7:25PM Jan 13, 2021
All right, well, here we are. Here we are, again, officially day number three. Today, your investment was $1 and like 30 cents, so I want you to get maximum value for your $1.30 today, although I know most of you today we'll go waste about 10 times out on some crazy Starbucks drink with way too many different additives. And I'd like light ice and I'd like some extra coconut milk and some Lalalalala. At least that's what it's like when I ordered drinks, my kids would go to the drive thru or have to pull into the drive thru. I don't even try to put the order in, I pull in, I've opened up the back window. And then I say or tell them what you want. I'm not trying to remember that. Did it in today, we count on one time 13 items on the request list from my nine year old and her cousin for their drink. I was like it's just too many requests. And they're like, What do you want? I was like, just a coffee. Black, please. That's it. Nothing else. Don't put anything else in there. I used to get the gas station now I get a Starbucks. Oh, it's okay. Either way. Alright, so we have, we've had some work we've done so far. Let's talk about what we've done so far, and how we have done it. So to get started, wait until your cameras I'm going to get started. Have you folks on me and I'm gonna do a bit of a review where we are going to talk about where we're gonna go for today. And then we're gonna we're gonna get off to the races. We're going to get into a group do some shares with where we were yesterday. How many of you in the chat right now? went down the path and completed the action guide for day number two. I didn't give you much instruction with it today. We're going to go deep into it. I'm going to take you in the more advanced version. Okay, so we have bunch bunch of you who have completed that. Yes, yes. Okay. So coral did coach Jennifer did Chris did Federico did Aaron did Mark did Gary did Joel did Joel tried. Okay, Jeremiah. Yep. Robert. I think so. Nathan. Yes, Cody. Yes, Alex. Yes, Brendan. Yes. Jeffrey. Yeah. Yay. Just a Yay. Not a yes or no, just uh, yeah, it's in the middle. Two Rivers represented in Oh, there's your Yes. Okay. berries. That note didn't get it yet. Okay, good. Well, it's sitting on the same page. If you were searching for it, it's there. So regardless, whether you got it done, or you didn't get it done, we're going to talk about where you're at right now. And we're going to talk about what because we're gonna take what we did yesterday, and we're going to add it to where we are today, we're going to learn a little bit less. A little less gear, motivational stories, and getting pumped up and more about kind of a tactical execution plan and making sure that you understand how to use two powerful tools. But let's remember where we were when we started here. On Monday, we came into the conversation, that's the wrong pin that's from an iPad. Let me grab this pen. When we come to start on Monday, we came in on day number one and our conversation on day number one was about clarity. And this was this was important because it allowed for us to open up the space, right and clarity about where I am now. clarity about what I feel about the facts of right now, clarity about the focus and the storylines that I've told myself about right now. And also clarity about the fruit of what's working and not working. So this routine has to happen every single time that you engage in action. I was sitting out in the lineup the server this morning, I'm always sitting in the lineup and surfing when there's waves, and I was out there again today. And I'm talking with a one of my friends out there and he's like, so overwhelmed. He said, Dude, I know what I need to do. But there's so much to do that I get to a place where there's so much to do that I don't want to do. All right fill in the blank typing in chat. What's the answer? I don't want to do fill it in. You notice there's I'm so overwhelmed. There's so much to do. I feel like I don't want to do Yeah, you got it anything what I need to do I don't want to do shit. I want to do the fucking work. I don't want to the first step. Yeah, but you guys are nailing it, all of you. Okay, so like this is this, the reality would like overwhelmed, is it oftentimes we don't do what we need to do, because we feel so fucking overwhelmed with what the just the prospect of trying to do anyway, because so much of it. So our mind scrambles everything up and makes it feel much more complicated than it actually needs to be. So what we're looking for in clarity is we're looking for a foundation. And it would be like vomiting everything out on the table. And then this looking at it, right, just getting clear about Okay, well, here's where here's where the facts are. Okay, and I'm gonna put my feelings over here in this top where let's take that vomit and put it in the Tupperware and then I'm gonna take and put my other two over here, here's been my focus my stories, my patterns, my behaviors, I'm gonna put those over in this container. And then I got one last container, let me put it over here in this container, which is like this, this other container over here where I can I can just hold what what the fruit is like what's been working and not working. So this foundation opened up these four containers for us. And anytime that you're feeling overwhelmed, this is the process I want you to go down is to get to the baseline to the facts and feelings, the focus and the fruit.
Right and every time you do this, you will notice that there is a level of complexity that will fade away. Right It will just it will roll away from you and it will go away and disappear. No different than dark in a closet disappears when you turn the light on. Right You turn a light on the darkness appears right? Why? Because the light replaces the darkness right the light replaces the night sun comes up, darkness goes away, sun goes down, darkness comes to play, right? So anytime this is the case, when you're sitting in chaos or confusion, you've got to have some kind of a routine or process to just slow down. This is what stalking is inside of the Warriors way. This is what we do. This is what we do inside of warrior shelter every single day. So what we do inside of warrior shield every single day, right that you progress is what people learn how to do inside the week of warrior challenge is using the stack as a method it's not the method is the method that I use, but it is not the method as if it was the only method available but no matter what the method is that you choose beyond this challenge, you've got to have a mechanism for yourself for getting to clarity. Now what's birthed from clarity that we talked about yesterday is that when I do the work to get into this place is that all of a sudden I get into this place of connection where I start to awaken what we call the I am mastermind and we look at this from these three places and we said I am mastermind is the the connection of three specific ideas at once right idea number one is the idea of me possible okay and meet possibles meet today now every time that I activate clarity through this process of facts feelings focus fruit, I opened up for myself the reality of me today right the possible me How is it possible? Because I'm not bullshitting myself. There's not the lies anymore. It's not the stories or at least it's not the confusion and the chaos that was there before. So me possible then opens up a gift inside of the connection phase of stage two. And there's two specific connections there's a connection here point number two, with me impossible. And me impossible is down the road, right near impossible is not two weeks from now. Me impossible is 12 months from now 24 months from now 36 months from now. Right? Like I just look at the number I look at the type of people who text me in the morning on my cell phone. Right just just like who texts me on a daily basis who has my cell phone number and engages with me via text? There's two groups of three groups of people's family members. I should say they're not my team members don't need my team goes for boxers. So my family members text. Right. That's one group. I have a couple friends I don't have a lot. I have a couple friends, they text. And then I have people that I'm in strategic alliance with or people who I am like close to right now. If I look at the circle, who those people are, who texted me today, like big stars on Bravo TV shows, big, big real estate investors, insurance company owners like guys that are in the hundreds and hundreds of millions of dollars. And in some cases are on companies that are worth billions of dollars. This is who is like I'm engaged with in text. But I'm not engaged with text like we're doing this. We're just like, do what's up like, fuck around videos like Hey, what's up, man? I'm gonna be in California next week. This letter is more than being California next week. Meanwhile, hello, come hang out. Come come hang out with you. And Danielle, like, these are people like individuals who with you go back to me possible 20 years ago like this fucking impossible. There's no way like, there's no way there's no way that I built my life to a place where that caliber of producer and creator is somebody who just is a friend then don't want anything from the need from it. They're just people who want to hang out and be in that space. I'm not I'm not taking anything away from my friends that were you know, drinking old old English malt liquor with me in high school and college. Right and who we were but vast majority of that group is either working as janitors at the schools who went to are broke or on drugs, or are ultimately school teachers. I don't know why they begin school teachers have nothing wrong B school teacher I was going to be a school teacher for some reason that was like our direction. And they don't they often don't make very much money and none of them are in my world anymore. And people like oh, that's rude. You should be the people in the past. It's like No, me impossible was calling me possible into the future. for 20 years me impossible was calling me in the future. Right now. There's a version of me that 60 some years old. It's a billionaire that's calling me forward. I hear from him. I talked to him, I communicate with him. And people are like, Oh, it's fucking crazy. I was like, now what's fucking crazy to think that you're alone in isolation being inside of who you are right now. That's fucking crazy.
To think that somehow you're put here on this ball of mud that's spinning through the universe. It's rotating in a gravitational pull that somehow doesn't While all of us have spin off into space, that somehow the intuitive gut and knowing and that this conversation inside of you that these voices inside of your head, the somehow all of this is just like, Well, you know, it just is. Now there's a bigger game that's going on, it's always going on. Now, whether you choose to plug into it or not is irrelevant to me. Right? It's irrelevant to me. Because I know it works. I have a statement that I use with people, which is your disbelief does not transcend my results. Your disbelief does not transcend my results. You'll never Eclipse my results with your storylines. This is why I do what I do. It's why I execute how I execute and why I am willing to build even when everyone around me is saying that's not gonna fucking work. You're stupid. I don't like you. I don't like what you're doing. I don't like how you're talking. I don't like where you're going. I'm like, and let me tell me Fox I get zero I give zero fucks what you think? Cuz I'm following what's my mastermind telling me and impossible me has conversations with me every single day inside of the stack. This is not bullshit. This is real. I have the most intense 60 minutes stack this morning. Like looping together watching me possible having a conversation with me impossible. And also the third piece, me having a conversation with God at the realm. teaching me guide me me impossible having conversations with me in the stack. God having an insert of influence the voice having an influence in there. Call it God's source, the voice universe, don't care. Call it whatever you want. Call it monkey. Don't care. I'm gonna put God down there because that works for me right now. Right? So this trifecta is the connection I opened up to but this trifecta is not available to me. If I am not clear, which means I have to do the work of step number one, if I do the work of step number one, and by the way, this doesn't take days, right? This could be 20 minutes that you're working on step number one, and you're immediately into step number two. Right? You're immediately into step number two. And yes, Mark. Well put you are your own guru. Yes. Yeah, I'm the guru I was looking for. Does that Fung crazy? Y'all are looking for me? I'm not I'm not I'm not your guru. I'm not your prophet. I'm not your priest. I'm not your I'm not even your teacher. Right. I'm a I'm a guide, mentor. So I tell people now is like, I'm not your I'm not your teacher. I'm also not your I'm not even your trainer. I am two things. I'm a mentor and a guide. You know, the thing I love about mentors is mentors are people who live and have results that you ultimately want. And they lead you by guiding you down the path that they have accomplished themselves. coaches, oftentimes a great I don't have any ground being coach. There's a lot of coaches, a lot of great coaches, a lot of coaches are coaching people to results they've never gotten in their own life. And that doesn't mean that they're not amazing. It's like having an NFL football coach who can coach athletes, and he may have never been that good of an athlete ever. But he's a great coach. So I'm not taking away from coaching. I'm saying that's not what I am. That's how I did that for a long time. That's not me now. Me Now I'm saying listen, I have a path. I have weapons, and I have tools. And what I know is they work. That's it. And what I know is they work even if you fucking hate me, if you hate me, it doesn't matter. They still work. It's like electricity, you're gonna hate you're gonna hate electricity, you can hate it. But when you turn the light switch on, it fucking comes on. Then you don't have to like electricity for it to like, or for it to work. You can hate gravity doesn't matter. It's not gonna stop working. fucking hate gravity. Well, doesn't matter. Gravity doesn't have another gravity don't give a fuck what you think gravity is going to be gravity. These tools inside a warrior known as the stack, don't give a fuck what you think they don't. And they are simply weapons of a gateway. And today we're going to specifically working on a combination between what you did yesterday, which we call an idea stack. And today, what we call a war stack, which is how I enable all of my team members, all of my strategic partners, and my business for myself. It's how I take all of my ideas and how I get all of this confusion, chaos and how I get it down into a place where I can move into step number three. Step number three, which we're working on today is the idea of commitment.
