Our job is to make a sell today if we do not make a sell today If I come in and work and I'm a salesperson I work the entire day and I do not make a sell today What was the point in me coming in today? We go to bed tired and we wake up hungry. It all goes to zero at midnight Success don't care what you did yesterday or last week. It only cares what you do today And when you get in this mindset, I don't it doesn't matter to me We had the biggest month we've ever had in October to me It all went to zero up every night at the end of October 31st November don't care what we did not tell you So it's a mindset that an object at rest will stay at rest unless acted on by an outside force Remember this remember that's Newton's law an object at rest will stay at rest unless acted on by an outside force I believe that my gift is getting people to make a decision now getting people to take action I believe how you buy is how you sell if you think about a lot of stuff when you buy You're more likely people are more likely to say that when you're selling Remember this selling is about initiating people are busy. They're distracted. They don't answer the phone They don't pay attention. You have to be relentless And how you present ideas to other people I'm gonna go through and Cody. I'm gonna get you to tell them what you're gonna go through I'm gonna go through the four things I do every day to attack sales Every day doesn't matter if I'm in Florida if I'm in the Bahamas if I'm in Springfield, Missouri every day I Wake up There are four things I do to create new money and the purpose of the business is to produce a customer Okay, so if you're not spending x number of hours per day I think minimum of two hours on nothing but the production of new money the creation of new money And you're not prospecting for new money every day in my opinion. You're not serious about growing your business This takes a discipline so tonight. I'm gonna break down four things I do every day to Generate new money in my business and I'm gonna show you how to play offense versus defense Cody. What are you gonna talk about tonight? I love it coach Appreciate you guys being here super excited. I love doing stuff with coach man, you know You start getting around people like this and you start thinking differently you start moving differently You start, you know, you start you start dancing differently singing differently, you know It all starts starts to come out differently, man. I'm gonna spend some time a little bit on Some of the things I do to kick off my day, you know to put me in the right Mental posture to to succeed throughout my day I really believe if you win the morning you've got a real good chance of winning the day and I'm big on I've been studying success people since I was probably 15 16 years old I've been studying this dude to my left on my screen coach Michael Burt since what February of 2018 and I'm I really believe that they they have and he's gonna walk through them They have systematic things are doing every single day to succeed, right? They're not showing up and saying, but what am I gonna do today? Hopefully I succeed today I want to make money today, but I don't know what to do, right? He knows what he's doing every single day and and I'm gonna go through some of the things I'm doing to kick off my day from from a discipline standpoint I'm gonna go through what we do in my office and from a training standpoint I'm gonna go through some of the things that coaches has taught me from an organizational standpoint And and really focus on attacking a sales day because because because because you're right if you're not attacking The then guess what you are we're treating, you know I really believe that from from a daily training self-discipline like improvement standpoint if we're not moving forward We're we're you know for drop not driving revenue. We're going backwards, you know, like it We're not staying stagnant, you know, like we're not getting better. We are moving backwards and then I Love how you mentioned and I guess I'll stole this from you a few weeks ago That the number one job of a business is to drive revenue every single day And I think it's so easy as an insurance agent a business owner, etc. To like get caught up in all the day-to-day Operations, you know and and end up spending eight nine ten hours a day None of it spent on revenue producing activity, you know And so I tell ourselves people when we start every single day our job is to make a cell today If we do not make a cell today if I come in and work and I'm a salesperson I work the entire day and I do not make a cell today. What was the point in me coming in today? Right as long as I'm focused on attacking and driving revenue and making cells. It is absolutely Going to happen and I was at your month monster growth system bootcamp a few weeks ago with with the team and that was That was freaking incredible and some of the stuff that you're gonna be breaking down tonight You're gonna be breaking down even more in the future and I'm telling you a lot of the stuff He breaks down from a day Attacking a day standpoint. It's it's freaking remarkable. And so make sure you pay attention take some notes Because this dude this dude knows it's stuck man Well, here's what I want to tell you and just as you were talking all this is based on mindsets And and one of the mindsets is we go to bed tired. We wake up hungry It all goes to zero at midnight and there comes a time when winter asks what you did all spring and summer Okay, right now I'm coaching certain industries that are making more money than they can handle mortgage companies are making more money than they can handle Right because their interest rates are low There will come a time when those rates go up and people who have not Prospected who've gotten lazy who got complacent there will come a time when winter asks what they did all spring and summer Okay, and I was coaching people during the 08 recession And I was coaching home builders that were depressed going bankrupt losing everything they had and it taught me a valuable lesson folks We we go to bed tired and we wake up hungry. It all goes to zero at midnight Success don't care what you did yesterday or last week. It only cares what you do today And when you get in this mindset, I don't it doesn't matter me We have the biggest month we've ever had in October to me It all went to zero every night at the end of October 31st November don't care what we did in October So it's a mindset that an object at rest will stay at rest unless acted on by an outside force Remember this remember that's Newton's law an object at rest will stay at rest unless acted on by an outside force If I want to sell Cody asking something it all starts by me initiating a conversation and presenting an idea to Cody ask It's all I can do is say yes or no or I'm interested or I'm not interested But just remember this money changes hands when problems are solved The bigger the problem the more money people will pay to solve that problem. So but here's the deal I don't know what I'm looking at these hundred twenty four participants on here. I don't know what Alexandra's problem is or Adrian's problem is until I initiate the conversation. So just remember when I'm selling every day What I'm doing is I'm initiating I'm disarming I'm locating a problem and I'm offering a compelling solution. Okay, no matter who I'm talking to Okay, I'm gonna initiate a phone call Outbound effort outbound ever. I'm not waiting. I'm not sitting. I'm not in a static position. I'm active I'm initiate this morning. I'm in Florida. So I went out for a walk. It's beautiful here From seven to eight guess what I'm on the phone man. I'm initiating. I'm calling people Initiating ideas. Hey, I notice you haven't signed that contract. Yes. Hey, I notice you're interested in this Hey, I notice you haven't taken action as hey, I'd like to present an idea to you Hey, are you would you be interested in this if I could solve this problem like before eight o'clock? I've already called more people than most people call in a day I'm initiating some people. I'm video it. Hey, I missed you. I didn't get you on video Hey, I'm right like so remember this selling is about initiating people are busy. They're distracted They don't answer the phone. They don't pay attention. You have to be Relentless in how you present ideas to other people. Okay, so I call one and I don't get them Then I text message then I voice text them then I video text them then I send them a video It's pre-recorded and I'm just working that system in so when I come into the day I'm not going to get into what I do in the morning cuz Cody's gonna cover that but by eight o'clock just know I Have activated my prey drive in my body physically in my mind mentally in my heart That's emotionally and in my spirit spiritually. I show up at eight o'clock man I've already ran circles around a lot of people on my way in. I'm not listening to music. I've already got my Music in I've already listened to my things. I'm already ready. I don't need a cup of coffee I'm attacking and a cheetah many years ago. I wrote the book zebras and cheetahs and I studied cheetahs Cheetahs are relentless man. They have a 60% close ratio a cheetah sees it Right sees it stalks it pursues it and man, it knows what it wants It does not mess around when it sees something it wants It locks in on and it sees it through to its conclusion and that is what a great salesperson does like I have an idea I want to present that idea to you and I'm gonna attack it and if you don't want it Okay, I'm gonna go to somebody else. Okay, so what do we do every day? All right? I have I created something called the legacy selling system many years ago because I was a basketball coach and We have plays and Cody you were a basketball player, right? Yes, sir, and I have plays I Chartered the plays and if you ever watch a football coach football coach comes into the game with a little sheet of paper And it has all their plays on it and they run those plays based on okay If they run this defense we run this play they do this we do this and so I had all these plays I would come into the game and the plays were scripted if they play zone We run this play if they play man We do this if they play match up we do this if they trap we do this And I would go through the plays and if they worked I would chart those plays and keep working those plays Right and and so I would always work run the plays that work So I would go in a halftime and say which plays worked and my system would say this one this one and this one I go, okay, let's go back to those which ones didn't work those Boom throw them out So I retired 31 years old for my athletic coaching and I start my business and I'm like man. I'm on defense I'm on defense like I don't have any plays like I need tactics and strategies So I begin working on what would become the legacy selling system and Cody just went through my bootcamp on this called the monster growth system But it's really a prospecting system You know, and it's how do you? Circulate an attack. So there's four groups. I got every day. I'm going after right number one When I come in every day, I got a hit list and a hit list represents new money Okay, any activity that I have that can produce new money would fall under my hit list Okay, now I go to find new money in four places Okay, and I'm very pragmatic Number one I go to my current clients Okay, and what I do is I have a lot of products, right? I got publishing division. I got this division I do retreats. I do bootcamps. I speak and I come into the day and I go Who can I help with my services? Oh, Rebecca Davis wants to write a book. You know what she I need to call her about my publishing division Okay, oh Cody askings needs this I need to call Cody and see if he'd be interested in this and I come into the day and I go straight to my current clients This is what's crazy. Eric White is on my sales team. He's on here tonight And one day he said to me coach my pipelines kind of kind of dried up I don't know. I don't have enough people. I don't who to call and I said e How many people have you sold into my coaching programs? He said probably 800 And I said there's 800 people for you to call today Okay, there's 800 people you can call and say hey I don't know if you know this Cody, but we also offer this and we offer this Hey, I don't know if you ever had your sales manager come to our bootcamps before but they're like hey Could any of your people come to coaches? You know living with the monster couples retreat. Hey, did you know we're gonna be doing this? I find money in my current clients and most people don't do that So number one I go to my current clients and I and I present new ideas to them And there's so much money in your current clients guys.  