Daniel G: The Sales Game - Mastering Relationships in Network Marketing

Speaker A: And I always say your business is fast until you meet a human, then you got to slow down. You're a lion, you're working your numbers. But the moment a number lands and the person picks up or they answer, now you don't treat them like a number. You work your numbers until a number picks up, and now you treat them like a human being. I say you're a lion and then you're a lamb. The line is, boom, boom, boom, boom, boom. Contact a lot of people, having fast conversations with people. And the moment you get into a sales conversation, now you're the lamb and the lamb. For context, for people watching, it's like prospecting is very fast and sales is slow. There's two separate sides. When people are prospecting and selling, I said sometimes you got to separate them. When I say prospecting is fast and sales is slow. In prospecting, you have a job. In sales, you have a job. In prospecting, you're trying to get them to the next step. You're not trying to sell. When people don't understand that, they get caught up and they get sales anxiety. So when they're at Starbucks and all they need to do is get somebody to a meeting, they start product puking everything because they don't know, oh, I'm, um, supposed to be selling right now. No, what you're supposed to be doing is prospecting, and that's fast. So when they ask you a question and they say, well, I don't have time to do something like this. Prospecting is fast where it means no, that's exactly why I wanted you to come out. I think there would be some good ideas so you have it in the back of your pocket for the future when you need a little bit more time.

Speaker B: Welcome to the Excellence Project. My name is Eric Worre, and today I have Daniel G. He is the author of the new book the Sales Game. How to become a World Class closer in the 21st century to sell anyone without being aggressive. He is aggressively traveling, speaking, serving anybody in sales and a lot of people in the network marketing space. How to do better selling their products, retain more customers, how to build teams, how to build great rapport, how to develop leaders. Um, we talk about a lot of different things during this conversation. He's going to be speaking at our upcoming GoPro event. But with no further ado, let's just jump right into my conversation with Daniel G. Daniel G. In the house. How you doing?

Speaker A: Good.

Speaker B: So how many flights have you been on this year?

Speaker A: 179.

Speaker B: 179. Like, that was fast though, counting both ways.

Speaker A: Uh, every single flight. Like I've counted, I counted the layover flights. Every flight.

Speaker B: I think, yeah, you win the competition. I don't know if it's a competition, but you win.

Speaker A: Yeah, that's not something.

Speaker B: Right now, about 79 is a lot. Yeah. Uh, so Daniel G, for those who don't know, is a trainer, a sales expert, would you say? Yeah, sales, that's kind of your main thing.

Speaker A: Just sales. Yeah.

Speaker B: So author the new book, uh, the Sales Game. How to become a world class closer in the 21st century to sell anyone without being aggressive. And, um, so this book just came out. You've, you've been training how long before you came out with a book?

Speaker A: Seven years.

Speaker B: Seven years.

Speaker A: Seven years.

Speaker B: So why, why so long to get the book out?

Speaker A: Number one was a personal thing because it was just hard to put everything into a piece of paper. Like we were texting this morning. Yeah, for me, I thought, I knew I was so early on in my career. And the thing is, the more you do, the more ideas start to come to you. They usually don't happen laying in bed. So, like, you get off a stage, you're like, huh, huh. Where did that idea come from? So I knew there was like an evolution to my sales journey. I said, okay, wait, Instagram's coming out, Facebook's coming out, TikTok's coming out. People are interacting differently on social media now. So they. The chapter I wanted to write about this prospecting. Oh, uh, now it's irrelevant. So it was just the constant, okay, it's going to evolve, it's going to evolve, it's going to evolve. And then I start to figure out, okay, this is never going to stop. It's always going to evolve. So you might as well drop something now. Right. Because, like, social media was just starting to come in heavy in sales.

Speaker B: Yeah.

Speaker A: So I started to write a book actually, back in 2020 and 2021, 22. I scrapped it twice because social media started coming heavy with sales online. And then finally I just said, all right, let's just put something out. And usually we're our biggest critics. So, like 100%, you know, I'm, I'm doubting. I'm going so deep on these concepts. And my team's like, oh, it's good enough. Oh my God, we got to tweak it a little bit. Then I flick on a Brian Trace tape and he's like, I've written 45 books or 50 books, and I'm thinking, I'm like, okay, what's the problem here? Right? Like, why aren't I doing this? And I, like, I just came to a point where I said, I am doing a disservice, but by not writing this, I'm doing a disservice because I want it to be perfect. By not putting it out there, I'm injuring a lot more people. Because my number one was quest is like, where's your book?

Speaker B: Right, Right.

Speaker A: Like, where's your book? So, yeah, I just said, all right, let me just put it out. I sat down, um, four weeks, just went complete ghost mode and wrote out the whole thing.

Speaker B: Yeah, good for you. Yeah, good for you. And it's doing well. People are just just barely able to get their hands on it.

Speaker A: Right? Yeah, yeah. We sold out of the physical copy. I can't print anymore. Like, we had a problem with our current production company. Um, it was just too much for them to actually handle and ship. So that's when we were sitting down and talking about production. So right now, I just offered people, I said, here's the digital download right now. But we sold out of it because we're moving production companies and shipping companies.

Speaker B: Yep. You're going to have to keep up.

Speaker A: Yep. I didn't think. I didn't think a book would do this well. Like, so many people would want a book.

Speaker B: Yeah. What was surprising to me, too, when. When I came out with GoPro 12 years ago, um, the. The digital thing, everybody's saying, nobody's buying books anymore. It's over. It's over. It's over. It's game over, game over. For whatever reason, in network marketing, they wanted the physical book. Right. They wanted to actually have it, you know, like it was a tool for them. And I think the same thing's going to be true with your book.

Speaker A: Correct.

Speaker B: You know, they want to have it in their hand. It's not something that they just have on their Kindle and look at. Sometimes the audiobook's good, important to have, uh, because that's going to get people started. But I find that, you know, there's. When. Whenever I buy a book, I get three versions. Audiobook, the digital book and the physical. Even if I read it on digital, on digital, I have it. I want to have it, uh, you know, in my library, make me feel better, you know, even if I don't actually sit down and read it that way, I do consume a lot when I travel, a lot of books when I travel. Uh, but anyway, congratulations on that. And I know it's going to Continue to get bigger and bigger.

Speaker A: Well, the things, the advice we got and when people are like, oh, you know, don't drop a book, I don't think they really understand, like, even sometimes your network marketing industry, there's leaders and there's people that want to run competitions and, and gift their sales people, like, same thing. Uh, we're in multiple. Like when real estate insurance people want to gift their sales team books. So a lot of our purchases weren't one offs. All of our feedback was like, hey, how do we have a purchase for 100 or 200? And that's where things went crazy because I'm like, oh, this is where the production company got screwed up after. Well, we can't do this in a bulk purchase of 200, 500. That was the power that we're in a different profession than most. You know, most people that write a book if it's just self. Well, if it's self help, but if there's leadership based, that it might have a little bit more of a duplication effect. Right.

Speaker B: Yeah.

Speaker A: So that's the power of our industry. That's the beauty of it.

Speaker B: Yeah. You got to kind of take charge of your own, um, kind of fulfillment situation. Correct. Uh, because a typical publisher or, or production house just isn't set up.

Speaker A: Yep.

Speaker B: To do what we do. Uh, I want to find out, I want to. I don't know your origin story. Where'd you come from? And, and what, what led you to this? You're a young man.

Speaker A: Yeah.

Speaker B: Out there helping a lot of people, um, willing to work hard. I really appreciate the grind. I appreciate the hustle, uh, the work ethic, the energy that you bring to the marketplace. Uh, part of the reason why we wanted to have you come speak at GoPro, uh, this, this December, is for that energy and for that fresh face and, you know, kind of a unique perspective. But where'd you come from? Where'd you grow up?

Speaker A: Toronto, Canada. So I started. Well, I started, I started sales early on. I was 14 when I started direct sales under my brother's social insurance company. The company doesn't exist anymore, but I started my first job with a sign that said, if you want to make 500 to $1,000 in commissions, sign up here.

Speaker B: What's the social insurance?

Speaker A: Well, well, the health card number or whatever. However you guys. It was our health card number. So I think you guys call a social insurance number in America.

Speaker B: Okay.

Speaker A: We, I was working under his health card number, his social insurance number for two years when they said, well, where's Your id. So I was working, my name was Steven in my first company.

Speaker B: And what were you, what were you?

Speaker A: Home services, Door to door home services. So like, uh, so it can actually be anything. There was like air conditioning. Well, yeah, they had like 40 different products wide. So you knock on, you'd start with an opener product, which was their lawn, which was aeration. So we'd poke holes in people's grass for it to breathe because we had horrible lawns in Toronto, Canada after a winter. So we'd start with that opening sale and then after that you, you, you know, you sit down with the homer. Oh, you got it, you know, a leak or a roof leak or the cases and I just trickle on with the upsells.

Speaker B: So.

