:38:23,760 --> 00:38:25,360
Exactly. 
Exactly. 

864
00:38:25,480 --> 00:38:28,040
Yeah. 
What changed is like money 

865
00:38:28,040 --> 00:38:30,280
became the byproduct of 
excellence instead of it 

866
00:38:30,280 --> 00:38:31,560
becoming the pursuit. 
Yeah. 

867
00:38:32,960 --> 00:38:35,040
So that's true. 
How did you get into that 

868
00:38:35,040 --> 00:38:37,520
mindset though? 
People don't just happen to get 

869
00:38:37,520 --> 00:38:38,640
there. 
Like what caused you? 

870
00:38:38,720 --> 00:38:40,560
Like what? 
What happened there to get you 

871
00:38:40,560 --> 00:38:44,520
into that mindset? 
Desiring to become the best 

872
00:38:44,600 --> 00:38:47,560
version of myself. 
Which doesn't mean Myron being 

873
00:38:47,560 --> 00:38:49,960
better than Jeremy or better 
than Russell or better than 

874
00:38:49,960 --> 00:38:50,960
Tony. 
Just me. 

875
00:38:50,960 --> 00:38:53,400
Me means me being the best 
version of me. 

876
00:38:53,520 --> 00:38:55,200
Sure. 
I don't have any competition. 

877
00:38:55,520 --> 00:38:58,920
I'm the first, the one and only 
the greatest of all times. 

878
00:38:59,120 --> 00:39:00,640
Myron. 
Freddie Golden, who has ever 

879
00:39:00,640 --> 00:39:01,280
lived. 
Yeah. 

880
00:39:01,560 --> 00:39:04,320
And that is the right attitude 
because think about your 

881
00:39:04,320 --> 00:39:08,120
favorite, you know, maybe your 
NBA basketball started like 

882
00:39:08,120 --> 00:39:10,960
LeBron James or Michael Jordan 
or your favorite, you know, so. 

883
00:39:11,000 --> 00:39:13,360
We said that in reversal to 
Michael Jordan and LeBron, and 

884
00:39:13,360 --> 00:39:15,560
I'm just kidding. 
No, I, I, I did that for, I did 

885
00:39:15,840 --> 00:39:17,600
that for the, I did that for the
people watching. 

886
00:39:17,680 --> 00:39:20,640
I did that for LeBron Pans. 
I love LeBron, but I'm I'm a I'm

887
00:39:20,680 --> 00:39:23,560
a loyal MJ guy. 
I grew up, you know, MJMJM is 

888
00:39:23,560 --> 00:39:26,080
the man in high school. 
So like it, it doesn't matter. 

889
00:39:26,080 --> 00:39:30,040
Serena Williams, you know, Elon 
Musk, Warren Buffett, Yeah. 

890
00:39:30,040 --> 00:39:33,240
You're the the most successful 
doctors and most successful 

891
00:39:33,240 --> 00:39:35,640
attorneys. 
They every, every, they all 

892
00:39:35,640 --> 00:39:39,240
share one thing in common. 
And this man just told you it's 

893
00:39:39,240 --> 00:39:43,480
the commitment to mastery 
because they know that that 

894
00:39:43,480 --> 00:39:46,720
training is not something you 
did in the past. 

895
00:39:47,080 --> 00:39:50,320
Training is something you do 
every, every single day. 

896
00:39:50,600 --> 00:39:53,240
So if you're not training every 
single day, you're you're just 

897
00:39:53,240 --> 00:39:54,640
going to go, you're just going 
to go backwards. 

898
00:39:54,640 --> 00:39:56,200
Never stay. 
There's no standing still. 

899
00:39:56,200 --> 00:39:57,760
There's no standing still. 
You're going forward or 

900
00:39:57,760 --> 00:39:59,160
backwards. 
You're growing or dying. 100 

901
00:39:59,200 --> 00:40:01,840
percent, 100%. 
So that is where commitment to 

902
00:40:01,840 --> 00:40:03,760
mastery actually comes in. 
OK. 

903
00:40:03,880 --> 00:40:06,120
Couple last questions as we wrap
this up. 

904
00:40:07,840 --> 00:40:11,200
I wanted to go back to 
commitment to mastery. 

905
00:40:11,200 --> 00:40:13,960
So, you know, I, I believe this 
is one of the industries we're 

906
00:40:13,960 --> 00:40:15,840
trained, you know, this coaching
consulting industry. 

907
00:40:15,840 --> 00:40:19,360
And we see a lot of people just,
you know, it's like they have 

908
00:40:19,360 --> 00:40:21,520
success in something for like a 
year and they're like, I'm going

909
00:40:21,520 --> 00:40:23,840
to start my own thing selling 
this. 

910
00:40:24,560 --> 00:40:26,400
How do you feel about some of 
that? 

911
00:40:26,400 --> 00:40:28,120
Because I feel like sometimes 
people don't really have the 

912
00:40:28,120 --> 00:40:30,720
skill level. 
Or the knowledge, I think one of

913
00:40:30,720 --> 00:40:33,080
their own thing, yeah. 
One of the biggest mistakes, 

914
00:40:33,120 --> 00:40:36,920
yeah, employees ever make is 
thinking that because they're 

915
00:40:36,920 --> 00:40:39,640
good at doing a job, they think 
that they're going to be good at

916
00:40:39,640 --> 00:40:42,600
running that type of business. 
And they are totally different 

917
00:40:42,600 --> 00:40:45,960
animals, totally different. 
They're not even, they're not 

918
00:40:45,960 --> 00:40:49,520
even the same neighborhood. 
And so I believe that's one of 

919
00:40:49,520 --> 00:40:53,920
the biggest mistakes that people
like ever make. 