Okay, I work with an insurance company by the way, and they took me in a back room I can't I'm not gonna name which company is and they took me in the back room and they said coach we developed this software and This software shows every person in the state of Tennessee and what insurance they have and What insurance they need and it shows the phone number and email of these people and they said no coach Here's our problem our agents won't use this tool and I'm like are you kidding me like if you told me Every bit of insurance that a person had and all the insurance They need it like Cody has got life insurance, but he don't have car insurance or he's got car But he don't have life or he's got this but he don't have this and you gave me Cody's phone number and Cody's email I'm gonna call Cody and say hey Cody. This is coach Burt right so good to talk to you man I'm noticed as I'm looking at your stuff today, but you you know that that's your little child a few of these things Let me take once as a portman right and I would work through that They couldn't get their insurance agents to pick up the phone and call people and the same agents would say I'm having a slow month I'm not hitting my sales goals and I'm like come on guys So I go to my current clients number one number two I go to my past clients and and this is interesting I'm seeing a resurgence Cody of people come back to me that were in my coaching programs two or three years ago Right then they hit a lull they got complacent something didn't work and now they're coming back I've changed my pricing structure. I've changed my product suite now the all these people are coming back So what would stop me from going to all the people that were in there two years ago say hey I've got a new pricing structure. I got a better program. I got a perfect fit for you That's a hit list phone call third group. I go to our strategic partners and this is where a lot of money is Okay, I go to strategic partners. I say you know what you and I should partner Because what I'm looking for is the concept of you don't need more money You need more people the people have the money new partnerships open you up to what's called new associations new associations are all these people Who you could have access to now you guys are seeing this image of me in the background That's me speaking at 10x that put me in front of 10,000 people We made a million dollars as a result of me speaking to 10,000 people in that stage now But that ain't the most important thing the most important thing Scott zip is that is the is what it did for my brand and What it did for my exposure and what it did for introducing me to new people? That's where I met 10 story and that's where I met this person and that's where I met this person That's where I met Cody askin and Lauren askin and that's introduced me to thousands of more people So the third group I go to is I go to strategic partners and I go hey you and I should be doing something together boom Okay, now the fourth place I go Patricia is I go to direct leads and I produce about 3000 leads every 90 days Through all of the events I do speak and coaching training leading webinars tonight Well, you know, we had 300 people sign up for this There's 300 more people that we could call them present an idea to and so to me every day when I come in I have a hit list and I'm working that hit list and I'm coming into the day and I'm banging on people nudging bumping inviting Oh boy, come on. Are you interested in this every day? I have a hit list Okay, and when I come into the day, it's new money new money new money new money Okay, now. Let me tell you something funny guys. I Introduced that Cody this will blow your mind and I'm gonna let Cody talk something What if I told you some of the new money that comes into me as Got nothing to do with my coaching business All right now. Let me show you something because I've spent a lot of time building networks with people Not long ago a company called 217 came to me and said we're getting into the gloves the PPP business the COVID business We're gonna supply gloves and people things to hospitals and things like this and coach Bert we know you know a lot of people and we would be willing to pay you for Introductions to people who can help us. I said, you know what? Let me step back and think about it And and I said how big of deals we talked about they said coach big deals, okay? And I said, okay, I want to introduce you to a young guy That is the friend is the son of a CEO a CEO that I worked with incredible dude And in this kid is young and hungry and he and I think he could be great for you And here's the deal if he if I had to make this introduction he closes a deal Oh, I want a little piece of the deal. Okay. I don't want to be greedy. I just want a little piece Of the deal so they call me last week and they said, you know what that introduction you made for us coach We just closed. It's gonna blow your mind a 900 million dollar deal that our commission is 71 million dollars and coach because of your introduction your 1.75 percent is 1.2 million dollars and we're gonna pay you 200,000 a month for six months For your 1.2 million dollars and I'm like, it's Christmas time. Are you kidding me? I thought it was Thanksgiving I said, let me let me make sure I got this right my guy that I introduced you to help close this big deal He's gonna make seven million dollars by the way and coach for your introduction You're gonna make 1.2 million dollars now. Is that a hit list phone call Cody? Yes or no? Yeah, that's got nothing to do with my coaching business. That's got nothing to do with the real estate I own it was simply knowing a lot of people going, you know what I got a kid that I think Could help you. Let me pick up the phone and call that kid. Let me make an introduction We went six months with nothing not one deal close nothing then they call me one day said clothes coach It's it's Christmas time and if we get this deal close boom You're gonna get 1.2 million bucks now I tell you that because that is a hit list phone call anything that will produce new money is A hit list phone call and every day I come into the day I am focused on where can I go to produce new revenue folks? Where can I go to produce new revenue? Is it a deal? Is it a real estate play? Is it selling insurance? Is it selling something I own is it producing right? It's every day. I'm producing revenue. Okay, Cody Talk to them a little bit about Getting your mind ready for what your body's got to do every day. Absolutely, buddy Man, I didn't I didn't the first time I'm hearing about this this this one I'm telling you it's crazy. It's crazy. It's unbelievable.  It is Christmas time, man. That's through I don't believe it till it's in the bank account, but but that's what they told me.  I'm on now a little sliver from my liver You know, I don't know what all the crazy stuff. He says man. Yeah, that's amazing. That's unbelievable Wow so what what I do to Jump out and have a fantastic day. I was just talking about this earlier on on on our on our new Mentorship program that we're doing is really five things right and I've learned some of these from coach from from studying successful people And I have a daily power five that I do every single day and and to kick off my day Right first one is because I want to get some wins under my belt, right? I need to have confidence to get my energy going I need to have I want to win my day and have a great day I need to be sharp and win my morning, right? So I get up before 6 a.m That's the first thing I do which you know doesn't seem too hard But it's a small win, you know, it's a small win second I'm writing down my goals every single morning I'm staying focused on what I'm trying to accomplish today this week this month the rest of 2020, etc Coach some of the goals I've been writing down is is I want our companies to do a total million a total revenue of over a hundred million I Wanted to get 8% nation to 10,000 agents and attendants one day just like what's behind you and literally I'm sitting over to the left front row of you over there Yeah I'm writing down on one of the beach house in 2021 maybe next door to you and then a private jet in 2022, right? So I'm and I want to help every entrance agent in the world, right? So I'm writing down my goals keeps me humble keeps me focused and I'm telling you guys if you don't have a Target it's gonna be really hard to hit something, you know, like what coach didn't tell you earlier is he did, you know I think he's at 1.3 million in October He wanted he told a story at the monster gross system about how he Wanted to get to 833 thousand dollars a month Years ago and that story was unbelievable because he was able to make that a reality in October, which is huge Which is truly awesome And then the third thing I'm doing after Goals is I'm training every I'm training. I'm working out. I'm getting my energy up, right? I'm Energy is everything. I don't I don't believe we're selling insurance or a product or service. I really believe we're selling conviction passion Enthusiasm energy us, right? I believe we are selling us When everything we do we are building rapport. We're building a relationship and I got a you know, you don't get one first impression So I got to be my best self every single day, right?  So you get one person person every day. There's one November 24th 2020 ever, right? Fourth thing is is I'm training My mind, right? I'm soaking up. I'm watching a coach Bert video. I'm listening to one of his books. I'm reading an audio book I'm watching a card of own video, right? I'm soaking. I'm listening to expert secrets by Russell Brunson like I'm I'm I'm feeding My brain first thing in the morning I'm learning and I'm really wanting to improve every day because I believe if we're not improving that we are moving backwards And the fifth thing I'm doing is finishing my shower with a couple minutes of ice cold water That that I did Did again this morning and it's because they say it's good for you. That's not really the reason I'm doing it I do it because it wakes me up Gets my energy right and it also forces me to do something to start my day that I really don't want to do And it'll coach a lot of insurance agents struggle with picking up the phone man They struggle with attacking like you do you know, and and I really believe that a Lot of people are preaching which you don't preach it which I love it is that you know Just do whatever you want. You don't do things you don't want to do You know, you've done thousands of things over the years that you did not really want to do That's got you to where you are and and I agents need to be doing the exact same thing Sell people business owners, etc. I'm doing the exact same thing, right? So that's that's the way I attack my morning early and then as far as I'm throughout the day We are training our sales team twice a day And we are doing we're watching sales training videos. We are role-playing We are getting our energy up jumping jacks pushups, etc. Both sales teams at 830 and 130 every single day you always say You know, don't don't don't ever You know forget forget you say it differently, but forget to re enthuse your people, right? Don't ever ignore that the you know fact to do that Yeah, and so we do that and keep them focused and keep them focused on like you say new money, right new revenue and then one of the things that actually landed me a $300,000 deal 25k a month coaching client earlier this year is one of the things that I Learned from you that made a ton of sense, which was attacking your red zone So I've got myself people keep in track of Where people are at in the pipeline and I am reaching