Speaker A: So, um, I was hooked after 14, man. I made my first commission check the first weekend I went to go work. Friday, Saturday, Sunday, I made $850 Canadian. And like everything was a lie. And the reason why I say it was a lie because I was the kid that couldn't focus in school. Crazy adhd, add. They put me in esl, which was English as a second language. But I was born and raised in Toronto, Canada. So like I was like the counted out kid. And when, when I made my first commission check on the weekend, I started to think. I said, wow. They told me go to school to get good grades, to get a good job, to make good money. I said, I skipped already this 10 year process. I already made the money thing. Like I already skipped it. So I went back home, I'm like, wait, why do I have to do this 10 years thing? Mom, dad, like I figured out this game. Um, so, so, so 14 and a half, I'm hooked. Like I pick up my first Brian Chasey, Jim Rohn. I'm listening to Tony Robbins, my first Tony Robbins seminar. I'm 15 years old, he's in Toronto, Canada. I'm going to Robbie kiy seminars. At 15, I was a normal kid, right? Like my all my commissions was going towards mentors and coaches. My, my family thought I was crazy. They were like my teachers, um, my idols at a very young age. So, and then at 15, so I did that every single weekend for one year straight. I was skipping schools Thursdays and Friday, working that job. Um, and then my manager comes up to me or my upline at the time. Didn't even know by the way. It was network marketing, direct sales. Thought I was just in sales. Comes to me, says, hey, do you want to keep working or do you want to make money? And I look at Him. I said, dude, I'm the richest guy. What are you talking about? I'm like the richest kid in my school. I'm making $500,000 a weekend. I make more than my parents. He's like, well, did you get paid Monday, Tuesday, Wednesday and Thursday? He hit me with this line. I said, well, no, I'm in school. He said, well, that's stupid. And he was like a very straight up guy. I'm like, what do you mean? Are you going to fire me? He's like, can't do that because it's a volunteer sport. But he said, uh, you're not getting paid Monday, Tuesday, Wednesday, Thursday. He's like, what are you doing? I said, well, I'm studying and obviously I can't drop out yet because I'm about to get expelled. He said, well, if you don't knock, you don't get paid. I'm like, yeah. He said, well, that would suck if. Imagine. He's like, you're gonna do a million dollars in sales. He's like, I see it. You're like your father. My dad was in sales. He said, you will be a millionaire, but he's like, you'll probably be a failed millionaire. And I said, well, what do you mean? He said, people say money equals freedom. He's like, but if you have to go and knock and make your million dollars, you're constantly working for your money. He said, money won't create you freedom inside of life because you're a workaholic. So he's teaching me this concept, by the way, at a very young age. He said, because you love working, when you leave your business and your business dies, you're gonna have anxiety from that. That's just in workaholics, like, they don't want to leave their business and their business dies. He said, I know you're thinking about money Monday, Tuesday, Wednesday, Thursday. I said, yeah, that's all I'm thinking about. He said, okay, good. Money doesn't equal freedom. He says, people and systems equal freedom. I said, well, what do you mean? He said, until you can get somebody to do the job just as good or as better as you, you don't have freedom inside of life. I said, okay, well, what do I got to do? He said, well, you got to learn how to bring in more. My name was Mini Blood. I was small. They called me Mini Blood. He's like, you got to find more Mini Bloods. I said, so what do I got to do? He said, well, just hold the sign in your high school back in the days there was no laws, you could just hold a sign and say, if you want to make a thousand bucks, sign up right here. So I said, I'm not gonna go to my high school because I sold them everything already. I was already selling burn CBDs, illegal DVDs. I said, uh, every. Nobody trusts me in high school. So I said, wait, Monday to Thursday, how do I get people? Because that hit me when he said, are you making money Monday to Thursday? So now I had to start thinking about my recruits and my prospects. Because sometimes the people that you want to go after are not the people that are actually gonna serve you inside of your business based on what you wanna grow. Because some people are like, I can go after these people. Number one, it might be like an uphill battle, right? And number two, they might not serve you inside of the business. So I started saying, okay, what am I playing for? I'm playing for to make residuals Monday, Thursday, Because I literally can't work. Who's that Network? Because it's not my friends. My friends have to be in school with me. And they also have the least amount of trust for me. So I start going, uh, colleges, universities, they got a little bit more time. Freedom. He taught me cold prospecting. How do you go around, talk to older people, talk to your friends, your family, your parents? 15 years old, I start prospecting a sales team. I started Prospecting Sales Team 15. I remember I recruited three guys above me inside of college. They started recruiting their friends on my sales team. 15 and a half. I got a whiteboard inside of our warehouse. I'm training people how to deal with objections at the door. And, uh, inside of my head, I still didn't see that I was in network marketing. I was just doing a sales business and training people how to make money. Um, and, yeah, I just started growing it out from there. I've always. I've always been in sales. And then after that, I got into college, university for about six months. Dropped out very fast. Four months, actually. Dropped out fast. First time I experienced not making money in the last six years, I was making money, uh, for six years straight. And I was doing extraordinarily well, actually. Like, I was making. Well, I was young, but I was making.

Speaker B: You anything with the money, what'd you do with it? You spend it all?

Speaker A: Um, yeah, I spent all the money.

Speaker B: Yeah.

Speaker A: But now when you ask me what I did with it, um, I had a bad. I had a bad addiction of sports gambling. M. Young. So when people ask me, they say, well, how did you spend all? Well, my brother was 18. In Canada you're allowed to gamble at the age of 18. So I was using my brother, uh, thing called money lines. I was using my brother to go buy the tickets. I would fill out the money lines. So I started early on gambling. Early on I figured out the goods, the do's and don'ts of gambling, you know, so. But yeah, I spent all the money. Yeah, yeah, spent all the money in gambling. 19, 18, get inside of college university professor says, hey, if you guys are here to make money right away out of side of college university, this is not the program for you. That's not, this is an equalizer. This. And I'm looking at this guy. I said, okay, I'm gonna believe in this guy. This was an international economics class. I said, this guy's telling me I'm not gonna become rich coming out of here. I better trust him. He's probably right. But I said I was well on the way of the age of 21, 22 to make good money. Why'd I stop? Like, who sold me out of my business? I started thinking about, like, how did somebody sell me into this? Because somebody sold me back into college. So I dropped right on. I got right back into sales, I got back into direct, ah, sales. Um, and I landed a very good gig after two years, um, of working at direct sales gig, I landed a medical device sales gig and I was an account manager for a medical device sales company at a very young age. I was 20 years old. And I did that for about five years straight. Did extraordinarily well, was a lone wolf, couldn't uh, build out a sales team which I was doing in the beginning of my uh, career.

Speaker B: Mhm.

Speaker A: So I missed it. So for five years I'm living a good life, but the money's good. But it got boring. My life was a lot more exciting when I had people around me winning with people and I was bored. Like, uh, my last year I was leaving at like 700 and something on commissions when I left. And I was young, but I was bored. And I looked to left to right of me at these conventions. We were in San Diego at my last convention. I'm like, I'm looking at all these people and they're all dead. And I remember my first conventions inside of my company. Everybody was lit up because everybody was in it to win with each other. But since everybody was lone wolfs at these conventions, the energy was, oh my God, I want to do this. By the age of like 56. I want to, I want to be like that guy on stage. So I went back into it. I said, well, how do I build out a team again? Because I realized that that was, gave me the most energy. So I left my sales business, I went back to my parents. I said, hey, listen, I'm good, have my dream cars, paid off their mortgages. I was young, my friends are just finishing university. Um, I'm well like well beyond everybody. At my age, 24, I was wearing a three piece suit, selling doctors, medical device equipment, living a good life. I was living another city in Canada. I said, I'm going to open up a company. Like, well, what's that? I said, a sales agency. And they said, what the heck does that mean? I said, companies need salespeople. I've been training salespeople since I was 15 years old. I know how to train people in colleges and universities how to make a sale. I said, I'll train salespeople and I'll outsource them to companies that need salespeople. I'll become the recruiter, I'll play the middleman. Companies need salespeople. Uh, salespeople. There's more of their online companies and SaaS companies coming out. Just, it never stops, you know, like you, you leave university, your parents are going to have some sort of talk, but they're like, oh, you're doing good. You know, you got back, you're doing amazing. Making hundreds of thousands of dollars a year. I'm like, I can always go back in my head. I knew I was never going back, right? Uh, so we opened up an agency and uh, that's how I got back into this space. On the online space, I started serving entrepreneurs that needed salespeople. We opened up an office in Toronto, Canada. And the way I got into sales training, it was never a thing, by the way that I ever wanted to do. Like, I didn't think I was going to be a sales trainer and a sales expert. I was already doing it with my teams and I started filming it online on Instagram. We had like 3,000, 4,000 followers. And people on Instagram would come in, oh, can you know, train my team or my company? And it just had a duplication effect. There was no strategy towards it. Um, and then one day somebody came inside of my office and he said, older guy in this space, he's been training sales for a while. He was in Toronto, Canada. We had a meeting. He seen me train my sales team and my sales team was on fire, like Wolf of Wall street type of environment. He said, dude, if you don't go do this to the world, you'll be the best sales trainer that the world's never heard of. I'm like, locked m the keys, gave them to my business partner. I said, we're going on the road for the next five years. So that's everything that happened now. So we spent our life on the road for the last five, six years now. Training salespeople. Still run the agency, still have an agency when people need salespeople for online businesses.

Speaker B: Canada.

Speaker A: Yep. Two offices in Toronto, Canada.

Speaker B: Okay.

Speaker A: So have it with a business partner.

Speaker B: Okay. And the business partner runs that.

Speaker A: Yeah. I'm completely insignificant inside the business. So I know people shoot for significance where they're like, they want to be a significant. I. I go into my business, and people will tell me, why are you wearing shorts? And the kids that we're hiring don't even know the. I write them a paycheck, which I remember that happened once. I. I say the story sometimes. It happened two Decembers ago. A kid came in. I walked inside. He said, hey, man, The. The policy is, you know, dress pants and a dress shirt where the case is. And I wanted to, like, throw my. My laptop at him. And I said, sit down. I went to my business partner. I was about to get mad. I said, this is everything a business owner ever dreams of. You want to become insignificant. That's. That's when they don't know who the person is, who the leader is. So I scaled that out really well with trainings and systems and softwares and tools so people can come in. And I'm not even the face of the training anymore. My. My business partner is.

Speaker B: So, yeah, that's great.

Speaker A: Allows us to. Give us the freedom to do this.

Speaker B: Yeah. So in the last five years, you. You've spoken to lots and lots of audiences, different types, top to bottom. Uh, I'm curious what you've picked up, because, I mean, the foundation of what we. What we do in the network marketing space is, is. Is selling.

Speaker A: Yep.

Speaker B: Nothing. Nothing happens. Nobody gets paid anything unless, uh, a product sells to a customer. But we also sell ideas. We sell the idea of entrepreneurship. We sell the idea of being an independent contractor. We sell the idea of duplication, you know, the idea of becoming a leader, those different types of things. So I, I was always kind of uncomfortable selling a product, but I was okay selling an idea. It was easier for me than a physical product, like knocking on a door. It's terrifying to me.

Speaker A: Right.

