get your attention because it gets mine okay you have you're almost out of time make sure that you go hit the link in chat to take advantage of that right now before it's over okay before it's over i'm being told we've had several take advantage right now so thank you okay appreciate that go get that flash sale before three minutes is up okay we're almost there all right now the next speaker the next speaker has been with me since the very beginning she wrote a she she wrote a forward for me for for my book that's coming out soon and totally made me cry recently like she's had I can't say the impact that Lauren my wife has had on everything that we do she's been there since the very beginning she is my biggest cheerleader she's unbelievable at making sure our team is happy cohesive and pushing for the same same targets like from a personality standpoint from loving on people caring about people taking care of our team taking care of me on a day-to-day basis like that's hard enough man come on right she is absolutely amazing babe thank you for everything you do for me thank you everything you do behind the scenes for our team thank you everything you do behind the scenes for the industry okay and thank you for being that person like everybody needs their person to push them to make them a better version of them she really is one of the biggest reasons why I think as big as I do because she is constantly reminding me right like everybody needs someone in their corner that believes in them she believes in me and babe I believe in you too okay so we'll see if she can jump and do this without without without without crying already okay I'm hoping she's about to talk about company culture and we'll find out because she's phenomenal at making sure that our company culture is on point it's super important your company needs it everyone needs it is she ready Dylan we're good she's ready please welcome my number one I'm the biggest fan of this person in the world my rider die I gave her the rider die award recently at oceans end for our team love you babe proud of you you're gonna do great please welcome my wife miss lauren askin's in the chat please make her feel welcome and let's all improve our company culture love you babe you're gonna do great eight percent virtual thank you so much for being a part of this today coding I truly appreciate you spending time with us um we know your time is valuable so I'm gonna get right to it today I'm gonna be talking about five things to five tips to improving your company culture culture is something I'm very passionate about I pretty much have like a hard line about it you don't mess with my culture and you um it's just super important so I know that culture can really make or break a team and I want to share that with you all and so you all can learn things that it's taking coding I trial and error and mistakes hundred mistakes to figure out we have had up to 60 employees between all of our companies and it's chaotic but I love it it's a community that I'm very very passionate about so I'm not saying that you have to have 60 employees because get ready for it you might one day goals are big but once you have a team it's vital to your success so even if you don't have a team yet your team could include your family getting everybody on board on the same page knowing your mission knowing your vision knowing where this train is headed is so so so important so I'm here to teach you today five tips for creating a culture that you're super proud of everyone's heard the story of the two Clydesdale one Clydesdale can pull 8 000 pounds by himself but if you have two Clydesdale lined up side by side they can pull 32 000 pounds that is the ultimate example of a team I've learned that from Elena Cardone and that's something that Kody and I have truly implemented in our success we can't get anywhere by ourselves so surrounding ourselves with a team who understands where we're going is so important and they are all on board tip number one realize that people are on your team believe in your mission they're on they're on your team but they also believe in your mission that is so so so important to remember because it's you wouldn't be anywhere without them I'm not saying anywhere but you wouldn't be going light years faster if these people weren't on your team so the quicker you realize that and you truly value that the better it's going to be I truly believe that this part is super critical to your success if your team is not bought in it's you're gonna it's gonna be like going through mud like I mean spinning your tires and mud in a front wheel drive vehicle like yanking anywhere fast if at all so that is step number one realize that the people are on your team believe in you and your mission and where you're going this is so important so important step two tip number two if they earn give them a raise don't okay let's back up if they earn it give them a raise I worked I have my master's degree in health promotion and wellness management I worked for a gym a hospital gym here in town in springfield Missouri I worked the night shift being newly married 12 to 9 p.m. at night it was brutal I loved my job because I love my clients and I love my co-workers but the annual review came in and I walked into my boss's office and I had never this was my first job out of graduate schools I had never really had like a big girl job per se and I walked into an interview and we went over things that I was doing great areas that I could use improvement in and like teaching aerobics but it's we all have improvement areas and that's okay but when the time came to give me a raise and I wasn't expecting a raise by the way I think that's also a whole nother can of worms but when it came time to give me a raise they gave me eight cents for my efforts I got an eight cent raise for my efforts of me busting my butt all of those years of school work and so like I promised myself that if I were to ever have teammates I would never treat them like that I just if if you earn it give them a raise to show them how much you appreciate them that will go very very very far in loyalty and longevity with your teammates third thing be able to give tough love okay this is very very very important the entire team I give them praise on how good they're doing and how proud of them I am all the time it's almost to a fault some people would say but it's not because it's not real I value them and I want them to know that I'm proud of them and what they're doing but they also know that mama parent Lauren is going to give them tough love when they need it if they're taking an hour and a half lunch and I realize it and it's happening over and over without permission that's not a standard we're going to live by if they're late Cody is not going to put up with that so there are things that sometimes people need that tough love if you're if you're not holding your team to the standard that I we hold ourselves to then you're doing an injustice to them so I want to teach the team look I love you to death and there's not much I wouldn't do for you because you believe in us and where this train is going but at the same time I have to hold you the same standard so I'm not going to let you just slip by I'm going to give you that tough love when you need it because you need to hear it not because it's a fun conversation to have but because it's going to make you better not only in your personal life but where this is going so if you can't stay leveled up with us it's not going to work so tough love is super super super important it's not easy to have those conversations but they're necessary and sometimes people fall short and that's okay but within that tough love also comes forgiveness and I think that's really really really important none of us are perfect we all make mistakes and you have to as a business owner be able to forgive someone but if they keep repeating the same mistake that you forgiven them for then it's time that it's not working out so that's part of the tough love concept that I'm I forgive you wants but you're continuing to make this mistake so this isn't working for either one of us so we need to cut our ties and then move on so you have that analogy of or hardship of letting people go and sometimes that's hard like oh we've let some teammates go because I have given those tough conversations Cody's given those tough conversations Andy's given those tough conversations and the behaviors didn't change so rather than weighing the team down it's not working out for them and it's not working out for us so we need to cut our ties and move on but at the same time you got to give people praise and love and show them that they're doing a good job step number four set the standard from the beginning and maybe I should have started with this tip first you can't it's very my basketball coach I will never forget ninth grade basketball coach we're walking it and he is insane I mean we're running full court tip drill you know back and forth what not I relate a lot of things to sports because that's what I know so hopefully you can relate to this or maybe I can give you a different example but he's running making us run we didn't we dropped the ball in this we were passing the ball in the middle of the court while running the full court tip drill so we dropped the ball we have to start over time gets added to the clock one of the seniors lays down on the floor because we've been at this for 10 minutes she lays down because we're gassed I mean we're literally exhausted and he says get off my floor and in that moment we knew he was serious and it wasn't because he was being Mr. Honcho he was just setting the standard like he knew we were capable of doing this he knew we were a we were more than able to do all this he was pushing us to be our best and it was in that moment I I didn't realize at the time I was like are you joking me but in the time it was us being able to pick ourselves up and keep going that's life that is absolutely life you are going to get knocked down and thrown curveballs all throughout the time but you got to stand back up you got to dust your shoulders off and you got to keep going so you got to set the standard from the beginning and and that standard could be simple it could be a one page document of these are our guidelines these are our expectations or it could be a handbook we have a handbook because that's the place that we're in we didn't used to have a handbook and I realize how big of a mistake that was we weren't setting the standard when we first hired our first employee we didn't know what we were doing but now we know that once we set the standard they know where the expectation is and what we're going to hold them to if you're not holding up to these this x amount of things then it's not going to work out I'll forgive you but if you keep doing this over and over again it's just not going to work out um and finally tip number five know what motivates your team this is so so so important so in this example I'm going to talk about two of our current teammates one everyone well maybe not everyone but most of you might know Andy Andy is motivated by money and that's great Andy Andy has big goals for him and Kristen and I love that but then we also have another teammate who isn't motivated by money he's motivated by life experiences trips the opportunity to explore the world so those are very unique to know that that's very different and some people are motivated by time with their family so you just need to know how your team is motivated so that you can incentivize them or reward them in the way that they feel it best none of us are the same Kodi Edward you do not motivate motivate him the same way you motivate me it's polar opposite it's actually one of our biggest tips he tries to motivate me the way that he motivates himself and gosh I wish it worked but it doesn't work for me it literally makes me shut down so he's realized that hey I can't talk to Lauren the way I talk to myself so I need to know what makes her tick what makes her go to the extra mile or you know keep going in the mud when your front wheel car is stuck you know in the snow or you know what what's going to keep you going so once you realize that and it's very important to learn this from the beginning because you can't have a salesperson who's not motivated by money they're driving revenue for the business which helps pay everybody else I mean it's a it's a full circle the team culture is so important because it's a ferris wheel it just keeps going and going and going the ferris wheel would stop if someone on the team wasn't all in and once you find someone who is not all in you got to let them go that is so important to culture hanging on to someone who isn't bought in and doesn't see the vision anymore or has changed or maybe made a bad hire and they never are all in you've got to cut the tie because they're going to bring the rest of the team down when we're trying to move fast we make fast decisions we make important decisions and we literally go so once you have someone on your team that isn't able to keep up you've got to cut ties it's not going to work you have to have people that have the same mindset as you to get things going so the importance of motivating people in their own way is crucial it's it's very very very vital to how the team functions together I can't I can't say that enough so understanding your employees personal goals is very important there was one Chris or one new year a few years ago they probably thought I was nuts because at the time they didn't realize what are what I was trying to figure out is what is your goal what is your goal for 2020 what was your goal for 2021 what what are you trying to do and your you can even ask them professionally some people want to advance some people want the opportunity and then some people are already in the position that they want to be in for the rest of their life and that's great um we just have to figure that out as as employers what where are they going what are they trying to do because I want my teammates to achieve their goals as well whether that be professionally personally and financially we all have financial goals at least you should and those are important things now if you don't have a massive team like we do um it's important to have these conversations with your family um I can't say that enough because there was a time in Cody and I's marriage it's probably gonna make me cry because I was the one holding him back and that's a hard pill to swallow I've had to come to terms with it I had to look myself in the mirror and be like Warren he's going places I've either got to get on board or we got to figure this out because I was holding him back because he's trying to make these moves so even if you don't have a team of people like we do it's so important for your personal team to understand where you're going and why you're making the decisions you're making it's it's once you align them that way it's it's amazing what life will do so I challenge you during this weekend um 8% virtual to figure out a who's on your team if you don't have a team of people already or if you're looking to hire maybe your first employee you set the standards right out your standards say this is these are my non-negotiables this is what I'm looking for someone and then hold them accountable hold them to that and if they don't present it in a way that is the tough love give them tough love make sure they understand your mission if they if you hire them they come on board and they're busting their hind end give them a raise give them a bonus or give them something in the way that they feel it because not everybody does feel um appreciation through money but you have to give them appreciation the way they feel it set that standing from set that standard from the beginning