out Because that because like we're gonna talk about on the next webinar top closing secrets I believe that my gift is getting people to make a decision now getting people to take action, right? I trained in Dallas and I live I believe how you buy is how you sell if you think about a lot of stuff When you buy you're more likely people are more likely to say that when you're selling, right? So I'm beg on I'm big on that and and I landed that deal because Derek may have been on my team Who's who's on the call right now too? Had someone that was close. I wasn't sure if they were serious I kind of blew them off a little bit He moved them a little farther along and I jumped on and they were legit man and and we closed a massive deal Because of that because we were focused on driving revenue and focusing in that red zone and getting them into the end zone One of the things you said at the monster growth system boot camp that I loved is Your your whole team is coming in to move the ball down the field To make cells to help people to drive revenue and and the way you pound and push You know and and and really attack every single day is is truly amazing Like we got a lot of positive reviews all by the way we had Your we released a video your a personation speech. It's got 905 views since yesterday and There's tons of comments and engagement everybody loved your post and we named it stop chasing insurance leads and do this instead it was about becoming a person of interest and Dude getting to spend time with you, you know about how you attack your day and all the things you do It's legit like he's not just saying this stuff like he really walks it talks it and does it and I Love it man. I love it. Let's talk about let's talk about what you just said because I was trained for a period of time by Marine and And I hired this guy to give me in shape several years ago And he used to have he used to say something that's when we showed up in the morning He would say you got to get your mind ready for what your body's about to do Okay, and your body doesn't want to do it your feelings don't want to prospect your feelings Don't want to pick up the phone your feelings don't want to get in that cold tub your feelings don't want to Deal with the problem first thing in the morning So attacking something is removing that consideration and not listening to your feelings and saying look This is what I got to do to produce revenue for the company now This is an example and then I'm going to talk about that farm club and the red zone The I'm gonna for Thanksgiving. I'm doing something special. I'm doing 20 business strategy sessions with people where they pay You know me to basically look at their business and I break their business down in a 45 minute segment Now, you know, I don't do a lot of one-to-one coaching. I coach people in groups So that is something that I don't wake up in the morning to go You know what? I want to just look at 20 different people's businesses, but I'm gonna do it this Thanksgiving because it's new It's something fresh. It's not the same thing and I was on with my team this morning And I said you guys know why I would do that and they're all like no no no I don't know and I said because I'm willing to do Whatever it takes to help this company grow. I'm willing to do things. I don't want to do To help this company grow because I know a person that'll give me even 700 bucks to look at their business for 30 minutes Is serious about their business. So I'll do it. What are you not willing to do that? You know you need to do so let's move into The second thing I do every day that he talked about I have a hit list every day So tonight I sit down and I map out my hit list for tomorrow I remember the hit list represents new money new money can be gotten from any one of those four areas I just gave you right then I have a number of people that have indicated interest in my products or services And we call those people the farm club And the farm club are people that we're farming We're cultivating we're working and this is why I wrote the book million dollar follow-up Okay, but if I follow the book million dollar follow-up with another book it would be called the red zone conversions And this is what cody was talking about is out of everybody That has indicated interest in your product or service There is a sliver of people who are most interested They are most on fire. They are closest to making a buying decision They just need a bump a nudge an invite a follow-up Those people go right at the top Of my of my of my day every day because I go these are the red zones Okay, and I learned that from football coach named Hugh freeze Hugh freeze was better at scoring in the red zone than any other college football coach in america at one time when he was at Ole Miss And and so here's what I say it man. I come in every day and I ask eric white on my sales team I'm like, who's in the red zone? Who's in the red zone? Like I'm I'm relentless Who's in the red zone? Who's most interested? Who can I call? Who can I elbow? Who can I nudge? Who can I get across the finish line? So I combo the red zone with what I call the level 10 opportunity now you mentioned Russell Brunson earlier and he talks about this in his book expert secrets the level 10 Well to me the level 10 is cody could come in and focus on a whole lot of things Tomorrow there's all kinds of things he can focus on 8% nation insurance coaching this kind of coach that kind of partnership and it's crazy. It's overwhelming Yeah, but but but he's got to come in every day and go okay. Where's the new money? That's our head list who we calling on Who's in our farm club more importantly? What's in our red zone? And I got to close the red zone. I need to close business every single day Okay, now Alejandro is asking aren't those direct leads on item? Let's see. Let me see your question here real quick aren't those direct leads on item for the hit list. No No red zone is is beyond the lead. So think of the hit list is I'm initiating I'm initiating and presenting an idea to you To solve a problem for you If you say I'm interested, but you didn't close Okay, I didn't close you now you move off the hit list to the farm club So you're one step closer to closing But out of those people that are one step closer. There's a subset of those people That are absolutely probably eights on a scale of one to ten And and they could represent the biggest opportunity for you So I classify these if you notice I got to codify for everything. I classify blue gills or blue marlins Blue gills small deals blue marlins big deals Okay, so what I'm doing is I'm coming in and I'm going okay. Where's my new money? Okay, I'm calling cody for a new partnership. Let's do a webinar tonight.  Alejandro? What are you trying to do? Okay, boo? Okay, let me tell you how I can help you if he says I'm interested, but I'm not ready coach Then he goes to my farm club. Then I'm going to work that deal Touches Okay, but he says man. I'm making a decision on Wednesday on Wednesday of this week day before Thanksgiving. He's in my red zone Some deals are in your red zone and some deals are just interested So I always ask this question on the scale of one to ten, man How serious are you? How serious are you about doing this? Is this a blue gill or a blue marlin? Are you in or are you out? Are you interested or kind of interested? And when I call people I say look my team put me on the phone with you because they said you were serious And I only work with serious people Okay, so on a scale of one to ten, how serious are you and people tell me they're like, I'm at a seven I'm at a four I'm at a nine and I'm like great sounds like you're in the red zone now It's probably one thing holding you back from doing this, right? And if I could help you like I've helped all these other people What would stop you from moving forward with me right now? If you had to do it right now, would you do it? All right, cody's great at closing. If you had to do it right now, would you do it? Okay, bradley would say if it were free, would you do it? And they don't say yes and well somewhere between where you are more and free. We got a deal Now here's my point every day. I got a hit list. Don't miss this And every day I got a farm club Every day I got a red zone conversion Every single day that I'm working now. I may take off a day here and there Maybe Thanksgiving every now and I take a day off on a weekend But when I'm working I'm working at hit list and farm tomorrow morning. I'll get up and I'll work my hit list and I work my farm club every day All right, cody let's go to you and then we'll come back. We'll talk about the top 25 in the showcase I love it, buddy. Let's do it.  I said, hey, what's the number one thing that you hear from sales people? That they struggle with the most And and the number one said thing that they said to me before closing was actually objections right and and I wanted to talk. Uh, I I want to talk about two layers that I have to do with excuses right now Um, I really believe for for you guys watching to get what you want in 2021 For 2021 to be the best year you've ever had I believe that you got to stop making excuses Like as nobody cares and a lot of people are used to giving them right and and if I Talk about something that's given the way of me getting it done that i'm starting to believe maybe it won't get it Then maybe I won't get it done right so stop making excuses also Stop listening to excuses because I really believe that like, you know, I don't have any money. I'm not interested Uh, uh, you know, I already own it right. It's et cetera. Et cetera. I'm busy. I don't have time Is is is human nature? It's like it's like normal people to say no and I don't know But instead, um, I really believe the only real objections Or when we actually get down to to the close to the end of the appointment to actually get ready to do business with us Because I don't believe people Homeless people have money Right, I don't believe people are they say that I'm interested and all coaches said is hey, this is coach burr Like he hasn't said anything yet, right? Yeah, they already own it. Perfect. That's what you sell, right? Um, so when it comes to objections, I really believe that if if sells people will will persist Will stop listening and and making those objections real and stop Listening to them stop validating them push through persist just be agreeable and continue That we'll get a lot farther in the cell cycle than we think Well, when you think about it, here's what I think man The reason a person is not moving forward If you study, I like studying words and and and fear is an emotion It's an unpleasant emotion created by a belief that something's going to harm me So what am I afraid of I'm not buying the insurance because I don't I'm afraid I can't reproduce the money I'm not buying the insurance because I don't have a high a degree of certainty I'm not buying the insurance because I think it's a nice to have versus a must-have Like I'm not moving forward with you because So so you start you start asking What overcomes fear? Well, certainty overcomes fear Information overcomes fear Right like like like confidence overcomes fear Like it's like light overtaking darkness Okay, so when I look at something like like when I get people in my farm club and in my red zone They want to do it man They're in the red zone for a reason they've indicated. There's indicators. It says look. I'm interested. I want to do this man I'm scared. I'm afraid Cody. I'm afraid if I spend the money to come to your conference I won't get that money back. I'm afraid that I'll be away from home. I'm afraid I'm going to get sick I'm afraid of whatever I have to overcome that fear. So when you get in my red zone, I know you want to do it It's just a matter of helping you have enough confidence.  