Speaker B: I had, early in my career, uh, I had A very short stint knocking on door to door, and I got chased by a Doberman, um, that almost took my head off. Uh, and that was like, that was it. That planted the seed in my mind. Like, this is dangerous, this is scary. You know, and on cue, the dog stuff. Uh, so for me, I do think sales is absolutely critical. Um, what did, what did you learn? Because, I mean, you knew how to sell and you knew how to teach people how to sell. But in the last five years of, um, all these audiences, I'm curious, what are you seeing as far as trends and what's working, what isn't? What are the constants? What's staying the same?

Speaker A: Well, the process, like the concepts will stay the same inside of sales. Like, you don't change that. Like, nobody reworks the concepts inside of sales. Shake a hand, make people feel like the most important person. Like all the concepts that we read in books, like how to win friends and influence people, that is actually dying out more than ever now because so many people are glued to this, that their phones, that, that traditional way. The people that stick out like sore thumbs are the people that are hanging on to like the old way still of communicating with people inside of in person. Those are the people that are winning right now, that are still on the road doing events. Um, so that's something right now. That's a huge shift that I see. Like the younger generation, either they a hundred percent learn how to merge the best of both worlds, because the people that are winning right now are mixing in technology and still human behavior the way humans operate, like humans operate. I don't really like, when I go teach a sales seminar, I'm like, yes, I will go teach you sales, but I'd rather teach you how people think. Because then sales is super easy. If you try to learn how to sell and you don't understand how people think, sales becomes difficult. So I always start off with saying, like, there was a movie with Mel Gibson, what a woman wants. Mel mhm. Gibson gets shocked. I watched this movie when I was young with my father. I'm a sales nerd, by the way. At that time, I'm not even thinking about women. My friends are out there chasing women. I'm thinking about how do I make an extra $2,000 this week on commission. So every single thing to me was a pitch, was a sale. Mel Gibson gets shocked instantly. He was in the mind of every single woman. Like the woman's like, well, he smells good. He doesn't smell good. And I'm looking at him like man, imagine I could be in the mind of all my prospects. It would be so easy. Sales would be easy because we're trying to constantly figure out what to say, how to say it, when to say it. I'm like, I want to know that. I want to know what my prospects are thinking. So what I started to realize was, like, most people are very bad at understanding what a prospect wants. It's like, what a woman wants, what a prospect wants. Because when you understand what a prospect wants, sales becomes easy. The strategy is. I said it inside of that book. I said, strategy is easy. When you know how to sell, when you. Sorry. When you understand story, how people buy, sales become simple. So I start off with, like, let's first understand people. Like, how do they respond? Not so much of personality traits. Because I don't like to get complex with people because it's very hard when I was knocking on a door to figure out if that was a green personality, a blue personality. Figure out what states people are when they buy and a state. And, uh, by the way, states can move, like, just. Like, there can be a mood swing. Like, hey, is a person of defensive or. Because that's one where they're like, no, thank you. I'm just shopping. You walk in a store, or is a person a little bit open, but they're too open, where they're like, yeah, I want to sign up with you. And they, poof, disappear. They're gone. Or are they actually ready to buy? And you could screw up all three, because that's really. There's really only three. The person's like, no, thank you. I don't do things like this because my friend did something like this and their shoulders are up. The other one's like, oh, yeah, send me all the information. I want to join. And then, you know, a business partner gets all excited and they send off the link and the person disappears and they're like, well, what happened? That would be like an overly excited state instead of a defensive state. Because I want to train people to say, like, hey, this is a dance. If, if, if, if sales is a dance, you have fun with it. It's a game. You have fun with it. If you feel like it's a war with your customers, then you're always going to have this all, uh, prospects are bad people. They're not bad people. We are prospects. Like, we do this 24 7. We're defensive. We say, no, thank you. We're open to people because we don't want people to feel bad. So we don't know how to tell them no. So we'd rather just tell them, you know. Yeah, you know, send me over some information. We don't know what to say. No, we've done all this, so we are prospects. Um, so I teach people, and even people that are ready to buy, I teach people, hey, sometimes people are ready to buy, and you can also screw that up. So what I've been going deeper and deeper now is training people how people think and how they respond. And people are good humans. And we are, we are the same. We just got to figure them out and what state they're in. And then when you figure that out, you start to actually enjoy it. Like a game. That's why I said it was a game. It's. It starts to become a little bit more enjoyable. So I said, by the end of this book, I hope you actually enjoy what you do because you're going to be doing it for a while. And that's the point of, like, I actually want you to have fun. Like it's a game, you know, you can't screw up because you never lose. I put inside this book, I said, you can never lose because you came into this world at £10. You never had a prospect. They asked, where does confidence come from? And I say, well, you never had a prospect. Well, but I'm doing so bad. Well, you started with zero. You can't lose a customer you never had. Right?

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Speaker A: I think I. I think more and more so I'm just teaching people how people think, and then the sales process never changes.

Speaker B: So give me a, give me an example of, of how you get into the mind of somebody to be able to figure out what. What are they thinking?

Speaker A: Yeah.

Speaker B: Are they giving you cues? Are they giving you little, little tips or, uh, do they have tells?

Speaker A: Yeah, I think so. With, with most people and this and, and, and the first one, when I said most people are defensive, you could see it right off the bat that before you even start talking, they'll already give you an objection before they even heard what you said. Meaning, like, if it was like door to door sales and somebody says, no, no, thank you. We're not interested in anything like that. I know it's a defensive customer. And the reason why that's important, because I know it has nothing to do with me. Sure. Can there be little things where I can maybe take a step back from the door and approach the individual differently? Sure. There might be some, like, body language things that I could train on, but at the same time, now that I know the person's in a defense, I'm like, oh, okay. It's a game. This is fun. Right? So, uh, first thing, pre objections very early on, I'm not interested. Somebody did something like this, I can already tell they're in a defensive state. Um, I will always try to switch up my opening line to the best of the capabilities. Right. Like, I think it would be quote, unquote stupid if you walked into a store and somebody said, can I. Can I help you? Anything in particular? And you say, no, thank you, I'm just shopping. And the lady says the same thing. And here's the same results. Like, I always stop somebody at the retail store and I say, hey, stop that line. Because you know the objection's coming up. So sometimes prevention is better than dealing with it. You already know I'm going to say, no, thank you. I'm just shopping. So you could tell me you like my. We could say something so dumb, you like my earlobe? I would be like, what do you mean? Because it would, it would actually grab my attention and get me inside of a conversation. Anything but that line. The definition of insanity. When we see on social media, when it says you say the same thing and you get. Or you do the same thing, you get the same results. I say sales insanity to seeing the same thing and hearing the same objection.

Speaker B: Right.

Speaker A: You might want to switch it up maybe just a little bit. Like, yeah, um, you know, it's not always to deal with the no it's like, why are you getting it? Right? Because sometimes it's on us. Like, why do you get to know in the first place? You probably triggered something where they said, no, thank you. I'm. I'm, um, just shopping wherever the case is. So the first one is pre objections early on. I know somebody's defensive when they, no, no, thank you, or my husband did something like this, or we're not interested right now, or send me over some information, or I'm too busy, call me back. I'm too busy to come to one of those things. Just very defensive. I don't see it as a bad thing. I almost see it. Like, you step into a leadership position, you're like, okay, I need to work with this person. You don't look at it as a battle. You look at it as a game in a dance. So I'm going to dance now with this person. I'm the leader of the dance. The man takes the first step in the dance. I'm going to take the first step in the dance, right? You're. You're leading the dance and say, okay, now, my job is to defuse him. My job. And that's where people, when they get into a defensive scenario, my job is just to acknowledge and almost just stay at the frequency. Like, I was just at an event yesterday in Utah, and I said, hey, when somebody tells you, well, how much does it cost, uh, to sign up? Like, right off the bat, I said, don't argue with them. I know you want to give them a price or you want to say, well, I don't know right now, and I can't give that to you right now. I said, human beings just want to know that they're in control. Like, they want it. You just want them to stay on the same frequency. So when I know they're defensive and they're asking for a price, well, how much do the products cost? Like, how much do I got to pay to join? But you have multiple different products, and you don't want to scare them off to say, uh, well, it's $5,000, so that might not be a good start. And also, at the same time, you don't want to argue with them and say, well, I can't tell you right now. Um, that's why you got to join the meeting. You want to stay on their page. So, because I say the highest form of control is to let the other individual stay in control. So I would tell somebody, I was training them yesterday in Utah. It was, uh, There's a lot of door to door companies in Utah, a lot of network markets, marketing company, sales companies. So I told them, I said, well, just acknowledge and be like, hey, is that, is that all you need? You just want me to get you out the best price? Yeah, I just need the best price. Perfect. Let me get that out to you in two and a half seconds. Let me just ask you a couple quick questions that make sure I'm, um, way I'm getting you the best price possible. The customer is now happy, but now you just get right back into selling. It's a game. I like when you say, like, people don't have closing problems, they have conversation problems.

Speaker B: Right?

