SPEAKER_00
Welcome to the Sell or Die podcast.
SPEAKER_00
I m your host, Jeffrey Gittler.
SPEAKER_00
Well, in this podcast, we re going to help you attract more qualified, unbelievable, ready to buy clients.
SPEAKER_00
And the one thing you re hoping for, blows more deals.
SPEAKER_00
It s time to sell or die.
SPEAKER_01
One of the things I find fascinating about gyms is they have no concept how to sell a membership, and they all rely on bullshit in order to be able to get somebody to join.
SPEAKER_02
Yeah, we could dive down that rabbit hole for a long time.
SPEAKER_01
People just don t understand, and they don t know how to question.
SPEAKER_01
The person who sells the membership has no concept as to getting to the motive, the real motive of the person.
SPEAKER_01
How can I help you?
SPEAKER_01
I want to join the gym.
SPEAKER_01
How come?
SPEAKER_01
Well, I want to get in better shape.
SPEAKER_01
That s so surface level.
SPEAKER_01
So why do you want to get in shape?
SPEAKER_01
That d be a better question.
SPEAKER_01
So why don t you introduce yourself for the audience and we can talk a little bit about who you are and what you do.
SPEAKER_02
Yeah, wow.
SPEAKER_02
I ll try not to take up too much mic time and filibuster.
SPEAKER_02
So my name is Derek Batman.
SPEAKER_02
I am a business owner.
SPEAKER_02
I have been a gym owner for 12 and a half years.
SPEAKER_02
I started that gym.
SPEAKER_02
I actually dropped out of college to start that gym.
SPEAKER_02
I dropped out in the middle of my senior year, which was crazy and mom and dad loved it.
SPEAKER_02
So yeah, basically all the cards fell into my lap.
SPEAKER_02
I had established an in-home clientele base while I was in school.
SPEAKER_02
I had about 20 or so in-home clients that I was working with.
SPEAKER_02
and one of them, speaking of selling, I convinced him to give me a private loan to start the first gym, which was a giant check of $25,000, and I spent every penny of it on equipment.
SPEAKER_02
So I opened a business with $0 to my name, and I had to pay rent month one.
SPEAKER_02
So it was like, figure it out or you fail.
SPEAKER_02
So I was 22 at the time.
SPEAKER_02
That was in 2011.
SPEAKER_02
And then less than a year ago, I started a branding company and we do everything from website design, media and content creation, branding videos, logo design, marketing, advertising, and then sales and lead nurture training.
SPEAKER_01
And who is your average customer?
SPEAKER_02
Well, currently, just because of how I got into that world, gyms are our bread and butter.
SPEAKER_02
But we also have some e-commerce, real estate.
SPEAKER_02
We re working with a developer in Philadelphia.
SPEAKER_02
So we are currently spreading our wings and just kind of dipping our toes in a lot of different industries to figure out.
SPEAKER_02
I always say to my team, I m like, I want to figure out where we can provide the most margin and which clients are going to be the least pain in my ass.
SPEAKER_02
So, if I can find the marriage of those two things, then it ll make everyone s life much better.
SPEAKER_01
And a lot more pleasurable, thereby keeping your employees loyal rather than just your customers.
SPEAKER_02
For sure.
SPEAKER_02
You know, everyone talks about retention and they usually talk about it as it relates to their customers.
SPEAKER_02
I think the most important retention that you can focus on is your employees because
SPEAKER_02
Retaining employees will retain customers because an employee or a better yet, a customer looks at the team and they go, if they re sticking together, right.
SPEAKER_02
And they re, they re all rowing in the same direction.
SPEAKER_02
This is a business I want to associate myself with.
SPEAKER_02
And I, I feel like that, that is such a huge component to growing a successful business.
SPEAKER_01
And when you re acquiring a new customer that people erroneously call clients, when you re acquiring a new customer, one of the questions that I m going to ask the CEO is, what s your average length of employee here in the company?
SPEAKER_01
And if it s, well, you know, we have a lot of turnover, that tells me something.
SPEAKER_01
And
SPEAKER_01
Because mine is 15 years is average.
SPEAKER_01
You show me somebody who s got 15 year employees and I ll show you a good company, a good boss.
SPEAKER_01
And people who actually interact with each other without any kind of bullshit corporate whining.
SPEAKER_01
We only have two genders here, and that helps out an awful lot.
SPEAKER_01
But I provide benefits that are beyond the norm.