If you're scared it's been if you're scared to invest 97 dollars We don't need to talk about 977 thousand dollars Because we ain't gonna get the 977 thousand if you're afraid that you can't reproduce 97 dollars Right and and if you can't reproduce 97 dollars based on what I'm teaching you tonight all you need is one concept folks It's like a book if you buy a book for 30 dollars, but the book has a million dollar idea in there Is it worth 30 dollars or a million dollars? Right? So so every day Cody, I come into the day I do a very similar thing you do. I'm not doing the cool cool plunge yet But maybe you can talk me into it And I come into the day man typically from 9 to 11 that that's a new money generation cycle for me I don't like mixing activities together So if you're out there and you're guilty of doing selling and strategy and servicing and accounting I don't like doing that If you look at neapolitan ice cream, it's chocolate vanilla and strawberry. It's clearly delineated. You don't mix it So what I like doing is I say look from 9 to 11. It's nothing but new money And new money. I don't want any distractions. I don't want anybody looking to each other flirting with each other Joking with each other.  Now who are we going to call during that period?  I'm doing every day during this period Is I'm working my biggest relationships And we're going to call that our top 25 And in our top 25 these are 25 Influencers these are people who can help you they can introduce you to new people new associations And you need to spend time loving on these people Right following up with these people Reaching out to these people right now. Let me give an example. I did an event last week with Sharon lector and tim story And you know, I got this publishing division where we help people write their books and I said to Sharon lector Yeah, you sold, you know 40 million books. You and I should do a publishing retreat together And she's like I'm in I'm like, okay. We're coming to scotsdale. We're doing the publishing retreat, right? Look at how fast that happened had an idea Went to one of my big strategic partners said we should do this together Boom now we're doing put it on schedule. Let's go How much time do you spend adding value to to your circle of influence? Of people who can open doors for you Who can spend time with you right? Look at cody cody was a regular insurance dude, right? Raised by an insurance father Then he said I want to be this person of interest and I'm going to get to know Cardone and ray lewis and coach burr and and all these people and tim story And right and marshal silver and jordan belfort and I may not next thing i'm gonna know i'm gonna know all these people And and here's the deal What happens is each one of those people kind of rub off on him Just a little bit and he learns a little bit from this one and this one and this one now the best thing I could tell cody is is you need to stay involved with all those people Spend time with all those people follow up with all those people keep in the flow Of all those people's lives because those people have gone down the road and can open doors for you like you can't imagine So a percentage of my day is nothing but kind of loving on my my big time people like this morning this afternoon I was on the phone with ceo's of companies that can help me. I was this morning I was talking to another ceo of a five billion dollar company I'm spending time with you know different people helping them advance Their ball down the field because I know They will help me advance my ball down the field now if you're thinking just like an insurance person I wake up sell insurance. I set code call people I got a list of leads and that's the only way i'm thinking You're not thinking big enough that is a percentage of your day every day I'm selling insurance, but you also need to be going who's the most successful person in town How do I follow up with so-and-so? How do I get in a room with that dude? How do I get to know that woman? Like that's the top 25. It is 25 Influencers that you kind of get to know and bring into your fold Okay, if I win tim story over and tim story gets a television show And he brings me on that television show and I get seen by two million people that changes my whole life, man It changes my whole career But but I had to know tim story to get on the tv show So so I had to add value to his life and I had to bring something to him So I spent a percentage of my mornings With big-time people calling texting loving on video man. I'm thinking about you man. I care about you. I'm worried about you How can I help you? That's what I call my top 25 All right, and the fourth thing I do every day. Cody is I'm always planning events And we call that the showcase Strategy and you say well, how do I use that if I'm in the insurance business or whatever business is? I don't care if you have an event for four people A dinner like I was telling my wife Natalie. I'm like we should We should do something in ashfield for some of our top people in december just an intimate dinner Have some wine some dinner Like I'm having randy hauser at my lodge in tennessee. That's just a night to have fun, man It's not a coaching night. I actually told people don't talk to me about coaching that night I actually just want to have fun that night. Okay, so so my point is but but listen when I get 50 people at my lodge We have a great vocalist.  We don't have to make money Like direct money, but I guarantee you we will make money As a result of those partnerships because we're going to walk out of there with ideas And we're going to go okay.  I don't care where I am in the world. There is no excuse If cody asked me to speak at 8% nation At some point during that day when i'm speaking there even though i'm in front of people I'm still going to make phone calls follow up work my system And that's really the power of having a system Yes It's good It's real good. Alejandro says so so so one hit list two farm club three top 25 four plan events daily prospecting strategy, correct Two hours a day Alejandro And tackle the red zones first man No Sometimes the red zone are things I don't want to tackle Sometimes it's a customer issue. I don't want to deal with And I'm and i'm like man. I'm dealing with it right now first thing in the morning Yes, I'm moving i'm career. Listen an object at rest stays at rest And let's act it on by an outside force an object in motion will stay in motion and let's slow down by an outside force so to me movement energy circulation money doesn't Money's paper. It's just energy The people who create the most energy make the most money the people who are the most static Create the least amount of money folks money's just paper circulating in the world It's of no value unless it's used utilized. So energy is money So when you're thinking about it, you know, here's what here when you're getting when I'm I have a question for you When you're getting your sales team up and going in the morning number one, you're trying to create energy Boom trying to create you get them doing jumping jacks push-ups all those things When they go straight from there, they go straight to what prospecting for x number of hours. Yes Yes And they're working us are they working a sales system like this or a prospecting system similar to this? Yes. Yes That's exactly right. So so yeah the first first couple hours we're going after new money Um, and then the afternoon, right? We've got our hit list. We've got our farm club We've got red zone. They're they're sending me red zone Conversions throughout the day as well. That's right and and going from like okay. My energy's up. I'm focused I'm ready. I'm jacked up into actually making calls You mentioned certainty earlier. They are going to be more certain on the phone You know, like that's what I love about you is is is the mindset that you have to go in and attack a day Right? It is a mindset. It's it's I'm choosing to get a lot accomplished today And there's a lot of us that can do better at walking in to our office our house Whatever like waking up and saying I am choosing to attack today. I'm not going to make excuses Right. I'm not going to stand around the coffee pot and complain with other sales people or real estate agents or whatever, right? I'm choosing to have the right mindset. I'm choosing to win today. I'm choosing to attack and that energy Um is everything So when you think about this what we're talking about tonight guys is part of a bigger system And you know, if you're out there and you're asking yourself these questions, man, I know I've got another gear I know I want to activate my prey drive. I know I want to have the biggest months I've ever had. I know I want to play at a higher frequency Or I want my team to play at a higher frequency. Okay, or maybe you you're the insurance leader, but your team's operating at a level four and you're a level 10 person Tonight what we're going to show you is kody and I have partnered to do Something he and I've never done together, which is a virtual summit and on december the 11th Uh, we're going to be doing a strategic selling Made simple simplified virtual summit full day summit that we're going to be offering folks And what we're going to be doing is we're going to basically be breaking this down And what I want to show you is when you when you think about this and you're thinking about playing at the highest levels Basically what we've done is we've created a virtual summit that he and I are going to spend a full day coaching people on It's december the 11th It's a sales summit. It's kody and I all day long. I'm going to focus on selling The prospecting system the explanation of service The selling system and the follow-up kody is going to focus on closing And how you close at the highest frequency Because if you're out there and you're watching us tonight and you're going, you know, this is good, man Imagine getting a full day Of us breaking this down And really playing at the highest level. So here's what we're going to tackle that day how to attack and play offense versus defense How to create leads I only gave you four strategies tonight folks I have 12 to 15 that I use in my selling system I'm going to show you the difference between high value and low value We're going to teach you how to overcome objection How to identify your top four customer getting strategies how to build ridiculous strategic partners And we're going to spend the full day with you on december the 11th. This this is my last event That i'm doing public event in 2020 Okay, and so this was even on my schedule kody was at my lodge a few weeks ago And he said uh, we were just talking about the future and I was telling about this piece And I was like man, you and I need to do a virtual summit. I just finished doing the virtual summit It was a big hit. I had 300 people on there My goal is to get 500 people on this virtual summit virtual summit to spend a full day Breaking down the sales cycle like a freak of nature. I'm talking like like To the ridiculous level. Okay, we want to reduce it to the ridiculous So it's called strategic selling simplified. It's going to be on december the 11th Okay, and it's real simple guys. We made it simple. It's under a hundred bucks It's under a hundred bucks. So I don't know how to I don't know last time you got a full day of coaching for 97 bucks From from two dudes that that are doing it But um, I just told him man. I really like working with you. I like your energy I feel like a big brother to you or I don't know maybe even a dad. I don't know how old I am prepared to handle But but big brother. We'll go we'll go a big brother uncle maybe But I but I do feel like I do feel like he kody and I make a very very strong tag team And he brings a lot of closing experience in the insurance space I've coached some of the top insurance people in the world and I mean the big boys and big girls I mean some of the people I've coached are making three million four million a year And and and they're using this system That I'm going to coach you to so if you're on here tonight And you want to take advantage of the full day boot camp tonight's the first night that we've released it We haven't put it out to the public Our goal is uh to get 500 people on this Full day virtual summit with us, but kody will go an hour. I'll go an hour kody Me and then we'll wrap it up q&a. We ain't even got time for lunch at day folks pack your lunch And be ready to go. Okay, because this is going to be like donkey kong Well, and I and I just saw you um at the boot camp and and and the full like several day experience of what you're Going to go through on the selling system right and what you're going to teach and i'm telling you I can guarantee you between between coaches full selling system And with specifically the strategies that I use to close at the highest level you will leave with actionable Tangible steps for you to make 2021 your best year ever right and I'll I'll even go out on a limb and say you know what Um if if it is if it is not the best virtual event you've ever been to for under $100 I'll personally give you your money back because I can promise you it is impossible When you spend a day with us on december 11th, you will leave saying Holy freak that was ridiculous. I got my money's worth in the first seven minutes But I got a whole day for 97 bucks And I now have actionable steps to actually go and attack my day from a selling standpoint from a selling mindset standpoint for all of the rest of 2020 and 2021 And I'm telling you I've seen I've seen the stuff coach is going to teach Um and and hins alone is worth about you know 9,770 bucks.  