give them tough love give them a bonus or raise if they earn it and make sure finally that they understand where the train is going if people don't understand your mission and where you're going or what you're trying to do they're never going to be on board so if you're trying say you're an insurance agent and you're uh in the Medicare industry how many seniors do you want to help how it's not necessarily about money how many people are we helping we're in the industry of helping people we're making tough situations when death happens easier don't let that burden on people so once your team realizes how many people are we going to help you know they're on board it's going to be easier because you can see the chain reaction we're helping people we're helping people reach their goals and that is what it's all about we're in the business of helping people it's something godi and i take very very seriously and i just truly appreciate you taking your time listening to this weekend virtual of all of these amazing speakers i'm actually so proud of kody less brown i mean you name it it's they're here so i'm just really really really honored to finally have my first speaking gig on here he finally thought i was good and i'm just kidding um i finally found a topic that i were like lauren needs to talk about her culture because she's so i just i literally love it i love culture i love creating an atmosphere where people feel like they can learn grow and feel like they can say something and it's valued and heard so um it's just super important i if you have any questions don't hesitate to reach out to me and thank you for watching this awesome weekend and we will have a percent in july at the statler in dalis so i would love to be able to meet you in person and i have ladies night so come on down to dalis buy your eight percent ticket and learn more about culture how to network with other people within the industry and rock and roll so thank you so much welcome back awesome job babe okay i love it i love the tips i love the advice i love you focused on making our office and our teams better more cohesive more fun and everyone needs that am i right am i right like everyone watching this in chat let me know you need what you just heard now what i've learned is everybody needs stuff okay amazing amazing job babe thank you so much okay i love you you're incredible thank you for constantly pushing me everyone needs that we just heard everyone needs a lot of what we're hearing only some people will actually apply it so we will see okay i was worried about some of the stories she was going to share about me too because you never know right you never know okay we'll see okay so thank you for not you know embarrassing me too bad okay appreciate that will you apply what you're learning today right there's been major takeaways the last two days no question about it the real question is will you apply what you are learning winners my dad always says is winners find a way to win who's going to win in 2021 who's going to make sure that 2021 is the best year you've ever had and who wants to make sure that you look back in a decade and say dude 2021 is so good because the effort the time the energy and the work that i put in in 2021 right who wants that i do too okay thank you i do too i do too like i wake up saying man i need to be pushing harder i need to be doing more i know i can improve i know i can get there i know i can get there faster i know i can make it bigger right every single day that's that's the way i wake up like i'm like come on now let's freaking push right let's go that's how i think now i want to spend the next year with you maybe the next 10 years right but i want to spend the next year with you if i hypothetically if i moved in with you for the next 12 months would you make more money yes or yes yes or no would you make more money if i moved in with you for the next year no freaking question about it who's got a spare bedroom you're like dude you can move in with me anytime man okay i promise you can make more money which is why i'm releasing our ca all access plan you get access to my video sales system you get access to a weekly accountability call with me every monday and you get access to one bootcamp throughout the year over a $10,000 value for all of this this is all access with me for a year normally over $10,000 for only $9.97 the question is who needs the help who needs the focus who feels a little bit complacent who knows that they can get better who needs to be plugged into my cell system and training and learning and watching videos every single day you do so go to codyaskins.com forward slash deals to take advantage of the all access plan for the $9.97 today okay today now before i bring up the next speaker okay i'm being told we need about and then they need another $6.60 90 seconds okay is that i want to ask you what's been your favorite part of these last two days what's been your favorite part who's been your favorite speaker what's been the biggest takeaway what are you literally thinking and seeing and looking at now saying man my eyes are wide open and i'm ready to run and win if that's you let me know in chat because i want to know what's been the biggest breakthrough for you what's been the biggest takeaway what's been the biggest idea and how do we make sure that you apply it this year okay so we spend time together i'm going to give you ideas i'm going to challenge you i'm going to motivate you and i'm going to i'm going to train you but i'm also going to make you think bigger than you've ever thought in your life who's watching thinking dude i need that i need someone to challenge me i need someone to wake me up i need someone to make me think bigger i need someone to get me to that next level in my life that is what i do for insurance agents and that's what i hope i will get the opportunity to do for you okay now we're ready for our next speaker this gentleman okay this gentleman wrote eighty five thousand dollars of premium in his first six weeks he also recruited 69 people in his first 60 days he is one of the best sales people i know good friend of mine does the SWAT event okay which i'm about to speak at here in a few weeks he does an unbelievable job at training the insurance industry at rebuilding teams at selling product and to do what he did in the first six weeks of the industry is insane and life changing please welcome my good buddy mr. Nate offered take it away man crush it you want to get wealthy you want to get wealthy you want to build financial freedom you're gonna get your ass kicked you want to accomplish something great you're gonna get knocked on your ass you got to figure out how to get back up you got other people that are out there stopping you some of them are your friends some of your family members and their sole purpose is to stop you from getting across that goal great players aren't born and they're made and they're made by great coaches and they find players they have a desire to achieve they find players they have a desire to work hard and they find players they have a desire we want to learn about the brain how it works we want to learn how to influence people in a positive way you guys think there's some like intergalactic special phrase that i need to close the sale give it to me doesn't work there's no one liner is going to get you sales guys every sale you have should generate you between five to seven referrals every time how many are guilty of not doing that i can't put my fourth leg up real hard how many are guilty of not doing that how do you like to know how to do that what makes decisions is not your conscious mind your subconscious mind makes decisions and your conscious mind backs it up with logic do y'all know this so quit being so freaking logical because you're not going to get a sale by being logical you're going to be able to get a sale by being emotional because people make decisions emotionally it doesn't mean you get in there and start crying does that make sense a lot of people come here and you think you know what you need to know to have success if you knew what you needed to know to have success you already be successful you got to get your mind open enough to change because of things to change you got to change things to get better you got to get better what makes people great because having the ability to overcome the obstacles and the satisfaction of victory the greatest feeling of victory is when there's an obstacle that's in your way that looks so big that there's no way over around or under and you push through and make it happen thank you so much cody askins and hello eight percent nation um i'm so honored to be on this virtual summit um and and to be able to talk to you guys today and as you've been hearing from speaker after speaker after speaker that if you don't give up you can't fail and it's so true and inspiring to hear all these stories it's like i i thought of that title and i was thinking about what am i going to talk about what can i share with you guys today i'm like what if i put a mirror up to that and i kind of flip the script and what if it was there's certain things you have to give up or you're not going to succeed right you know there is plenty of times the things that i was growing up and i didn't grow up in a wealthy family um i you know went to school like i was told to do go to college get good grades better grade you get the better job you're gonna get and one day you may wind up immensely successful and work for somebody and retire at the age of 60 years old and get a you know gold watch that turned charm green and and a pension plan and living on social security and if you're in this industry and you guys do final expense or if you're talking to the elderly people it's so sad to see that the majority of our society is growing up retiring on family friends and the federal government and it wasn't the plan i actually want to do and and i hear people all the time talk about well money's not everything well when you don't have it it becomes all-encompassing it becomes everything and and my parents did an incredible job raising us as children but every decision in our life was based upon the amount of money we did or didn't have we had to read the menu from the right side where the prices are right on to the left side to figure out where we're going to eat you know our family vacation when you go to disney world we didn't have feeling like it was traveling all six of us stuffed in a car it was probably made for four and driving from charlie new jersey to pittsburgh uh ohio to go you know visit my grandma and we just hoped it wasn't too hot because back then they had the metal slide and if you ever went down the metal slide and stream heat you kind of get stuck right which is how i kind of felt trying to start a business and become an entrepreneur or got involved in the sales organization when i had no guidance i had no mentors at the time and i just was looking for somebody that would come into my life who could help teach me and show me what they've done because i'm a firm believer in hey you know what if someone else one man or woman can do it so can i if there's thousands of men or women doing it what's my problem right and if you look at the industry at ring guys there's tens hundreds of thousands millions of people doing and they're having success but this eight percent right 92 fail what's the difference between that eight percent or even the one percent versus the 92 percent who don't make it and i firmly believe the number one key is they never gave up they never gave up on themselves right brad hands talk about you don't give up on yourself but i also firmly believe that they were willing to quit certain things in order for them to have success one of the things i had to quit doing was i had to quit procrastinating i was a i you know they said the biggest nation in the world is procrastination right i was always procrastinating always putting things off and i'll never forget when i was in my mid 20s and you guys a lot of you guys heard my story where i mentor came into my life and he was making a million dollars a week net net that was after his planes in his cars and his you know 20 million dollar yeah you know and that was cool back then to make that kind of money because you know it was kind of i guess the 90s more you showed it off the show off era right it was cool to have a watch that cost more in most people's homes i know now it's different you're supposed to you know make a million dollars and give it all away and drive a Prius i get it it's different now but that was an environment that i was like whoa man look at this what this guy this guy is accomplishing his life and look at the amount of income look at the freedom and i was enamored by him right and i had a chance to start working with him and i'll never forget he asked for a report that was doing friday i said yeah i'll have it to you this is monday right so i call him up friday morning and i go hey sir you know actually called me up and i go he goes where's my report i said well sir you're never gonna believe what happened and he let me talk and i gave all i had my printer and then i ran out of ink and then and then i tried to print it i couldn't get it in time and the stores closed because of this he goes okay awesome where's my report i said well sir yeah you know i i i i tried to get it done i had it all ready to go i went to go print it goes okay Nate i don't think you're hearing me where is my report and it hit me and he goes before he gave me another answer or excuse or a justification let me ask you a question i told you monday that you needed this report to me by friday is it my fault you waited till the last minute to try to print it to get the report over to me yes or no i said no sir that's my fault and he goes when you quit procrastinating in your life when you stop having that bad habit of an average person you'll start to see your life turn around and i learned that lesson and it was a painful lesson but every time something's do i want to get on it right away i want to get it done we talked to my son about good you know start your homework early study for your testimony we got to quit procrastinating a lot of us are great procrastinators guys another thing i had to do is i had to quit hanging around people that didn't match up with my long-term goals i had a lot of people in my life some are friends some are family some are you know from grade school whatever case may be and they they they they're either going to build you up or they're going to tear you down you hear from people all the time about you are who you the five most people you hang around and different things of that nature guys but i had to quit hanging around negative people i had to quit associating with people who didn't have the same vision the same goals that that i had another thing that i had to do i had to be quit being influenced by social media tv and the news so much crap that goes on guys and back then when i was a mentor um he said you know take your tv and i did this right i'm not saying you have to do this but he said take your tv and throw it away put in the garage put in the storage i'm like whoa whoa what why would i do that it's like well if you're working with me you're not gonna much time watch it anyway and if you're trying to get wealthy the last thing you need to do is be turned on the news or watching the boob tube or the garbage that's on there and allowing that effect the way you are and put you into to paralyze you and put you into fear i had to give up being manipulated by social media i would say today i don't you know i would say today because i i don't know a lot about the social media i'm not really on there i know that cody and a lot of these guys want me to keep getting on there and i'm kind of