Right commitment, commitment to work commitment to whatever the idea was that was born here in connection. See the idea is born here in the space that was created from this stage up top. So I do the work. And I a mastermind says okay, now we take you serious, right? It's like in real estate deals. Right? I'm taking example real estate deals. You can Put an offer on a piece of property. And you can put in an offer with just an offer. Meaning you just put in an offer, you put it in paper and you send it in, right either by yourself or with your realtor, whatever you're doing, right, we're doing that right now with another home, we're moving on. And you put in an offer, right, with just paperwork, you got a second gun offer, which take more serious and that offer is an offer with money. So if I show up with an offer with just an offer, and then I show them an offer with a quarter million in cash wired escrow on the offer, which of the two offers offer one with just paper or offer to with paper and money, which of these two, one or two is taken more serious typing in the chat, one or two, which offers taking more serious one or two, two all day long. You guys know this, right? If you got two offers that came across the table, and you had one that came across with a with no money one with money, you take the money serious because you're like this person is a lot more committed. So I want you to consider that when you sit and ask God or you ask the universe for something, right? Or you put it out to the universe, or you say to your friends or your family or you go to a you know, a Tony Robbins event or you go to Brendon Burchard event, which I love these events, my wife and I go to these events all the time, fucking bold, amazing human beings that have influenced my life in a massive way. But have asked me to Chairman, the majority of people that I've ever been around, and those programs fucking fail, just like why most people funnel hacking live fail. Most individuals that go to anything fail. It doesn't matter. It's not the mentor, code coach, Guru trainer, it's not their fault. It's not the curriculums fault, it's not software's fault, it's the fucking person's fault. This is why I really really clear that coaching there's plenty of coaches I don't need to be a coach, what I need to be and what had to be was build a system and a process to galvanize the weapons of awakening, and allow an individual to do the following, which is to do the work to get clear. Because I knew when myself and I knew what 1000s of case studies that if you could get clear, then something else would open up for you which is there's this connection that would open up for you and the change that you're looking for and the change that I'm looking for in life come about through this connection I'm a ScreenFlow let me find out why Hold on. Let me see if I remember that restart here we go All right, now we're back in the right place. So this connection piece is everything now is it religious could be right does the trifecta Iam mastermind only work if you're Christian? No. is Iam azmin only work if you're Muslim? No desire mastermind only work you're Jewish. no desire for a Muslim only work if you believe in God, no desire mass mind work if you you aren't an atheist, I guess. Like it's not there's no limitation to this like because here's the reality at the core of who you are. I want you to consider you are a divine creator that was placed here on this ball of mud to do one thing and that was create. That's why there's such guilt at times, for the fact that you don't fulfill on a purpose of your life. And the purpose of your life is not some big grandiose thing. I'm gonna have to consider the purpose Your life is much simpler purpose of your life is expansion. And the only way you can expand is to create. So if you find yourself stuck in a loop of non creation, which means you're doing the same shit every day. No, no, not tomorrow. Number Number three, you get depressed. The reason why you binge watch the Netflix reason why I do all this shit and you avoid the shit and it gets harder to do what's required. And you stop hearing the voice is because you are in a drifting situation we call the pit and you're not creating the pressure of creation, even though it's stressful is better than the suffering in the pit.
So you're going to experience pain in one or two places, you're going to experience pain in the pit or you're gonna experience pain in production. You're going to hurt either way. So why people terrible Why do you work so hard? I was like, dude, listen, I know a lot of people that don't work that hard. And their lives are hard. And my life is hard and I work hard. Life is hard no matter what. Stop bullshitting yourself. Life is not filled with rainbows and butterflies and fucking unicorns. It's not marriages hard. Kids are hard. My daughter just got kicked out of school yesterday. Like life is fucking hard. Period. I have tumors. Cancer last night teeth went through divorces fucked up my second marriage almost lost that marriage to made a bunch of money lost a bunch of money. Some days I'm happy some days not happy Some days I wake up on fire. Some days I wake up I don't want to fucking tell everybody fuck off including my wife, my children, all of you and everyone in my life. I don't want to disappear to Costa Rica and sir
Guess what? That's life.
Life is not what you see on Instagram. It's bullshit. It's bullshit. What's on Instagram. It's complete fucking bullshit. The filter bullshit plastic boasts It's all bullshit, it's not a problem, you can do it, you just have to know it's all bullshit. Every single one of the pretty people you see on the Instagram, they all take a shit. The women have periods, the guy smells like ass. Like there's all kinds of problems that go on, people are not fucking perfect human being and being a human being is a dirty sport. Dirty as fuck, it's very dirty, not dirty in an evil dark way. It's just dirty. Being a human being is dirty, period. So the great part about being dirty is the fact that because life is dirty, and you know this about life, when you don't pretend that life is not dirty, you win. Because you're surrounded with a whole bunch of plastic people who think that life is perfect. They know it's not. They know it's not like they know it's not, but they like to pretend it is. And then they get stuck in the fantasy loop. And this is how you get into a place where you start to live the results of other people with more passion than the results of your own life. Listen to what I'm saying here. Your mind tricks you as a creator. To believe that when you witness and observe the results of creation in another creators life, that somehow by association, those results are equal to results in your life. This is why we love celebrities, quote unquote. It's why we hold people up on pedestals because they have the world as a creator or businessmen and we're like, Hey, we should hold them up here. And you know what, celebrities don't suck and business people don't suck and political politicians don't suck. Like at the end of the day, we as individuals have to be accountable for our own creation. And there's no amount of bitching and moaning about any other behavior by anyone else that's going to ultimately replace the lack of results in our lives. Like someday, you're gonna have to be accountable to this, Im mastermind. And at some days today, it's not someplace off in the future. It's not when you die, and then you wake up one day and all of a sudden now you got to be accountable for all this. You're being held accountable for this every single day. The universe does zerofox universe is the universe of order. You do a B shows up period. That's not miraculous. And either Mac this because you don't know how it happened. People look at me and they're like, that's miraculous. How'd you pull that off? People? Look at me, dude, you only get served for three and a half years. How are you? How are you sir? How are you dropping those ways? Like today? I was fighting around do we were defending our own fucking break battle? These guys show up that we don't know who they are. I'm like, Fuck you. I'm dropping in on you right now. That you won't be a dick and not follow the rules out here. Then we're gonna just drop in what do people like? How did you get to a place you could do that? I was like, dude, listen, I am not normal. I served every single fucking day almost for three and a half years. And I don't just kind of serve I go, I charge I rally. And don't do it perfectly. But inside that place, my results could never be replaced by other people's doubts or their stories and nor am I going to be okay with the idea of just looking at people doing cool shit in the water and then think that somehow that's me doing it. I'm not doing that. I'm trying to pretend it one of the business people who have accomplished what I haven't accomplished. I'm like, that's awesome. That's great for them. I got to figure out how they thought and what they did and how they go. What I do know is they executed like crazy. There's no one with any level of success in your life. No one who has gotten there without radical massive, relentless, obsessive action. While you're sitting around still thinking about what the fuck to do, they've already done it this challenge right here. I told you I had an idea. We launched it when that day. We are. And I figured out a ton here in the first three days we know exactly the things we need to do to change for the second one. We're just going I told you I'm creating the action maps I'm doing I'm doing this all by myself. I have a team members helping me here resume but that's it. Yet in the past, there was a period of time where I would sit around think about this shit and try and plan it all out forever. I did an idea stack which we're not talking about. I did a war stack for this. I had an idea I took that idea to the IM mastermind in the IM mastermind we worked it out we worked it out me me impossible me possible and God, we worked it out. And inside the IM mastermind there was a birth into the next step which was a birth into commitment. And what is commitments a commitment says that I am ready to go to war. That there is a declaration
from my side that I'm declaring war
What am I declaring war on? I'm declaring war on the obstacles that will stand in the way between me today. me tomorrow and me today getting to meet tomorrow. The only way that happens is if I'm willing to do the
If I'm not willing to do the work, then I have no promise. There, the universe doesn't care. The universe doesn't. It's not about liking you. It's not I just like it's not in my experience not liking you at all. That's why you can have people who are fundamentally a certain level, they're kind of they're assholes. They're fucking there. They're ruthless people. They're never nice to people. And they make a shitload of money. And if you get around them, even though they're kind of dicks, which I get x people think I'm a dick. I'm an asshole. And I am. I get it. That trainer me I got business me. I got aggressive dog, warrior me. Right, I got a guy. Sometimes it gets off point she wants to head but the fuck out of people. Right? So we all have these pieces. But inside of it, what I find is the universe doesn't care if you're a, quote, good person or bad person. If you take this action, that result must show up. It's law, its order, its eternal. You can't break this law. And I haven't considered even God operates inside of this order. So when you start to dispel this idea that somehow as a creator, you've been held outside the gates of creation. The only reason you've been held outside the gates of creation is because you lie. And you don't own the truth of who you are as a creator. And because you lie and you don't own the truth of who you are. As a creator, you continue to just beg for scraps. You hope that manna falls from the heaven tomorrow to take care of you. It's not how it works. The law of the harvest and karma is a real game in the game of creation, which is what you do come back to the world I have right now. It's not fucking luck people to go dude. So lucky man. lucky to be like, let me tell you, we can take that luck, you can take that luck and shove it straight up your ass. I got revelation insight. And for the past two decades, I continue to follow it. You on the other hand, get told what to do. And you sit around and fucking jerk off about it for six months. Think about it, overthink about it, overthink about it, overthink about it, overthink about it. And then you finally pull the trigger, only to recognize that you paddled for a wave that's been gone for six months. So I appreciate you started paddling. But now it's flat and the swell is gone. And the waves aren't here and there's no way for you to catch. Now you want to be a victim and blame everybody for why you don't have any waves. No, you're the little punk who wouldn't go when the window open. So if you don't want to go when the windows open and get the fuck out of the way, nobody cares. Your results are your fault. You don't like it, then know it. Don't fucking be upset about it. Reduce your expectations for life. You don't like what your results are. But your commitment to go has been low. You need to reduce your expectations. You're not as good as you think you are. You don't deserve money. You don't deserve happiness. You don't deserve joy. You don't deserve it power. You don't deserve a great life. You're not entitled to any of that shit. Even if you're you live here in the United States of America, you have the right to a pursuit of happiness here in the United States of America. That doesn't mean you're going to be happy. Nor does it mean that you're going to have anything. You're given the right the opportunity to create. So if you don't create Well, that's on you. It's on you. Yeah, stretch, paddle dig in. paddle harder. Don't stop everything I've done in one area. Why haven't I done it the rest of my life? Yes. This is the question that we're asking. So why don't we sit inside of the game of warrior as a as a message and the word core for experience, to have it a lifestyle across body being balanced in business. We're saying we're not just going to play this way in one area. We're going to play this area in all four areas that our target in life is to ultimately put ourselves into a very high level of abundance across all four. But to do that, we have to understand this tool. Yeah, Martin, I'm a motherfucking beast in the gym, but I shrink in business. Yep, I get it. Most of us have one area of our life that we are just a monster and we're great. But then we have the rest of our life.