It's kind of an end of year special for us We want to go out on a bang But we want to take selling and break it down I love this because man, I just love plant offense versus deans and I love You know, I've worked a decade to build this selling system And um, you know, we're gonna go So yes, when we're looking at the session the strategic selling The virtual boot camp, you know, we're gonna go as long as we can go that day. Okay I mean, we're gonna go And I don't know if it tells on there how long it is kody, but but I don't even know how long it is I just know it's I just know it's going to be a bunch. Okay Let me go I just agree to do all day with you. So we'll we'll see how long it's going to be I don't even know if it tells how long it's going to be on here folks But I guarantee you That you will get your money's worth out of this when we go do it Okay, oh at 9 to noon right and I tell you what kody You and I probably go much longer than that There's no doubt every time I've done something with you You have always over delivered and went longer than what you said you were gonna go. Yeah. Yeah, that's right I mean, I don't even know I don't even know if I can cut it off in that in that in that short of time So what I want to do is you know, if you're there and you're you want to take action out I just want to encourage you guys I really want to encourage you're sitting out there I guarantee you're going to replicate that money over and over and over And over again and we will over deliver for you I'll break the system down kody and break his closing down Selling and closing money changes hands when problems are solved And if you wake up every day and work the system that we're going to teach you I promise you You will make More money. You're going to have a better life. You're going to go deeper relationships. And who knows man You may you may find a gear that you haven't found That you've been looking for for a long time Right that day can activate your prey drive Yes, that day can flip the switch in that day can make it happen So joseph, thank you the virtual the virtual day in october was awesome. Thank you for that This will be more the same man. I'm going to get deeper though. What I learned about the virtual summit I did kody in October was I went wide that day I I taught a lot of things that day in my team when we're doing the the debrief on it They're like, man, you unpack so many things coach come in there and hit them hit them with one part of the system You don't hit them with right hit them with the the selling system Don't hit them with everything because it was a little overwhelming and what I want to do that day on this strategic selling simplified Is I'm going to make it real simple And I'll show you exactly what I did to to produce the 1.3 million in revenue in october Okay, and build the kind of momentum we had and a lot of it has to do man We're getting a person to make a decision and that's really what you're a master at is teaching people how to Take action the questions you ask the rhythm the tempo the overcoming injection the certainty And that's that can be taught in people. So if you're out there watching man I really want to encourage you take advantage of this 97 bucks if you miss it by the way If you miss it and you can't take action, we will record it. We'll send everybody the recording This will be a private event only for the people who register that day and it will be A incredible day to spend time with us No doubt about it Go to give them a challenge man if they're out there and they're watching 100 people are still on here How many of you guys are interested in this john heart? Thank you If you're interested are you taking action guys? Justin stark. Here we go peacock talk to him today, man Okay, yeah, I love it Signed up right away. Look at all these people jumping in Kelly you don't need to worry about that. You strategic strategic selling is presenting ideas to people Sean judy come on judy. Let's move from interested to commit it. Let's go field chat field cheney Get the car. Don't miss this great stuff. Just bought it very interested Somebody had asked me why we're looking at all the people that are committing tonight I don't know why you wouldn't commit folks 97 bucks to spend three hours with us. Let's let's do this I promise you first 15 minutes worth 97 dollars What do you think?  Hey is on my owner facebook tonight man. Love that. Love my man whore hey whore hey Now so so here's the deal Here's what I would tell you somebody asked about prey drive And they said they're new to new to the equation prey drive is an instinctual ability to see something With the eyes are in the mind and have the the persistence and intensity to pursue it It's really what i'm writing a book on call flip the switch And i'm breaking prey drive down into Three components of five activators probably the it's really kind of my life's work just to be honest with you and um I think a good coach should activate and reactivate your prey drive Okay, like sean staker saying man, that's what a good coach should do but once your prey drive is activated codie You got to know what to do It's not like it's like getting all jacked up on energy You don't know what to say or you don't know what to do and that's really where the selling system comes in It's like now. I know who to call how to work a system how to follow up how to close a deal This is part of a bigger system Okay, and so feel it you know if you're out there and you get excited and that's you know That's not your problem. The problem is I don't have a structure and codie What I found is in life we need structures You know, I've lost 30 pounds because I had a structure Okay, and I before I didn't have a structure. I'm trying to count calories I'm trying to put it all together then I had a structure once I had a structure worked Once I had a selling structure work once I had an overcome an objection structure at work Once I had right what I needed Was a structure and that's really what we're going to provide for you and that's what a good coach should do Frank rebecca will be recording We'll be recorded so if you miss it some of you are in the in a in a big part of your business I get it man But go back and watch the replay For less than a hundred bucks man. I promise you you'll make all your money back in and a whole lot more I really really do believe that so i'm telling you this I see judge graham just joined us What's up judge graham over on facebook We attract the celebrities when we do these things come on now Come on judge. We're talking about the selling system For the folks that are out there. Look at there. We got a f45 folks in there. That's right. Okay I was making listen. I was making hit list phone calls for f45 today Selling folks into selling folks into the f to the gym It's just pick up the phone and initiate folks That's the deal initiate disarm Locate a problem All for a compelling solution to people Okay, so that's what we're going to be talking about on this. So look at all these people kody. They're committing tonight strategic selling simplified december 11 Very few most people going to shut it down Before december they're shutting it down on thanksgiving. Let me tell you something. They know shutting down here folks We're going to push until they ring the bail. Yes The bail we're going to get up and keep going for another round So if you're out there on facebook watching us tonight, we posted we're doing a virtual summit On december the 11 kody askins and I call strategic Selling simplified We're going to be complicated We're going to break it down make it simple like that neapolitan ice cream. Don't you like that one? I like that We don't mix ice cream together chocolate vanilla Strawberry we don't mix selling And servicing and selling and accounting and selling in the s okay, judy. Have you signed up yet? Can we sign up already sure you can right there? It is judy Absolutely just get on there and sign up. Let's get rolling Here's what crosses my mind when I sign up for something like this right because and I want one nugget to take away, right? I want to focus and take away one nugget Now I can guarantee you coach and I for an entire day. You're going to take away a lot more than one nugget However, if one nugget Shifts and makes a massive change in your business for all of 2021 It was worth well more than 97 bucks, right? So when when you are on there for you know, December 11th because Everybody on here is going to be going to be a part of that event because it's a complete no brainer You need to be right focus on okay What problem do I want to solve? What nugget am I going to take away when I focus show up take notes listen learn? And then how am I going to make sure that that has a drastic increase in my business for all of next year? And I can promise you some of us need a little Little motivation right a little launch a little kickstart For for jumping into the new year This is it man. This is it Yeah, and and here's the deal. I've been a period right now and I would tell you know I would tell all the people that are on here. Thank you. Joe. Thank you. John Rouse Kevin Jones, uh, Justin Colvin. Thank you for that. I'm in a period right now We're doing a forensic analysis on my business And what I'm doing is I'm breaking down what's working. What's not working Listen, some of your sales strategies need to go folks. They're not working Some of your lead generation systems are not working Some of your marketing is not working. Some of your closing technique is not working Some of your you know, some of your some of it's not working And uh, and so it's time. This is the perfect time November December to to break it down Michael Schaffer and and say man, this has got to go I'm this is out the door. Okay. I'm no longer doing something. It's not working Kevin Jones asked as my company grows And you either outsource or hire in-house. Do I teach my sales people to create a top 25? That's a great question I'm working with a lot of mortgage companies right now as well And I was on the phone today with some of the executives and the reason we need these things in place is because We need something that's replicable We need to know how to activate prey drive. We need to know how to explain our services We need a prospecting system. We need to understand red zone conversions We need to understand how to mine those acres of diamonds that judge talks about Know how to become people of interest. This needs to be standardized across the board folks You need a seven touch follow-up You need you need like these are these to me are basics of The business structure to to expand what if you had a hundred sales reps? And and they had a hundred different ways that they explain your services And a hundred different ways they follow up like so so what I was telling the company today is man We need to put this in in 2021. So we have standardization We have something. It's replicable and the selling system that I teach is duplicatable It's replicable and if you have one or you have a hundred You need this kind of structure. Okay. Think of a good coach is helping you find And feel your missing structures You don't even know what your missing structures are until the coach brings the structure And says, hey man, you're losing money in your follow-up You're losing money in how you articulate your products and service.  