Speaker A: And that's what we're, that's the difficulty that we're experiencing now because people want to chase the fast paycheck. And I always say, your business is fast until you meet a human. Then you got to slow down. You're a lion. You're working your numbers. But the moment a number lands and the person picks up or they answer, now you don't treat them like a number. You work your numbers until a number picks up, and now you treat them like a human being. I say, you're a lion and then you're a lamb. The line is boom, boom, boom, boom, boom. Contact a lot of people having fast conversations with people. And the moment you get into a sales conversation, now you're the lamb and the lamb. For, for context, for people watching, it's like prospecting is very fast and sales is slow. There's, there's, there's two separate sides. When people are prospecting and selling, I said, sometimes you got to separate them. When I say prospecting is fast and sales is slow and prospecting, you have a job in sales, you have a job in prospecting, you're trying to get them to the next step. You're not trying to sell. When people don't understand that, they get caught up and they get sales anxiety. So when they're at Starbucks and all they need to do is get somebody to a meeting, they start product puking everything because they don't know, oh, I'm, um, supposed to be selling right now. No, what you're supposed to be doing is prospecting, and that's fast. So when they ask you a question and they say, well, I don't have time to do something like this. Prospecting is fast where it means no, that's exactly why I wanted you to come out. I think there would be some good ideas. So you have it in the back of your pocket for the future. When you need a little bit more time, that's fast. But. But when they give you that same objection in sales, when I say sales is slow, I mean, now you're trying to get to the truth, meaning it's slow now. Now, when they gave me the exact same objection on a sales call, look, they gave me an objection in prospecting phase, which was, I don't have time. My job, my initial step is saying, okay, I just gotta get this person to a meeting. That's it. I'm not even good at this. My mentor's good at this. So all I gotta do is remember, hey, that's the only reason why I wanna show you a couple quick ideas, blah, blah, uh, blah. Maybe to free up your time in the future, that means you're just trying to get them there. But if that same objection happens in a sales scenario where the person says, yeah, I just don't have time right now, or, I need some time to think about it. Now I'm going into land mode. And land mode is like, okay, let's get to the bare naked truth of this. Like, let's go a little bit deeper before, like, trying to rush this or being like, well, that's exactly why you should join to get back your time. I know we want to say it, and it's good on a video, but in reality, you're trying to figure out, okay, this might be the problem. So, like, now you're a lamb. What do you mean you don't have time? Nice. How long haven't you had time for? Like, what is that affecting you? Like, what if you did have time? What would you do? Now I'm becoming the lamb because I'm going a little bit deeper. And I say, great. Effective communicators seek to understand and they always want to figure, like, they get inside the no than handling the no first. Like, I think somebody that just wants to try to close a sale, they're trying to handle it with this rebuttal. And I'm in sales, and I love rebuttals. I can give people rebuttals left, right and center. But I say, I think a lamb tries to get inside of it. And they try to. They try to dig for it a little bit more and say, what else? What do you mean? Like, you don't have money. Like, describe that to me a little bit. And you have a level of concern. Right? Um, I heard this. And we know the stat inside of a lot of sales industries go wide, where it says, um, you got to follow up with somebody six Seven, eight. What's the stat inside of network marketing?

Speaker B: Usually four to six. If it's in follow up. In person, in person, four to six. Physical.

Speaker A: Physical.

Speaker B: Way more than that. Digital.

Speaker A: Digital. So if so, I'm, I, I like stats. So let's say I come in, my mentor tells me, and the stat is a stat because that is the stat of the average wide. That's what it takes for somebody to close somebody out on average. So me, I'm a competitor. So now when I go and I say, okay, I always ask people, what's the statistics? Well, the stat is about 8. Okay, great. So in my head I say the stat's eight. Why? I've questioned things since I was young, by the way. I've questioned follow up, um, from my mentor since I was young because he said, sometimes you're gonna have to come back to this home. And I'd always be like, but I don't want to come back to the home. So how do I get better here? And so I look at sales and I say, okay, let's say the average follow up is 6 to 8. Between a lot of industries wide. While you're selling water or health and protein, it's 6 to 8. Now here's the rule and the golden rule of follow up. You're following up as to the reason as to why they couldn't get started. Like, you're, you're, you're, you're following up with them and saying, hey, Mary, by the way, I have a couple new ideas right for you. I'd love to sit down with you and your husband and you're following up. The rule of follow up is usually follow up on the objection as to why they couldn't start, right? So you have something, you have a new idea, you're always following up to sweeten up the pot. Then I said, but what if, and I think I put inside the book, let's see, when we talk, I have a new idea that I want to put inside. But I said, what if that salesperson was following up with the wrong objection because they didn't get inside of the know. And then they're following up with, well, hey, have you spoken to your wife? And the guy sitting there being like, this guy's so dumb, it has nothing to do with my wife. I could do this with my wife, or vice versa, I could do this without my husband. The salesperson almost starts to look like an amateur and follow up. So of course it would take longer. See, that's the important rule of follow up. It Will take longer if you don't follow up with the truth. So my job has always been like, even if you have to follow up 4, 5, 6, 7, which you probably will 5, 6, 7, 8 times. As long as you're following up with the truth, you now look like an expert advisor. Because if you're following up with something that was a lie, you look like an amateur now because that's where it follow up becomes annoying.

Speaker B: Well, uh, let me, let me comment on something, right? I think your intention matters, correct? Uh, I'll give you an example. There are some people who teach how to go pick up women, right? How to go pick them up, take them out and go home and sleep with them that night. That's one intention. Another is to meet someone, develop a relationship, build rapport, build maybe as a long term, as, as your wife, different intentions, right. And a different process. So one is just like straight go for it and the other one is like let's have coffee, let's go to another environment. We'll have lunch and then we'll, let's go to a movie and then uh, I'll uh, go to your house. You come to my house and we meet the parents and you know, it's, it's all these different environments. Let's go walk in the park and let's go on a vacation, just take a weekend and go somewhere. All these different types of things, completely different intention. So like in network marketing that take them home, what, you know, uh, uh, like a one night stand type of situation that's not going to be good for your business because you know, they may join, become a customer, but then feel icky about the process and walk away. You want somebody longer term that might even turn into, to a distributor. So you want to court them a bit and build real rapport, real relationship, real friendship with them. Which I like the prospecting fast and sales slow thing. Especially if you have long term intentions.

Speaker A: Correct.

Speaker B: If you want them to be a customer long term, then you might want to let it take a while, you know, for them to get comfortable with you. You know, they got to get comfortable with the idea, do I want to start my own business? That, that sounds intimidating. I don't know if I have time. I've got uh, other things going on in my life. People might judge me. It's going to be something unusual. They got to get comfortable with that. Then they got to get comfortable with you. Can they, can they make money with you? They got to get comfortable with network marketing, get comfortable with your company, get Comfortable with your products, they might want to use the products. Let that be slow, but reach them quickly. You know, to start it, I. I try to say go from exposure to exposure to exposure. Your goal is education. Correct. Once a person really fully becomes educated, um, and same things with men and women. When you fully get educated about that guy or about that woman, then you've seen all sides, you've seen all environments. Then he's like, now you can make a real decision.

Speaker A: Uh-huh.

Speaker B: But on one night, you can't. I Hm, Mean, you can make a decision if you're going to have fun that night, but that's it.

Speaker A: Correct.

Speaker B: You're not. And you don't even want to see each other the next day. Um, or if. No, that's not my intention. My intention is something a little different, you know, then it's a slower game, um, but it's a better game, I think, longer term.

Speaker A: Yeah. And that's what I've. I grew up with my father being in sales and watching not just him in sales, but, like, with friends, like, operate with friends, how they build relationships. They go to each other's houses, you know, and the way they talk to individuals and, you know, um, I have clients that have done billions that we've serviced inside of our agency. And one day I'm in Toronto, Canada, and this guy has probably collected over $1 billion in net worth. I just met him, new friend of mine. We're a month in, I'm serving him inside of his business, helping him grow another side of his business now. And I'm in Toronto, Canada, visiting my family. And he calls me, uh, and he says, hey, how are things? I'm good. What's up with you? I thought right away, I said, hey, what do you need help on?

Speaker B: Right.

Speaker A: Because we're in this environment where it's like, what's up? He's like, no, I just watched your story. You're in Toronto, Canada. Yeah. Tell your mom I said hi. I hang up the phone, say, uh, Mark says hi. Oh, tell Mark I said hi. And then I start to think, wow, there's the difference. None of my friends that are young, whatever, like, just out of the blue, call. Tell your mother I said, he doesn't even know my mom. And I said, that's the lamb. That's why he's done. He could say I'm not the sales guy, but that's why he's done a billion dollars. Call it relationship sales. That's it right there. And I said, that's the slow methodology. That's like the. Whether it's a method, it's the actual genuineness, caring of somebody, I think that's the best business strategy. So I was. I was in. When I was doing this event yesterday in Utah, there was actually another sales trainer. And I'm listening to him, um, as I'm going up and he's teaching people how to use their tone and etc. I don't go too deep into it. So I got off and then I got on. I said, guys, I agree with everything he says. It's great. Use great tones and everything. I think it works. You know, you lower your voice up your voice. I said, throughout this talk, you're going to see me inflict my tone and lower and get silent and. And stuff. I said, I do it subconsciously. So I said, it's great. But I said, can I give you guys the first tone? That is the most important tone. I said, it's actually giving a crap about your customer. And when people feel that that is the best tonality inside of sales, I said, I said, if. If all fails, you being in it for your customer, people can feel it when you say, margaret, take your time, or what do you mean by that? And you're. And they just feel the realness from you, people will open up. That's the best tone that you can ever have. And I said, that doesn't need a strategy that just you sit down and say, okay, wait, I'm actually going to care about people. I'm going to try to get down to their truths, what they're actually struggling with, share them some more information. And the beauty about that is this, not all humans and your prospects are the same. Some other people need more time. Some other people want to run fast and go and go right away. So I know there's I shelf people in life and inside of business. Okay, this is where this person stays on my shelf inside of life. They're a little bit of a naysayer, but they're part of my family. So we're going to shelf them right here. This is where they are, right? I'm going to shelf this person right here. They ask for money. I shelf everybody. This person motivates me. I want to spend more time around them. Same thing with prospects. You have to shelf your prospects. Hey, this person needs a little bit of time. This person, um, they're a little bit defensive right now. They told me, no, thank you. I'm never doing something like this. I'll follow up with them January 1st and check in with them January 1st. Hey, how's your health and fitness? Because everybody wants to change January 1st. Which, by the way, that's a good tip for everybody watching. I have this tip where I say, in prospecting, it's like, we always constantly get beat up, right? It's like, no, no, no, no, no. I say, imagine you had this list cooking for January 1st. Because I say people want to change your goals. And usually sales is slow in the beginning of, you know, uh, the new year. But I said, when do people want to lose more way to make more money from the 1st of the 14th. Great. Most people here watching sell a product that makes people more money and. Or makes them a lot healthier. I said, what's the best time to check in with these people? Probably on January 1st. So I said, let's go against the wave. I know companies sometimes their sales go slow, but how about if you were prospecting throughout the year, and every time you got beat up during prospecting, where people told you no, you just did this inside of your little CRM or organization sheet or your notebook. You just move them to your January 1st list. And you, uh, know people want to change. And sales is getting people to change from one idea to another idea, one business to another business, one product to another product. That's all you're doing. And on January 1st, since their subconscious wants to change their health and their finances, you're the first person to drop them. Uh, hey, I wish you a prosperous New Year's and to get back in there. So I said, really? You don't lose because every single person that says no to you, put them on your January 1st list and have a target. Like, make it fun. That's the point. It's like you have to make it a game in your head. Hey, maybe on January 1st, I can have a $20,000 day inside of commissions. And I'm never losing because I'm moving people in there. So, yeah, sales, I shelf people. So some people are fast. And I say, okay, this person, I don't want to slow them down. I don't want to injure them. I want to launch them right away. This person's a relationship builder. This person I'm launching because this person said, I just sold my couch. Let's start making money. Launch.