Like I got all kinds of guys. I know like if we go roll jujitsu, go box bar. I didn't want to do some MMA sparring. I mean I I don't do well in any of that. I do okay, I am some little bit Not really. The Wagner I got friends about fuck me. real fast. The minute we leave the dojo the minute we leave the gym, they're fucking weak as fuck. You know, most surfers, I know, shred, we leave the water. And I laugh. I laugh because I'm like, the rest of your life is bullshit. You worked at the sandwich shop, and you're single and you're 36. That's a fucking problem. So I don't leave the water and treat the water any different when I started surfing than I did everything else, which is I become obsessive about it. If I'm going to be a parent, I'm going to be obsessive about being a parent, if I'm going to be an athlete and true surfing, I'ma be obsessive about it. If I'm gonna make money, I'm obsessed with it if I'm gonna figure out how to mazing like off the rooftop sex with my wife, which I was for 1516 years of my life, but kind of pull this off in this relationship. And we're there and I'm I was obsessed with it for seven years restoring trust in order in my marriage. Commitment wasn't like a back off, it was just like, No, I'm fucking committed. That's it. Like I'm committed, being committed is better than being talented. Like write that down. being committed, is more powerful than being talented. Most of the really cool shit that you see people pull off, they're not that talented. But you know, the one talent is they're committed. And guess what? They don't what? Once they start, they don't what? They don't walk, stop. Stop it don't quit. Good. So are for peace here then, once we get past commitment, is we access this energy here called courage. What is courage, courage is the capacity for you to do what is required in the face of overwhelming obstacle to be filled with fear, and to choose courage anyways, to be filled with doubt and to choose courage. But you notice that courage doesn't just show up right? So they have the statement at the bar called liquid courage. There are some people who can only socially engage at a high level with other individuals when they're drunk or stoned. They can't they can't they cannot engage without a filter and be themselves unless they have some kind of a tool or weapon that makes them be themselves at a different level. liquid courage right? But guess what happens a minute the buzz goes off. What do you left with the fucking hangover? What happens the minute you leave unleash the power within for the 12th time and you walked on fire for the 12th time maybe even held Oprah Winfrey's hand he walked on the fire guess what happens? What happens? What are you left with the end of this? Right? Just because you did all this shit. You encouraged in the moment, it's all temporary. run on the fire. jumping out of jumping out of an airplane, like crazy shit doesn't matter. Courage must become something on tap for you. You must find a way to access courage on a daily basis no matter how you feel. Because what sits past courage is in our final step. And that is creation. Which is us actually doing what is required. Now, if we back this up, we look at these stages that we've just been talking about. Now we're going to take a ship on this I'm going to jump into number three. Look at this process. Look at all the work that happens prior to creation. clarity, commitment, or clarity, connection, commitment, and courage. Right, those four things, if they're not involved, what kind of creation are you up to? If there's no courage involved, there's no commitment involved. There's no connection involved. There's no clarity involved. What the fuck are you doing? So I am less about trying to get people pumped up than I am about making things practical. And this is the common conversation here. People I guarantee you're not really sharing anything brand new, you're sharing in a different way. But for the first time in my life, I'm able to practically live this experience on a daily basis and get massive fucking results. And the reality is it takes couple years.
It's not gonna happen over a weekend. It takes a couple years. I had an interview yesterday with one of our guys inside of our program, who had been with us for two years. And he's like, Listen, it was the first time I was ever in something where we'll come back over here what's happened here There we go. That was the first time I was ever insomma is just going on here. There we go. He's the first time I was ever in a program where I could practically live what I was hearing.
But where I didn't lean on the quote guru for the answer or events, I was like, I know. This was the purpose of building a Warrior's Way, was a system and a science to be able to live this practically no matter what I did, to live beyond me, to allow you to connect to the thing that matters. So we're going to take a stop, and we're going to do some shares. And where is the group we're going to jump into the work that we had for yesterday. And the work that we had for yesterday was to complete what I call an idea stack. Now the ideas stack itself as you went through it as a tool was about taking the idea that opened up in the space of what you need to do, and ultimately being able to get leverage on yourself. We did that through a series of questions in the beginning that gives us leverage and that leverage then left us into a place where we were left with for specific measurable facts that when this idea that I have that I opened up for me in the zone of connection that when that when it occurs, these four facts will be available. Like I'll be able to know that I completed the idea because I'll be able to check the box and say that happened. That happened. That happened. That happened how many of you got to a place inside of your work yesterday where you got to the for measurable facts for you with your idea type in me inside the chat of that was you type in me if you got there? So Conan got there, Mark got there, Tony got there, Jovi got there, TJ got there. Matt got there, Maria got there, vos got there, Jeff, Jeffrey got her. Adrian got through Aaron got their brand and got their PJ got their cn got there. Okay, guys, so it's a handful of us, Federico got their coach Jennifer got their case. So here's what we're gonna do, we're going to take and we're going to go into a breakout right now. And we're going to share with that ideas, and then we're going to come back and I'm going to go deeper into the war stack. I'm going to take what you did yesterday, and I'm going to show you the new tool for today, which is just the accelerated version of the basics. The idea stack is a tool that we use just to deal with ideas. But once we get into execution, we shift that idea stack into a war stack. And it becomes much more tangible and practical in what the actions are that we need to take to move forward. Then we picked those actions, we pick what has to be done in the first 24 hours and next 48 hours next 72 hours. And off we go. So we're gonna go into groups go and turn all your cameras back on and we had a handful of your cameras on everybody turn the cameras on. And we're gonna break off into groups. I'll be joining one of those groups today we'll find out what that is and whose group that is. We'll see if I end up in some of the same groups that I was in yesterday that happens and as of right now Kyle, and I get in the same group today. This thing is like zoom is zoom is destined to our our connection and conversation. So here we go. What was what shut up if you are ready to move into our groups go out and give me a hand up to the camera hand into the camera? Let me see it. Let me see it. Let me see it. All right. Everybody's sharing. We're on 20 minutes on this one. Everyone is getting a chance to share on their idea stack. Here we go off into our groups of four or five and three to one and awkward
All right, all right. I got mark. I got Rob. I got out of hand row. We got the lineup. The hands was wearing is wearing his chin bra. keeping his chin Cuban his chin up. Chin Braun. Mark. Good morning.
How are you doing today?
I'm doing great.
Rob, how you doing today?
Good. All right. Well, it looks like it may be just you and me. All three of us. Let's get us rolling as roll here we got some we got john somebody in the group and then dropped from the group they saw they saw you to whoever was and he was like, Fuck this. I'm out of here. I can hang out these guys are too intense. Alright, so here we go. We're gonna go we're gonna do some fun. Mark, you and Rob are going to rock paper scissors, but your hands got to be seen in the air so we can see what's going on and whoever wins gets to choose who goes first Ready? Go. Well, who's gonna call out Rock paper scissors. Shoot. You guys are both like trying to do like the meme version. Here we go. Who's gonna rob you call it really good. I love We even had a delay from Robin Mark. Mark still had a chance to audible after he could see the senior scissors and he still went with the paper. I don't know. That's a subliminal loss right there. Okay, Rob, who you are, but first you marked on there. Yeah, well,
you know, I've
tried to understand the stack yesterday has gone through, it can't go No. right way. So maybe we, you know, if you go first, I don't know if you did it or not. And then I can kind of try to better understand exactly what it's supposed to look like.
Mark, I feel like
I did it all. So I'm happy to go.
Okay, perfect. So let's start with you, bro. And then Rob, how do you kind of
remember I was worried about 700. guy.
I remember your name and your face. I remember from where dude, yeah, you were you with us inside VEDA? 2018. Right. 717.
I wasn't worried about warrior con
one into. Nice, nice. What do your part of the original the original posse in the game? Well, welcome back to the challenge. And I'll Bob we get to have you more more part of our world as we move forward this year. So let's start with idea what what was what was the big idea, the big idea that you feel like you needed to act on.
So just to frame the conversation, I have historically been an analysts staring spreadsheets and my my company realized I need to I need to move into more of a business development role if I want to grow to the next level in my career, okay, so that within my same company, I've been there for 11 years. Okay, so, last year, all last year, I was in a business development role. didn't bring in any business, you know, kind of a weird year, but still. So now this year, I'm at a point, I had urine conversation with my boss who's the CEO of the company, or a small consulting firm. So I'm at a point where I have the opportunity to double my income, which would be great, or possibly be fired in the next six months if I don't bring in any business. Okay. So my, my idea is, I want to bring in a million dollars of sales to the company this year. Okay, perfect. Who are what triggered this? Well, I have the opportunity to either increase my income dramatically or be fired.
So back back up, what what led you to the path of wanting to leave the analyst situation and insert yourself into the frontline production mode? Like versus backline backline support?
I was in the classic when you say bored or working out? Yeah, I was bored. I was like, I was just I was burning things down. You know, just I actually last year I wrote out a resignation letter and walked down to the CEO and handed it to him. I didn't even have another job. I was just like, um, I'm just done and he had been there 10 years and he you know, I've built up a lot of equity there so he's like, hold on, you know, let's talk about this Think about it. And that kind of got the conversation to what if we move you into a different role got it out of the operations analytical that stuff which I'm very good at but you know, let's move into this and I've never been in sales there been sales guy. So this is new to me. I'm trying to figure it out. But uh, you know, luckily the guy I mean, he kind of almost treats me like a son you know gives me advice and like he let me that could have been a disaster Yeah,
okay, so you are you are in a massive transition between backside war and front side war I backside war running analytics, dealing with spreadsheets dealing with numbers to a backside planning it's like a financial advisor I run insurance companies to and you have agents who are sitting on the backs of their great planning, but they're shitty at marketing they're shitty at closing they're shitty at if you give them a client and help put put a plan together they're fucking insane the way they see the world if you have them go get business they suck ass they'll go they'll starve to death right and because the mindset is just so different between back end and front end in the operation so if you come to my companies you look at my back I have an operation people it doesn't mean they're not valuable. So my back end people were you know, make half a million dollars a year they do fantastic. They're amazing what they do. But front side is a different breed. Like it's a different breed because you're dealing with prospecting and hunting, not preparing. Right It's like you got to go out into the wild to hunt so Okay, so the big idea then is you go out and hunt and the reason we're doing this because you're bored you're gonna burn out and burn it down to the ground anyways I'm gonna fucking burned to the ground so the opportunity arose for you to be a business development guy which means you have front side get leads close leads and bring business to the company. Your It sounds like you're in pure Commission on this in 2021 or no are you on salary?