SPEAKER_01
You need health insurance?
SPEAKER_01
Great, I ll give it to you.
SPEAKER_01
You need a gym membership?
SPEAKER_01
I ll give it to you.
SPEAKER_01
And that way, people feel valued.
SPEAKER_01
You need a little life insurance?
SPEAKER_01
Fine, I ll give it to you.
SPEAKER_01
And then we do stuff.
SPEAKER_01
You can have the day after Thanksgiving off.
SPEAKER_01
I don t care.
SPEAKER_01
You know, take the whole weekend, go have a blast with your family.
SPEAKER_01
I m a very family-oriented person.
SPEAKER_01
And if you re sick, stay home.
SPEAKER_01
That s our policy on sickness.
SPEAKER_01
Some companies have five days and then... Seriously?
SPEAKER_01
After five days, you come in and infect the whole company?
SPEAKER_01
No, you stay freaking home.
SPEAKER_01
So those are things that enter into the equation of what you re doing, because when you take on a company, you need to know their culture first so you can really help them best second.
SPEAKER_02
Yeah, it s funny when you mentioned, uh, you know, avoiding the, the corporate BS, we have gotten involved with a few different businesses where they come, the owners or founders come from very corporate backgrounds and there s a lot of corporate speak that goes into the email exchanges.
SPEAKER_02
And, uh, we, we try to nip that in the bud really quick off the bat because it s almost like this baked in passive aggressiveness to communication that I m like, this, this doesn t need to exist.
SPEAKER_01
Right.
SPEAKER_01
It s also a shield to try to keep the truth from coming out.
SPEAKER_02
And it s just honestly like if you can t send me an email with three or four bullet points, it s too long.
SPEAKER_02
I shouldn t be reading a novel to get to the bottom of what you re trying to get across to me.
SPEAKER_02
Correct.
SPEAKER_01
When I send somebody an invitation for LinkedIn, it says put a message in here and I put two words, link me.
SPEAKER_02
Simple, simple and effective.
SPEAKER_02
I love it.
SPEAKER_01
Well, and I have 30,000 LinkedIn connections and nobody else does.
SPEAKER_01
And I have 60 some thousand followers and nobody else does.
SPEAKER_01
And I don t have celebrity status where I have five million followers or, you know, hang on every brand of what lipstick I use.
SPEAKER_01
But, you know, I have salespeople that are dedicated to my information and they need it.
SPEAKER_01
They want it.
SPEAKER_01
They need it.
SPEAKER_01
And when you re doing any kind of branding or any kind of of, you know, putting your your customers
SPEAKER_01
in an e-world, in a virtual world, in a digital world, there has to be something that keeps them coming back.
SPEAKER_01
Because it s so easy to hit the delete button.
SPEAKER_01
So easy.
SPEAKER_01
You don t have to take a call.
SPEAKER_01
You don t have to do shit.
SPEAKER_01
You can hit the unsubscribe button.
SPEAKER_01
You can hit the delete button.
SPEAKER_01
What s keeping them there?
SPEAKER_01
That s where the money is.
SPEAKER_02
It s value.
SPEAKER_01
Yeah, totally.
SPEAKER_01
We re exactly alike on that.
SPEAKER_01
And actually, it s perceived value.
SPEAKER_02
Yes.
SPEAKER_02
However, I would add to that that while their perceived value is important, the delta between that and value sometimes can be the reason why you have a hard time sustaining or keeping churn low.
SPEAKER_02
Because perceived value can be the way that you make the sale, but it s not going to be the way that you keep the customer.
SPEAKER_01
Yeah, no argument with that.
SPEAKER_01
I tell beautiful women all the time, your beauty will get you in the door, but your intelligence is going to keep you in the office.
SPEAKER_01
So there s a beginning and there s a middle and there s an end.
SPEAKER_01
And then there s an outcome.
SPEAKER_01
And the outcome is where you live your life.
SPEAKER_01
It is amazing to me how many people in the world, sales people or business people, don t understand message in terms of the other person.
SPEAKER_01
So let me give you a real example that happened yesterday to me.
SPEAKER_01
For years I have preached, give the message in terms of the customer, use the language in terms of the customer, communicate with them in the way that they want to receive the communication.
SPEAKER_01
Any argument with that?
SPEAKER_01
Nope.
SPEAKER_01
No.