Okay, and and that's what a good coach should do So cody we're gonna give him one more shot man. I'm on here tonight Okay, I'm on here tonight Dedication should have been one of your program prospect now and getting in front of more student athletes. This should be a collegiate deal That's good. I love that if you could start them early If you could start them early man get them in early if I learned how to sell when I was 20 21 22 25 years old man There's no telling I had a 21 year old calling me last week came to see me at the new greatness factory And he was impressive He figured out how to get in touch with me get on my schedule show up for the meeting look like somebody ask good questions And then I try to get him in the coaching program and he balked. I'm like come on man You know if you're serious take action, man Commit. You want me to coach you? Okay, you got to get going. You got to you got to get going on this So all right guys last chance to get in cody and I've done 72 webinars today And we'll keep going folks Redwood is signed up. That's it going to keep going all night like I'll just keep coaching from now to december the 11th If that's what you want me to do. There we go. There we go. Okay So tonight what we're offering if you just joined because a lot of people are hitting us on facebook cody askins and I have partnered to do a virtual summit on december the 11th And that virtual summit we will tackle Strategic selling and we'll make it simple. I'm going to focus on the prospect and he's going to focus on the closing But it will be an incredible Time with us. It's under a hundred bucks. It's 97 bucks. We want you to be there. We want you to finish your strong So cody give them one more good push big guy Four or five more people one way here we go. Come on now It's it's it's it's time to move man. Like coach says hey once you commit. We won't let you fail There's a few things that I could promise you I can guarantee you There's a few things that I'm going to go over on december 11th that Majority of you never heard before You're not currently doing And I can promise you it can make you an extra 50 grand in 2021 because A lot of us get in front of people You know, we're decent with the sales process But when it gets down to getting someone to take action now Like I have the exact words for When someone says I want to think about it.  And I'm gonna I'm gonna give you all the phrases Everything I've got All the tips tricks secrets, etc on december 11th so that we can turn you into you got this You've got the selling system the structure, right with coach and and then you pair it with I've got them to the end time kills all deals. I know need to get them to buy now. How do I do that? And and I promise you you will not Leave december 11th questioning how to close deals in 2021 and majority of because I asked myself Do you might say what's the what's the second thing agents struggle with they said closing They do not know how to get people to pull the trigger and move as of december 12th For those that take action that will no longer be a problem that I can promise you Yeah, that's that's 100 right the word the word close just so everybody knows means to bring two things together It means to bring something to an end There's something out there that's just floating around And and what code he's going to teach you that day is how to bring it to an end How to get a person to say I'm in okay. Let's do it right now. Let's sign up right now. I'm no more excuses We're taking action. I'm going to show you how to get in front of more people. He's going to show you how to close people I'm going to show you how to get in front of prospects. He's going to show you how to close the prospect So we just posted the links facebook group and on here if you want to join us that day We'd love to have you listen. You can reproduce that money If you think you can't I'm telling you I'm here. I remember when I didn't have 97 dollars to give give people And I borrowed 2500 bucks from my own mother To go to a summit when I was 25 years old to learn the seven habits of highly effective people I paid my mom back in increments of 50 dollars a month folks And that one workshop has helped me to produce millions of dollars of revenue learning those seven habits Mastering those seven habits changed my life. I didn't even have the 97 but I didn't have that was 2500 And I didn't even have it went to my mom. I borrowed the money I invested the money in the workshop tim story talks about living out of your serp living out of your sacrifice To live out of your surplus. Sometimes you got to live out of your sacrifice To to eventually live out of your surplus and that is really what I did at 25 years old and that changed everything for me It really really changed everything for me. So if you ask me what happened boom 25 years old Borrow money from my own mama and that's sad to do man having to go to your mom at 25 When I ain't got enough money to go this workshop will you help me and uh you know and You know basically Change my life. So we're asking you for 97 dollars to spend time with us We believe it can be game changing and life changing. So cody great job tonight as always Okay, I appreciate you guys who you guys are rock stars, man I'm telling you people have showed up tonight the comments were incredible This is the second webinar actually about the fifth webinar I've done today. So you guys gave me energy Tonight here at the end of the day and man, I love coaching people That just bring it right back to you cody, right? They just bring it right back to you So thank you guys. God bless you. You're amazing cody.  So god bless you guys Have a great night tonight from seaside, florida springfield, missouri. Boom. Okay, boom 8% nation coming to you if we go love you coach appreciate you buddy. Thank you appreciate you guys being on Thank you. You guys have a great night. God bless you. Hey, if you enjoyed this I got another one. You're gonna love it's right there. Click on it. See you next So you brand first then you market Then you distribute and I didn't really understand this I just thought if I became a great coach People would just come running right? What if I told you it doesn't matter how good you are if nobody knows it? How many of you think you're the best kept secret in the world?


A top day of cricket for the West Indies women's captain Haley Mathews, the star player falling for a duck after conceding 21 runs in two wicketless overs. However, her Mumbai Indians team still came out victorious, beating the Delhi Capitals by six wickets in a last ball thriller. To start the 2024 edition of the women's Premier League, India's female T20 franchise which is live daily on Sportsmax. The Delhi Capitals batted first and posted 171 for five, Alis capses 75 and Jameema Rodriks 42, led the scoring against Natali Shivapbrant, 2 for 33 and Amida Kaur with 2 for 43. Mumbai Indians got to their target over the last ball reaching 173 for six. Yastika Bhatia, top scorer with 57, captain Harman Kree Kaur produced a player of the match 55 from 34 deliveries to propel her team across the line. Let's hear from both camps now. Nice to be on the right side there and for SS to go out there and hit a six first ball was unbelievable. First game for Mumbai so pretty awesome feeling for the team and for her and just you know cricket it can go either way and it's just we're on the right side tonight. All in all it was a good wicket fast outfield with a short boundary so it was about giving us a chance and batting as deep as possible and I thought we did that well and set up a platform with Yastika up top and then Harman so we kind of thought the back end if we can go at 10s with wickets and hands we give ourselves a chance. Yeah Mumbai starting like the champions they are they were threatened they were tested and they came out on top the WPL continuing on Saturday on Sportsmax with Royal Challengers Bangalore and they have this early game against the Warriors starting at 9 o'clock to make a time 10 o'clock Eastern Caribbean time and you can watch on Sportsmax cricket on the app as well hurry over to download the Sportsmax app today it's pretty easy to do that and I'm pretty sure most of our viewers have already downloaded the Sportsmax app but what a way to start the WPL Mariah you were waiting all week for the start and I guess you were satisfied with what you got this morning. Yeah from the opening ceremony which was live on Sportsmax right until the last ball because it started with a lot of Bollywood stars they had like dancing performances the king of Bollywood Shahrukh Khan somebody I grew up watching and I still watch his movies up to now it reminds me of home whenever I feel homesick he performed and he also did the introduction with all the girls so they were seen in this light as queens coming on the stage and they were he was speaking about queens from Queendom and they all came on Harman pre-core came on with the trophy from last year for me it was just a beautiful opening event and if that was beauty then the match itself I can't find words to describe because Delhi capitals of course lost the toss so they were put into bat we had the top performances from Alice Capsi who got 75 from 53 balls and Jamai Ma Rodriguez with that 42 and initially I was a bit worried Lance because I felt as if this call would be difficult for Mumbai Indians to chase down and it started to look like that coming down to the end of the batting performances by Mumbai Indians have to say kudos to Shabnam Ishmael that first wicket that she got one for one I did say at the start of the tournament that she is one of my favorite bowlers so she went on there with a lot of confidence happiness excitement and she was able to get that wicket and just start the Mumbai Indians and a really really positive light it came down to the end where of course they needed to get five runs it was five runs four runs and that one in that last over and of course that six from Sanjana Ricardo was just top-class and for me that's why Mumbai Indians are defending champions because they are so good at what they do it's unfortunate that we didn't get any runs from our skipper Haley Matthews but that's okay it's just one game and we have a lot more games to go and I know Haley will of course reflect on that dismissal today and come back stronger yeah I think I thoroughly enjoy the cricket match right and I think the quality of it was good as well as Mariah pointed out disappointing for Haley Matthews that she didn't get away I thought had a horrible match actually had a miss field out at the extra cover position two overs for 21 runs one going for 19 and then out second ball without scoring so a really difficult day for the West Indies captain Mumbai Indians also not very good in the field at Lansing Mariah put down I think at least three chances and they were just not as clinical with their performance out in the field and with the early dismissal of Matthews not starting well with the back either but they were able to pull it together the captain arm and pre-core was really good showing her absolute quality with that 55 from 34 deliveries and and played some really world-class cricket shots it was especially impressed with but here though because I thought her short making was so Indian if I can say that so much class in the way she played she drove the ball beautifully through the offside as well early in the innings and if she needed to go over the top she did that with some level of ease so it was a very good cricket match and if this is what we can expect from the women's Premier League then I think we're in for quite a tournament yeah I'm hoping that Haley Matthews is non-firing today had nothing to do with Sportsmax zone having her up well after midnight a couple of nights ago I'm sure it doesn't have anything I'm not thinking so but I'm just putting it out there why did you put it out there I don't know why Lansing put something like that out there any at all but you know it's the first match of the tournament this is not a bad delivery so the liver that is