learning about it guys but back when i was getting mentored by my mentor it was the television right he's like what what even the news right he's like what positive thing that we have that comes out of the news was it if it's rain tomorrow you're not gonna wake up you're not gonna get out of bed oh there's there's a sunny tomorrow oh so i'm gonna get out of bed like all this stuff that we always are putting into our brain if you ever come to one of my swat trainings we do some pretty awesome stuff about the subconscious mind and how it gets in there and how it stays in there and how your conscious mind doesn't make the decision your subconscious mind makes the decision and you back it up with logic which is your conscious mind i had to give up putting junk in my ear and he had a really good analogy uh to to share with you that but i'll i'll leave that for a live swat training because you had to be alive for that analogy so another thing i had to do guys i had to give up on making excuses every one of us make great excuses that we sell to ourselves and reasons why not reasons why we can't have success i was always looking right another thing i had to give up guys i had to give up thinking i needed more information or the magic pill or finding that one thing that i needed to do to have success i had to give that up i've always thought there was something somebody some training some book some sales clothes thing some technique that i was missing why all these other people were having success in the business that was in and i wasn't and i never forget again i was in room with my mentor and was talking about like i don't understand i've been doing this thing for three or four years the biggest check ever made was three thousand dollars in a month there's people making millions of dollars i don't know what i'm doing wrong i don't know what i'm missing and that's what i always said i don't know what i'm missing i don't know what i'm missing i don't know what i'm missing and he goes give me a favor yes sir go try and turn that light on what go try and turn the light on i said okay so i walked over and i mean you can imagine how dumb i looked right i'm he's like come on say try turn it on he's voice got louder i was like i'm i'm i'm i'm trying to say no you're just standing there i said fine i turned it on he goes i didn't ask you to turn it on i said try and turn it on and i'm like freaking out right i'm like oh my god i go well i can't i can't do it because that's the problem you're trying to have success you always think you're missing something you have everything you need that you've learned to go out there and have the same success if not greater these other people are having if you quit trying and you Nike it just go do it he said i have a question for you if i told you in order to make 10 000 a month you had to go out and make 10 000 mistakes first how quickly would you make them and boom it was like a switch coach burr talks about this it was like a switch i flipped the switch and i quit looking for that that missing piece of the puzzle i quit looking for what what i thought that i need to have success and i just took the information that i learned and i went to work in less than 90 days from that moment on that stupid little light switch thing i was making over 20 000 a month i'm not saying to brag guys understand still no car same couch i was sleeping on at a friend's house same product same compensation plan same office i went to nothing changed except that i gave up i quit thinking that i was missing a piece of the puzzle one of the other things i had to quit or give up to have success was thinking that i had to be so much better than someone else because if i got so much better than i would be able to have their lifestyle their money um their beautiful home their nice cars right and i was once again sitting here with my mentor and i remember he pulled out a piece of paper i don't have one here to show you and stuff and he took took out a piece of paper and he took a pen out and he drew a little circle and he said this is average right in the middle of the paper right this is average he goes Nate this is poor he went down the very bottom of the picture and he handed me a pen he goes show me where rich is or wealth and so this is like i was like man you know he always asks these questions that seemed really obvious and i always go up the wrong answer and i always felt really stupid about it but i learned a lot and thought man i got this one this one i nailed i know exactly this is so easy right i know where wealth is wealth is right here i took that pen paper and i grabbed it put a big circle on the top and go right here sir and i put it down and he went get how in the world do you get wealthy when you don't even know where it is here's a problem with most people why they don't have the success they they want to have is because they think just like you they think wealth is here and average is here and he took the pen goes let me share wealth is and he put it right here little circle and a dot he goes that's where wealth is you just have to be a little bit better go a little bit farther invest in yourself a little bit more read a little bit more see got just a little bit better and you can go from average to wealthy that literally again changed my life because i for once realized that i don't have to become a superstar i don't have to be this incredible superhuman individual to have wealth i just gotta do what average people aren't willing to do so i can live a life that most average people never will and i just want to thank you for getting on here guys um and today i'm so excited for the rest of the speakers um and this is just an incredible opportunity to be working together with kody um and and being able to speak into your guys's lives and for what the insurance industry has done for my wife and my family is nothing short of amazing so thanks to go and kody back to you take care guys can't wait to see you guys at eight percent nate doing it man he's his story he's the way he talks he can just tell the dude has some he has some confidence man he's got some swag he knows what he's doing he's been around the game right just not just because he's old man he's been around the game for a while okay thank you nate awesome job buddy i was going through dalis a few weeks ago and he let me literally crash at his pad because there was no hotels available it was during this it was during the snow and the ice everything else right so thank you for that okay um wife laura um alex love you guys man you guys are amazing so so phenomenal job thank you you hear the siren you know what that means three minutes from now this deal that i'm about to give away poof it's gone three minutes for those that are on and that take action today in the next three minutes okay and then it's gone it's gone forever okay you see the clock you see the countdown timer uh so one diamond ticket for only one diamond ticket for only one diamond ticket for i'm being told this is only for two people by the way okay because we don't have that many diamond tickets available okay but i want to help somebody one diamond ticket for only five hundred dollars hit the link in chat three minutes and then it's gone okay it's a crazy deal makes you take advantage of that right now okay i love the flash sales love the sirens love the urgency in life you have to take action today there's going to be moments where you want to think about something you want to put it off time kills all deals and details delay commit first and figure the rest out later which means do it now trust me i don't think about stuff man i i don't think about stuff i bought i upgraded my my oddy q8 to an sq8 that's got 500 horsepower literally just a week and a half ago why i didn't even think about it i'm like that's fine i'm in he's like really like yeah he's like dude you make decisions so fast i'm like because i want other people to make decisions fast too right you sell how you buy how do you buy okay so take action today three minutes almost up anyway next speaker's okay next speaker's doing this together of the from the life insurance academy podcast i've known that mr roger short for several years chris ball is going to be joining him okay i just actually spent some time the they're ready okay perfect i just spent some time with uh roger and austin and zack and roger's daughter ashlyn in uh when we were at coach burt's event a couple weeks back okay together coach and i were doing an event together called the sales mastery bootcamp in nashville and just getting to go to dinner with him and his team and spend time with them man this this this these individuals that are about to speak um are special people to me and and they mean the world to me um i love the relationships we're building right the friendships that were that were that were gaining and uh i just got to spend a lot of time with them and i love it i was actually just on their podcast the life insurance academy podcast you have to make sure you check that out okay so it's time for them to drop some nuggets when they speak they train they give stuff away so get your pad out get your pin out you're ready to take some notes please welcome to the virtual stage mr roger short mr chris ball and the life insurance academy podcast here we go thank you codie askins and eight percent nation we're excited to be with you and be part of this power packed eight percent nation virtual conference today and also the eight percent nation live event in dalas coming up in july my name is roger short and this is one of my business partners right here and life insurance academy instructor and also the infamous life insurance academy podcast host and for those of you've been checking us out on your favorite podcast app or now on youtube finally get to meet one of my best friends mr chris ball thank you guys so much for having us we are super excited to be here and roger there are thousands of people watching right now does that make you feel funny oh is it butterflies that might have been something i ate but no we are i'm ready man i'm excited we've got some great stuff for you we're ready to bring it to you this amazing career and profession that we're all in is the profession of selling or the profession of persuasion some people feel slightly uncomfortable when they think of selling or persuading for some who have an aversion to this they may even see it as manipulation i think chris when i actually showed you the business plan for the first time you said i kind of like this but i don't want to take advantage of the old people he said i don't want to take advantage of old people and i paused for a minute and i thought wait does he think i take advantage of old people like this was a thought and so some people have this thought they my idea of sales and what it was so yeah and some people have this view however when we really break things down we are all in sales aren't we we all persuade on a daily basis if someone has a good idea or a good suggestion that would benefit others or they would like to do something or go to a certain place we state our case and we hope to move people in the direction of our desired outcome this is persuasion and we all do it at work in our social settings in our relationship sand at home this is a profession that i've given my entire career to and i don't see selling in this light at all in fact i see the art of persuasion as a beautiful thing so i have a question for everyone have you ever seen a movie director in a behind the scenes do this do this you can guys go ahead and try that your fingers will feel funny for a minute if you've ever seen anybody do this chris you're a movie guy what are they doing when they do that i'm a big movie buff and they're doing exactly what you're saying they're persuading us so when directors are doing this they're being very intentional and they're removing the visual noise to determine what they will show us in the shot yeah and by the time it's finished once the scene is complete they are showing you exactly what they want you to see everything in there is in there for a reason even here you see exactly what we want you to see this shot and this frame everything that you see here right here was set up with you in mind you don't see what's outside of the frame and all the things going on around us that would distract you we probably should show them though just to give them context should we show them yeah sure sure let's show them so as you can see this looks very different doesn't it from this frame you see our set design our cables i don't know maybe maybe you can see austin possibly you can see our coffee you can see our equipment but as we were framing this shot we knew that this this type of thing could distract your focus and limit our effectiveness if we kept the frame here so we had to frame our shot and focus your attention to be affected in our communication and ultimately our call to action so here's a question for you to start we're looking for your participation here we know that you're on the chat and there's a chat feature running on the side of this while we're doing this and so we'd like you guys to jump in when I did this did you guys try to do that I did this with rose at the house the other night and she couldn't get her fingers right it was funny to watch so if you didn't try it go ahead and try it now go ahead take a minute frame it up frame up something in this shot right here or something where you are go ahead and frame it up and then I have a question for you now when you did that which hand went on top which hand went on top so mine's left but mine is right okay well right and I'm left-handed I don't know if that influences it or not and I'm right-handed so if your right hand was on top we want you to go ahead and put right and the chat feature if your left hand was on top this is a scientific study we're doing right now if your left hand was on top I want you to go ahead and put left in the chat feature we're going to add them all up we're going to see which one of this group of all these of you incredible 8% nation followers and the people here today to learn some great stuff we're going to see which one is more dominant left or right and I think Cody's giving away $10,000 in bitcoin he does these I think there's money getting ready to fall from the ceiling Cody are you getting ready who know I'm ready to catch all right so today we're talking about the power of framing in the art of persuasion before the explosion of information on the internet the salesperson had an advantage they had the benefit of knowledge and that knowledge gave them power over the buyer the transfer of information to the buyer from the salesperson communicated and established an authority and put them in a position of strength and high value today however people have an access to an endless amount of information if you want to learn anything about anything you can simply google it or better you can actually YouTube it and you can certainly find enough people on Facebook that are telling you what's true and right about everything absolutely even our seniors they they're living on these devices right as a society culture we are stimulus rich now but often context poor there's just so much information to digest and process that people can be overwhelmed and they don't know where don't know how to make a value decision and they don't know where to put their focus there's just too much going on there's too much noise and it's the same for your clients that you serve on a daily basis I want you to remember this statement in business and in sales if you confuse you lose help reduce the noise narrow your client's focus and simplify your solutions one of the best ways that you can do that is to put things in a frame and it's called the framing effect the framing