I still have salary
Okay, so you have salary and then you get commission bonus also? Yes, okay. Got it. So hence The reason why he's gonna be like, hey, either get this shit figured out, you're done to get six months or I'm gonna have to let you go. You got six months to figure this out. 2021 Okay, good. So the idea is we're gonna go to a million dollars. Right, Rob you clear on this on what his idea is right now? Yeah. Okay. So the idea is I'm moving a business development and I bring a million dollars in cash of the business. If you bring a million dollars in cash to business, what does it bring to you, Mark?
To me, it brings Well, one I proved myself I can do it, too. It increases my income type three, it proves to the marketplace. The anyone else that I can do, I can grow a business, I can bring in business. I can be marketable if I want it to go somewhere else.
Okay, got it. So there's a lot of things that open up here. So the positive side, on the profitable result of you executing on this idea seems pretty high. Yes. Okay. What's the downside of the negative side of you not pulling the trigger on this and getting to a million this year? That was another question, Rob. We're just kind of going down through the questions inside of the idea stack that, that we printed off and gave you guys some PDF. So if you have access?
Not not like I get partway there. But like, if I don't do anything, I get there. Okay, potentially looking for a new job potentially have to take another job that I don't like or want. Wife loses trust in me faith in me. You know, that affects home life. She's stressed out sex life, obviously. It'd be awful I would I'd be embarrassed. Ego would be hurt. Yeah,
it'd be horrible. Got it. Now we've got a list of things over here. On the negative you don't act, come back to the positive if you do act. What opens up again for Mark when we do this?
Well, what I was saying is, well, like I said, I mean, my income goes up, I proved myself I can do it. Okay. Students, okay. That would be compounding, you know, the more confidence I'd be able to take more action, do more deals, make more money and trying to get to a certain level. I want to get to 500,000 a year, okay. And I'm dating, whether that should be my target or the million in sales. I work with the sales just to say, okay,
does a million in sales gets you to 500,000?
okay, what what, how much do you have to sell to get to 100 or 500,000? Based on what your salary is and your commission? 2 million to mine. Okay. So if you really want to get to 500,000, but setting a target a million, can you see the conflict here of the problems?
Yeah, our, our sales in my department is about 2 million right now. So okay.
That that's all right. I mean,
I guess the story is that it's too much,
for sure. Well, we got a conflict, any situation here because we have a desire. Ultimately, the idea is I need to, I want to make more money. And the target I'm going after in my mind is 500,000. But I already don't believe that I can actually sell enough to pull that off. So I'm going to just shrink it down to a million which makes it impossible to hit the target. So your mind's going? What the fuck is true right now?
What am I supposed to do?
Not a one year,
okay. Okay, good. So we can push the timeline out. So you're like, Okay, I want to get to 500,000. And this year, I want to get to what did you take home in 2021 50? Okay, cool. So if you got to 300 in 2021, that'd be a significant impact on your family. Yes. Yes. And we should if you went to 250,000, you went up 75 to 100,000. This year? Are you do you live comfortably on the current amount that you already pay? Or that you already make? Like is your family? Okay? i 150,000? Yes, okay. Well, dude, listen, I mean, you add, you add 50 to 100,000 in discretionary income to your family this year, as a massive fucking change as different vacations, that's different date nights. That's different, all kinds of shit. So if we come down and we make a measurement, we say, Hey, listen, my target this year is to a not lose my job. How much do you have to sell to not lose your job?
Even one deal at this point, I mean, you know, 50,000 100,000.
So if you close one deal this year, you keep your job. If you don't close one deal, you get fired.
That what it is,
Okay. And how much is one deal? Usually?
could be anywhere from 50 to 300,000. But
okay, okay, cool. So we already have one deal in the pipe, we have a target of a million whenever done, a million would have sold on the front side. So we've got all these this idea and it's okay, the idea can completely be the you're gonna see what the worst activity we're gonna break down even more. But we've got this idea of where we're going to go. And there's some measurable facts, that would be true. Some things that would be true that we could say, hey, at the end of the time, when you've arrived at a million dollars, whether it was 12 months or was 24 months and you did a million in sales, or was the end of this year, you did a million in sales, there would be four things that we could measure and say yeah, that that verifies that we did this. What's one of the things that you came up with?
I wrote I am a producer.
Okay. So what does that mean? How would we measure that you are a producer?
Well, I brought in sales I prospected. Market in closed sales, I brought in real money to the company.
Okay, cool. So we're gonna know right now that I have customers, I brought in customers to the to the business new. Number one, number two, that those customers equal up to a million dollars in revenue to the business. Three that I took home an extra, how much would you make up a million dollars in sales?
There we go. It appears you have
I mean, the guy guys really giving me an incentive to do this. We really have an opportunity.
You do. Okay, good job. We already got the right number then, which is the million I don't think I'm 150,000 more do you wish to get 300,000 for the year? You're like, Okay, so here's the measurables. One, I'd be prospering to have a book of business and clients. Two, I would have a million dollars in total revenue to the business three, I will have taken home commissions myself 150,004. I will have made 300,000 in 2021. Very simple check off. Do I have clients? Yes. Okay, good. Did I do a million in revenue? I did. Click OK, good. Did I take them? 300,000? Click? I did. Okay. And or did I make 150,000? commission? Click? Yes. Did I take a total between salary? And commission of 300,000? Check? Yes. Okay, done. Those are easy. Those are easy to look at now. Does that mean that we know what to do right now? No, that's what we're going to work on right now. Today, right. But what it does get us to as it gets us to a place of having clarity about Okay, well, this is where the wizard we're gonna go, I'm now connected to and can become committed to the actions required to get there. But now I'm connected to a bigger vision connected to a bigger frame of where I want to go for the year versus just a while I want to pay my bills this month. All right, I'm gonna pay my bills this month. Well, it's not really a big compelling vision, there's no big place I'm moving to so a lot of the reasons why we don't take action right now is because the action we want to take right now, our mind can't see the long term lineup is like, well, how does doing this get me here. And so we'll avoid shit, which we'll do it, we'll ignore it, or we'll half acid or we'll kind of pretend that we're going to do it. And we don't really do it. Mostly because our mind doesn't know where the fuck we're going, we know we're going now we know that we're going to 500,000 over the next two years, we know their first checkpoint, and that is 300,000. For this year, we know that our first checkpoint in power pulling that off is going to be a million dollars in revenue to the business, we know to pull that off, that would mean I would have to sell on average, a number of you know you're looking at a few cases your customers are 50,050 to 250. Data 250,000. So I mean, you're gonna add a minimum of four customers, right? minimum of four customers, so anywhere between four so we know hey, I have for between four. And you know, we were $50,000. And now we're looking at 2420 customers to get to a million revenue. So I've got to figure out how to get between four to 20 customers. Once I do that I make another 150,000 this year. Rob, what are you noticing is we're just talking about this? What are you noticing for yourself just just listening to this go down?
Yeah, I mean, it seems as though you know, it's it's setting goals that are visible, the clarity that you talked about, you know, that that's part of at least my personal struggle is the clarity aspect, because I'm making a shift in the same kind of way, dilemma wise, but a clarity i think is huge. I noticed it in myself as you're talking mark two is just this that sense of what do they say like burn your boats, like if you're in a space of, you know, rather than I take the job or I get fired, or I get this or I get that or whatever, there's so many different options that I guess get what I'm seeing that you're saying is you got to focus and get clarity on one of those instead of having, you know, four or 567 different options flying around in your head.
Now, I'm gonna put these up on a Walmart and be like, I got a million dollars in revenue and every week you can track off where that's happening. Right God zero this week, he that stings got zero next week. Shit, that stings. We got 03 weeks in a row. Fuck, man, I gotta get something on the board. Right? So like when we have but if we don't have that to move to there's no sting. Not the same way. Because then you're like, Ah, man, you know, I'm figuring it out. I'm figuring it out. And then it's June and you're having the conversation and you're still figuring it out? Well, you know, I'm figuring it out. It'll be real easy. Let yourself off the hook. You don't have a long term plan. What's the long term plan? Where am I trying to go? Right, I'm gonna talk about five years from now. That's why we work on impossible games here in warrior which is like what is the impossible game I'm fighting towards in 2021. So that I've got something to line up with, like a true north is going to pull me forward and then all my other decisions are going to line up with this. So I already know coming into this, that there are some skill sets we're gonna have to work on in the war stack that will take you there. Right What are some of the foundational skills you already know? We're gonna have to be available to you to pull this off.
Well, prospecting, marketing, closing deals,
marketing, advertising selling. And an analyst has about zero skills in the US
on an eight factfinder. Yeah,
I know. And that means that you are a I need to think about shit way too much to execute. Which is why typical salespeople and marketers are a two or three factfinder and a 10 quickstart. Because they don't need data to sell shit. They sell ideas and vision and emotion. Attend quickstart, three factfinder. So I need about three facts. And by the time you're still trying to figure out facts at level five, I've already sold a million dollars. And you're like, What the fuck, I'm like, well, dude, you're sitting around jerking yourself off to all these facts that don't matter when it comes to selling. You're worried about this from a long term fulfillment side, I'm not worried about that and selling and selling and marketing. It's irrelevant. We only need one gallon of facts. To sell it. You think we need eight gallons, two facts to sell it. We don't need one gallon of facts to sell this. And that's all we want to tell people. And then you're going to fuck it up by giving them too many facts, you're going to give them all eight gallons in your marketing message and people don't run away. So there's a psychology that you're going to have learned doesn't mean you can't learn it. The fact that you have an eight factfinder means that your shit should be really solid on fulfillment because where a lot of marketing and sales people fall apart is they fucking sell all day long, but it can't fulfill for shit. Can't even fucking fill out paperwork, can't track anything can't stay organized to save the goddamn lives loser keys every day. Right? I'm surrounded with salespeople. So like I get it, I have two herds of groups of people in my world trainers and salespeople marketers. And then I have my back end fulfillment, analytical operations and people to make sure we don't blow up and bolt these parts exists in each one of us. But there's going to be a journey, you're going to have to go on this, it's going to really challenge you. So we're going to really look at what are the first actions that need to be taken from Mark to ultimately become a marketer.
Because numbers don't sell stories sell. And you've come from a world of numbers. And those don't, those won't sell the way you think they will. Right? So there's just a psychology shift that's going to have to happen. Now the good piece is you have a golden parachute, which has got somebody who's got you back, which means your family's unaffected through all this, which is going to be a blessing and a curse. If you lost all your money right now and you had no income, you'd be very motivated, figure shit out. But the fact that nothing changes if you don't do anything today can become a slippery slope.