Speaker B: Right?

Speaker A: Right.

Speaker B: Do you. I. I believe we're all connected. You believe we're all connected, Correct? Yeah. Whether, um, we know it or not. So I view it like this web of connection that you can see, but it's not lit up when you connect with Another person, it lights it up and it stays lit for as long as you're connected, even if that connection is just every once in a while. It's like, uh, a neural pathway. Right. It just stays lit up. Stays lit up. And who knows, it expands to some other people and then, you know, it expands to you speaking at GoPro, and then it turns into a whole other thing and then that expands to this whole other thing and it breathes life into the network that's already there. I believe we got tricked over the last 10 years, um, the whole world got tricked into thinking that nobody wants this anymore. Nobody, nobody wants face to face anymore. Nobody wants to talk on the phone anymore. They all want to text. Nobody wants face to face anymore. They all want to connect on zoom. Uh, they all want to stay at home. They, you know, nobody wants to get together anymore. They all want to watch Netflix and chill. Um, and Pandemic accelerated that.

Speaker A: Yep.

Speaker B: But if you look at the statistics, uh, I just ran this yesterday. In 2020, the average person considered, um, they had 9.5 people that they would consider their close friends. 9.5 average, average person. Today it's 3.4. We're more connected than ever with tech, but we got tricked into thinking that people don't want to get connected and now we're craving it. We're craving human connection, human value conversation of any sort. But it's down 60%.

Speaker A: Wow.

Speaker B: You want to know the other crazy thing and the thing you can serve those people that are craving human interaction by, by offering them a chance to get around like minded people. You know, where your team's lit up and everybody's excited and fun and action oriented and, you know, energetic. So at the same time, uh, back in 2020, 3% of the population considered themselves having no close friends. Today it's 12%. So it's 400% up. And we wonder, have zero close friends. They wonder why there's anxiety, depression, all these different things, the, the different medications that people are on in order to be able to kind of cope. Because we're social creatures. Correct. And we, we think that social media was a replacement for social interaction with other human beings. It's not. Uh, we've gone the opposite direction. So those, either sales environments. Because the sales environment can provide it to.

Speaker A: Yep.

Speaker B: Like, like the TV show the Office. It wasn't about the paper. They weren't. It was about selling paper products. It was about that little community of people that would hang out with each other that became their best friends. Right. So if you Have a sales environment in real estate or insurance or, you know, medical devices or anything. There's an environment there that you can actually curate and build inside your company and your sales team. Whatever. Um, and in network marketing, it's multiplied because you have a financial excuse to hang around with people who have similar hopes and dreams as you do.

Speaker A: Correct.

Speaker B: You know what I mean? Uh, so there's a social thing that's happening, and I don't know if you've seen, like, Gary Vee talking about it. The unplugging. Have you heard about this?

Speaker A: No. Like, take away from your phone.

Speaker B: Unplugging. Yeah.

Speaker A: Okay.

Speaker B: There's. There's social clubs all over town where you can't have your phone. Right. You. You go into a club. There's. There's a place called the Poodle Room in the fountain Blue Marina. And I remembers you want to come. They will put a sticker on your camera, uh, before you can go into the place. And if they see you taking pictures in there, they'll ask you to leave

Speaker A: for privacy or just for a plugging.

Speaker B: Just for unplugging.

Speaker A: Got it.

Speaker B: It's a social club.

Speaker A: Right.

Speaker B: They want people talking to each other. Right. They. They want people off their phones. Uh, and you're gonna see more and more and more and more places, restaurants, where. Where you put it away, people aren't on their phones. You know, you're starting to see it in movie theaters, even though movie theaters are kind of troubled right now. Um, like, very strong policies on it, those types of things. I think you're going to see it more and more. I think people are going to appreciate it.

Speaker A: Yep.

Speaker B: You know, that's.

Speaker A: Who's winning now, too, though. Because if you look, um, I mean, listen, I. I know my energy is phenomenal. And a lot of the comments, like, if I go look through my comments right now, if I take a scroll, they'd be like, he's on drugs. I've never done a drug a day in my life.

Speaker B: Yeah.

Speaker A: Right now when it's social media, I turn it up because I say, okay, my formula to hate is this. Whatever we're getting, let's turn up the dial a little bit because it's just fun. Because usually the. It only triggers you if it's true. That's it. Like, it would actually hurt me more if my aunt said it right than a bunch of million strangers. There's only two things that would trigger you more. It was the closest people around you, or if it's true, you get hate.

Speaker B: Really, you get A lot of hate.

Speaker A: Every single video, there's at least 20 comments that really, that are like, oh, he's on drugs or cocaine. That's my number one hate thing. But that's, that's the only hate is like, it's a. It's the normal, uh, the businesses we train, the, uh, you know, being a sales trainer, trading network marketing companies.

Speaker B: Yeah. And people don't like sales in general, even though sales rule the world.

Speaker A: Yeah. Like, I get, I get all.

Speaker B: Jeff Bezos is a salesman, Elon Musk is a salesman. Yeah.

Speaker A: I take all the shots because I'm the loud sales guy.

Speaker B: Ah.

Speaker A: Uh, so I, I turn it up a little bit more because I said, well, here's. First of all, it only, It'll. You'll only stop if you think it's true. So, like, if somebody hates on you and then you start doubting yourself. By the way, I don't believe all hate is bad. I believe some, like, sometimes there's hate that is actually like, covered our blind spots. Inside of business. There's. There's a lot of valid. That's why I don't bash people that are like, completely hating sometimes. Because I'm like, is there validity between that hate? Like, where does it fall? Where does their validation fall? Like, I made a video, I said, okay, have you done it? Do you know the stats? Have you had somebody that done it? I want to know the validation of hate. So I don't think it's all bad, but, um, the ones that I know that are just lies. When somebody says, oh, he's on drugs, I say, okay, let's turn it up a little bit. Because the algorithm likes. Sometimes I'm a, I'm a geek with branding and marketing. I say it likes when people engage and comment. So whatever they do, I say, well, let's turn it up, or let's laugh and let's give them a thumbs up. And, and we don't respond to it.

Speaker B: We.

Speaker A: We don't reply back to it. I think some people get all caught up in that. I said, imagine you just laughed. Well, that's one of our formulas. One of my formulas is laughing. So if somebody says he's on drugs, I would laugh. I'd be like. Because then you just get them thinking.

Speaker B: Yeah.

Speaker A: And you still own space inside of their head. And then you just keep working.

Speaker B: Right.

Speaker A: Their job is to own space in your head.

Speaker B: Right.

Speaker A: My job is just to get them keep thinking. And by the way, it's also to never burn a bridge if you're in Business long enough. Your job is just to keep them in the proximity community. You never know who circles back inside of the community. There's a lot of people I met that said, hey, dude, I didn't like you. Hey, you keep working. And people come in.

Speaker B: Oh, my God.

Speaker A: Never stops. So, um, why I said the energy part. I said, okay, I've. I know I have great energy. And the reason being is because I'm very present with people. Like when, When I'm on, I'm on. When we're on stages, we're on a stage. And. And sometimes I notice if my. If my energy was off at an event or wherever, whatever we're doing, it's out of business. I said, I probably wasn't as present as I could have been. And presence just doesn't mean the unplugging, uh, from the phone. It's like unplugging from what's about to happen or what did happen. Most people inside of this profession are not present 90% because of this, because of this. The other 10% is because they're thinking about something else. And I said, energy is presence. Because if you look at all the best family gatherings back then, there was no phones. Everybody was fricking happy. People were jumping around. Now sometimes you go to these family gatherings and people are a little bit more quiet. You know, not as many people are arguing. That was a good thing in our family. People are arguing and people are yelling. I came from an Italian family. Everybody yelled. Now it's a little bit more quiet. So I told my cousins at Christmas, said, man, we used to be a loud family. What happened? Like, now the kids are on their iPads.

Speaker B: We.

Speaker A: I used to get in trouble 247 by my parents. They used to come put. Put us in the corner, yell at us. That's where all the energy came from, was presence. So I said when people struggle, because I believe energy is very important inside of business. And not the loud one, but the exciting one. When people struggle with that, they have to focus back on being presence inside of their life, where it's unplug from phone and unplug, um, from past thoughts when you're with people. Because people can feel a. A sense of a transfer of, like, good enthusiasm to one another. And if you can't get excited yourself, you're probably not present inside of your life. Right? Like, let's say I told you I was in the casino last night. If I had a bad night, which I think I did last night. So I had a bad night last night. But in the morning, I say this, okay, I'm in business. The only thing we got going on for us in business is our, uh, smile and energy. That's it. Yes, there's a million ways to strategy, but all we got is our energy and our excitement. Like, you can't walk inside of an elevator if you're in business and you say, I want to go build a network marketing business. And then inside of your head say, well, nobody wants to do it in Vegas. Well, you're not going to win, because the only thought that you have is like, well, let me just go in and light people's day up. Hey, nice shoes. You will have a better chance of saying, hey, by the way, there's somebody here that wants to do it, rather than saying, there's nobody here that wants to do it. So I always think to myself, I said, okay, I had a bad night last night, but I'm in business. The only thing I have going for me is my energy, a good, you know, charisma, a smile, a compliment to somebody. So I have the ability, inside of business, for me, to reset my presence very fast. And I think for some people, their presence doesn't get reset or it's an expectation.