effect is a type of cognitive bias we like to use sciencey sounding words on occasion just to show you how smart we are this cognitive bias this causes people to react to something in different ways depending on how information is presented to them it impacts how they perceive value and the actions they take so today we'll address some of these framing approaches and how they can dramatically improve your sales across all our insurance related markets and at the end of this life insurance academy session you will discover four of the most powerful and effective frames and how to use them to help you eliminate the noise in your persuasion efforts and close more sales and add an additional 30 to 40 thousand dollars to your bank account what yeah we're gonna make that much money from this one if they if they pay attention we're gonna we're gonna give you that so a cognitive bias this psychological term is can help us frame our message when we know that people are subject to certain cognitive biases we can enlist them in our persuasion efforts the first frame that we'd like to talk to you about that addresses one of these biases is the loss aversion frame and some some of you may know it as the fear of loss what does your prospective client have to lose help them identify that asking good questions in this direction can help them discover what they have to lose more so than focusing on what they have to gain this is particularly effective in insurance sales yes benefits are extremely important but what people have to lose often proves to be a stronger motivator than what they have to gain there's been all kinds of studies on this to show that too many for us to go into but in our training we call this letting them know the stakes and not not like not like Omaha stakes but the stakes s t a k e s two uh one of my favorite sales quotes comes from the great zig ziggler uh people often say no because they don't have enough information yeah uh getting started i think i i misunderstood what he meant by this and what it is that people actually had to know early on in my sales career so i thought i needed to give them more information about the company the products and the features so i did that for a while but it wasn't really moving the needle and i think i was actually boring people uh and i i learned that they didn't need more product knowledge what they needed they just needed to know what was at stake yeah so then i started to think if my clients could jump in a time machine to one year in the future and see the financial impact of not choosing this product today on the people that they care about they would beg me to purchase this policy what is the information deficit that they have it's not about products it's not about uh the different carriers that we have ultimately it's what is at stake our job in insurance sales is to help the prospect understand what happens to the people they care about most when something like an unexpected medical challenge arises or even worse when they pass how is this going to affect their family's finances without the right health coverage what's strange as strange as this put on the family if they don't have a life insurance benefit in place to depend on for loss of income or final expenses i mean after all the person that they need the most is going to be gone so our job is to create that frame remove the noise and help them see the stakes clearly and what losses their family will suffer if they do not have the right benefits in place when you do that they are more likely to take action when they see what is at stake and what they can lose again this is based on the cognitive bias to avoid loss yeah um and plus a time machine would be fun oh yeah man we need to do that yeah let's do it we need to we need to get a delorean hey austin can you get us a flux capacitor cool thanks bud just write it down we'll figure it out what's that name is it the Lloyd yeah Christopher Lloyd Christopher Lloyd yeah he's great so the next frame that we're going to talk about is the experience frame you guys have heard about this before it's called FOMO fear of missing out and guys it is real i have some of that fear of missing out stuff if you relate to me and you have FOMO too sometimes i want you to go ahead and type FOMO FOMO into the chat FOMO type that into the chat the experience frame is all about missing out on an experience um think about something that you spent money on recently or in the past six eight months uh that was memorable and meaningful to you it's probably not a shirt probably not a new phone or some office supplies that you ordered from amazon my guess is that it's probably something like a vacation you took with some special people that's now etched in your memory or perhaps it was a pet that you guys purchased that you brought home that's now bringing so much joy and happiness to your home and it's actually enriched your family or maybe it was a special gift that you spent time thinking about and you took the time in purchasing it and wrapping it for somebody so that you can enjoy the experience of giving it to them and watching them open it knowing how much they would enjoy it social scientists have looked at and studied what people remember and what they value they tell us that people tend to value experiences more than a product or more than goods and services that's why we should never talk about the cost of a premium for a policy we need to talk about what the benefit is for and who the experience is and on what that person is going to feel it's an experiential thing so it's a satisfaction is not derived so much from that new 72 inch tv that you got on black friday last year but it's more about the experiences although a 72 inch tv nicely mounted in a new space does look pretty cool especially in tom brady's winning a super bowl yes the goat but it's the experiences around that it's the nights of sitting there with your family or your friends having movie night now once a month eating popcorn laughing together or crying together i'm a dad of three daughters and my wife and sometimes we watch movies that make people cry even sorry bro even me so it's conclusive that the experience is more valuable and enriching than the product itself you know roger i have to confess i'm a i'm a fomo guy if you're missing out guy i collect sports cards and i i look for great deals and part of the experience is knowing you got a great deal yes that is an experience you stole something like i got one you know and uh so when there's this buzz about a card i have anxiety almost that i'm going to miss out on something why is that i did you recently just miss out on something yes i did i did he did there's a very special he was pouty for a little while hamed ali card i've been watching for months i took my eyes off it and it jumped from four hundred dollars to ten thousand dollars could have had it for thousand expensive eye off of it moment got distracted right and now with every card you're like oh yeah that could be the one that could be the one right that fomo is for real guys so uh this this affects all of us in some way or another and this is true for your clients it's a it's a little different in life sales because the experience that this frame is dialing in on is the experience of how they will be remembered and the satisfaction of being aligned with people who just simply do the right thing yeah there are two ways to use this experience frame first if i can help my prospects to discuss how they want to be remembered by the people they love it will be easier for them to take action i mean who doesn't want to be remembered as making an impact on the financial future of the people they love they will want to they will not want to miss out if i can paint a detailed picture of how this will impact and bless their family next it's important for us to remember that buying a life policy is a principal decision it's a decision about who they are as a human being when they consider buying a policy they are doing what they would expect every other good person to do yeah if you are working leads it is important to understand this this is at the core of why they requested information in the first place it helps in our presentations to find a point of agreement with our prospects that it is just absolutely true it is our responsibility as husbands as wives as parents to improve our family's futures we want to leave this place better for them than it was for us and if we can agree on that then this becomes a common sense principled decision they know right and wrong they know taking care of their family is the right thing to do and when we use this experience frame we are reducing the noise and helping our prospect prospects realize that they do not want to miss out on the experience of changing lives and the satisfaction of being aligned aligned with people who do the right thing yeah it's not about the premium for the policy it's about doing something for their family so their family can continue to have those experiences that they want them to have now absolutely many of you may not know that my former career and business prior to insurance was in advertising sales and publishing specifically it was in the yellow pages that's one of these great big thick books yellow paper like an encyclopedia names and phone numbers newsprint with like pictures and plumbing and roofing and phone numbers okay and then this little company came along called google and they started to change some things okay they want to watch google they're gonna they're gonna be something i think yeah yeah um so the this idea today is we're going to be talking about the contrast frame and so there's a there's a story in the advertising world from my from my past about this guy named rosser reeves that i love and he was a famous ad man from the 1950s and he believed the purpose of advertising was to sell he's the one who actually coined the famous term unique selling proposition he actually believed that differentiation was one of the most important strategic and tactical activities in which companies must constantly engage and even you and for us as individuals how do we differentiate ourselves from our competition now there's a famous story about him when he had uh when he and a friend were going out to lunch they were actually walking down the street in menhattan it was a beautiful spring day and they passed a blind man in an alley and he was panhandling for money he was sitting there with his hat to collect coins and he had a sign in front of him and on that sign it says i am blind now sadly there weren't too many coins in the hat um the story goes on to say that rosser went over to the man and asked if he could help and he wrote just four more words on his sign above those words that i am blind and these are the four words he wrote it is springtime and it is springtime and i am blind this is the contrast principle at work you see everyone was reading that he was blind but now when they read it they see his blindness in contrast to their own ability to see and enjoy a beautiful spring day we understand this person can't see compared to what compared to me compared to me who can see the beauty of this spring day oh my gosh he can't see what i'm seeing these words immediately because they were contrasted in what he was not able to take the part in they were they were contrasted it immediately elicited empathy from the passerbys and the coins started to pile up you see technically we understand and process things in relative terms not absolute terms so is this expensive well if you have no value on it everything's expensive yeah is it is it expensive compared to what am i a caring person yeah but compared to who oh mother Teresa oh uh no you know like there's these contrast things so we have to do the contrast the single most important question in sales and persuasion is not to answer the question what's in it for me as most of us are taught that's the second most important question the most important question to answer for the client is compared to what the way you make something extremely impactful and valuable is to contrast it with something else and not to let it sit out there on its own so chris what are some examples of how this contrast frame can be utilized with clients in our insurance sales efforts it's too much i can't afford it compared to what that's a great question if we can help the clients answer this question that we know is likely happening in their mind before we ever get the objection we are positioning we are positioning the value in a contrast frame so here's an example of this in this conversation i'm talking to mr smith and i can say to mr smith it's interesting mr smith some people look at this as merely a transactional decision and they weigh the cost of 89 dollars a month or 159 dollars a month and their current budget or lifestyle and they may think that they don't want to afford this type of payment or it's just too expensive however every time we ask if they could go forward to the day after the accident that requires hospitalization or the day you know god forbid that you've been diagnosed with terminal cancer when we ask our other clients this would you feel the same way the answer is always a resounding no you see mr smith when 89 dollars or 159 dollars a month is compared to the cost this associated with these new and very real and challenging financial concerns our other clients to them this is an incredibly affordable and valuable investment for their family now wouldn't you agree so another place this frame is effective is when the prospective client has existing coverage and they say i'm sure you've heard this i already have a policy yeah a lot of people turn around and walk out when i hear that absolutely especially new people don't do that right another way you hear this is i have enough coverage yeah and what we need to answer or be prepared to answer is compared to what we need to advise them properly and show a breakdown of loss of income and the household expenses that will no longer be covered as a result of the passing of the primary income earner and we can show them what happens when social security disappears for one of the spouses and how that impacts the family that is dependent and some way on the current income so this contrast is very important contrast their initial thoughts of i have enough to the clear gaps that will exist for their family if they have just a basic burial plan the contrast to the liability that the client and their family will have raises the value of the benefits and coverage significantly now left alone however there's no contrast if there's no contrast presented they will have little empathy toward taking further action the contrast frame in both of these examples can be utilized before before you even get an objection so that you address these commonly known objections and then eliminate them before the client can raise them yeah we talk about like if you get good at knowing what the objections are going to be and you can raise those objections you as the presenter you as the persuader you actually take the power away you diffuse them and you take them off the table of conversations yeah and they don't come up later that's one of the most effective ways to do that is when they're apathetic or they seem disinterested in moving forward it's to position it in this contrast frame next we're going to talk about the final one and it's one that i know will impact your sales next week and it is one that we will refer to as the less is more frame less is more you see we've been convinced to think in this information and choice-rich society that will be more persuasive to offer people lots and lots of choices you can have it any way you want it are you going to sing no i feel it i feel it anyway no that's the way you need it anyway you can have