Yeah, that's been the problem. Definitely. Okay. And he even in my urine review, the CEO said, you know, maybe we cut your salary in half.
Yeah, well, cuz he knows. You knows that it's very easy for people to stay very, very comfortable. Yeah, it's hard. It's hard like this way. This way. They actually encourage if you're going to most deep salesmanship, they want salespeople in debt. They want to buy the cars, the boats, the houses, they want to spend the money, they want them to spend it before they even get it because it keeps them hungry to keep selling. Yeah. You are about to step into death and rebirth, my friend. And you're not really sure what that means. And yet I can tell you that version of you that's gonna have a very different version of you. So, all right, you guys ready to bounce back out? We're gonna be talking about this. Rob, are you getting some clarity? Listen to this happen. Yeah.
Welcome back. Mike. Still got the solid beard game going on day three. Ladies and gentlemen. He has not shaved it off yet. I don't think he's gonna shave it at all. It's gonna be fantastic. Yes, Brandon. We are on our way to burning good. Look at that fucking picture with a big ass white sticker over it.
Yes. Says great now.
It says great on that paper. I like it.
Yeah, it's I get something better. It's just gonna hang there for a while we burn it.
I love it. I love it. I love it. By the way. I seriously would send a message Jocko about that I think he'd really like it. I really do. I think you'd like it demands I mean demands on me he stands for all that so like he's such a great human being. All right. Beautiful. Okay, so how many of you in your conversation getting to share with everybody else around there? How many of you feel clearer about what your idea is? After the conversation if that's you give me thumbs up to the camera. moves up to the camera. Oh Is everybody frozen? got half the frozen some frozen frozen. This is frozen on my I can see Bran I can see half you guys move in half. You guys are not moving. Okay, good. I got some bombs coming up. I got some bumps coming up. Well, I'm hard lined in so I don't know what's going on there. Okay, how many of you right now? also know that there's more clarity that you need on how to take action on this? Give me a hand up to the camera. Okay, dude, for sure we got some frozen internet going on. I'm gonna see what's happening here. Hold on. Let me see here. Let me see here. more clear by taking it. Okay, but talking it out. All right, perfect. Here's where I do turn the cameras off real quick. turn them off. We're gonna see if we can get this connection to replug back in. We're hitting a little bandwidth issue for whatever reason, going to the cameras, killer cameras, kill them. Kill him, kill him. Kill him. Kill him. Kill him. Shalom, Shalom, shalom. Cannon. All right, where is that? PDF? Hold on. There is my PDF. Where is not PDF? I'm going to go through with you guys. Nope, that's an art. Hold on. There it is. There it is. Let me see. There it is. My download that that's why. All right. Now I'm going to open that up. Okay, hold on, I'm gonna share this was you share this with us so that you can see what I am talking about?
There it is. Okay, now we got it. Alright, so, in the chat fired up in the chat, for whatever reason, we had cameras getting frozen everywhere, like it was the cameras full time job to be frozen. type up in the chat. If you got more clear and being able to talk that through with your buddies, go ahead and type in the word clear, just type in clear, if you got more clear. If you got more clear typing more clear, I had a great conversation with Mark, Mark and I were going through some some some really deep, intense, interesting conversation about just where he's at and what he's pursuing and what he's chasing down. So let's take a look at how the next round of this works. Right? The idea stack was what you went through, which was taking again, stage one, clarity, stage two is connect to the idea. Stage Three is commit to the idea. Now, you might notice that your idea is something that's way out there. Right. It's like an idea that's out there out there out there, like 12 months from now. So Mark Madsen was giving me an example he came in Mark, why don't you turn the camera on real quick and come back in a call the mirror quick, turn the camera on. And then I'm going to we're going to go a little a little side by side here. And I'm going to share share you where to go Hold on come right here. Let me see my bicep, there we go. Okay, Mark carrying the camera so that you don't look like a shadowed individual that we're trying to Hide. Hide from the government. We're like, oh, gotta hide him his testimony is is too intense. We've got a black mount. And we got to make his voice sound like a robot. Okay. So you had an idea that you're working with, which is you are currently in a position where you're off salary, but you also been given an opportunity to go to commission, I make 150,000 last year, you have an opportunity to make another 150,000 this year, and you moved into the game from behind the stage as a back end fulfillment analyst to now a front state business development guy, which is essentially you're going to go out and hunt down business and bring it to the company. The target or a gamer idea that you set up was the reality of being able to go to a million dollars in business brought into the company in 2021. Right, we looked at a couple of facts Did you and I'm just kind of catching everybody up with because they weren't in a conversation with us. And then you're not going to kind of work through this warm up together. So as we come down through this end, the four facts of things we got to was that there would be anywhere between the mark would have to between four and 20 customers that he had brought to the business because the contracts they work with go from 50 to 250,000. So for the minimum and you know, 20 at the maximum to pull that off. A second piece is that he would have brought in a million dollars in revenue to the business third that he would have had 150,000 in commissions and fourth that that 150,000 and commissions added to the 150,000 base salary would allow him to hit his target of $300,000 for the year. So these four measurables were about the million. Now I'm going to actually change the idea that the idea isn't about selling a million that the idea is actually about you directly when it comes to the money. And that's about you making how much this year
how much is it?
300,000 300,000 right, so that's the idea that we're moving off is that I'm going to double my income this year. Okay, right. So this we're going to start with our idea, we're going to start with the idea of double or double my income. Now we looked at the first question we said, well, what is the idea that you would like to execute on? Okay, we set a million dollars in revenue. That's what we originally started with. I wonder if it's gonna let me I don't think it'd because I haven't pulled this up in a PDF. Let me see real quick. If this lets me draw on this. I don't know. I don't think it will. Just not in a PDF writer. Let me see. You know what? Sandy, I know you're on there right now I know Daniel knows how to come up with this into an Adobe Reader real quick for me to or Adobe tool to be able to look at this and write on it, we you send him down here real quick and see if we can get that figured out. I'll just keep talking to you. And we'll kind of toggle back and forth between the two. So the first question is that we're looking at is we're looking at the question, okay, what is it you'd like to execute on? And our target that we said was $300,000? Okay, are you gonna change that? Or is that is that sound like a pretty good target for you?
That's a good target.
Okay, so then our next question that we went to was question number two, who are what triggered this new idea? Will you just figure it see if I think I could draw it in a PDF, but I think I have to go into a PDF into into the Adobe, the Adobe tool, I think, have you done it where we drag it into? Yeah, yeah. Yeah, let's try that. I'm gonna do that. Can we do that? Okay, while we're working on this on our side, keep talking. Mark, who or what triggered this new idea. This idea of you doubling your income, what happened? Explain to everybody what happened last year.
So last year, was my first year kind of moving out of the analyst role into the business development role. I didn't bring in business last year. So my urine conversation with the CEO this year that ended December a couple weeks ago was basically, alright, I'm gonna give you a huge incentive, you guys can all do the math 150,000 in commissions out a million, that's pretty good. incentive. He's like, basically, I'm going to give you the opportunity to either double your salary, double your income, or you're not going to be here, you know, you'll be fired. And he didn't say six months, but I'm basically saying, you know, if I don't do anything the next six months, I'm probably gonna be gone. So that was what triggered what what I'm going through now is like, Okay, I need to I need to get committed on on doing something and I was going back and forth on do I focus on my income? Or do I focus on the sales? Sounds like you're saying, Let's focus on income?
Well, the sales read the path to get to the outcome, right? So the outcome they ultimately want the idea is, is you're like, Listen, man, I want to make $300,000 this year, I want to double my income. what triggered that idea? One I was burning out my business I didn't really want to be part of I didn't want I was burning out my job. I didn't really do it. I almost turned in my resignation last year to sat down with business are sat down with OSHA. It does work on his appointment. Yeah. We're pulling in. Pull in the
It's I think it's in downloads. Yeah, right there. Map three. Pull that one.
Oh, look at this. Look at this. I think we may have pulled this off.
Oh, boy. Of course. It's gonna pull it sideways. Fucking cocksucker.
Do you know although target, I'll just roll with it as is and we'll figure out what forgot what make that happen for tomorrow. And I'll just draw on it sideways. So I'll have it like right here. Oh, it did. Okay. Oh, yeah. There we go. Oh, wonderful. So we turn it rotate. I know. Where's your rotate? Hold on. Let me see if I go last Oh, oh, arrangement. All right. She wrote, I see.
Send it backward Bring to Front. I don't know the fact that what do I do that? Alright, Target, we'll just run out of sideways. Right here, right here. Remember, I told you guys act like you invested $10,000. But we're also not sweating. Because we know you invested five. We're figuring this bs out. But we have some new we're trying some new stuff here with OneNote. And, and also zoom all at once. We went over to changing kind of the way our our game went. And it's, it's been it's been a little interesting. We have some assumptions on some things. And they work and some of the assumptions are complete nightmare and they're not working. Okay, so we got what we have is we have questions sideways. So we'll kind of ride them on them sideways. And we'll talk about him on a sideways game. So question number one where to get a word, you're going to go like this, and we're going to drop we'll get that straight for tomorrow. But for today, this is going to be sideways. So you know, Mario, turn your head like this. And you're like, what is the idea you would like to execute on k? So our idea is 300 K. So this is the idea that I'm going to take home $300,000 right. So we agree on this home to get there. Yes. Okay, perfect. So let's come down. And question number two, who were what triggered this new idea? Right? There was a couple different things. One, you had a bunch of burnout happening to conversation with your boss, CEO and bizdev opportunity, which is great because you were going to be out of there anyways. And he just created an opportunity for you. So we come down with the goddess now go to the next question, what is the story you're telling yourself about this new idea? So there's a there's a narrative that's running your mind. Let's look at a couple possibilities of what that could be. What's one story that you're telling yourself? That's, that has you think this is a good idea that you should do? This was one story about Mark Mark about himself inside of the situation? What's one of them?
And it's a good idea. Okay. Well,
sure, this is a good
To execute on.
Kind of cutting out cut, shut your camera down and open your cam back up. And let's see if we can get you to connect a little bit better.
All right, you got me? Uh huh.
Your camera is frozen on my side. I'm not sure why. I stopped the video. And let's try it. Let's see if we can get you to. to come back in a little more active. Is he frozen for you guys typing? Yes. And he's frozen. Yes, he has frozen for you guys too. Okay, good. So it's internet on his side, not my time. I'm trying to stop your camera, but it's not stopping. So it's alright. We'll keep talking. And you just look like a very stoic Greek statue that has been forged. But I can hear your voice. So let's keep going. So what's that? What's another story that you're using about this idea?
Well, the stories I wrote down, or was that it's too much to do in one year,
okay. It's too much to do. That's fine. It's perfect. It's too much to do to do in one year. Okay, what other stories reylo around the head of yours?
I'm not a good salesperson.
I'm not a good salesperson.
Okay, what else?