SPEAKER_01
So I have a 14-year-old daughter that I text, and sometimes it takes her hours to text me back.
SPEAKER_01
Hours.
SPEAKER_01
And it s frustrating.
SPEAKER_01
Well, yesterday she snapped me, and I snapped her back, and she snapped me back, and then I snapped her back, and then I realized I ve been communicating with her the wrong way.
SPEAKER_01
We snapped each other 11 times yesterday.
SPEAKER_01
I haven t texted her three times in years.
SPEAKER_02
Yeah, to draw a parallel here, this is how I think of advertising on different platforms, right?
SPEAKER_02
The message and the way in which you are gaining attention differs depending on what platform that you are on.
SPEAKER_02
And this is why it s important to curate your content, your copy, your headlines, and your messaging specific to each platform.
SPEAKER_01
Yeah, there s no two ways of sending the same message on the same platform.
SPEAKER_01
You have to you have to be different all over.
SPEAKER_01
I mean, my kid has an iPhone.
SPEAKER_01
She s had an iPhone ready for this since she was four.
SPEAKER_02
Yeah, it s wild.
SPEAKER_01
And so she knows, you know, she s.
SPEAKER_01
very fluent in phone.
SPEAKER_01
And she has chosen Snapchat as her main method of communication.
SPEAKER_01
That s her prime way of getting back and forth to people.
SPEAKER_01
And I didn t realize that.
SPEAKER_01
Like she ll be in the car and say, you know, I have 185 return snaps.
SPEAKER_01
I said, what are you doing?
SPEAKER_01
For the most part, I ignore him.
SPEAKER_02
She s she s learning to appreciate her time.
SPEAKER_02
So you can.
SPEAKER_02
Right.
SPEAKER_01
That s a good thing.
SPEAKER_01
All kinds of things that are happening with her.
SPEAKER_01
But we can go into that in our next episode.
SPEAKER_01
She will have her own brand and it will be global within three months.
SPEAKER_02
I love it.
SPEAKER_02
Listen, I m all for kids and teens becoming entrepreneurs early.
SPEAKER_02
That is right up my alley.
SPEAKER_01
When I go, she s already an entrepreneur, when she goes into Sephora, you know what that is, a makeup store?
SPEAKER_02
Unfortunately, yes, I do know what that is.
SPEAKER_01
Okay, so she looks at me and goes, what s my budget?
SPEAKER_01
That s a thinker.
SPEAKER_01
She doesn t want to say have a no, she wants to know what her, you know.
SPEAKER_02
You know what s going to happen though, she s going to start picking up your sales skills and rather than asking for a budget.
SPEAKER_01
When she goes into Barnes & Noble, her budget s unlimited.
SPEAKER_01
She reads a book a week.
SPEAKER_01
She reads a book a week.
SPEAKER_01
And not for speed, for comprehension and for understanding.
SPEAKER_02
What s her favorite type of book?
SPEAKER_01
Well, she reads girly novels.
SPEAKER_01
So she s like a Sally Rooney fan.
SPEAKER_02
There s still plenty of lessons baked in there.
SPEAKER_01
Oh my God.
SPEAKER_01
And then she is a classic novel.
SPEAKER_01
So she s reading Little Women.
SPEAKER_01
or Catch Her in the Rye or To Kill a Mockingbird.
SPEAKER_01
And then I m slowly getting her into nonfiction because she has to learn the stuff that you would write or the stuff that I would write.
SPEAKER_02
Yeah, to be honest, nonfiction is right now the only type of book that I read.
SPEAKER_02
Like, there s not a single fiction book on the shelf behind me.
SPEAKER_01
Yes, well, there should be.
SPEAKER_02
Well, so what I was going to say is that is a seasonal choice that will not forever be that way.
SPEAKER_01
Atlas Shrugged and The Fountainhead are both fiction.
SPEAKER_01
But my hat says Atlas Shrugged, now nonfiction.
SPEAKER_01
And you need to look at what writer, actual writer, is trying to give you a metaphor of truth.
SPEAKER_01
George Orwell.
SPEAKER_02
I can appreciate a good story.
SPEAKER_01
Yeah, George Orwell.
SPEAKER_01
And so you have to look at it from the perspective of sometimes classic fiction has truth to it that a nonfiction book can t give you, sometimes.
SPEAKER_01
But then you look at something like, you know, Atomic Habits or Power Lessons or, you know, and you
SPEAKER_01
all of a sudden you re going, oh my God, this is so true, it s scary.