it any style you want it whatever color you want it you know and you can have it whenever you want it the truth is that offering people lots of choices while it can be persuasive it's only persuasive to a point you see choice is valuable but it has a ceiling on it so there's a study by two researchers at a stanford that set up shop in a grocery store and they were doing a comparison on how choices and the number of choices impacted people's buying decisions and sales and i love reading about these studies they're so fascinating and in this research test they were selling jam at one end of the store they set up and offered 24 varieties of jam that's a lot of jam yeah and at the other end of the store they displayed and offered only six varieties of jam now being able to taste 24 varieties of jam before purchasing is a great value and it certainly led to a lot of people tasting the jam however the study was designed to assess buying decisions and purchasing patterns it wasn't designed to see which one gave out more examples more samples it was designed to see which one sold more so after all the reason why most of you registered and are watching today in this great nation of eight percenters chiming in to figure out how to advance your career and accelerate your sales you wanted to learn how to close more sales how to convert more of your sits not just to book more appointments or give away more brochures yes this is a numbers game and you do need to know how to book appointments and get more sits but when you're actually in front of a prospective client either face to face or over the phone you want to discover how to frame your message to sell more policies so which sold more when they offered more choices they had a lot more activity but only three percent purchased jam three when they offered fewer choices and more selective choices thirty percent purchased jam thirty percent that's a twenty seven percent increase in the number of people who actually took action you see less is more offering fewer options is more persuasive and this speaks to something that's really important to understand in our sales and that is choices valuable but it has a ceiling on it so chris how can we make sure that we're maximizing our opportunities with our clients understanding and utilizing the power of this less is more frame well i don't i don't know about you guys but i need things to be simple and this is probably why i like restaurants like chipotle you know it's either a taco or a burrito it's just you hold it differently i think that's the trick it's the same stuff it's just mixed up differently yeah so you got to pick your beans you pick your meat you pick your rice bam it's over no it's not over yeah there's always this dilemma with the guac yeah it's a how many of you have dilemma with the guac purchasing decision right because you have to buy the guac it's reportedly yeah and i think it's like half the price of a taco it's insane i don't know how much it is but it's always gets me right in the middle i know anybody else have issues with the guac if you do type guac in the chat will you guac if you know how to spell it we like guac go ahead so uh yeah i love the simple choices i can't go to restaurants with 35 pages on their menu i mean it's just overwhelming so it's important for us to understand that while insurance seems simple to us yeah in most cases i know you might be on the front end of this and you're trying to figure it out but after you got the wheels running it seems simple to us to our clients it's very complicated and if you're an independent agent you're probably working with multiple companies and multiple products and it'd be very easy for you to give your prospective client 30 different options with 30 different premiums to choose from and feel excited about it sometimes i got all of these options that's right yeah i've got all of them i've got all the options but this burns our prospective client's energy and calories and ultimately it leads to confusion and you heard this at the beginning if you confuse you lose and donald miller said it best in his in his book story brand it's great stuff you need to check it out if you confuse you lose so if you confuse you lose can you engage with us one more time and i want you to remember this statement this is a takeaway from our talk today in our session this will help you next week go ahead and type in the chat if you confuse you lose can you go ahead and do that just the fact that you're typing it and writing it down will help you remember that go ahead for those of you who want to win you're going to type that in the chat go ahead and type that in there now so as insurance professionals it's our job to identify the needs of our prospects and their family and present them with the best products that will serve their needs and and here's a quick tip okay good underwriting questions will help you narrow down your your options and your choices so after we have decided which product offer them three simple affordable options options to choose from and ask them to make a decision that's it it's that simple anything else and we run the risk of confusing them and losing the sale give people an easy path to a decision or we'll say it this way a simple off ramp to a close we don't want them running into confusing construction sites where the ramp is supposed to be there but they have to follow a complicated detour and ways is confused and they have to find the next off ramp because if that happens we will lose sales when things get complicated the prospect will shut down and they'll tell you what everybody hears on occasion they need to think about it does that sound familiar to you oh i'm sure some people have heard that yep so when they come back and say yeah you want to think about it oh yeah yeah and they they believe them and they're going to come back seven eight more times yeah possibly sell it and the new agent believes the client yeah it's it's a sad thing yeah we just need to limit the choices and give them three simple options to choose from so frame the focus on a few and simple choices and get more sales in this session we discussed the loss of version frame the experience frame the contrast frame and the less is more frame these are four of the most powerful framing approaches to reduce the noise that distracts your sales efforts simplify your message and close more sales we trust that as you get back out there making a difference and changing lives the one or more of these frames will actually help you move the needle with at least one more perspective client each week it will and we are confident well and a result of that average additional six to eight hundred dollars a week you will earn in commissions this one session effectively just made you an extra 30 to 40 thousand dollars this year boom boom we did it we did it can you imagine how much they're going to get from all the rest of the sessions that's incredible so if you found any value in this training today on the power of framing in the art of sales we'd like to let you know that there are actually eight key frames for simplifying your message and maximizing your sales and we're going to be offering an in-depth training session on those later this month and we'll provide that to you with free access for today only by going to life insurance academy dot org slash eight the number eight percent per c ent go to that link i think you'll see it in the chat right now and you can actually download the power of framing and sales course material from this talk right now for your use so that you can have all the content so you can go back and reference it so that you can study it and you can put it in practice next week now you're also going to receive today only an invite to the next training session however you have to take action before this session ends now secondly if you feel like this was valuable at all to you and can help you improve your conversions we'd like to offer you one more eight percent nation virtual conference giant offer giant chris we're crazy the goods yeah if you're good this is where it comes this is where it comes so hang on we're going to give you some stuff if you are currently in final expense sales or if you're in medicare sales mortgage protection sales or annuity sales and you'd like to add final expense to your lineup or you'd like to take your final expense to the next level and maximize your profits and expand your impact then this is for you two weeks two weeks from today on march 19th at 9am central 10am eastern the life insurance academy is going to be offering a free fr e exclusive webinar on mastering the art of the no clothes final expense presentation can i say it you can say whatever i don't know what you're going to say we're going to teach them how to make the sausage yes we're going to teach them how to make the sausage that's a podcast reference you have to go you gotta go get it on our podcast for that this webinar will provide you the inside secrets and the five fundamental features of the no clothes presentation that has helped agents check this out right over 30 000 policies and earn over 21 million in commissions yes you heard that right it's a lot of stinking policies and a lot of money 30 000 policies and 21 million in commissions if you'd like this secret and the inside scoop on that go to life insurance academy dot org forward slash eight percent it's in the chat that's in the chat feature right now and go register for this free virtual exclusive this this free virtual conference exclusive and when you do we're actually going to give you three more additional downloadable resources here's more hold on chris there's more three more additional resources that's going to help you accelerate your business and increase your sales right away you'll get access to these three the first one is the tele sales master's guide to call control if you want to be super effective on the phone with your phone sales you need that guy the second one is the six figure agent activity tracker if it was your goal to be in the six figure realm this year in 2021 you absolutely need that one it's going to revolutionize your business and the last one is free statements and smoke screens worksheet now this one is going to help you get unstuck and unfrozen when clients are blowing you smoke so once you register i want you to go ahead and register and once you do so i want you to please type i'm in i'm in in the chat can you do that can you type i'm in in the chat we want to know that at least the links are working and we want to know that you got in uh go ahead it's in the chat right now you can click the link and once you register i want you to go and type i'm in in the chat that will help us know now if you have any problems with getting that registered once you once you click the link please let us know and we're here to help you go to the link life insurance academy dot org four slash eight percent register for this free virtual conference exclusive with eight percent nation all you eight percenters out there you're going to get those three free additional resources that are available right now to help you accelerate your business and increase your sales chris and i want to say thank you so much for investing in yourself using the power of frames to keep things simple will help you close more sales because remember if you confuse you lose thank you eight percent nation you guys are incredible thank you for investing in yourself we can't wait to hear the next sessions remember put it in the chat i'm in we'll see you there see you Roger and chris i love it man i love like the steps they always have like specific steps to success and like different pieces and they're always like talking about certain areas to help people man so so apply those things i promise you you will make more money this year okay i want to remind you all the deals available we are almost done just a few speakers left okay we're out we're almost out of the deals kodiaskas.com four slash deals four premier tickets to eight percent nation live in dallas july 23rd 24th who is going to be there four premier tickets only 997 kodiaskas.com four slash deals to take advantage of that deal right now take action today when i have a lot of time left and then the event's over and the deal's gone okay so make sure you take advantage of that i'm ready to spend time with you who's loving this keep me posted in chat man i'm i'm trying to make sure i'm like well i'm watching chat by the way when these speakers are talking i'm actually over here watching chat i'm interacting i'm seeing everything you're saying and i appreciate all the kind words the compliments i appreciate you sharing on social and i appreciate you being here okay well i know it's been a marathon but it's been a blast i love it let's make it 12 days next time i told our team maybe we can make it a month eventually they're like dude you're nuts that's crazy but i love this so much man like promoting and helping people that's my gift and that's what i love doing right as long as you enjoy what you do you never work a day in your life now i'm about to interview a sales legend i want to know what questions do you want to hear from brian tracy okay this is this is this is going to be amazing interview i'm honored to be able to do it with you today what questions do you want to hear go and start filling it up man like my favorite sales book the first sales book i ever picked up was the art of closing the cell by brian tracy the dude is a living legend and i am honored to be able to play his interview with me right now okay i'm excited to jump in and do that with you so thank you okay i appreciate that this is going to be very surreal for me an absolutely incredible moment because of the impact that he's had on my life and millions of others the dude knows sales i want to make sure that we always have the best speakers a part of everything that we do and right now i'm about to interview one of the goats one of the greatest of all time right before you right now and i'm excited to jump into it here we go i want to know what you want to ask i want to know what you want to see and i'm excited for what's about to take place are you right now i want you to go live on facebook man i want you to go i want you to video this thing i want you to share this thing out i want you to take pictures of it i want every i want the world to know that brian tracy was on eight percent virtual today and i want them to know that forever okay so make sure you get some nuggets out of this i can promise you the dude's got so much freaking wisdom to drop and he's about to drop it now let's jump to me and you spending time with one of my idols and mentors mr brian tracy eight percent virtual i have an unbelievable surprise guest speaker for you today mr brian tracy lifelong fan of your work thank you so much for agreeing to spend a few minutes with me today well thank you you know you you and i have one of the say in the in the movie we've shed the same blood and the same mud if you remember that movie you and i have made our living and come from nowhere to where we are by learning how to sell and i know that you're a fan of my information on closing and i remember when i started off in selling i asked myself the question and this is really important is what is the one factor that determines your income more than any other factor this is called the constraint it's called the limiting step or the constraint what is the one factor and i realized it was my ability to close the sale actually i wasn't afraid to to make calls i wasn't afraid to knock on doors and i did in my first year i knocked on more than 20 000 doors and got almost 20 000 rejections and uh but i wasn't afraid i just get up in the morning six o'clock i'd be out there and make my first call at eight o'clock