just moving away from her she didn't get to the pitch of the ball you're chasing 174 that's the way Haley plays she likes to go hard early a lot of times it comes off sometimes it doesn't and it didn't today I must admit though that I was a little bit surprised that Matthews did not ball in the power play you're talking about the MVP of the last tournament she took 16 wickets leading wicket taking last year and then for the first match in this campaign I thought they would have tried to get her in the game early she did not ball in the power play I found that extremely surprising and sometimes I'm not using this as an excuse Lansing right but sometimes as a cricketer when you are accustomed to being involved in what is happening early and you have to sit out there in the field well not necessarily sit there you know what I'm talking about where you're not active with the ball when you're accustomed to doing that sometimes you can get a little cold and sometimes you can get I want to say demotivated and I'm not using it as an excuse but it was a surprise to me that she did not ball in the power play any at all well as Mariah pointed out earlier on it's only the first game and Haley is a quality player we saw her performances in the WPL last year which contributed significantly to the Mumbai Indians winning and she has that resilience about her and I fully expect her to rebound and play much better in the coming games for sure I actually think this will motivate her the fact that she didn't get off to any runs today I think she's going to sit back she's going to reflect and we're going to expect some big scores from her remember there's match to tomorrow lands I can't wait for tomorrow as well because ours to be a couple of my favorite players to especially Sri Lanka Patel yes so I want to see how that one goes that's ten o'clock Eastern Caribbean time nine o'clock in Jamaica match two in the WPL and it's only on the Sportsmax app that Sportsmax cricket you can't see those match well the weekends matches Saturday and Sunday on Sportsmax you have to go to the Sportsmax app and watch it on Sportsmax cricket


Hi everyone, Joe for jaspyscasebreaks.com coming at you with 2022 Tops Chrome Black Baseball. One box, random team break number two. This last pillar we gotta do to unlock that Tops Chrome Black team random on jaspyscasebreaks.com. So 3199 could help you get a $200 spot. That's pretty nice and that fills three breaks. So those are coming up in separate videos. Big thanks everybody here for making this happen. There are the teams right here. So we'll do that first before we do the giveaway. Be two different dice rolls. First one is eight the hard way, four and a four for names and teams. One, two, three, four, five, six, seven, and eighth and final time. Four and a four, eight times for the teams. One, two, three, four, five, six, seven, and eight. After eight, we got the friars down to the Dodgers. No trade windows, we'll just dive right into the break so we can get to the giveaway part as quickly as possible. There's the first half of the list and the second half of the list. Packers 17-6 now on the Rams tonight. Oh yeah, that was at AJ Dillon touchdown. Oh no, that was in second at AJ Dillon touchdown. All right, here's the final printout. Hot off the presses. And there it is, 2022 top chrome black. This will be, this will be a, let me try to spit this out. This will be a nice old snack before we do six, three cases of this. All right, so we've got the case card on the bottom. We love the design of these.  Looks really sharp. There's Miguel Cabrera, Jazz Chisholm, and Yadir Molina, 10 out of 150. And that will be for the Cardinals. That's gonna go to Nestor.  Out of a filler? Daniel Lewis with the Yankees. That's not bad for a filler. Oh, there you go. All right, now you can still win a spot in the team random too. Let's flip back to this list right here. We're gonna re-randomize. It's gonna be the top four getting into that team random. Let's gather everybody one through 30 and we'll go two out of four six times. Top four after six. Good luck. One, two, three, four, five, and six. That might be a sign of things, that Derek Jeter might be a sign of things to come in those three cases that are coming up. All right, so from five on down, sorry, Greg. Big thanks, everybody, from five through 30 for giving this a shot. But only the top four after the six can get into the next stage. And that's gonna be Michael. Michael F, you're in. Devin, you're in. Nestor, you're in. And Nestor again. Two of the four after six. And there you go, gang. I'm Joe for JasperCaseRakes.com. I'll see you in the next video for the team random. Then those breaks. Bye-bye.


one of my best friends and name is Tim Simons which is he's a lobbyist now in a real power player in DC but literally freshman year we hit it off and I actually have a few of my friends, I mean I have friends from Hampton, from freshman year so Google that are you know know enforcement like so many so many career choices that you have no clue of from freshman year and that's like you don't know how life will evolve and that's why it's great to like network your peers and your friends because these are the same people that will help you out in the next 10 years, 20 years I've had conversations with one of my interns when I first started the company now she's the she's a patent and a patent attorney for the government so literally two years ago I needed some advice and she was able to give me quick advice that would cost me an excellent amount of money just by simple phone call and being me being a respectable person along the path of her learning and her you know being a great you know intern and you know moving through business so relationships are so important and that really built me up to where I'm at in the industry right now so I'll give you a brief description though we didn't say it earlier but I am in the cannabis industry cannabis I know it's tough words people say you know cannabis or marijuana or weed or pot things like that excuse me if you have kids in the room or CBD or hemp but that's the industry I am the reason I'm in this industry is because in regards to networks I was in Dubai hanging out with some friends and I was there for a Formula 1 race which is like a car race that happens in multiple countries and states and I'm on a boat and these guys which are very influential very wealthy was like Paul can you find me an investment in cannabis I said I don't know anything about it but I'll take a trip to Denver and just figure it out so we literally took a flight to Denver and I just said let me just find out what's happening I went to a couple of dispensaries and the first thing I noticed based on my experience was that there was a lack of brand recognition in the cannabis space like you know brands like Coca Cola and Sprite and Fiji or Aquafino or like Desani and these brands but you can't name one cannabis brand and if this is the industry that's sweeping across America at a rapid rate things to me in my background came down to like brand recognition like why do you wear a Nike's because it's reliable or why do you wear a Reebok or why certain brands have cornered or really captured a marketplace and that's really what I feel like consumer behavior is based off of brand recognition something that's stable something that you feel like you can trust and I felt like that was needed in the cannabis space so based on all of my intuition and knowledge from the past I was able to see an opportunity and then utilize my resources and network to build that business so literally the business started with seeing the opportunity understanding you know people look at the I don't know if they go with the spot analysis and stuff like that here in college but just seeing the strengths and opportunities of the industry understanding like what's my unique unique way that I can approach this that we can have the best opportunity of success so basically the same thing happened all my friends that I met along the way I said look I have an idea what do you think about this and then literally all my trusted friends gave me advice on you know try this let's do that if there's ways that things that were like obstacles we kind of eliminated it off the bat so based on what I wanted to do I didn't know anything about like growing I didn't know anything about growing I didn't know anything but what I did know is how to brand so I said look you know the most most people think there's a obstacle to getting into the industry and I was telling that there's zero obstacles literally when so what happened I said look I don't need to bro I don't need a license I don't need to understand hydro ponds I don't need to understand a lot of this scientific data all I needed to do was find people that knew how to do that well and I could organize it and finance it and bring it all together so it's really like capturing a pool of people that were successful and that I felt that we could work together to create that opportunity within this industry so the company we started was called MEZ so my partner was in the industry then we also put on two of my friends one is a healthcare professional and another one is a healthcare VC fund that helped you know raise additional capital I mean put on personal seed money and I like to say the word personal seed money because people like to see that you are the best first and things whether it's sweat equity or your own savings or whatever you can do just put something in to get it in motion so people can see that you have some type of skin in the game to make your dreams come true and that's what they believe and they believe they're not powered to you know use our own resources they saw us being innovative they saw us being creative and thoughtful and you know it was a no-brainer to invest money into our company so we've century started a company based on a product that we thought was innovative which was like the concentrates and like it's too technical but we pretty much do like concentrate products in the kind of space as well as the CBD space you probably will see like more information about CBD become more popular and what's happening in the news and things like that but literally there's some discoveries that are happening in this industry that are really groundbreaking and another reason I got into industry and this is very important is that when I did the research on what was important for me was like discovering you know there's much information about the plan about the cannabis plan but it also wanted to figure out why it became illegal and then in that research I found that it was totally legal in America until 1937 doctors prescribed it, people utilized it, dentists used it to pay management doctors used it before opiates, that's what people used for pain relief so I said well why did it become illegal and then literally some astounding information came up, it was just based off of really three things, it was essentially racism and exclusion, there's this one guy who was the head of the DEA so his name was Henry Henry Hansenner and he really hated blacks Mexicans and jazz music and that was really the only reason why the plan became illegal because it was used to curb populations in California Mexicans taking jobs and then he despised blacks primarily in New York City and in the jazz culture so that was really like more motivation for me to get involved in this industry because I felt like throughout my life I've heard and quoted in so many songs and people have been incarcerated by it and I'm like look there needs to be some attention drawn to someone who needs to create you know a brand that can take flight, that can kind of reverse this stigma attached to it and make more people aware and that's also one of the reasons why I'm here in America is because this industry is growing so fast, I mean there's so many countries that are legalizing so much infrastructure as well as dollars being placed in this industry and if there's companies, I don't know if you guys know but in Canada it's completely legal so there are companies that are raising billions of dollars that are funding research that are putting together infrastructure and ecosystem around it and I like to talk about