Speaker B: Like if their expectations aren't met or somebody hates on them, or somebody discourages them or. Or criticizes them. Correct. They put too much weight on it. They give it too much.

Speaker A: Right.

Speaker B: Too much emphasis.

Speaker A: Right.

Speaker B: And we're, I think we're hardwired to pay, uh, more attention to a negative than a positive.

Speaker A: 100%.

Speaker B: You know, if you get 10 positive reviews on your book and one negative you're reading, you're reading the one negative, you're probably skimming the. The. The 10 positives. And that's same thing true in your life. People get copy compliments all day. One person criticizes one thing.

Speaker A: Right.

Speaker B: You know, all you got to do, you know, it's like I would joke with my wife. Uh, all you have to do to have somebody change their clothes is you say you're gonna wear that.

Speaker A: That's it.

Speaker B: That's.

Speaker A: That's it.

Speaker B: I was just joking. I was just joking. It was just. It was. It was just a joke. Nope. They're changing.

Speaker A: Especially if it's a lady. Don't ever say that to a lady.

Speaker B: They're changing. 100. Yeah. So, and. And even if it's just like having, you know, just goofing around, uh, the same thing's true with us. How did you learn how to kind of like, post and ghost? How did you learn how to, to uh, to turn it up. I mean if people gonna think it anyway, let them really think it. Right. Because let me, I'll give you a comment. Did that I got Grant Cardone's very good at this. Right. Um, he catches a lot of hate, uh, a lot of heat and he really doesn't care. I've talked to him privately about it. I like. So what you said? He said, he said what, uh, what's your unsubscribe rate on your email? I said I don't know. He said, you should know. I said why do you, why should you know? Because yours is probably too low. I said, what do you mean too low? He said, I, I shoot to have a higher unsubscribe rate to my email than anybody else.

Speaker A: Huh.

Speaker B: It's my goal to get them, to get them to be on to get them to unsubscribe or because if they unsubscribe they're not going to be a buyer anyway. Right. Or they're all in.

Speaker A: Right.

Speaker B: They're either all in or they're all out. I'm okay with both. Mhm. I'm going to tell them exactly what I'm you know and I try to find this balance. I, I feel like in my position, you know, trying to serve the whole network marketing profession all, all the companies and stuff that I, I'm m trying to be a friend to everybody.

Speaker A: Yeah.

Speaker B: When I first, I first had it sat down with Gary Vaynerchuk 2009 and said, you know, hey, I want to do what you're doing with wine. He was doing at the time, I want to do that with network marketing. Um, and he gave me, you know, a couple hours of his consulting time and he wanted me to bash like go hard right. On anything you don't like in network market. Go hard on it. Just go ham, just bash their faces in. I'm like man, we catch so much heat already. I want to just unite people. I want to just encourage people. Yeah. You know, so I decided not to bash but same thing with him and like cursing or um, Grant's strong opinions or going hard on the Republican side.

Speaker A: Yep.

Speaker B: You're going to, he's going to lose all the Democrats.

Speaker A: Yep.

Speaker B: Okay with that. Y, um, because he's going to gain more in the Republicans than he loses in Democrats. Like oh, okay. Um, so on one side I, I, I feel like I'd like to do that and the other side I feel like I would be polarizing my audience. What's your opinion?

Speaker A: Your position is different. I, I think I, I'll tell you why. Because I feel like there's people that there's, there's only like one Eric for network marketing.

Speaker B: Yeah.

Speaker A: Uh, so if, if you're gone, then who, who do they really go to? Because it would actually sometimes like we don't talk about anything, politics, religion. I don't get involved in any, anything political. Um, the reason being is because I, I, I made a focus to say I'm going to serve people inside of sales.

Speaker B: But you're going to be unapologetically energetic.

Speaker A: Yes, 100% so.

Speaker B: And say what you want.

Speaker A: You know, in my business aspect.

Speaker B: Yep. Whatever you want. I'm, I'm gonna be that person. I'm not, I'm not going to tone myself down 100 to make somebody else feel more.

Speaker A: Asides from, asides from.

Speaker B: Who wants people to tone down?

Speaker A: Here's the only adjustment that I've ever made was the cursing. That's the adjustment. And the, and there's a reason being because when your goal is to serve, just like that's why that's what I was going on with this when, when your goal, let's say my goal was, okay, I want to serve a hundred million people, which impact is almost impossible now to measure. It's very hard actually when you, like when you get big. It's hard to measure your impact after. But um, I started to say, okay, yes. Cursing. Ha. Huh. People like it. You know, I get fired up. Cool. Great. Makes content great. Makes content great. By the way, people don't understand that. Again, I came in the perfect sweet spot where the, the reason why I was destroying my space is because I came in right when branding came in and I was on YouTube since I was 15. People don't know this. I was already in front of a camera. Like I'm, I'm amazing on this camera. You put a camera on, boom. I'm um, on. I don't, I don't say things twice. Third, I love it. Right. I was better at that sometimes than talking to people on one on one sales after. Right? So, so I understood branding. I said, okay, what do these people want? They want something because I grew up watching Gary. Crazy guy, psychopath.

Speaker B: Good.

Speaker A: People love it. Shareable. People are hating. He loves it. He's turning up the dial. However, let's say with cursing. So where's my balance? Uh, when I know it's going to injure my impact on a, like, on a long term skill, I will stop because I said, okay. So the the cursing thing, great social media sometimes, whatever, it'll be a little bit but we'll chop a lot of stuff out and I'll, and I'll stop cursing 95 of the time. The reason being is because it will injure impact on a, on a, that we could serve a lot more people because some people would just X you out.

Speaker B: Right?

Speaker A: So it goes. That's the same way with talking about political factors inside of the news. Like there's just things where it's like number one, I'm not a news outlet first of all. That's why I don't like I right now. But if I shift my vision, I think when your vision is so crystal clear, you know the content that you could deliver. So when people say well I'm getting into uh, what the grants talking about politics but I seen that his vision has shifted and you've seen his shift into a political shift. So that's why he started getting involved in politics. He had to have a very like strong opinion inside of politics. But I'm like I'm not, I'm not going to get paid for this and that's not my shift right now. So I'm going to lose 50% of my people. Gain 50% of my people. But those 50% of people that were watching me are already buying for me. It would be dumb if my vision is not to become a politician right now. So that was kind of my is it going to lose me the business that I currently have? And I think I would, I would. If I felt like it was going to lose me the business that I currently have then I wouldn't do it because I know me amping up on social media is not going to turn off the people that are already following me right now. Might piss off the haters. So my, my thing was inside of our social media was whatever people don't like first let's listen to the people that are close to us, our community, like, like our friends. I do a lot of check ins with my friends that are leaders inside of the space. Hey man, you know how are you liking things? Like what do you think about my stuff? I like to get some feedback. Hey, what do you think about it right now? Go check back my videos or like I think great feedback is when there's other people in your industry there's feedback to look for. And I think people get discouraged from the wrong feedback. I think or they get encouraged by the wrong feedback too as well. When their friends like you're doing amazing but their friend is Broke that night. I like when my day players are giving you a check mark. So I say, oh, stuff's going good. A players are giving us a check mark. Things are going good. Right? Like that's, that's the job. The job of influence is like, how do you get in the room with the A players? If you could do it with A players? The BNC players are very easy to help them out. But if you can help out and if you can get the attention of the A players, you're doing a good job. So I like to see, hey, what are my friends thinking? What are they posting and resharing? How are they responding to things? Okay, good. We're on the right track.

Speaker B: Yeah. The reason why I ask is, is this is not really on the topic of sales, but it is on the topic of influence. Influence. Right, right. And, uh, those who are building teams, they're going to need to be think about the dynamics of those teams, what they want to stand for, what they want to stand against. One thing that I've. I've realized in recent years is you have to kind of avoid being gaslit by people who have their own agenda. So sometimes somebody, somebody's got an agenda and they want you to take a stand and they'll, they'll, uh, they'll try and guilt you into taking a stand on something and saying, you know, your silence is consent. You know, you, you not saying something about this means that you agree with the other side. Like, no. No, it doesn't. There's a thousand different causes.

Speaker A: Correct.

Speaker B: My cause is network marketing. It's not Democrat, Republican. It's not pro life, pro choice.

Speaker A: Correct.

Speaker B: It's not Israel, Palestine.

Speaker A: Right.

Speaker B: It's not guns. No guns. Those aren't, those are not mine. It's not race relations. Those are not mine. Other than how they apply inside of network marketing for me. M. Right. Or how they apply to sales for you. You know, I mean, uh, so. And I've had people like. And I've been reminded, yeah, we've got

Speaker A: a lot to get. A lot.

Speaker B: You know, it's just like, oh, this would be funny. No, people did not get the joke M. At all.

Speaker A: And it's like, I know. We get it a lot too.

Speaker B: I, I posted like, after Trump got elected this last time, and, and all these different cabinet people were being announced, you know, the secretary of this area of that.

Speaker A: Ah.

Speaker B: And I posted as a joke with a picture that I, you know, I humbly accept the secretary of network marketing. Uh, uh, you know, uh, and also,

Speaker A: I promise you got hate on it.

Speaker B: Oh, my God. It went around the world. No, I mean, there were. People did not read it even that in the post where I said it was. I'm obviously joking. Um, ah, but I'd like somebody to stand up for our profession. It was played at training events, uh, it was put up on videos. It went into languages all over planet Earth. People. People were, um, congratulating me for three months after that post.

Speaker A: Yeah, because it's crazy because the thing is with social media, you'll see some people that take it so serious, even if it's positive or negative. Right?

Speaker B: And I say, yeah, it was a joke. Yeah, I mean, I'm joking. I am joking. They didn't get to that part.

Speaker A: That's why it's super important to circle back people watching when they're building a brand. It's to understand what. What are you building for? Because if you know that you're. You're like, for us sometimes when people try to bring us in to certain things that are happening around the world, I, uh, don't take BS sometimes. And I say, hey, go build a brand.

Speaker B: Right?