my rule was if uh they if they are available um i'd be there and i'd be knocking on doors at right but knock on doors until uh nine nine thirty ten o'clock at night if the light was on i'd be there and um i realized that it was my ability to ask for the order my ability to close was the critical factor so i gave myself a goal to become really really good at closing sales and i eventually i did it takes time and it takes a tremendous amount of rejection but i eventually i became better and better and better at it and my income went up and there's a wonderful relationship between your income and your confidence your level of happiness you start to make a lot of money and you start to be happy and when you're happy you have a lot of energy when you have energy you're more eager to get out there uh and make calls and so i have i uh worked on becoming really good on closing the sale and the wonderful thing is that i've told more than five million people live that you can learn any skill you need to learn to achieve any goal that you need to achieve and so you could become really really good at asking for the order and uh and i did and over time i uh made a lot of money as well but as we were talking about it's not the money that you make it's the the effect that you have on the lives of other people absolutely yes i love that it's it's it's amazing too how you can it's it's it's a choice how good you get at at closing the deal and it's amazing you just talked about how if you want to be really good you chose be really good you made that decision yes not everyone's wired that way where does that come from to where you commit to doing something and you really follow through and execute well one of the things that we have is that um it's the biggest single problem in adult life is the feeling that i'm not good enough i'm not good enough and i've studied this in psychology it's what holds people back more than anything else and so you should return it around and say i am good enough i can i can do this i can learn anything i need to learn and uh i taught this for for now almost five decades and one of the things that i found is that uh our greatest problems in life come from our childhood and and and and how we were raised and so as a parent are you married cody i am yes sir you have children no children yet no sir well the the most important thing as a parent is to continually tell your children how good they are tell them how much you love them and tell them how good they are and um no matter what happens you tell them the most wonderful words in the world are you can do it you can do it and uh when you keep telling your kids you can do it eventually at a very early age just like programming is you uh program them to believe i can do this i can do anything i put my mind to and uh at the beginning of their lives they will have so much self-doubt you see the biggest single problem is self-doubt is they don't believe in themselves but you as their parent um are the most important person in their lives and so therefore just just tell them all the time how good they are and how great they are and if they make a mistake or they don't do too well you say all right well uh pick up and try it again and you can do it you can do it you can do it and that's a wonderful thing for children to hear and eventually it reaches the point where they it sort of locks in and they start to believe it and then after that nothing can stop them that's awesome that's such good advice too because i i really believe i i had a i'm about to get into my story and how much you've affected me and and your material but i really believe what you just said resonated it made a ton of sense with me because i get the question a lot you know um how were you able to have confidence in yourself at an early age and i really believe it was my parents instilling the confidence and those positive encouraging words just like you talked about my mother and my father yes and that gave me a tremendous advantage hugely grateful and was amazing blessing and so my parents were uh that positive influence for me and they made me believe just like you just said for whatever reason yes i don't i don't know if they listened to you and then and then implemented that in me i don't know but i do know that uh they made me believe i could accomplish anything in life yeah yes and and then you you don't understand parents don't understand that that you are the greatest single influence in the life of your children and i say i've talked this to so many people but i say whenever you see an adult who is has problems you see a bad childhood is that the parents might my parents gave me no support at all the only thing that they did was criticize me i i say this and you if you reviewed my material i'll say that destructive criticism is the is the cancer in all of human life is when parents criticize their children it just is like a punch in the emotional gut and um it holds them back and and causes them to doubt themselves uh more and more and the opposite is constant encouragement constantly telling that they're good and and and complimenting them on uh everything that they do even if they just do something little always tell them how good they are how great they are how wonderful it was just make a big thing of it and like like my kids are so used to hearing me uh talk to them they say oh dad you're always saying that and then they look at the their their their their friends and they find that their friends don't get that and then they realize it takes them many years they realize wow wow what what they're getting from me and from Barbara uh is is very rare and so they are not three of my children are married and um they i'm sorry yeah three of them are married and they do the same things with their children they're constantly telling their children how good they are and their children are just so happy the children laugh and they run around and they're happy and there's you know like that western song never has heard a discouraging word is that there's just no negative conversation in their lives and uh and that means they get better grades and they're more popular and they uh like other people they like themselves and that's what we need to do and i think if you're sounds like your parents were really great and so you uh will be a great parent uh when your children come along most wonderful thing in the world i'm now 77 i just turned 77 a month ago and um uh as i look back i realize that this is the most important thing in my life is is what happened to my children and we look at the kids and we talk to them and and they our kids just sort of bask like like sitting in the sun they just bask in the warmth of continuous approval continuous um positive feedback and um so you just keep on doing that keep on doing that and it's wonderful because you continually build your children up and it makes you feel happy and it makes them feel happy and then they will marry someone who has the same philosophy of life is they feel positive and they feel happy it's just a it's just a wonderful continuing circle and that's what we need to do as salespeople the most powerful statement i ever learned was the words i like myself and you've heard me talk about that i like myself i like myself i like myself i like myself and the more you say it the more you depress or push down uh thoughts of uh self-doubt and the more you feel positive and encouraged about yourself so i have so many of my friends in sales that'll get themselves cranked up just before they go into a call or pick up the telephone as they'll say to themselves i like myself i like myself i like myself and then they pick up the phone or they knock on the door and they walk in i like myself i like myself i like myself and what that does is it just lowers all their fears and all of their doubts and they just feel happy about themselves and as a result their relationships with their clients are excellent as well anyway so so that's what we do i love that i love that well i need to formally thank you for the positive influence that you had on my life um our our viewers we had over 10 000 registered for for this and and they've heard me recommend you time and time again they've heard me that your book the art of closing the cell uh was the first sales book i ever picked up i love the story of how you were going house to house people who tell people were telling you they want to think about it they want you to call them back and i started to implement that and was able to close a lot more deals immediately without having to follow up with people also um i've recommended that other sales people in the interest industry do that as well and they've seen a lot of positive encouragement feedback from using that and it's worked for them too so thank you for um being a big help to me making six figures my first year and the hundreds of thousands of other people that you've been able possibly millions probably that you've been able to help as well so thank you very much yeah that's wonderful thank you you're very well yeah that's that's amazing and i i've been uh following you for 10 11 years since i first got in the end into sales and i thought you know what um i've been looking forward to today and our time together uh just because of how much i've looked up to you and so again thank you for everything you've done i want to transition to eight percent comes from the fact that 92 percent of insurance agents fail in their first three years what what does nine what what what does eight percent mean to you knowing that statistic well it's it's sort of like any kind of a skill uh the skill of selling is like the skill of typing it's like the the skill of riding a bicycle it's uh it's a learnable skill and it's something that you can learn through continuous practice and a lot of people don't understand that and when uh i started off in selling and knocking on doors and knocking on doors and after six months i was just still struggling and there was one guy at our office that i tell this story his name was pete and i still see his face after all these years and pete was selling 10 times as much as anybody else uh in in in the company we had about 15 people and i would start working at seven or eight in the morning knocking on doors and pete would start at nine or ten o'clock and he would take time off for lunch and he would quit at four thirty or five and um he just had a great life and he earned more money than anybody else and one day i asked him i said pete why why is it that you earn so much more than i do and he said well show me your sales presentation and i'll critique it for you and i said jeez i don't have a sales presentation i'd heard about a sales presentation i sometimes joke i say it was like something on the other side of the the moon is i knew that was there was a sales presentation out there but i'd never seen one and i said well i don't have a presentation he said well what do you do when you get face to face with a prospective customer and i said oh i just i tell him how good our product is and and how helpful it is and how much it's better than anybody else and he said no no i remember i remember this we had an office in this office building third floor and we went downstairs and across the street and we're sitting on a park bench uh this big city park is every park but and he said he said that's not how you sell what you do is you don't talk you ask questions and i said ask questions because i was told you have the gift of the gab you know you you can talk really well and he said no no no no ask questions and listen closely to the answers and over the years i found is that that your ability to ask questions and listen to the answers in a positive way is really the key to successful selling and a good friend of mine one of my best friends now top sales guy he said uh remember listening builds trust listening builds trust well how do you get a chance to listen when you ask questions you ask good questions and you lean forward you lean into the question and uh and when you listen closely people warm up to you and listening builds trust and the more you listen the more they trust you and the more they like you and the more they're open to being influenced by you and i still remember those were some of the most important things is that wow listening builds trust so i asked questions i just kept asking more questions and what about this and what about that and what are you doing now and how is that working for you and uh what are your goals what are your plans for the future and it was constantly asking questions changed my whole life instead of trying to persuade or influence people instead look into them and try to help them when i do seminars when i hit the peak i was doing seminars my average seminar was 1600 people for more than 20 years and sometimes it was 2000 3000 4000 with gusts up to 5000 my biggest seminars were 20 000 uh 25 000 and um it was wonderful and it was so helpful to people they lean forward and in my seminars one of the things i learned is to ask questions rather than talking and trying to impress people ask them questions about themselves and what they're doing what their goals are and and so on and it was just so wonderful and the same thing with you you are going to be a great speaker in the years ahead and you'll find that when when i start off with the audience i start off by asking them questions and asking them and follow up questions and more follow up questions and people love it when you ask them questions and listen because because questions um encourage them to really think deeply about what it is they're doing and uh and so uh i would ask i would ask people questions and then i would give them answers and ask more questions and give them more answers and so on and that's all i got you are i am today i would ask questions and give answers and tell them how how to use the information so many people i'm happy i've become millionaires uh my friends at nightingale conant uh did a research study on people who used my materials they found that more that more people more salespeople became millionaires as a result of using my materials than any other single influence and of course everybody wants to be a millionaire and yes you can become a millionaire and what you do is you do what millionaires do and good millionaires it's interesting one of the richest people in the world is mark is is uh mark zuckerberg and um president of facebook and they say he's got a five to one ratio in terms of listening um and speaking is that he uh asks questions five times for every one time that he talks or comments or gives guidance or it's just an interesting thing is just he just continually asks more questions and takes notes and and so on and so it's a very good thing to remember and and i see you taking notes that's a very smart thing the the most six yes the most successful people take notes all the time and um it's just what it does is it helps you to think at a at a deeper level and also to review the material i'm always astonished i i say say please write this down and people in my audience is you gotta you got an extra pencil you got an extra pen is they come to a full day seminar and they don't have a pencil i don't have a pen that i'm really to write with i just shake my head smh smh shaking my head shaking my head is i can't believe that i can't believe that people would go to a seminar without preparation to write things down and so that's another thing is make sure that when people come to your seminars is that they are supplied with writing materials and and so on and so i always carry a red pen and a blue pen and my my kids would ask me dad do you have a pen i say what do you want red or blue red or blue you know i've always got two and one is to underline in red and then blue is to is to make a note