it because it's not just about saying that you have a cannabis product but it can be like you have an accounting company, you have a transportation, you have logistics, you have security you have management, there's an entire ecosystem around this particular plant that's not really on a radar of a lot of people probably in this room or in New York or in multiple states, this entire industry that's growing so fast, I was at a conference in Vegas, they had about I want to say about 25,000 people at this conference, I might have counted maybe 100 people to look like me in this industry so if you think about the incarceration rate so you think about the advocacy that we're doing in this industry, we heard many rap songs jazz records or rock songs about the plant but it really needs to be pushed to the forefront of how can we benefit or how can we engage on the health benefits or what is the research going to say in the future about this plant and how can we engage the community to be more thinking about rewriting the wrongs as well as correcting and engaging people about this industry in the future so I mean that's what I like to talk about most in this industry, there's the opportunities that exist and really just kind of give back to a couple things you mentioned in terms of integrity and respect and being a business owner, like I was acting my uncle the other day and I was like well you know with business there's so much to think about, there's like the cutthroat way, like it seems like cheating anybody needs to become successful or what's the path of doing things ethically and what you responded was that the ethical way might take a little longer but you're able to build a more solid foundation and alliances a longer way so even though it might be a longer path but it's more fortified with people that can help and they also respect you a longer way and give you more longevity in the long term so that's some of the things I like to think about and you know how I would conduct a business and just really pushing forward the notion of being ethical in a space where it's kind of demonized in the past. I'm sure there's a couple of questions and things like that and I want to leave with one other thing is that I like to say that life is just compounded for me, it's compounded on differences in experiences. So like I still work with my friends from high school, I still work with my friends from college I still work with new friends, it's about finding these discontent thread through people that can work towards a dream and I have friends from multiple countries, multiple backgrounds and the one thing I like to also say is that when people are inviting you to things so if you can be physical, if you have the means or finances, like someone says Paul come to the Bronx I'm having an art gallery opening or whatever, trying to make it because you just never know how that can impact you or help your friend or support your friend. I mean I've been to a few art gallery shows this week where I mean someone said Paul can you come to Malta to hang out and I'm like I don't know what Malta is but figured it out, went to Malta, had a great time and that person might have introduced me to future investors or future partners. It's just sometimes showing up people invite you to come out, there's a class, there's something that you learn on the lecture if you have the time, just join and be a part and help your friends out. So definitely happy to be here, I would like to say I'm proud of the night, I'm here for you guys and let's grow together. Thank you so much. Thank you, let's give it a round of applause for Paul one more time. While I'm the Paul and the Dean of the School of Science on the podium, I just want to say two quick things. Again let's take away what we've learned from Paul. Two words I can say. Resilience and relationships again resilience and relationships, let's get that played our minds. I want to give a shout out to all of the junior high school students that's in the audience. For all the junior high school students and teachers in the audience please stand. Thank you, thank you. And for all of the high school students and the teachers in the audience please stand. This is all for some of the students that kind of shyly don't want to stand, but that's okay. We still have knowledge here. And the School of Business, the enrollments say thank you very much again for your leadership. Dr. Crump, thank you very much again for your leadership. One more thing I'll say, at lunch when we break for lunch, lunch is going to be for invited guests and faculty in room 312 in the AB1 building and everyone else is going to be in the cafeteria on the second floor in the AB1 building. So with no further ado I'm going to call out my Dean, I'm going to call out my colleague, I'm going to call out my friend Dr. Terrence Blackman to the podium to just give some close remarks. I'm Terrence Blackman as Dr. Seed has just mentioned and I'm the Dean of the School of Science, Health, and Technology here at Medbervis College and I just wanted to well I have the unenviable task of standing between you and your lunch tonight and I see Professor Wallace Ford here who I will paraphrase he always says whenever you say something go with the five B's and as for Wallace Ford it's be brief brother, be brief. And so I will be very, very brief but I would think it sort of not appropriate to have this moment to speak in this moment and not begin with a recognition of the vision of John Hughes. Today we're celebrating the 24th in this series of conferences and I think it's appropriate for us to take a moment to pause to appreciate the vision of someone who almost a quarter of a century ago recognized the importance of environmentalism in the urban space who really thought it was important for us in this context to think about the air that we're breathing to think about the water that we're drinking we now reference splint, you know, we at Medbervis have been thinking about this for a quarter of a century to think about the products we consume so it's really important and I just wanted to 25 years ago just as a note, the internet just got started to have the vision of a world and environmental science in that world and to plant it here at Medbervis College I think is something remarkable and I wanted to acknowledge the committee for the really courageous decision that they made in sort of really naming this conference and sports in honor of Dr. John Gibbs and I would love to us to make kind of a bit of a pause to the committee for doing this. I also want to acknowledge our provost, Kasino Kareke and I want to acknowledge and I think it's important to say my name because often sometimes you don't acknowledge because you're in a rush but it's good to sort of say. So I want to acknowledge our provost, I want to acknowledge our dean role and I want to acknowledge all of the chairs of the school of science who are here but especially I want to this morning sort of acknowledge Dr. Alicia B. the chair of our department of chemistry and environmental science who has been the reader of this effort and I think it's fairly important that we say that. You've witnessed sort of stellar presentations, Wayne Murray from Con Edison Julia Lewis, Hannah Dority Dr. Derek Skeet who has been your moderator I wanted to say one note around Dr. Noah Blackburn from Brookhaven you know I'm sure you really kind of enjoyed this presentation but you should also know that we have a very close relationship with Brookhaven and Noel has been really, really key in sort of driving that relationship for us and I just wanted to again acknowledge that public to hear at the podium because sometimes we forget I wanted to acknowledge the panel Lisa Bloodgood, Charles Burris Shelley and Clark, Crystal Abrams, Ray Cross Travis Pinnock who is a student of mine at some point I hope he remembers that and the folks who just Kathleen and Paul Saunders I should say for the record I lived in Colorado at the beginning of the kind of marijuana legalization and you know he's completely right, this has spawned tremendous industry in Colorado and I have to say that it is only my love for Brooklyn and for Madden Rivers cause that caused me not to stay in Colorado I'm not going to tell all of the reasons but surprisingly to say if you have an opportunity to visit Colorado you should it's a really wonderful city and every Thursday night JetBlue gets you there but the last thing I'll say is there are two things you know the panel reminded me of something a few days ago I had an opportunity to go to Washington DC to say something to make the case for institutions like Madden Rivers who are predominantly black institutions and HBCUs and I think what we saw on the panel with our students is kind of a reflection of this and it's always good to sort of have these things on the record so I want to say so that you understand not just the value of the environmental science program at Madden Rivers but also to understand the value of Madden Rivers as a college our program HBCUs contribute about 15 billion annually to our economy we should think about the contribution of Madden Rivers College as an employer in Central Brooklyn and what it contributes to the businesses in this community HBCUs produce about 42% of the black engineers so our environmental engineers are coming from our program here at Madden Rivers College HBCUs account for more than a third of all black STEM degrees or STEM degree earners are coming here from Madden Rivers College HBCUs have produced about 40% of the African American members of Congress about 40% of the engineers about 50% of the professors of predominantly white institutions 50% of the lawyers about 80% of the judges understand clearly we are Madden Rivers College and we have a very special mission and we have over-performed this mission and I want that to be really really acknowledged here at Madden Rivers College because sometimes we forget, we forget and I was reminded of that just looking at the panel and looking at Mr. Pinoff and looking at Shelley and Lampe and thinking yeah we've done a good job and we don't often say how well a job we've done and then finally you know as I was thinking about Dr. Gibbs and so this is the last thought just on lunch I was thinking if he had a thought 25 years ago of what this would look like 25 years later and it struck me that what is our thought? I hope that as we continue our deliberations today the question we will ask is what do we see 25 years out? 25 years from now what does this program look like? Does it contribute to comprehensive climate action that really kind of cuts on carbon pollution as Dr. Skeed just mentioned that enhances resilience. Does Madden Rivers lead internationally in the development of tools and services and partnerships to make the science? I mean this is also something that is really intriguing to me recently someone I like beer and recently someone sent me an entire program on the chemistry that is associated with making marijuana beer no it's not funny at all it is complete science so it tastes like beer except it's mara long and so there's a large chemistry infrastructure that is required in order to do that and so the thing is you know I see some of our chemistry faculty here Dr. Shin, Dr. Salako, Dr. Rajapaxi Dr. Denton, Dr. Patel my hope is that Dr. Pratt my hope is that Dr. Mishin, Dr. Dello I might miss someone so if I do my apologies Dr. Hope, yes Dr. Parmar Dr. Vivinda Parmar who's new to us so you know my hope is that you know we will be teaching young people about how to do chemistry in a very real way that will put them into the mix of these kinds of businesses and so not just a Mid Rivers College Department of Environmental Science Chemistry and Environmental Science which leads CUNY, which leads New York but which leads globally in the production of folks of color who can meaningfully participate in the business of science and technology as it relates to the things that are necessary in the 21st century so I hope I haven't kept you too long, enjoy your lunch this concludes the first half of today's environmental conference we do hope that you enjoy your lunch and we look forward to seeing you right here in this order at 2pm thank you very much