Well, can't partly related to it's too much to do. But the sales cycles long in my industry. So you know, to get even four deals. For large deals. In one year, it would be a lot.
Okay, now, I want you to stop. I'm gonna stop right here on the stories I want you to notice. So we've got four stories and our first story that you're running, this is a good idea to execute on. And then for the next three stories, where do we find ourselves?
Can you guys see the writing screen right now? Yes, can you guys see this? Okay, good. Well, yeah, so like, I want you to notice this, like so just look at this for yourself, Mark. Story. Number one, is this a good idea to execute on but immediately under the surface is the truth, which is you really believe it's too much to do in a year, I'm not a good salesperson. And the sales cycle is too long, so too difficult to get done, which is everything under the surface is actually going to make sure that you don't do it. I'm glad that you're being honest about the stories like how many of you can relate to this inside the chat. Give me a little chat chat up in this, how many of you can relate to this reality that Marc's facing where you have this idea that you want to execute on but you know, for sure, underneath the surface is the truth. And the truth is you don't fucking believe in yourself at all to do it. Like you're like this bullshit. I'm not gonna pull this off. Like, here's all the reasons why it's not going to happen. Yes, yes, yes, yes. Okay, good. So tomorrow, we're going to be working on angry stacks. And each one of these are topics for you mark to work on. Today, you're not going to work on that. But tomorrow, I'm going to teach you the angry stack. And we're going to show you how to go after you. Because if we don't get these stories switch, it's too much to do and on here I'm not a good salesperson sales sighs sales cycles long, so difficult and and so difficult to get done. If we don't get these turned around to line up with this is a good idea to execute on, then the reality of you pulling this off is going to go to where 00, you will not do as required. So even if I tell you exactly what to do to get to a million, you won't do it. It won't work right? And this goes for every single one of you listening, every single one of you listening like you will not pull off what you need to pull off if the storyline if the story. If I can do this. Let me see. I don't want to remove you from this. I don't know I get this camera. Let's see. Africa. We'll just leave it there because I might delete you completely from the column. I don't want to do that. So we're going to take those stories and we're going to go into our next question. Question number four sideways using your sideways vision. Why is idea worthy of execution in your mind? Like to pursue this 300 k? Why not just quit go get a job somewhere else like what what is it for you in your mind that says hey, this is a worthy idea for me to execute on why?
I want to prove that I can Oh
We just lost them.
Okay, so I want you to see a cycle hopefully my hope when Mark comes back in is I want to use somebody that example to walk through it. And I'd already kind of understood his story from our little breakout. How many of you can see right now though, like, like, legitimately see this process, right? We take the idea. And then the idea, look at what we're doing with the idea. We're saying, Okay, well, here's the idea. Here's why this idea was born. Here's why I think I need to do this because I had this experience. And then this fucking idea showed up in my head. And then I came over and I say, Okay, well, why, what is the story that I'm telling about that idea? And I want you to notice that they're there. And we've got to get the story to a positive place. And then we move to question number four, which is, why is this idea worthy of execution in your mind, now we are going to justify to ourselves, right, so mark is going to have to justify to himself now this is a complete and utter personal reframe, which is he's got to build in his mind, the evidence for why we have to get a why behind this, we not only have to get the story, the lineup, we have to get the wider lineup who don't get the wider lineup in the store to line up, you will not do it at all. And if you do do it, it will be half assed and it will not work. If you get somebody who's taking massive action on something, even if it's something small, it's because their storyline, the narrative in their mind. And the clarity of the win by doing it transcends any of the fear of the doubt and stress for doing it. So we're gonna keep going down, then this question line, just make sure you understand the questions. So question number four, why is this idea worthy of execution? In your mind? Can this be done at fundamental you don't believe in it? Meaning you don't believe in what needs to be done? frederico? Is that what you mean? Mark is back. There he is. There he is. First thing we're going to work on with his virtual salesmanship, is going to immediately call as his first action today, his internet provider, and he's going to pay for the biggest package, they have to assure that as high speed internet works great. And he's going to get a landline because you're gonna have to do some zoom calls here over the next couple months to be able to sell some shit. So beautiful. So we'll come to question number four. What is the AI? Why is this idea worthy of execution? Your mind? What's the evidence for you, mark that says, Yes, I want to I need to do this. You're muted on your side, brother. Go ahead and mute yourself.
Okay, we're doing good.
You're getting out. Okay. So what's what's the evidence? Why, why? Why? Look at again, the simple question here on question number three, which is, what is the story or we already did that one? Why is this idea worthy of execution your mind? Like, why does your mind say, Hey, this is worthy of Me stressing out about? I want to prove to myself,
prove myself that I can do it that I can bring in business,
that I can do it. Okay, what else?
To prove to my wife, I can do it, too. Add trust to her that I can produce and provide.
Okay, what else?
To prove to others in the industry that I can bring in business to make myself more marketable and more valuable? If I did want to go somewhere else.
Okay, what else?
Did I increase my income?
And how does? How does doubling your income change your world?
I would pay off some debts, I'd be able to take more vacations, better vacations, do more fun stuff. buy more fun stuff. Okay. Like to send the kids brand school.
My daughter just got kicked out of private school. I was a waste of $20,000 a year. My son got kicked out of college, as he dropped out of college after 25,000 for the first year or two. I was like, my kids are just not heading down the education path the way the world says they should sorry, they're both fucking brilliant. They know how to make money already. So it's like an interesting challenge. Okay, So question number five. If this idea is executed on how will it positively impact your world? So we were kind of getting into that in the last question.
Yeah. Yeah, make more money, I'll have more confidence, which will lead to more action. So I haven't taken action for lack of confidence fear, but if I can bring into business that will lead to more confidence which will lead to more action which will lead to more, more deals more income, have the compound effect
Okay, so that mean there's a radical shift the radical change your family life will go vertical it will tell you money doesn't matter but here's reality if you have money you can buy space or you can buy it most problems can be disappear with a check. Not all problems, fundamental problems cannot. But a lot of the surface level basic needs problems of life go away with the check, a wire credit card, right the ability to pay for it. Okay, all right. So we've got this right, more money, more confidence, the compounding action and the impact on you. Let's go into question number six. If desired is is not executed on how will it negatively impact your world? If you don't do this, and you don't fucking do what's required this year? to pull this off? You don't get to 300,000 Why is this a negative thing?
A probably be fired. Have her new job. possibly take a job that I don't like or want just to pay the bills. wife would be stressed out. home life would be stressful, not fun. sex life would not be good. It would hurt my ego it hurt my confidence. I'd be embarrassed and I'd feel like Bailey
Perfect. Okay, let's move on. Question number seven. When desired is execute on your execute on in your world the following self evident truth will exist. What was the first truth we discussed this in our group? In order to get to 300,000 you're gonna have to sell How much?
$7 million. Okay, so
we're just going to stop there. So we have 1 million in revenue, 1 million plus in revenue to the company. So we know this is this is Fact number one. Now this is way off in the distance. I'm going to show you where this gets magical. Okay, 1 million revenue to the company. Any argument on this one? Are you clear in Islam? Okay, so then we're going to go to seven beat now this is where the war stack changes. Yesterday, I gave you the idea stack we do I this acts like crazy. My teams myself would do one or two ideas sacks each day, we get an idea. We run it through an idea stack, we send the idea stack to each other we do all this through technology inside of our software apps drive on all of you inside of where your shelter with me, I'm not gonna bullshit you because I want you to have access to all these tools. And this is just the beginning. The ability to execute and communicate like this in 1520 minutes and get yourself super clear. Using the apps very fast is very different than trying to do this. In paper. Write paper is good, but I can't pass paper around. So but I can do this fast with myself even when you're doing paper which gets a psychology of how this works out. Now what we have to identify are the obstacles to pulling off one night. Right? So when you look at this, we're saying okay, well here we have this target right here is 1 million clear. All right, so we've got this shiny million dollars in revenue that's sitting over here, right. Sounds great. Sounds amazing. Sounds PG sounds fantastic. Now we've got to come down and we've got to get clear about Okay, well, where I'm standing here I am. And here is the million over here. There are there are a series of obstacles that are in the way of me pulling that off. Like I will not get to that million if I do not get over those obstacles. Now I'm not saying there's four obstacles, there can be 50 obstacles this year. But what we want to look at are what are some of the some of the obvious what are some of the obvious obstacles that exist in your world right now when it comes to getting to the million? So let's brainstorm a couple of those what are what are some of the obstacles that you can see right out of the gate with this
leads finding good prospects
Okay, so finding leads or finding prospects
Okay, what else?
closing those prospects closing
Okay, what else?
The stories in my head preventing me from taking action.
Okay, number four, what else
my Lack of sales experience
and we're gonna put marketing to lack of sales and marketing experience. Okay? What else? Give me one more
not no real marketing budget not not much of a budget at all.
Okay, so are these five these five items that we see here? And I'm gonna ask you guys all in the chat for those of you sitting in the seats right now sitting in the group right now are these five obstacles big or small? type in we're big are typing a word small are these big or small knowing again, he's super skilled at what he does backside right as an analyst super skilled but now he's moving to the front side and we're seeing our first big five obstacles showing up for the million finding prospects closing prospects stories out of my head that will kill action, lack of sales and marketing experience and no budget to work with at all. Gate. So we've got a lot of stuff coming down. So Brandon, he sells consulting what industry you sell consulting in? Mark?
We are we do back office middle office for hedge funds or lenders, we manage the collections of defaulted loans.
Perfect. So the contracts you come in are our baseline day paid plus, I'm sure revenue that comes to your company based on what you guys collect.
Okay. So collection side. Alright, so you selling he sells contracts and bring them into house? And then they split revenue based on what's collected with the businesses they collected cash for? Correct. Okay, super quick. All right, may not be clear to all of you listening very clear to me, though. So you've got this, this game has to begin here. So we've identified that we want to get to a million we've identified these five obstacles, we're now going to go to point C, which again, is sideways. And the question is how can you strategically strike to overcome the obstacles? So if we look at these, and let's look at these one at a time, let's come to the first one, finding prospects. Right, so let's come up and take just an idea on this one. What what are some things you could do? In the short term today, the next week, the next month? What are some things that can be done to start transcending the obstacle of you finding prospects? Well, I
have some, but there's, there's some conferences, there's some virtual conferences coming up. I could I could find the the attendees on the on the conferences.
So to find the prospects, the thing that would change is you would you would go to you will go to some virtual conferences where prospects would be. Yes. Okay. So I could attend some virtual conferences. Okay, what else? What else can you deal with number one, and again, we're just dealing with obstacle number one right now.
Just research, internet research. There's certain industries, we're looking at education for student loans, could be schools, banks, FinTech companies,
what would you be researching
the company like for fintechs reaches researching the FinTech companies and ultimately the trying to find the right people that are in charge of collections. Okay.
So identify potential prospects, prospects of companies. So you do some research online.
Okay, what else?