SPEAKER_01
And then you take down what you need and you go to the next thing.
SPEAKER_01
One of the things that I m challenging people with is how many times.
SPEAKER_01
I m involved in the Napoleon Hill Institute, which is an offshoot of the Napoleon Hill Foundation.
SPEAKER_01
The Institute is for profit and they re involved with getting people involved in coaching.
SPEAKER_01
And my opening question is, how many times have you read Think and Grow Rich?
SPEAKER_02
I have read it, but I have only read it once.
SPEAKER_02
There are plenty of books that I have read many times.
SPEAKER_02
That is not one of them.
SPEAKER_01
So you have to look at it from the perspective of what they re trying, what communication level they re trying to do.
SPEAKER_01
And if you ask a question like that, you get a real answer as opposed to a bullshit answer.
SPEAKER_01
Like I read it twice and then I ll go, OK, when and then when they read it also tells me stuff.
SPEAKER_01
And I was lucky in in the early days of my life in 1972, which is probably before you were born.
SPEAKER_01
I read it.
SPEAKER_01
14 times in one year.
SPEAKER_01
We had to do a book report on one chapter per day, and there s only 15 chapters in the book.
SPEAKER_01
So you kept on repeating, repeating, repeating.
SPEAKER_01
And then after about the sixth or seventh read, I go, I fucking got it.
SPEAKER_01
It ll never leave me.
SPEAKER_01
And you become
SPEAKER_01
an expert or a world-class expert at thinking positively, of doing something for yourself that ends up in a goal that you receive.
SPEAKER_02
Are there any other books that you ve read more than once?
SPEAKER_02
Lots.
SPEAKER_02
What are your favorites?
SPEAKER_01
My absolute favorite book of all time is Atlas Shrugged.
SPEAKER_01
And it s about, you know, if you ever see somebody wearing Who is John Galt on their shirt, that s the opening line from Atlas Shrugged.
SPEAKER_01
And it s all about who s going to win, entrepreneurs or the government.
SPEAKER_01
And we re in that battle right now.
SPEAKER_01
We re literally in that battle right now.
SPEAKER_01
We re in the battle.
SPEAKER_02
I m standing with my sword and shield on the side of the entrepreneurs.
SPEAKER_01
So exactly.
SPEAKER_01
And I m I m in my reading room.
SPEAKER_01
And here is the epicenter of my library.
SPEAKER_01
This is like I want to say it.
SPEAKER_00
200 or 300 book.
SPEAKER_01
You ever hear, uh, you ever heard the saying, never trust a man whose TV is bigger than his library.
SPEAKER_00
Yeah.
SPEAKER_00
Oh, totally.
SPEAKER_00
I don t even have a TV.
SPEAKER_00
Um, well I do, but when Gabrielle comes over, she s going to watch certain bullshit.
SPEAKER_00
I m not a TV watcher, football games occasionally and that s it.
SPEAKER_00
And most of the time I watch them at a sports bar where I do not have a beer.
SPEAKER_00
I just, I m a writer.
SPEAKER_00
Writers have to be sober.
SPEAKER_00
I violate that in Paris where I drink every day.
SPEAKER_00
You have to.
SPEAKER_00
The wine is unbelievable.
SPEAKER_00
And so I read, there s a guy who s my sales genius, his name is Elmer Letterman.
SPEAKER_00
I read the biography of Steve Jobs twice.
SPEAKER_00
I have read countless books of wonder, literally books of wonder, but predominantly about sales, predominantly about attitude, predominantly about business.
SPEAKER_00
I ll read Earl Nightingale 10 times because his
SPEAKER_00
truth is just scary.
SPEAKER_00
And sometimes you re listening to it, and you dwell on one thought, and you realize that the recording has gone on for five minutes, and you can t get off, you got to backtrack.
SPEAKER_00
Like, oh, wait, I just missed five minutes ago, I was thinking about what he said.
SPEAKER_00
Same in reading.
SPEAKER_00
I read to understand, and I read to either take a note or take action.
SPEAKER_01
You?
SPEAKER_01
I ve thought about this quite a bit recently because I took a long break from reading on a frequent basis, mostly because I was consumed with raising a daughter and then running two businesses, one much of which can run without me and the other one that needed me to be entirely engulfed.
SPEAKER_01
So for me, it s reading has become incredibly intentional.