920
00:40:54,200 --> 00:40:57,240
Nobody's great at everything, 
but everybody's great at 

921
00:40:57,240 --> 00:40:59,640
something. 
And I believe that if everybody 

922
00:40:59,640 --> 00:41:02,320
stayed in their lane, everybody 
could feel great about the work 

923
00:41:02,320 --> 00:41:05,200
they do and how they show up to 
serve other people in the world.

924
00:41:05,200 --> 00:41:08,120
And here's the thing, people can
buy your all your training, they

925
00:41:08,120 --> 00:41:10,520
can go through all of it and 
they can go start their own 

926
00:41:10,520 --> 00:41:13,480
thing competing against you 
think you know, the one thing 

927
00:41:13,480 --> 00:41:18,520
they cannot buy is your 
experience and your wisdom 

928
00:41:18,920 --> 00:41:21,560
because they don't have the 
experience and wisdom themself. 

929
00:41:21,560 --> 00:41:25,120
They will never be 5% of what 
right do with clients because 

930
00:41:25,120 --> 00:41:27,000
they don't understand why 
they're doing it. 

931
00:41:27,160 --> 00:41:29,160
And that takes experience, 
wisdom that takes longer. 

932
00:41:29,160 --> 00:41:33,640
I had an 18 year sales career at
the top of my game before I even

933
00:41:33,640 --> 00:41:37,000
start my own sales training 
company and I see people sell 

934
00:41:37,000 --> 00:41:39,040
for one year and like, I'm a 
sales trainer now. 

935
00:41:39,040 --> 00:41:41,800
I'm like, dude, if I would have 
done that after one year, right,

936
00:41:41,800 --> 00:41:44,120
you wouldn't know who I am. 
Was like, I wouldn't have the 

937
00:41:44,120 --> 00:41:46,680
experience and knowledge to be 
able to to do this in every 

938
00:41:46,680 --> 00:41:47,920
industry. 
It just takes time. 

939
00:41:47,920 --> 00:41:48,880
It takes. 
It takes time. 

940
00:41:48,880 --> 00:41:52,080
Time, like the purpose of time 
is becoming. 

941
00:41:52,400 --> 00:41:54,680
The formula for success is B do 
have. 

942
00:41:55,160 --> 00:41:57,920
The platform for success is 
time, space and matter. 

943
00:41:58,160 --> 00:42:01,360
The purpose of time is being. 
The purpose of space is doing. 

944
00:42:01,480 --> 00:42:03,840
The purpose of matter is having 
B do have. 

945
00:42:04,120 --> 00:42:06,080
B do have. 
That's a really good frame as 

946
00:42:06,080 --> 00:42:07,520
well. 
Myron, that was a great 

947
00:42:07,520 --> 00:42:09,520
interview. 
We're going to do this more 

948
00:42:09,520 --> 00:42:11,880
often here. 
Where can people learn about 

949
00:42:11,880 --> 00:42:15,160
what you do about, you know, 
learning how to speak? 

950
00:42:15,200 --> 00:42:17,920
And so from stage, because I 
always say that you can be a 

951
00:42:17,920 --> 00:42:21,320
great speaker, People can stand 
up and give you like an an 

952
00:42:21,320 --> 00:42:24,800
applause. 
The people vote based on their 

953
00:42:24,800 --> 00:42:27,760
dollars 100% and if they're 
buying your stuff from stage 

954
00:42:27,760 --> 00:42:29,520
compared to just giving you a 
round of applause, because 

955
00:42:29,520 --> 00:42:31,960
giving you a round of applause, 
you help them a little bit, 

956
00:42:31,960 --> 00:42:35,480
they're not going to retain 97% 
of that within 30 days, right? 

957
00:42:35,640 --> 00:42:38,160
So you've got to get into your. 
You've got to sell them a 

958
00:42:38,160 --> 00:42:40,840
course, a coaching program, a 
mastermind that they can go 

959
00:42:40,840 --> 00:42:44,440
study for the next year, 2 
years, three years, so they can 

960
00:42:44,640 --> 00:42:47,600
take the time to become the 
person who can do that. 

961
00:42:47,600 --> 00:42:48,760
They're. 
Not going to do that in a two or

962
00:42:48,760 --> 00:42:51,440
three days or an hour and a half
because I know it's training. 

963
00:42:51,440 --> 00:42:54,360
So where can they go to to learn
more about what you do and and 

964
00:42:54,360 --> 00:42:55,800
get? 
Like if they go to 

965
00:42:55,800 --> 00:42:58,960
myrongolden.com, pretty much 
they can find anything they need

966
00:42:58,960 --> 00:43:01,720
to know about our coaching 
programs, about our challenges, 

967
00:43:01,720 --> 00:43:04,600
about our books, whatever. 
Go to myrongolden.com, we'll let

968
00:43:04,600 --> 00:43:06,600
Myron golden.com, we'll put that
in the show notes. 

969
00:43:06,920 --> 00:43:09,200
And if you have questions, if 
you're like, hey, how do I learn

970
00:43:09,200 --> 00:43:13,000
how to frame for what I sell? 
I sell solar SAS or life 

971
00:43:13,000 --> 00:43:15,760
insurance or whatever you sell. 
The easiest way to get a hold of

972
00:43:15,760 --> 00:43:18,560
me is simply to text me. 
So I'm going to give you the 

973
00:43:18,560 --> 00:43:24,240
number 480637 2944. 
Myself and a few of our sales 

974
00:43:24,240 --> 00:43:26,840
trainers lock ourself in a room,
but an hour a day and we 

975
00:43:26,840 --> 00:43:29,040
actually answer your text 
messages. 

976
00:43:29,520 --> 00:43:32,000
Myron, it's been a pleasure. 
Great interview. 

977
00:43:32,400 --> 00:43:32,960
Fantastic.