There is my, my existing network of people trying to find, you know, get I've had a few conversations, which is, which is kind of led to brainstorming and referrals. And
so I tap on my existing network. Okay, what else would you do?
I have an existing list of about 90 or so prospects in our CRM that I can continue to work those.
Okay, what else?
I could potentially buy lists I guess, never have but it's an option.
Okay, let's come dobs goal 1.2 closing prospects What are you seeing here? What's one way we can overcome that obstacle closing prospects?
Other than studying or reading learning? Okay, so
one things is you can study sales,
talking to what else did we do have another? We have sales guy, relatively new guy they brought in for sales for not not my department but for other parts of the business. I could talk and kind of
talk to new sales guy. Okay, what else?
I'm practicing my pitch, I guess. Do you have a pitch? Really?
Okay, so what else we need them?
Create pitch. Okay.
And once we create the pitch, then we can practice the pitch. Okay, what else you got?
Just reps, you know, just getting people on phone.
Okay, perfect. Okay, let's look at optical 1.3 1.3 was we actually skipped a for lack of sales and marketing experience. Number four, so let's go to optical 1.4 Okay, so what can you do here? Your lack of marketing and sales experience?
A lot of similar? I think. Okay. I know I've read the Pitch Anything and even did some of Orin class training programs
Okay, to Pitch Anything in the book you've taken on the course.
Okay, what else can you do? Before we can sell something we got to get leads So what can you do on the marketing side
put out well create some some content outreach to send out can use within
Okay, what else
would mean calls
well making calls cold calls warm calls, network calls, but that's that's that was my one thing like on day one. What's the one thing you you know you should do but haven't done and that was? That was a big one is just making the calls, which I just haven't done?
Correct. What do you see right here in the middle, look at this. We've got this idea. Look what happens. We go from million to so weird how this like sticking like a delay drag on? There we go. We got a million in revenue company. then that becomes a bunch of obstacles. And those obstacles become a bunch of strikes. What are we building here? What's happening?
We're building an action plan.
What am I supposed to do today? Well, we got a whole book and lists and things for you to do. So when I sit in an idea well, like you don't want to do is make a million dollars. You're like okay, that's great. Well, what does that mean? You're like well, that means that that beyond that means that I take on a million dollars in revenue. Okay, good. Well, what's gonna be in the way of pulling that off? Well, I don't know. I got fired. I've got to find some prospects are close and prospects are going to kill the stories in my head. I have a lack of sales and marketing experience. I've had no budget to work with at all. All right. Well, let's look at the first one. How do we deal with that obstacle? What are the strategic strikes? Well, I contend some virtual conferences research online and identify prospective companies. I can tap into my existing network to engage with my 90 prospects that are currently in the company I could my list of prospects on school and budget, what can you do about sales pocket steady sales, I could talk to the new sales guy and get some advice and counsel from him, I can practice my pitch shit, if I'm going to practice my vision and probably create my pitch, I'm going to practice that thing every single day for fucking 45 minutes, reps, reps, reps, reps, reps, and then I'm gonna get myself on a phone. And I'm going to go to law school 1.4, which is I'm going to keep studying Pitch Anything like it's the Bible, I'm going to go back through the coursework every single day for an hour they that I bought from Warren club, I'm going to create content every single day, I'm gonna put that on LinkedIn and start making cold calls every single day.
Now, all of you, all of you, all of you right now, like in this like, type in what you're seeing happen right now. So I'm going to skip eight 910, these are all part of the same thing, which you're going to do this same process on the hopefully your papers aren't sideways, you've got the ability to write on it the right way. But you're going to go down this process. As you come down this process, we end up at the bottom of all four of these obstacles. And we have ourselves in one simple thing, which is we end up dude, this drives me nuts. This is sideways tomorrow, this will not be sideways, but for today is sideways. What is the first four actions you know, you must take to begin executing on this idea today. Though, now imagine you've gone through all of the four measurable elements of success inside of that measurement success we've gone down through so again, we've looked at taking you took home $300,000. Right, and we look at that we're like, what are some of the obstacles to doing that? Well, I don't know what that's gonna affect my taxes. I don't know if I'm going to be on actually take home 150,000 because I don't know what that means, like my tax games don't change if I take a lump sum like that. So I may have to do more in sales. And we just keep going, keep going, keep going keep going down. Right. So as I get to the bottom of this, what I'm left with are four simple things I can do this week. Here's what I can do this week. What do you know, just a little a little bit we've done right now mark, what do you know you can do starting today?
To make calls to my existing prospects, they're already there.
If you call them What do you say?
What am I going to say? Exactly? Yeah, what do you say? So Hi, Mark. So we are a an asset management and master servicer, we can manage your the collections of your defaulted loans. So just so you know, we're not a collection agency, but we're what we call master servicer. So we source to other collection agencies, okay. So we can handle the entire collection process for you. So you don't have to worry about that you can focus on your main business and move resources to more profitable tasks. And we handle the whole process for you.
Okay, so we're gonna, we're gonna, I'm gonna help you with this. I don't want to be like create pitch. Sounds like a pitch Tony. It is a pitch. It's good thing, it sounds like a pitch because it is a pitch. By the way, y'all are gonna have to get over the idea that you don't pitch. Pitching is powerful. What happens in a pitch though, is that most pitches are not set up with a pre frame. And because there's no pre frame to the pitch, it feels fucking like me being sold. Right? And nobody really wants to be told or sold, they want to be seduced. One of the things we focus on inside of word shelter and we're shield is strategic seduction strategic selling, which is how do I actually position myself in marketing and sales, pull this off, write the pitch in what they hear in the first write could you could be pre empting this with something different? Right? So we're going to create the pitch which means we need some kind of clear message from you coming. Pitch is the message what else do we know it needs to be worked on? This week? If you get protection message, what do you need? practice the pitch. Okay, so we can practice pitch
and then make the calls to make the pitch.
How much revenue did your business do last year? The company as a whole
as a whole are my division companies all about 4 million?
Okay, so the company small? Yes, so good. So go straight to the CEO. Practice your pitch with him if anybody in the company knows how to pitch Tim. So then you're gonna have practice time with the CEO He wants you to when you're like, bro, listen, I'm your analyst. But part of the reason why I'm an analyst is because I love to be anal about When it comes to money and facts and details and data, and I know I'm gonna fuck myself up on this, and you are the master guru in this place, I'd love to set up some time every week to practice my pitch with you. Would you be open to that and helping me even create the pitch. So I'm going to create the pitch, but I'd love you to practice which helped me refine and get a better. Okay, so I got those two things we can do immediately. What else can we do?
make the calls.
Okay, so then I can practice and record my calls? Because then what can you do with the calls every week when the CEO?
Yeah. And he for sure will hear something every single week and go, Oh, yeah, there's reason why that fucking sucked. So don't ever do that again. And here's what I want you to do. Is this system this? Now go back to the practice. Okay, what else you got? Give me one more. What's one, what's the fourth thing you did?
Well, researching looking for more prospects.
Now I'm gonna help you schedule a meeting with who
will see ya
Yay. So this is gonna be the very first one. So this is actually number one right here. This is our first one, we're going to put some pressure on you. And you're going to set up a meeting with CEO and you can schedule a meeting with him. What's today's Wednesday, you can schedule a meeting with him on Friday or Monday. And you're gonna do that immediately when we get off this call. You're gonna set up a time with him and say, Hey, listen, bro, what's his name? What's his name?
Tom, hey, Tom. I know you want me to win, I want to win, you want to win, we all want to win. I need some mentorship and some guidance on this. I'd like to set up a time to come in and share with you the pitch I've created and practice it with you. If you'd be open to that, can we set them up like that here either Friday or Monday this week, you may want the weekend to practice and create your pitch. So you may probably set up on Monday. So I got a call on Monday that I'm going to have with or meeting with him. Are you in the same place as CEO? Or is Tom live in a different place?
We're in the same office. Yeah. Okay.
So face to face with Tom is happening on Monday. Okay, and then on top of that, once that's created, now you go to work. So we get that scheduled and then today, you now start to create the pitch today. Now you're an analyst, an eight factfinder, which means you're going to type this shit up. Don't fucking pretend that you can pull the flow shit like I do. Like if you give me four words, and I'm good to go. I'll go close 2 million right now. Right? But you you are going to have to write your shit out and that's okay. Because that's your process. It's not a negative thing. It's good. You just have to know you're gonna have to write your shit out. As you write your shit out, then I'll show you how you know how to I mean, again, nessa, they'll show you this week, but if you step in a shelter and you come join us and warrior and play with us a whole year you'll be able to get guidance on how that plays out. Right But the fees are large. We'll get for now though, you got the meeting scheduled CEO. You're gonna start working on creating your pitch how much time he gets been working on your pitch today and what Thursday and Friday
creating and practicing
yet just creating how much time you spent creating can't practice we haven't created
just creating. It's been probably an hour today and two hours tomorrow.
Okay, go and how much time on Friday.
And if it's still another two hours on Friday, okay, and
how much is Saturday?
Okay, now what's on Sunday,
another hour. Okay, so we got 10 hours, you're gonna practice your pitch, and create your pitch before you get to meeting with CEO Monday, 10 hours, you've worked on this. And you're gonna probably go through eight to 15 different versions of this. Before you see him on Monday, you show up on Monday with dick in hand. If you work for me, I kick you in the face.
I was like cuz now you're looking for me to save you. I'm like, get out of my office policy. I was like, you want to go back to the desk or you want me just fire you now?
Is it that's a lack of energy you can put into putting this together. You tell me you want to sell a million dollars, but just spend two hours practicing your sales pitch Fuck off. You're gonna have to work harder. You're gonna be like the boxer. You're like the white kid who can't run fast. And you're about to compete with all the black kids and track. I was that kid. I had to work my ass off to get a college scholarship boy State University. I was fucking naturally slow. Fast ever. I was four or five. If my buddies, my buddies, my black friends. These guys could put in an hour work. And I had to put in six hours of work just to be at 5% as fast and as strong as they were. I didn't bitch about it. There's no one was talking a victim. I just knew that my natural it wasn't natural to me. My quick twitch fibers weren't there. And what I do, no matter what I did, I could not there's no way they were gonna be fucking fashion astronomy. So I had to start Stay in a place to compete. And the only way I could do that was I had to work harder in it. So I went out twice, three times a day, watch Game film, how to get smarter and other ways so that I could compete. That's how I got to Boise State. Why kid out of Washington and like how the fuck you get there as a defensive back? Well, easy, I figured out how to work hard, which means sales is sales a grind. It's a grind, you have to be your pitch is the most important thing that you will ever create as a salesperson and marketer, which is the message and the frame for what you're selling. Which means it's like, dude, you're gonna work on this every single day. Every single day, you're like, Dude, this right here, minimum 10 hours before you meet with CEO because you got to show up for something to impress him. Say, Hey, man that he knows looking at you that you did the work. second piece on top of this, you got to redo it, redo it, redo it, you're going to create it and read it, create it, read it, create it, read it, create it, read it, create it, read it, create it, read it and change and adjust and change and adjust and change. And just I probably put in a little bonus one here and call sales guy who just came in and see if you could run this beer pitch fine before you meet with the CEO. Say, Hey, bro, can I have you just give me some feedback on this pitch. You know, I'll make it easy on you. I'm gonna, I'm gonna record the audio of it, I'm gonna write it, I'm gonna record audio, I'm gonna send it to you. And we please give me some feedback from the audio. You know, just send me back an audio note after you listen to it, I'll make it easy. If you'd be willing to do that, you know, I'd happy to take you to lunch or, you know, help you I'd love to scratch your back. If I can help you with some stuff on the backside with data and things that I focused on the last little bit. And then going to practice, practice, practice and record calls, that's gonna be the force piece, because that's going to happen after you meet with the CEO on Monday, then you're going to grind for the week in calls, and how many calls you going to get yourself into next week.
okay. 50 calls where you've talked to people, or just 50 times you doubt cuz 50 times you doubt that's not impressive. gz, dial 50 numbers. If you talk to 50 people, that's that's impressive. You dialed 50 people, every fucking jerk off can do that.