SPEAKER_01
Uh, if I m reading, I m usually doing a deep dive on a specific topic and I will read two or three books on that topic and then I ll take another pause and this won t last forever.
SPEAKER_01
But for the time being, I, I m trying to improve a condition, uh,
SPEAKER_01
a condition or a behavior.
SPEAKER_01
And if reading is not is not moving the needle in the right direction, then I m not learning.
SPEAKER_01
Right.
SPEAKER_01
I m not changing.
SPEAKER_01
I m not I m not growing.
SPEAKER_01
So that has been my relationship with reading as of late.
SPEAKER_01
But I will enter into a different season once, you know, we have our kids and they grow up a little bit and I can I can dive back into reading more frequently for pleasure.
SPEAKER_00
Yeah, reading is to me, I m just I am a nonfiction reader, predominantly like 89 or 92%.
SPEAKER_00
And I ll have now and I have this reading room where I can just reach and grab any kind of book I want.
SPEAKER_00
And it s right there in front of me.
SPEAKER_00
And I read a lot of books that are more than 100 years old.
SPEAKER_01
So that I ve heard that that is the best way to do it, because most newer books are trying to sell something, whereas most old books, we re trying to pass information on.
SPEAKER_00
This is a book by Orison Swett Marden called He Can Who Thinks He Can.
SPEAKER_00
I bought it as part of a collection from the John Patterson Library.
SPEAKER_00
John Patterson, the guy who founded National Cash Register Company, now known as NCR.
SPEAKER_00
So this book is dated 1908.
SPEAKER_00
And in it, Patterson has underlined with pencil what he thought were the predominant thoughts.
SPEAKER_00
This book belongs in the Smithsonian Institute.
SPEAKER_00
I just have a temporary possession of it.
SPEAKER_00
In it, the most powerful quote I have ever read, underlined by Patterson, it says, every child should be taught to expect success.
SPEAKER_00
Holy fucking moly.
SPEAKER_00
And because I m sort of anti-woke, putting it mildly,
SPEAKER_00
I had Gabrielle, in the seventh grade I had my daughter Gabrielle, who s now in the ninth grade.
SPEAKER_00
I took the quote, I blew it up, I made it pretty, I made 50 copies of it, and I had Gabrielle put it on every teacher s desk at the school.
SPEAKER_00
I became the antichrist of the school in like in a minute.
SPEAKER_00
But the bottom line is I m living my ideals and my and my beliefs, but I can impact people one at a time.
SPEAKER_00
I don t have to stand on a mountain and scream my philosophy or my strategy.
SPEAKER_00
It s I m in a one on one world.
SPEAKER_00
You re going to have your greatest impact that way.
SPEAKER_00
Totally.
SPEAKER_00
So I have.
SPEAKER_00
An idea for you go ahead and shoot you know jay abraham is say the name again jay abraham he s the marketing of the eighties and seventies eighties and nineties it sounds familiar he taught tony robbins got it and there s a guy who i guarantee you don t know his name is why it would small i don t know them.
SPEAKER_00
He thought Tony Robbins NLP pretty powerful if you look at the awakening the giant book of Tony Robbins Which I ve read okay He thanks two people one of them is Wyatt and so Jay and Wyatt and I are forming a mastermind and it is So freakin powerful.
SPEAKER_00
It s not even funny We re gonna have a couple live get-togethers and we re going to have ten other meetings from three or three hours or so where we
SPEAKER_00
Pontificate and bring on other people people who are thinkers and doers.
SPEAKER_00
I love it.
SPEAKER_00
Yeah other guys who freaking get it Well, I want a hundred people in the group and if you would like to think about branding it and making people respond to it We might be able to work out something to play.
SPEAKER_01
I d be I d be happy to talk to you about that.
SPEAKER_01
That d be a fun conversation Yeah, you re a smart guy.
SPEAKER_00
I love that.
SPEAKER_01
I try You asked my wife you might get a different answer.
SPEAKER_00
Well, I won t ask her then.
SPEAKER_00
Oh
SPEAKER_00
I often tell people that they re entitled to their wrong opinion.
SPEAKER_00
It s true.
SPEAKER_00
But the challenge that I have in this particular thing is I want to do this and make it legendary.
SPEAKER_00
And because the people who are in it are legendary, you know, I don t like to say it about myself, but I m pretty fucking good.
SPEAKER_00
But Jay and Wyatt have my total respect.