and and so my kids now carry pens around and they hear something good they immediately write it down napoleon hill had this wonderful one liner he said um and when you think it ink it i thought that was really cute when you think it ink it if you have an idea uh when an idea goes through your mind like a comet you immediately write it down because if you don't you forget it you'll lose it and sometimes you'll have one good idea that can change your life and if you don't write it down you'll think jeez what was that idea and then you find me somebody else who had that same idea as well and sometimes it's just one simple idea that changes your life one of the things for our friends who are watching is how important it is to take notes and to read is to just dedicate yourself to continuous learning this is i say that there's three things in in my life and i talk about these three i call them the golden triangle of success like a triangle and when i look back over my life i realize that there are three great things number one is to accept responsibility for your life and don't complain and don't make excuses and don't blame other people for your problems always accept responsibility and number two is to have goals clear written goals and plans and number three is dedicate yourself to continuous learning is always be learning you look behind me i was just reading an article on me that was in on yeah in youtube i wasn't in youtube it was on uh it's on google and somebody had done a complete research it was called it was called 20 things that you don't know about brian tracy well i'd never seen this before so i read it and one of them is that it said brian tracy has read more than 7 000 books and i thought uh and yes that's true i must have said it somewhere you see these books these are all double stacked so there's there's two books at every shelf from the top to the bottom all you can see is the middle at the bottom the top and this is just in my office and it goes all the way around but it's also outside is uh in other rooms it's downstairs is you know my whole house is just full of books and i may not have read them all but i continue to buy and read books and then sometimes you just come across one idea and you say jeez that's a good idea jeez it's a good idea and then and then you have an opportunity here's something really interesting i found that and i studied metaphysics in my 20s i came across a russian school of metaphysics and and what they taught was that you never learn a subject without having very soon an opportunity to learn or to use that new material because you you learn the material and very soon you get a chance to use it and i thought well that's interesting and for the rest of my life i realized you you read an article on something you find it in a book or a magazine and uh very soon afterwards you have an opportunity to use that material to improve your life or the life of someone else and um and so therefore you must dedicate yourself to lifelong learning for the rest you're just always learning uh back in the day my first activity on the weekends was to go to bookstores and i'll take my kids to bookstores and i told my children i said there's no there's no budget for books you can have all the books that you want and so we would go to bookstores every single weekend uh and sometimes more than one and our our favorite bookstore was a barns and noble and we would go there and we would go from shelf to shelf and place to place and and they they say could dad could dad can i have this book and i get this book i said no budget for books no limits you can have all the books that you want and so we would go there and then the whole four kids they'd come up with their shopping bags full of books then they have their own bookshelves with uh with books then they have their bookshelves at home but it was just it was just wonderful and they just read all the time is they of course they watch television but um very often you they'd be there when other kids are watching television or playing video games my kids would be reading they just read and read and read and and uh they're successful and they're happy and the wonderful thing about reading is is it gives you a feeling of personal power you've you learn these things and and uh quick subject change uh my son michael came to me when he was about 21 22 years old he's finished school and um he was not a great student um but uh he finally got through college and then he came to me and he said dad he said i i want to be successful what what do i need to do to be successful like you because you know we live a nice house and we have a good life and i said well you could do the same thing i did what was that i said well i i learned how to sell i went out and i knocked on doors and i learned how to sell and he said well how could i how could i get a job knocking on doors and i said well i just gave a seminar for a big company in fact the gentleman that uh brought me in to speak uh just just died a couple of weeks ago and um he said i he said i can get your job with him because they have branches all over the country knocking on doors and so uh i called him up and he called the uh his uh manager in in in in san diego and we got michael a job knocking on doors and he went out and he just knocked on doors and he knocked on doors 12 hours a day he just knocked on doors and uh he worked six days a week uh uh and he worked about 10 12 hours a day and he was very hard he i said you if you get this job you're going to get more rejection than you ever dreamed as possible and you've had a good life you've not been rejected but now you're going to be rejected and uh he said it was true so so he said it was the hardest thing in the world he went out every day and he would start knocking on doors at about 10 or 11 o'clock and he would work until nine or 10 o'clock and he would do it uh six days a week and uh it was really hard but eventually he learned how and he just kept hanging in there and learned how and eventually he became a sales supervisor than a sales manager and he began recruiting people and and training people and after a year he came to me and he said i've got it he said dad he said i'll never have to worry about money for the rest of my life because i can sell at the moment no matter what happens i could sell and uh and so today by the time he was 25 he had a Mercedes in his own house and uh he was smoking and he's married three children doing well and he's uh everything that you would want uh just and the idea of quitting never occurs to him never occurs this this time today and the marketplace is very tough because of the coronavirus and the fact that you can't call on people but uh he just keeps logging away and he's now become a sales trainer a speaker and he's doing it very well he comes to my seminars uh and came to my seminars and learned how to speak and he speaks really well so it's uh it's wonderful and you can learn anything you need to learn to prove any goal you can set for yourself i say that over and over again yeah i love that you say that because that's something that holds a lot of people back in our industry is not having goals fear of rejection i used to doorknock every day for for years as well and while listen to your audiobooks when i would be in the car between between places and and what would you say to those that are because the only reason in age it would ever become part of the eight percent of the 92 percent and fail is if they choose to quit and i really believe the theme of this virtual conference is if you don't quit you can't fail that's very good that's very good if you don't quit you can't fail that's the most wonderful thing i mean i've always told my children is just never give up never give up never give up and uh don't have all kinds of setbacks and rejections and difficulties but uh i used to do this i'll pass this on to you because uh many years ago i was uh i had this girlfriend her name was heather i still remember she was a very smart girl sort of like insightful and so on and and one day we were i still remember we were walking along the street and she asked me what is your best quality and this is after i spent years traveling all over the world and everything else what do you think is your best quality i've never heard that question before and so i thought about it as we walk along and i said well my best quality is that i am unstoppable i'm unstoppable i never give up and i look back over my life and i realized that is my best quality and i never thought about it to that minute so i was i told this to my audiences thousand two thousand people i said what is the most important quality for you to have to be successful in selling and the answer is to be unstoppable now one of the things that i teach is that you become what you think about most of the time but also you become what you say to yourself most of the time when you talk to yourself in a in a positive way that is accepted by your subconscious mind as an instruction so how do you become unstoppable and everybody in the audience at all i would ask them what is the most important quality and they might say and they say the quality is to become unstoppable so how do you become unstoppable and the answer is this whenever you have a setback or a difficulty just say to yourself the three magic words i am unstoppable i am unstoppable now say it say it so people say well i'm i am unstoppable i said no no no no don't suck your thumb say it like you mean it all right say i am unstoppable so the second time they would say i am unstoppable i said no no no geez say it like you believe it and and they would say i am unstoppable no more i am unstoppable the whole audience would shout i'm unstoppable and it's great i said for the rest of your life whenever you have a thought or a feeling of hesitating or holding back you say to yourself i am unstoppable i am unstoppable i am unstoppable and the fact is that when you say it you program it into your subconscious mind and you eventually begin to believe i'm unstoppable and your subconscious mind accepts it as a command and over a period of time not very long sometimes the first day you will say to yourself i am unstoppable i am you know what unstoppable i never quit i never quit and uh i taught my kids that i am when my kids were young i would say that i say you know i know one thing about you you never give up i know one thing about you you never give up and they say oh dad sure 10 years old 12 years oh sure i do i mean i you know i don't get good grades in school i said i said no you may have short time short term setbacks but way down deep inside you never give up you never give up and then my son david when he was about 10 years old he was playing with a friend of his and he said really loudly i still remember this because it was such a wonderful he said really loudly he said well i know one thing about myself i never give up he said it really like like basically like this is just a fundamental truth i never give up and all my kids are the same way they never give up it doesn't occur to them they have setbacks and difficulties and they change things and they fail uh temporarily but they never give up and one of the things that you can do to have a positive influence on other people is to tell them that you never give up if you keep you keep reminding yourself of that you'll have times where you will think about giving up you'll think about quitting you're going to have all kinds of difficulties in life that's normal and natural but just keep reminding yourself i am unstoppable i am unstoppable and what happens eventually it's programmed in permanently and no matter what happens to you out there is you just never give up and that is the most important quality for success of all once you have that your your life is made and if you can teach people this and we can teach our friends who are watching today just keep saying those magic words i am unstoppable i am unstoppable whenever you think of quitting say wait a minute wait a minute i don't quit i'm unstoppable i am unstoppable and and and it sounds like a like hype but it's not everything that you are is a result of information that you've taken in so now what you do as an adult is you control the information flow you control the information flow you hear it and you see it and people say things to you and so on you say okay and sometimes we've had parenting situations where our parents didn't understand this and so our parents may not have been that supportive you say okay well it's sort of like at a certain age you take over control of the wheel you get behind the wheel of your own life you decide what you're going to be and you're going to be unstoppable if you're unstoppable then your your success in life is guaranteed so anyway that's just something to pass on because everything else will work yeah yeah that's amazing buddy i could i could listen to you all day i am unstoppable i want to ask you one last question i know we're getting close on time again this has been truly unbelievable what what's i feel like the biggest thing that entrance agents struggle with specifically is closing the deal you are one of the best closers on the planet how can you help others become the exact same thing right now well um remember the famous story of the the man on the streets of um new york and he asked a hippie he said uh he says how do i get to Carnegie Hall remember that and the answer is practice man practice yes and the answer is practice man practice the reason you are where you are today is practice you learn it learn and do learn and do learn and do just practice over and over and you can learn anything now you may not become a genius but you can learn any subject you at you are a learning machine you just you automatically learn you absorb new material and so therefore say well i want to be good at it first thing i do is i'll get a book i have i was reading about having books on amazon and that you could actually write your own book and you could put it on amazon so i told people you know you can write your own book and and then i realized i had lots of books on amazon but they were all put on there by publishers and so i said okay i'm gonna i'm gonna write my own book i'm gonna follow the process of writing a book and putting it on amazon and so i looked on to an amazon and there are several free books there are 30 40 50 60 pages on how to write a book on amazon and and you you could just after the end of our conversation here just go to amazon and just put in um how to write a book and they'll give you several different choices now and if you if they sell you the book the book is going to be five dollars four dollars key they're not not very expensive at all so i just got three or four books and i read them through and i learned how to write a book and i wrote a book and i said what book would i write and i thought i'll write a book on closing sales and so i so i wrote a book i think it's i think it's going to close that sale and it's five dollars and 99 cents yeah and uh and so uh and i'm i'm i'm i'm think i think i sold it as a kindle book but i don't recall and i have my my creative person i said i want to get this book onto amazon and she said okay and she familiarized herself with the instructions it's like a recipe just a little recipe follow the recipe and um so we put it up there and it's called close that sale and it's the 24 sales closing techniques that i started off with many years ago uh it was interesting um i started speaking in 1981 which was it was it which was at the depths of a major recession and uh i had to get people in the room and i figured how can i get people in the room and i said well i could do a seminar on on closing sales that's what everybody wants to know the one thing that sales people want to know so i put an ad in