Talk to five people a day. So
she had 2525 engagements, which means you talk to not gatekeepers. You talk to decision makers. Or you talk to gatekeepers. Who
know I'm typically talking to the people I need to talk to.
Okay, got it. So we got 25 engaged conversations next week. That means you can download don't
have the person but
Okay, so you're gonna download an app called tape a call. I'm going to record this for you and training purposes for yourself.
Now, you need to talk to your CEO about that. I'll also talk about it on Monday, right, you're gonna have to cover yourself legally for whatever that looks like. So notice right now on this recording, I am not authorizing you to record called phone calls of other people without their knowledge and their know how, and under no way circumstance or form. Do you get to look at anything I have just construed as somehow me legally authorizing you to do what you're going to do. Remember, you were taking advice from a fucking PE teacher? There we go. I've just covered myself for my attorneys. Now, on your side. I was just talking to see I would say Hey, man, I'm gonna record these what's the best way to pull that off? And so I can hear them. And listen, most of times, you should be able to pull this off without without a problem. Even if you just talking to the person in town quickly having to record this just for training purposes. If you're okay with that, if you're not, I can turn it off. You know, either way, you can click and kill it either way, right? I'm not telling you to be malicious break the rules or anything, I'm just telling you, you're gonna have to grind in this and the only way you're gonna get better is to listen to yourself. So we got four simple things on this that need to be done right, immediately scheduled that it says a scheduled meeting with CEO. right that's happening that's happening right out of the gate. Right? Well, second thing is gonna happen. You're gonna work on what?
Create pitch. Okay,
what's the third thing is gonna happen? Practice pitch, what's fourth thing is gonna happen.
Practice and record my calls.
Yeah. And then in between these is that you're meeting with the CEO, right? So this like, meeting it'd be like number four would be the meeting on Monday. And then number five would be practice or practice and recorded calls. So you got five simple things and move on right now. If you can't pull these five off. You need to let go of this vision of getting a million
you sing this?
Okay. The rest of you that are on right now. Are you seeing this for yourself? Like sometimes I know I share it with people and I get it in and then a lot of people don't get it. They're like, Huh, you just do. Now there's a lot of stories that are getting to get away from getting away from this mark. And that's we're going to work on tomorrow, which is tomorrow we're going to work on how do we use the angry irritation mega stack. How do we use these to get you in the right headspace so that when you go into the meeting with CEO or when you're getting resistance for creating the pitch When you're getting resistance or practicing When You're shitting your pants making fucking phone calls and you're nervous and you're shaking and you're stumbling and you sound like an asshole, would you will welcome to the beginning of sales. No different than if I was trying to be an analyst. You'd be like, bro, you suck. I'm like, I know. Like, tell me about it. I'm fucking horrible. I get it. I run the software company right now. And that was the first thing I was told inside of my mentorship group I was part of I was like, Man, I'm listening to these guys. What did you think about this? You think about this? And my mentor was like, Did you do this? And this? And I was like, No, no, no, no, no. 12 knows later. He's like, we got a lot of work to do. I said, bro, I'm the worst person in your game. For sure. The fact I even got in here is because my accolades and creations and other areas. So I appreciate you let me into the game. But I can promise you within 12 to 24 months, I'll be the fucking top of the food chain in this bitch. So you just give me guidance, I will work I will hustle, I will grind I will become less stupid and suck less every single day. Period. I will pass every fucker in this group. And I'm cocky about it. I'm arrogant about it. I don't hold it back. Because I already know I got evidence because what I do when it comes to big vision is exactly what you just saw. I'll do 234 of these every single day. So when I take action, my action is not pulled out of my ass. So people outside think all gear should pull him out of his ass. But they don't see is the maps on the backside. Why is gear pivoting? Why did he do this? Why did he do that? Why is that gerunds out of control. It's always changing shit. Bla bla bla. This program exists it off the back of three two ideas sacks and one war stack. started as an idea in the morning. Last week. Went from idea to execution. Here we are. You know, is it going to work? We're gonna find out. Right? I don't know if you guys are liking it so far. how it's working for you guys. How's it working for you mark a film about the first three days here?
Good. Well, we're $3 down in your investment. Have you got more than $3? Yeah. All right. Beautiful. Margo and Kelly gamma. Great job right here. Great job is basically a giant as one on one with you. If you guys want to go back and watch the replay. You can watch me take mark down for about 20 minutes in our little small group. And then you just saw another 20 minutes with Mark right now. Sure. Aaron's like, hey, I've got another five bucks. Let's do it again. Like you, bro, I like you. I like you a lot. Like I got a $5 footlong for you. Yeah, here we go. $5 football. All right. So here's your assignment for tonight. And tomorrow, we're going to come in and I'm going to just rip people to pieces in a good way. Which means you are going to come completed with this ship filled out all of it. That means that you will have followed the same process that I just went through with Mark but you will do this across the board with the idea all four ideas or significant measurable facts around your idea. This an A an idea stack and a war stack are different. The war stack includes obstacles and strikes. And then specific actions I'm going to take immediately is called the war stack. It's found inside the production side cone and inside of the product of the stack app on the production side. It's right above the idea stack. That's what we're going through right now yesterday, it was an idea stack where we just get to the baseline of the initial idea. War stack is where we go deeper. But a lot of times we'll go straight into a war stack because I already know something I want to move on. Alright, so I'll skip idea stack and I'll go straight to war stack all war sack is like taking a mega stat. It's like war stack is like a mega stack in comparison to an idea and angrier and irritation stack. Those of you have no idea what I'm talking about when it comes to stacking game. That's what we're gonna spend our time on tomorrow. So tomorrow we're going to be doing two things. Tomorrow, we're going to review the work that you did, you all got to get this incomplete. Like you got to get a complete and again, remember, I am not I'm right, tomorrow is the day we're going to start pulling the trigger on shit in a big way. Tomorrow's like big trigger Thursday. Right? Tomorrow, we're going to pull the trigger. Now normally, when you learn this system, you can be doing all this in a Monday morning and be pulling triggers on things by 11 o'clock. right this is not take a week to do every time but I'm teaching you and guide you on how to do it and know that I'm dealing people who are kind of new into the conversation. How many of you right now can see the absolute fundamental power to this process? And also we're starting to see why you might not have had so much courage and confidence in the way that you've executed in the past type in yes if that's you typing Yes, if you're seeing this perfect. Well Brendon, you don't have to miss your stat gap, buddy. Come back and play with us and in shelter. I'll make you an offer you can't refuse. This week. I'm going to guess you can refuse it. But
as I've considered that I'm making it very difficult to refuse it. It will be a nice it'll be a nice opportunity for you get all the apps plus bro. We just rolling out the chat app and all the rest of our apps getting a total overhaul. So TJ Brennan rescue, I want you back in this. This is my seductive loop. Yes, I'm not trying to pretend I'm here seducing y'all to get back into the game with us. And for those that aren't to get in the game with us, I got 1200 crazy gay who sit in a worry shelter right now with us for the whole year that are crushing it. So we got a whole other group of 250 people sitting inside of where your shield that are crushing it to this is just a sample, you guys are getting a snack of the big picture. It's like going to, it's like going to the buffet, but I only brought you over, you know, a small piece of pepperoni pizza and we ate it together. I say here's this here, Matt's pepperoni pizza best ever had. It's like, well, that's only one piece of the whole buffet and you look over my shoulder and you're like, what the fuck? Look at the buffet. I was like I know. So you've all had this assignment, you're going to finish this worse back tonight. Or tomorrow morning, before we start, you're going to come with it. Right? Come with it, you're going to bring it here into this experience with us. Okay, then tomorrow, we're first thing right out of the gate is you're going to debrief this with two people, you're going to you and two other people going in groups of three and tripods. And you're going to debrief what you did, you're just going to quickly go through share with everyone, then we're going to come back into the group, and then I'm going to just start taking people in, we're going to take one or two at a time, I'm going to bring you up, I'm going to have your work and we're going to go through it. Right and then we're going to come in, come into the work and then go through come into the game. And we're just going to keep ripping through people. Then I'm also going to talk about how we're going to use the stack questions to deal with the stories that'll get in the way of taking the action on the four specific actions that we know we need to take this week. Okay, and then as we wrap all that piece up, you'll be armed up tomorrow to go after the angry stack inside of your own way those that have the app can use it and those who don't have the app, you'll be able to answer those questions in your journal or through the action guide. And then on Friday, after we have taken that the immediate action fright, tomorrow's big action Thursday, and then Friday is our continued action and also our commitment over the next couple of weeks to ourselves. So you guys aligned in a bashing mark, for example, what we did today, marks got enough action just on what we did. And we've only done about 120 20th of what needs to be done in that document for him. He's got enough to do for the next two months. Just from what he and I already worked on, he has enough damage to the entire first quarter of 21, he has already loaded up and that means there's no downtime. He knows he'll know exactly what to do just with the shit we've already done. And that did not include the next three items. So when you guys sit in a situation where you're like, Oh, I don't know what to do, or you do know what to do. Again, remember, we started this up, oftentimes you're trying to take the wrong action. When you look at making a million dollars in revenue to your business. That's an overwhelming prospect. Particularly if you've never done it before. You're like oh my god, it's possible. What do I do? Well, this broke it all down to four measurable gains. And once we get results from those, we break it all down again. And we keep taking action on what simple but complex complex is only complex because you don't break it down to simple once you break it down to simple it just comes down to courage to execute. So you're amazing. Wrap it up for today. You guys are fantastic. I jumped to another onboarding call for a whole group of individuals who are just joining us here inside of warrior shelter, which will tell you guys a little bit about tomorrow. But until then you got some homework here tonight. get after it. Thank you so much for being here inside of today's experience. And I look forward to being with you guys. Tomorrow. Have a wonderful, wonderful rest of your day.