SPEAKER_00
They start talking.
SPEAKER_01
Well, so at this point, you guys already have authority.
SPEAKER_01
You just need exposure.
SPEAKER_01
You need awareness.
SPEAKER_00
Right.
SPEAKER_00
And I have lists and Jay has lists and Wyatt has kind of a list, but that s not what I m after.
SPEAKER_00
I m after a better quality.
SPEAKER_00
I m after the highest level people that I possibly can get because I want them to renew, renew, renew, because they can t not renew.
SPEAKER_01
Yeah, I mean, we can, you know, off air, definitely have a conversation around what would be the best infrastructure to build to reach the warmest leads possible to attract the type of audience that you re looking for.
SPEAKER_00
They re going to have to qualify because we re only going to take a hundred people.
SPEAKER_00
So they re going to fill out a form and then we ll- Do you know your price point?
$25,000.
SPEAKER_01
Annually?
SPEAKER_01
Monthly?
SPEAKER_00
Yes.
SPEAKER_00
No, annually.
SPEAKER_01
Annually.
SPEAKER_00
Okay.
SPEAKER_00
I m going to get them in cheap and then keep them.
SPEAKER_01
So I can speak to that a little bit because I m part of a number of different mastermind groups and mentorship programs myself.
SPEAKER_01
I will have spent probably close to $60,000
SPEAKER_01
in 2024 on mentorship and mastermind groups.
SPEAKER_01
And it has been, if not the greatest return on investment, because I think the greatest return on investment is the person you marry.
SPEAKER_01
But beyond that, I think it is the second greatest return on investment I ve ever made.
SPEAKER_00
Cool.
SPEAKER_00
And it s not just who the leader of the group is, it s who you interact with.
SPEAKER_01
Oh, it s the networking.
SPEAKER_01
It s the community.
SPEAKER_01
I mean, so I travel all over the United States throughout the year.
SPEAKER_01
I ll probably travel six or seven times this year and go to different meetups as part of these different masterminds.
SPEAKER_01
And the ability to problem solve and network with people that have dealt with like problems
SPEAKER_01
and have found solutions is just, it s called a mastermind for a reason, right?
SPEAKER_01
You re basically putting 100 or 50 or 20 brains in a room and going, here s a problem, how do we solve it?
SPEAKER_01
And allowing people to collaboratively work together.
SPEAKER_00
You should also know that Mastermind has a history.
SPEAKER_00
The first recognized Mastermind was Thomas Edison, Henry Ford, and Harvey Firestone.
SPEAKER_00
And they brought in a guy named John Burroughs, who was not the John Burroughs of Burroughs adding machines.
SPEAKER_00
He was the John Burroughs of poems, lifestyle, and just a person of the world, so that he could be a sort of balance to these people that had fucking brains coming out of their ears.
SPEAKER_00
I mean, can you imagine what was going on in that Mastermind?
SPEAKER_00
No.
SPEAKER_00
No, shut up, Thomas, let me talk.
SPEAKER_00
And then in the late 20s, early 30s, Napoleon Hill wrote the laws or the law of success.
SPEAKER_00
And the first volume is Mastermind.
SPEAKER_00
So he had already figured it out based on what he studied of other people that Mastermind was the way to fly.
SPEAKER_00
And you can t say grace over the people that have given you information that you ve turned into money or turned into a life scale or turned into a change of philosophy.
SPEAKER_01
Yeah, I mean, one of the things that goes so understated because it s an intangible that s hard to wrap your mind around is the mindset piece that comes with getting around people that see the world through a different lens.
SPEAKER_01
They have different belief systems.
SPEAKER_01
I have a podcast, but I ve always said that if I were to start a second one, which I will, it is either going to be find your parachute, which basically means jump off the cliff and figure it out on the way down, or it will be break my beliefs.
SPEAKER_01
Because I feel like that second one, that has been, in essence, what my experience has
SPEAKER_01
has been by getting into these different masterminds and mentorship groups is I get in there and my beliefs get entirely shaken up.
SPEAKER_01
I see the world differently.
SPEAKER_01
I see business differently.
SPEAKER_01
I see relationships differently.
SPEAKER_01
And it has been so transformative for me.
SPEAKER_01
And it s only after you re in it for a while and you look back.
SPEAKER_01
So when you first get in, you feel like the imposter because you are and you re very tense.