the paper and it's called the 24 techniques for closing the sale and i charged 95 for the seminar three hours in the evening seven to ten and um i had i was really nervous because i had never done a seminar like this before and 100 people came to my first seminar i put an ad in the paper 100 people came and i i guaranteed it i said if you're not happy for any reason have your money back and that was my starting starting my kickoff in speaking professional speaking and uh i had i think about 95 yeah 9500 people in my first seminar and what i did is i put together a really nice booklet on closing the sale that's but it was all the things you have to do before you close the sale it had 24 techniques but the first first thing you had to do is you had to make sure you were speaking to the right person um qualifying you had to be sure that they understood the value of the offering you had to be sure that you understood what they needed and so on and then you had to get them to the point where they were ready to buy and then here's different here's 24 different ways that you can ask for the sale and and you'll notice that there's no pressure there's no tricks there's no ways to uh force people to buy everything is really low pressure no pressure friendly and um that was my starting point there's my kickoff in professional ceiling and i'd never written a book i certainly learned a lot about it and i had lots of information so if anybody wants to learn how to close the sale you just go to amazon and there it is i think it's 599 but here's the wonderful thing that i discovered is one of the major reasons why people are afraid of prospecting is because so often they get rejected at the end of the presentation so if they know that they're going to get rejected at the end of the presentation they don't even make go and make calls in the first place they say why why should i correct if i told you i am i just came up with this when i was speaking to a huge audience uh this one liner and i said if uh your company hired a marketing specialist company and they could go and interview and they could identify 100 people who would buy today if you contacted them and here's the list it's a specialized list it's for you and every one of these people will buy if you contact them today but the the list is only good from nine to five after that the list expires all right so so here's my question to you if you bought this list the night before what would you do the next day what would you do the next day well i i'd get up early and i'd hit it as soon as nine o'clock almost like a horse in a race in jing is i'd hit it and i started moving i said would you take time to drink coffee and and talk with your friends and read the newspaper and go for lunch and bs and all of this stuff what would you do you'd be moving as fast as you could because every person you spoke to is going to buy every person you spoke to is going to buy and so you just keep moving as fast as you can i said well and at the end of the day if you're not going to get to 100 people but you're you're certainly getting a lot of people so for now on imagine that imagine everybody you speak to is going to buy so therefore spend every single minute getting face to face with people and with that confidence that feeling that wow if i get face to face with these and you'll find that one out of 10 people will buy in any market one out of 10 people will buy so therefore what you do is you may decide you're going to get in front of as many people as possible and one in 10 will buy just keep moving as fast as you can if they don't buy you say thank you very much have a good day wonderful thing here's my card give me a call if i can uh be of any assistance to and get to the next one get to the next one because one of 10 is going to buy so keep moving keep moving keep keep talking to people and and you're going to make sales one out of ten virtually guaranteed in the worst markets of all with the worst product with the worst skills you're going to make sales one out of ten time and so when you have that attitude is just just the it's called the law of probabilities law of probability says that the one out of ten people you speak to if you have a little bit of intelligence will buy so therefore just get up and start moving first thing in the morning and don't stop keep moving and here's the most wonderful thing i say if um if you call more and more uh are more and more people what happens to your skill level what happens to your skill yes exactly your skill level goes up you get better and better at calling on people and when you get better and better you make more sales when you make more sales you have more confidence when you make more confidence you you want to make more sales and pretty soon you can hardly wait and the wonderful thing is the more you call on people the better you get the better you get the happier you are the better you get the happier you are the more sales you make the more money you make and so on it's this is this is just simply the way that you program your mind and all the best sales people do this is they just smile. Britain says, no, I don't want it, don't need it. You say, well, thank you very much for your time. You have a wonderful day. And if I can be of any service to you, please give me a call and keep moving, keep moving. And that's the attitude that you have to have to be successful. So good, so good. Mr. Tracy, I've taken up probably too much of your time, but I'm gracious for everything that you've done with us. Thank you so much for sharing today with 8% Nation. Well, I appreciate you calling me and giving me the opportunity to speak to your friends. And I'm really happy to meet you and see you. And we will work together again. I hope so, buddy. Thank you so much. Also, those that are watching, make sure you go to Amazon and grab. I'm going right now after to grab close that cell. Mr. Tracy, thank you so much. You've been an unbelievable influence in my life and so many. And thank you so much for being on today. Thank you very much, Corey. See you, talk to you again. Yes, sir, you too. Thank you guys for watching, closing that cell. And you are unstoppable. Exactly, exactly. Bye-bye, my friend. How good was that?   Like, let him talk. Just let him help people, man. Like, he is so, the golden nuggets. Like, I've got a whole paper full of notes of just golden nuggets that he continues to bring. Like, his golden triangle of success. Like, I'm like, dude, why haven't I had this dude on sooner? Unbelievable, one of the coolest moments of my career.  What would you say? How would you respond? What would you ask? Okay, the little side conversations, okay, right before and right after the interview, that's where it's all about, okay? So hopefully, I mean, not hopefully, man. If you didn't get something from that interview, something is wrong with you, okay? There's no question. You apply the knowledge he's given. Everything changes for you forever. Okay, I'm honored and grateful to finally have Mr. Brian Tracy apart of what we're doing. Thank you very much, man. I've enjoyed getting to know you, talk to you on a more personal level.   That's the kind of people that you want to spend time with, okay? So before I start tearing up on how cool the moment that was, thank you very much for agreeing to be a part of this. That was amazing, okay? What was your favorite part? Let me know in chat. What was your favorite part of that interview with the sales goat, Mr. Brian Tracy? Legendary, okay? How cool was that? Like that's what 8% is all about, right? It's those moments. I'm gonna bring you moments and successful people pouring into you that have done hundreds of millions of dollars before that can help you be a better you, okay? Can be a better you, right? If you love this, imagine the live one in Dallas, Kodiaskas.com forward slash deals, okay? We're almost done. Kodiaskas.com forward slash deals. I'm about to bring out our last speaker, Kodiaskas.com forward slash deals. $47 live stream, maybe you can't make it to Dallas for whatever reason. Maybe you live in the Philippines. I don't know, come anyway, but if you don't, go get the live stream of 8% for 47 bucks. Even if you're gonna attend, get it anyway, right? Because you can share it with somebody else. You can keep the recording forever of the whole event. Whether you watch the live stream or just watch the recording, it's $47. It's ridiculous, okay? 8% live in Dallas is July 23rd, 24th. Go to 8%nation.com or the Lincoln Chat to make sure you take advantage of that right now, okay? Now, it's that time, man. It's time to release another flash sale, which means I believe this is possibly our last one. I don't know, but I know it's gonna last for three minutes and then poof, it's gone forever, okay? Three minute flash sale right now. One premiere ticket for only $200. Crazy, it's a $600 ticket for 200 bucks. It's insane. It's just right now for the next three minutes for the next five people that do it. One ticket, 200 bucks premiere. You get lunch, you get party, you get premiere seat. Again, three minutes. You just heard Brian Trichy talking about accepting responsibility, now it's time for you to accept responsibility and show up. Anyone can show up, I would have learned this, truthfully, anyone can show up whenever they want, wherever they want, whenever they want to. Will you show up? That's the question, the show must go on and you gotta show up in your life. The clock's ticking and it's about to be done. I'm gonna take action today, make sure you do that right now. Here's what I wanna leave you with, okay, before we go. I wanna leave you with my eight rules to 8%. I wanna guarantee that you are a part of the 8% forever, right, like if I look back over the last decade, here's the eight rules I wish I would have known that I wish I would have known when I was you right now, okay, so make sure you're writing these down.  Number one, focus on revenue, okay, focus on revenue.  They're procrastinating. I tell our sales team, you show up and you don't make a sale and you go home, why did you even show up to begin with? It's your job, it's not your job to service your clients, it's your job to make sales, service, good, that's fine, but it's your job to make sales and to produce revenue and to help more people or your business can't grow, right, like only 4% of companies in the US do a seven figures a year, you can do seven figures, trust me, okay, rule number one, focus on revenue. Rule number two, I want you to focus on your true potential. Most people focus on where they currently sit, I get dissatisfied, I get frustrated, I get a little sad and depressed because I'm thinking about where I'm currently at versus where I know I can be and that's because I'm in the moment, I'm focused on where I am right now, you're gonna throw in the towel and quit, if you focus on where you're at right now and you're not happy with it, be focused on your true potential, finding your true potential, getting to your true potential one day, like I got this new saying I've been saying a lot lately which is I haven't arrived and I hope I never do, you haven't arrived and I hope you never do, which means you're chasing your true potential and you know that you can always be better, that's what that really means, okay, so rule number two, focus on your true potential, rule number three, short term targets, okay, I believe in putting short term targets, like we released and had over 10,000 registered in 28 days, why? Because we came up with a massive short term target that scared us to death, when we do something as a team, we put insane targets and goals and we shorten them. A lot of people don't hit their goals, okay, and a year goes by and it's like, dude, I didn't, I was like, who had a goal? Let me ask you, who had a goal last year in 2020 and you did not hit it? Show of hands, okay, in chat, help me out, me, me, here's what I know, you didn't hit it because the goal was too small, most people when they're not on track, they do what? They lower the goal, you need to raise the target, you need to raise the goal because whatever the goal was, it didn't interest you, right? It didn't keep your attention, you got unmotivated and keeping my focus for an entire 12 months, like let's keep it real, like we're all gonna see 42 squirrels along the way before you know it, like we're not focused on hitting the target. You need a short term target like today, this weekend, next 72 hours, next seven days, next 14 days to keep you focused on producing a lot in a short amount of time. That's the message, that's the secret to accomplishing a lot over a year, try to accomplish a lot weekly, try to accomplish a lot this weekend, try to accomplish a lot in the next 10 days, right? Change it up, okay? Challenge yourself with short term targets, okay? Rule number four, never quit, most people quit. Here's what I know, the insurance industry is an amazing industry and life's gonna get really good as long as you choose not to quit. Please choose not to quit. Please choose not to quit. Rule number four, never quit. Quitting is a choice, quitting is an option, quitting is a mindset, never choose to quit. If you don't quit, you can't fail, right? That's the theme, okay? Rule number five, you need to get to where you are removing these mental barriers and limiting beliefs that are in your life. We all have specific things in our brain that are holding us back from taking that next level. For example, you may care what everybody else thinks, okay? You may also care, you may care what everybody else thinks, you may also care what your family thinks, your friends think, you may also have this limiting belief of you thinking you know everything before you do anything, right? Is that you, okay? You may also be in a spot where you're afraid of spending money and investing money because you're afraid of getting it back, right? Like we all have these mental barriers that are holding us back from taking that next level in our life. You need to identify what is limiting you from leveling up and do your best to remove it, okay? Do your best to remove it. Rule number six is effort. There's only three reasons why you wouldn't be able to hit your target in your goal this year, okay? Stay with me, okay? There's only three reasons why you wouldn't be able to hit your target in your goal for this year. Maybe you wanna make a hundred grand this year. Maybe you wanna make a million bucks this year. Maybe you're like me and you wanna do 12 million dollars this year, okay? Whatever it is. There's only three things that could hold you back. Effort, effort's a choice. Skill, right? You may say, Cody, I'm not as good as you at sales, man. But if you wanted to and you wanted to spend time with me and I wanna download my sales brain into yours, over time you would get better and be almost as good as me. Or it may be better, right? True, which means you just need to put in the effort to increase your skill. Third, knowledge. You may not have the knowledge to hit the target or the goal that you are setting out to do. But if you wanted to know everything that my father, Brian, knows about the insurance industry, everything Landon knows about marketing, could you over time absorb everything they know and learn as much as them? Yes, knowledge is available to everyone, which means you just have to put in the effort to increase the knowledge.  How much effort are you putting in? Effort is a choice, effort is an option. What kind of effort are you putting in on a day-to-day basis to make sure that you are successful? Changing lives, doing something big and freaking pushing, man. Like constantly pushing and finding your way to being your best self and being super successful. Effort's a choice. Rule number six, effort. Rule number seven, train daily. In my office, we trai