Speaker A: Go use your outlet to go build my brand. I. You don't show up every single day for my brand. We've spent millions. If people knew the time you and I spent traveling our whole life doing our job, how much money we've spent on building a brand, go do it. And go start your news outlet and you go do it. That's not why we did it. We didn't open up our brand to become a news channel. So I tell people, if you want to go talk about the thing, it's not my problem. You go talk about if you want to go talk about it or the same thing.

Speaker B: Same thing's true with events. They'll say, you know, you shouldn't have this person and you should do this, you should do that. I said, well, I want to have over a hundred thousand people right. gopro. Um, you should do an event because it sounds like there's a need for it, you know, do. You should do it exactly the way you want to do it. Mm m. You know, and if I made a decision a long time ago not to pick winners and losers, you know, if. Because some people say, well, that that person's not a good person or that company's net. They're a garbage company. Well, there's a lot of billion dollar companies that somebody called a garbage company at some point, but then they either get their act together, they get eliminated, you know, so I'M going to, I'm going to judge based upon. Let the mark, let the market do that. I don't need to be the judge and jury. I'm going to try and be encouraging to as many people as possible. Unless it's obvious.

Speaker A: Yeah.

Speaker B: You know, that, that they're trying to hurt people. If I, you know, I'm going to buy into somebody's intention. And a lot of times they're going to speak one thing and it's going to take a while for reality to show up, uh, to what their vision was, you know. But a lot of people were Criticizing Amazon for 20 years.

Speaker A: Yep.

Speaker B: Uh, before you ever going to make a profit, they're like, yeah, well, you watch.

Speaker A: What's with every. I let everything ride out inside of business.

Speaker B: Yeah.

Speaker A: Because I, I think even inside of our business, like, I was young when I got inside of the space, so I never got emotional about, like, the feedback from people at the top. Because I said, no. They are supposed to, like, when, when you manage expectations, that's where you, like, you. You become detached from people's, uh, emotions and their criticism. Because I said, actually, they're supposed to hate me right. Right now, or they're supposed to have a certain thought of me. Good. It's my job to stay in this for 10, 15, 20, 30 years. That's my job. So then eventually, oh, the kids working like m. Man, I had everybody. Eric, like, think of it. I came in the space early on. Maybe you see me when I was young too, as well. I've been at your studio when I was building out my career with companies. I said, your job inside of this game is to build if you got a good product or you're great at what you do. Mine was sales training, and I'm a fantastic sales trainer. I said, great. You're supposed to have. You're supposed to be a little bit defensive, but that's part of the game. My game is to loosen you up a little and keep doing what I do and keep operating. Because, like, I always tell my team, whether, oh, that guy's good or that guy's. I said, just give it some time and we don't have to. I'm slow to collaborate with people because I say, let's give him some time, who knows? Because a lot of the people are in just as fast as they're out. Somebody blows up every single week. I say, you got to give this person time. I got to see how they deal with this, with whatever it is. Even if it's network marketing attrition or, uh, money. Or money. Just give them time with money. Like, that's the, that's, that's the scariest one. It's not when the person's broke. It's give. Give that person some time with money too, as well.

Speaker B: Yeah.

Speaker A: Because sometimes we're quick to put people on because they made a little bit of money. Give some time. People with money. Because for, uh, me, I tell people, okay, if you're early on sales, your income is your only. Your income. If you've been making it for like the last six months to a year, don't tell me Your income is $100,000 a month. You did it once. Like, let's look at the last six to 12 months. So that's in sales. But then when you're like a leader, I say when that person gets $150,000 check at the end of the month, or $250,000 check means nothing. Give the person time. Because now, like, there's a lot more power and responsibility with that money. And that is 10 times harder than being broken.

Speaker B: Yeah, that's especially quick money, fast money.

Speaker A: That's. That's the hardest thing in the world. And if they don't feel like they're truly worth a big business, you could see that. Like, you know, a lot of people crazy. Just even looking back at your GoPro events. Okay. And no names. Just looking back at your GoPro events. Friends of mine I seen speak very early on, and then people disappear, and then you're like, what happened with this person? And it comes down to almost. I'm actually looking at a mug that says believe. I said, huh? Uh, this person probably didn't feel like they believed, like they were worth a bigger business than what they got. So when they got the hundred thousand dollar check, they got so excited, they either got through the roof or they didn't believe that, hey, this is a real business. Now I'm gonna treat it like a real business because somebody that believes they're worth more inside of the future looks at that hundred thousand dollars and says, oh, this is a business. Let me go treat it like a business. I feel like I'm worth a million dollars a month. And if you felt like you're worth $1 million a month, you would be like, guys like your friend Sandro and your students. You would be like guys like that, that treat it like a business because when you get the check. Amateurs look at money.

Speaker B: Sorry.

Speaker A: Uh, look at their ranks and commissions just at the money symbol. I think professionals look at it like it's like a sign. And you could see two different operators inside a business. One, like an amateur, collects a check. And like, who? I made 27,000. Go blow it. The professional looks at the check and says, this is a sign that whatever we did worked out in the past. Let's double down on that. Let's get our systems tighter. This was just a sign. The paycheck's just a sign. When you make $100,000, to me, it's a sign, right? And that's where true leaders are born. Because I have this methodology. I said, that's where their hunger, in their eyes, are born. When you're like, in the beginning, listen, I get crazier and crazier every year. I don't know what it is, but my energy goes up every year. If I were to look at videos now, between before, it just. My energy keeps increasing, and usually by everybody around me, they said, it's going to slow down. It's going to slow down. It's going to slow down. I said, only based on two things. Health number one, which I figured out very early on because I looked at all the people above me. I said, I'm not going to play this reverse game, meaning going to make all the money and then have to go back. Like, you know, my business is. Is led by my body. So I'm going to make sure I play that. And then I'm also going to make sure that the money inside of my business that I get is a sign that whatever we're doing is working. Because if you treat as a sign, then you're going to keep going. So I told my family, it was two Christmases ago, if, you know, people ask you, like, hey, you know, you've done so well. You should slow down. Or like, you know, you should get a family. I said, guys, listen. I said, great advice. Not for me, but great advice. I said, I love kids. You bring me around kids. I play with kids 24 7. I love families. I'm a family man with, uh, everybody around my family. I said, but here's the deal. When we first started building this out, just like any single person in sales or network marketing, you're building with this. Hopefully it works out. This thing works out for the first year to two years, you're like, hopefully somebody just buys one product from me, or somebody says, daniel, you can go speak. I told him, I said, I was speaking for 1,000, 2,000, 3,000 free. Put me there. So I said, now that it's worked. I said, you think I'm going to slow down. I, I said, my eyes just seen that it worked out. I'm going to speed it up a little bit more. I said, maybe you guys seen just the money. But I seen it worked in my head. That's all I need. Like, oh, I sold a water bottle. It worked. Let me go double down the work ethic. I said, if you guys thought I was crazy before, I might get a little bit crazier now, right? I said, because that's my, that's my, my season of my life. I, I, if I'm like right now is that season to go a little bit harder and duplicate the work. I think we're going to duplicate and there's gonna be a time where we've done it enough and there's enough leverage where there's a family that comes involved. But I'm not going to let my balance be the same as somebody else's balance inside of life, right? Like there's two separate. The balance is not equal between everybody.

Speaker B: No, it's not.

Speaker A: Everybody has different cycles. Like a lady asked me, when are you going to have a kid? On stage yesterday, she's like, are you going to have kids? I said, I asked her, I said, do you have kids? She said, yeah. I said, how old? She said, two and four. I said, listen, my friend has a four, ah, year old or five year old. I, when I spend time with this kid, he is crazy. Like, I'm, um, how does this guy have more energy than me, this kid? I said, would you agree that they are work? She said, yes. I said, okay, a lot of work? She said, yes. And I said, would you agree it's another job, you're another leadership position? Yes. I said, okay, perfect. I said, ma', am, I've done 177 flights this year. I said, it would be not impossible, but I said it would be a disservice to bring a human being inside this life where I can't go put in work inside of that individual, give them attention because I'm working this right now. I said, right now at the season of my life that I'm owning so I don't have anxiety trying to be like, I should be this person and that person. This is the season that I chose. This is what I'm doing. When that season's done, we wrap it up and then we go do this. I said, you know why people quit business? Because they try to live so many seasons. I said, just pick one. And then if you say world's number one sales trainer, world uh is a big word that means there might not be social life in world. If you said, uh, Toronto's biggest sales trainer, there might be balance there. So just watch what you ask for because then you got to go all in with that season and don't try to create anxiety around it. Makes sense.

Speaker B: Yeah. I, Pitbull, um, is a friend. Um.

Speaker A: Wow.

Speaker B: Yeah. And, and I was, I was chatting with him, talking about he was putting, putting out an album. He was in Las Vegas doing a residency, flying to Miami, uh, to do the next evening, back to Vegas to do the next night. So you know, Thursday night Vegas, Friday night Miami, Saturday night Vegas, Sunday, London. Monday I think Columbia.

Speaker A: Whoa.

Speaker B: And then Tuesday he was like on a Carnival cruise ship or something doing some, some concert and he said, yeah, this Mr. Worldwide thing, be careful what you ask for.

Speaker A: Wow. So it's just like, but imagine these guys.

Speaker B: Like, yeah. It's like every time I think I'm working hard, then I compare myself to Dana White or I compare myself to, you know, uh, like Pitbull or, or Steve Aoki is a Neighbor, uh, the DJ. Yeah. 300 shows a year at $250,000 a show. Mhm. I mean, plus putting out albums, plus he's an artist, you know, so he's making stuff all the time, constantly. So you like it. Look at people. Like there's, there's a price to pay for greatness. If you want to be great and if you want to serve a lot

Speaker A: of people, that's fine. We. I do the same thing. I look at all artists. I look at, I look at Steve Aoki, I look at another guy named Martin Garrix, I look at DJs, people, people. But it's a fun life. But man, like yes, they're getting paid a lot of money. I get it. But if you understood what it is like to play a gig and then hop on. I don't care how they're flying. They can fly in a king size bed on private m. Sleep is sleep, asleep. Work is work is work. 300 flights is 300 flights. So when people say, yeah, but you're flying like this, or Eric, you have a private jet and you listen how many flights. When the average person takes two flights, they're exhausted for the month. I hear my fan, oh, we're exhausted. We had a, uh, one week vacation. I'm like, that was a vacation? And you guys are exhausted after one month. So I said, you know, when I zoom out, I really look at artists and I say, wow. Like, you know, it is Very hard when you come into this top 1%, not even 1 0.01% to start looking at other people and start to kind of understand this is probably why they go through what they go through. Right. Like they don't have personal development. Um, I think personal development is so important. A lot of these artists don't have personal. That's why the profession that you guys teach me, it's so important because what.