SPEAKER_01
But once you develop the friendships and the relationships and network and add value to the others in the group, you can then turn around and look behind you and see who you were
SPEAKER_01
three, six, you know, 12 months ago and realize, Oh my gosh, I am not only a different person, but like I view the world differently now.
SPEAKER_00
I had a mastermind that lasted two years just recently split because the guy that I was dealing with went in another direction.
SPEAKER_00
But
SPEAKER_00
The second year quadrupled the information of the first year.
SPEAKER_00
Same people, but until they relaxed, until they became truthful, until they opened up, until they were challenged mentally, they stayed in their shell for three months, maybe six months, then opened up a little bit more.
SPEAKER_00
By the time it was time to renew, that s when they really could get the full value.
SPEAKER_00
I almost think you need to have a membership where there s two years at a minimum, because you re not going to really get it
SPEAKER_01
It s kind of similar to how in the fitness space, I don t sell anything that is less than 90 days because it s going to take you 30 days.
SPEAKER_01
It s going to take me 30 days just to convince you to keep coming back despite the fact that you re sore.
SPEAKER_01
This is new.
SPEAKER_01
It s uncomfortable.
SPEAKER_01
It s change.
SPEAKER_01
And then 30 to 60 days, you start to adapt, but it s still incredibly hard, right?
SPEAKER_01
And then by the time we hit 90 days, it s like now a new habit can begin to form.
SPEAKER_01
So having someone come in on a free trial for a week is almost senseless.
SPEAKER_00
Bullshit.
SPEAKER_00
Yeah, I agree with that.
SPEAKER_00
I totally agree with that.
SPEAKER_00
But when you speak of weighing food, the immediate humor that comes to my mind is how do you weigh Oreos?
SPEAKER_01
Well, I mean, technically, because of how advanced we are with these food libraries on all these apps, you can weigh just about anything.
SPEAKER_00
Oh yeah, I m just saying it from a humor standpoint.
SPEAKER_00
For sure.
SPEAKER_00
The challenge that I, I eat pretty well.
SPEAKER_00
I try to regulate my diet to where I eat good food, organic food, whole food, and I m a salad lover, so that makes it helpful.
SPEAKER_00
But the challenge is that there s shit food.
SPEAKER_00
And I ll, you know, I m a moth to a light bulb.
SPEAKER_01
Yeah, I mean, it s it s it s entirely environmental in the same way that, you know, saying you can break your beliefs and shift into a different type of person by getting into a mastermind.
SPEAKER_01
You can also shift yourself into being an unhealthy person by putting a bunch of junk food in your environment, you know, and and the opposite would be true.
SPEAKER_00
I would tell you also that I think this is extremely important.
SPEAKER_00
It s not just what you do.
SPEAKER_00
It s what someone else reports on what you re or how you re doing.
SPEAKER_00
So at my age, I have a holistic doctor and a Western doctor.
SPEAKER_00
I listen to my holistic doctor 10 times more than my regular medical doctor because they re about pills.
SPEAKER_01
It s a windmill.
SPEAKER_01
It s a puppy mill.
SPEAKER_01
I mean, they re trying to get you in and out.
SPEAKER_01
Yeah.
SPEAKER_00
Well, I have a private service.
SPEAKER_00
I have my doctor s cell phone.
SPEAKER_00
We talk, we re friends.
SPEAKER_00
I ve been members of the concierge service for 15 years.
SPEAKER_01
Actually, I had a concierge doctor come on my podcast.
SPEAKER_01
It was fascinating.
SPEAKER_00
I ve never waited more than three minutes in the waiting room ever.
SPEAKER_00
And I always get a phone call.
SPEAKER_00
How are you feeling?
SPEAKER_00
What s going on?
SPEAKER_00
What s the deal?
SPEAKER_00
How d the medicine work?
SPEAKER_00
Yeah.
SPEAKER_00
But I d rather be cured, not, not treated.
SPEAKER_00
Yeah.
SPEAKER_01
And that s, I mean, that s, that s why, you know, I am, I have chosen the fitness journey because I believe in preventative medicine.
SPEAKER_01
I believe in preventative health and getting these, getting ahead of these things long before they become issues in the first place.
SPEAKER_01
Yeah.
SPEAKER_00
And there s a thing of God that enters into it and I don t want to get,
SPEAKER_00
more spiritual than I have to.
SPEAKER_00
But you ve been given genes based on your parents or based on other things that are in the world.