Speaker B: Also there's a time to run. I mean, if you're an actor, actress, and you win an Academy Award, it's time to make movies.

Speaker A: Yeah.

Speaker B: You know, it's time to crank out a bunch of movies for the next two, three years because you just won an Academy Award. You get to have your, your choice of great films to be able to be a part of. Uh, so you know, if you don't have it, you got all kinds of time. Right. But again, balancing all this different stuff out, I think it's a constant. You're, you're, when it comes to your family stuff, you're a young man. Yeah. You know, so you have a lot of experience for a young man, but you're still a young man. Um, I think you got to choose your life. And once you choose your life, you know, there's, there's going to be push and pull and you can examine. I look at my life in like five year chunks. You know, I'll look at this five years. It's what I'm prepared to do mentally, physically, spiritually, whatever, energetically. And then, you know, I can feel it when there's a pivot coming. I'm feeling one right now. I mean, I'm in one kind of a transition phase to a different energy and most of the time it's, I'm playing too small. Um, I mean, I, and I've achieved, you know, what a lot of people would, would call success. But I still, I get around these bigger thinkers. Go spend 3, 4 days with Richard Branson. You go, oh, there's levels.

Speaker A: Mhm.

Speaker B: There's levels of this stuff. You know, you talk with a Dana White and you go, okay, this guy is having so much fun and at the same time just not giving a shit what anybody else thinks. Yeah. About anything.

Speaker A: It's like they uncap your, when you're around them, they, they just have this lid where it's just open.

Speaker B: They piss me off. Yeah, but I, but it's a good piss off. I like that burn.

Speaker A: You know, I've been last. Listen, I, Is it weird that even when I was at the casino last night, like, I was getting mad when I was looking at tables and people were losing or winning 50 to $100,000.

Speaker B: Yeah.

Speaker A: Like this. I turned to my friend. I say, you want to know what the problem is? The problem is not that I lost 20,000. Here's the biggest problem, is that I'm a little bit mad. I said, that's a problem. Then I'm mad that I lost $20,000. $20,000. I said, that guy lost 50, 100 in three minutes and probably lost a million tonight. And we don't even know. I said, we are playing so small. I said, I want to walk out of this casino having the ability to lose a million dollars. And. And it doesn't faze me. Like, you know, when you want to shop, you don't look at the price tag. Okay, cool. We pass that. I said, I want to walk out of the casino and lose a million dollars, and it doesn't faze me. That's why I think what you like the events getting around other people. When people say proximity is power, your brain just has to see it. That's it.

Speaker B: You want to hear a crazy, uh, gambling, uh, story is Dana White loves. Loves to gamble, right? His goal. His goal is to play a million dollars, and he can't get a casino to let him do it. He wants to have a $30 million credit line and play a million dollars a hand. And, you know, nobody will. Nobody will give.

Speaker A: Million per hand.

Speaker B: Million per hand.

Speaker A: Nobody in Vegas will do it.

Speaker B: Nobody in Vegas will do it. That's his goal. His goal is to get, uh. Is to let him do it because he'll win one hand and walk out. Right? And they're. They don't want that. Right.

Speaker A: You know, so anyway, he'll win one and walk out.

Speaker B: Yeah, he's up. He says he's up like, 16 million this year.

Speaker A: Wow.

Speaker B: He'll go in and make, you know, 200 grand, 400 grand, walk out, and he'll be done. Um, but anyway, goals, right? Different goals. That's a goal for him that he's trying to unlock. Let me ask you this. Uh, I know you got a heart out. I do, too. Tell people why GoPro is going to be so special this year. December 5th, 6th, and 7th, uh, if you people can go to GoPro2025.com, um, and learn more about it, but instead of a $300 ticket for a limited time, very limited time, people can get a ticket for three bucks, $1 a day. Watch it at home. Watch it from anywhere in the world. Six different languages. English, Spanish, French, German, Italian, Polish. Uh, you're going to be there for the three days. Um, going to be there. Top earners in the world are going to be be there. Why should everybody else get registered?

Speaker A: I, I, I would say one thing right now between I'm going to give my perspective of doing events. We do a lot of events per year, maybe a 100. I don't know what it is, but, um, uh, a lot of them are paid for events virtually and in person, minimum. Uh, tickets probably couple hundred bucks in person, all the way. Few thousand virtually, minimum, virtually. I've never seen like 51. Um, and then what I started to notice was this, like, you look at the GoPro lineup of all income earners, and then you look at coaches like myself, and I have courses and books. What the secret is this? What People don't understand why events are so important. When a speaker goes on stage. Little quick thing here or some. When somebody goes on a podcast, they're trying to give all their best. Like, they're giving it all. Like, when I'm on a stage, I'm like, okay, I got this hour. I'm going to dump everything. So when you say, daniel, go pro two, three days, come pour on prospecting, sales, my head's going, all right, seminar. Let me dump it all in here as if it's my $10,000 masterclass in three days right there, right? And then you come back and you say it's $3. My mindset doesn't shift. Why? Because I'm a competitor. So my thing is like this. Well, people got to know I'm the best. This is what people understand. Like, when we're speakers, people got to know I'm great. And they, there's, I operate off everything. Service, love, competition. So when I'm m thinking, I'm like, okay, cool. But I'm still going to give my $10,000 masterclass. I don't care what you're charging. I still need to show people that I'm the best. Just showing everybody. So for my mindset, at least for myself, it's, uh, okay, Daniel, GoPro. Okay, great. Let me pour on a full seminar of sales of what I would usually do with people in like, 12 months. How can I compress this into a full weekend with people on, you know, not just how to sell better, how to understand people better, and how to get the confidence to actually do it. I think that's the first thing. And then there's people, obviously coming in inside of Person. Yep. Uh, I think here's how I want people to view it. I think if you can't afford an in person ticket, okay, I don't want to even start selling you guys on a $3 ticket right now, because that would be crazy. But when you do grab a $3 ticket, you're. There's 50% should be going through your head is information. The other 50% should exactly be of what you and I were just talking about when we said you got to get mad and you got to ask yourself the question, why not at the 5,000, what am I doing? It's not like, like, why aren't I doing the number one things that I'm supposed to be doing? Not like always, what is it? Why aren't I doing it? Why is my team members sitting there? Why did they have more discipline than me? Why aren't I so disciplined? Why am I self sabotaging? Um, so I think you got to look at it from multiple different aspects and then start seeing the speakers and trusting the people at GoPro when don't think they're paid by the company to be on stage or by you to say a story. Because most people have this disconnect of trust of people that are speaking on stage. So my thing is always trust the people that are on stage that their story was actually real. Because if you don't like, you're always gonna say, yeah, but them, not me. Okay, um, and the second day is just the, the, the power of the information that's going to be inside of GoPro. I think I'm looking right now at the lineup, and so far, what I've seen right now from the lineup so far, I think 1, 2, 3, 4. Four people. I've already worked with all four people. We've done all their events. I've done their events too, as well. And I said, that's exactly how everybody should be operating inside of their business right now. Those people right there, like, obviously, you know who to pick. And I go to bed, I'm like, okay, that's why Eric is Eric. That's why he picked those people, because those are the people. When I left the event, they got to figure it out. I said, why doesn't. Why doesn't everybody run their business like, uh, Leah or Sandra? Why doesn't everybody take it this serious? How doesn't everybody stand momentum like this? Why doesn't everybody, uh, be. Be, uh, like Leah, you see her travel and you see her builder or Sandro, a professional that treats it like a business. Why can't everybody think like this? So the lineup alone asides just for me, it's the right leadership now. I think. You know what's cool is that now that all the fake A players are kind of wiped out, I would like to say I don't want to do any calls, but it's kind of like they got wiped out after you could see who has discipline. Okay, um, the market is the market is the market, whatever. Everybody experiences the market. But now it's cool to see the people that have stayed building still on top of the game after the next five to 10 years. Because I started with these people too early on in my career. I say, okay, these are the people that are supposed to be on stage because, um, sometimes you don't know what somebody's going to do after next 10 years. So these are the people to look towards success. The people that have done it not over a year, but almost in the last five to 10 years. Right now. And looking at the GoPro lineup, I think you've gotten very tight on saying these people figured it out. But they not just figured it out, they've been doing it consistently. And, you know, we're teaching people how to build businesses, not how to become a supermodel. Online, where you have a career for three years, this is a business where you can have until you're 60. Right. So I think that's the importance of it right now. So the powerful lineup of people, like the proof is in the pudding, in the people right now.

Speaker B: Yep.

Speaker A: Incredible. Incredible.

Speaker B: Daniel G. Author of the Sales Game. Get a copy of this book. You'll see the link in the description. Um, even if you got to get a digital copy, if, if his, if his paper, ah, copies are sold out. Yeah, we'll get him out there. Uh, but he's going to be at GoPro. GoPro2025.com is the link to get yourself registered. Daniel, thanks for spending some time, man.

Speaker A: This was fun.

Speaker B: We'll do it again.

Speaker A: We could do this for hours.

Speaker B: I know we could do it. And we will, we will in the future. All right, good. So that's my conversation with Daniel G. I hope you got value from it. If you did, make sure you send it to somebody who can also get value, forward it, pay it forward, and make sure that you join us at the GoPro Experience December 5th, 6th and 7th. You can get a ticket at GoPro2025.com as low as $3. You can get a VIP ticket for $97. Watch online with a whole bunch of perks. And there's a couple tickets left for in person. But you better move fast if you want to do that. GoPro2025.com Everybody, have a great day, and we'll see you next time.