SPEAKER_00
And some people are weaker than others.
SPEAKER_00
And I m supposed to be dead by by statistics.
SPEAKER_00
I should be dead now.
SPEAKER_00
But my blood
SPEAKER_01
tells me I m going to live till I m 100 or more.
SPEAKER_01
And I don t know how that happens.
SPEAKER_01
Like they gave they give you this test of what what s in your veins, you know, what clogging your veins.
SPEAKER_01
And for the last 10 years, mine has been zero.
SPEAKER_01
And how does that happen?
SPEAKER_01
Well, I m going to tell you, I think it happens.
SPEAKER_01
I think it happens from cayenne pepper.
SPEAKER_01
Spicy food doesn t hurt.
SPEAKER_01
I think I literally I think it happens from like, take a little, you know, an eighth of a teaspoon of cayenne pepper and put it in apple juice and drink that.
SPEAKER_01
That fucking burns like crazy, but it s clear in your arteries.
SPEAKER_02
I have a grandmother who is in her 90s.
SPEAKER_02
I grew up in the country and my parents had a large garden.
SPEAKER_02
I was very used to everything grown in there, but especially hot peppers.
SPEAKER_02
My dad would put jalapenos and habaneros in just about everything when we were growing up.
SPEAKER_02
I got accustomed to spicy food very
SPEAKER_02
at a very early age, but my grandmother would make this hot pepper tincture and even my dad couldn t take it.
SPEAKER_02
And she has drank that her entire life.
SPEAKER_02
She still drinks it and she s in her 90s now.
SPEAKER_01
Yeah, there s a reason.
SPEAKER_01
I m totally believing that everything we need to keep ourselves alive for a pretty long time already exists in nature.
SPEAKER_02
Yes.
SPEAKER_01
Yeah.
SPEAKER_02
I mean, it s if you look at most of the culprits of food that do the opposite.
SPEAKER_02
Right.
SPEAKER_02
And oh, my God is toward an early death.
SPEAKER_02
It is the opposite of that.
SPEAKER_02
Right.
SPEAKER_02
They are hyper processed, hyper palatable foods.
SPEAKER_01
But every once in a while you have to have McDonald s French fries.
SPEAKER_02
Listen, I always tell everyone everything in moderation, including moderation.
SPEAKER_02
Like sometimes when you go to when you go to Paris, man, you re not you re not there to be the moderate.
SPEAKER_01
No, I m there for the cheese fondue and a glass of wine and fuck you if you don t like it.
SPEAKER_02
Yeah.
SPEAKER_02
Amen.
SPEAKER_01
But here s the deal.
SPEAKER_01
We don t know each other.
SPEAKER_01
How can it be such a pleasure to talk to somebody for an hour that you don t know?
SPEAKER_02
I mean, we have enough in common.
SPEAKER_02
The fact that we started this conversation on the fact that we re both Eagles fans just kind of like gave us the runway.
SPEAKER_01
Yeah, that s true.
SPEAKER_01
But I feel like there s a way more than that.
SPEAKER_01
I think there s an intellectual camaraderie that we should continue.
SPEAKER_02
Yeah, no doubt.
SPEAKER_02
I agree with you.
SPEAKER_02
Where s your book?
SPEAKER_02
Which book?
SPEAKER_02
The one you wrote.
SPEAKER_02
I didn t write a book because because I haven t had time yet.
SPEAKER_01
Let s talk about that.
SPEAKER_02
Once both companies are in place, the marketing business is scaling very quickly and scaling my need for attention and time as well.
SPEAKER_02
So once that gets to a place where I have the team in place to be able to take the foot off the gas pedal a little bit, or at least not be the one on the pedal as much, I am all ears and in consideration for a book.
SPEAKER_01
It s one of the things I do.
SPEAKER_01
I help people who should have one, have one.
SPEAKER_02
I m more than happy to have that conversation.
SPEAKER_01
So go birds.
SPEAKER_01
And let s figure out what the next thing might be is because this is a podcast that I want to have another episode of.
SPEAKER_00
Thanks for listening to the show.
SPEAKER_00
Don t forget to like, share.
SPEAKER_00
Yeah, share with both your friends.
SPEAKER_00
And subscribe to the podcast.
SPEAKER_00
And remember, we have a free 22 day sales challenge.
SPEAKER_00
Just go to gatorad.com slash sales challenge to start you on your way.