the strongest selling tool that's ever existed reciprocity reciprocity means once I give you something you have to give me something back it means if I give him a glass of water what am I about to do ask for something what am I looking for him to give me a check this is all the psychology of selling this is the art of the deal this is the art of selling this is the art of relationships this is the art of setting up the cell so it can be closed this is the art of getting people to be comfortable this is the art of getting people to do things that they normally wouldn't do okay 1 to 10 Master a [Music] stranger how good are you at walking up to somebody shaking their hand making a best friend within 30 seconds like for real like because a lot of them people aren't good at this listen if you're in sales you have to have relationships if you want money where do money come from people and where do people need relationships and how do you build Relationships by shaking a [ __ ] hand and introducing yourself mastering a stranger dude I used to hire salese they' be like all right I'm ready to roll okay we're going to the mall why are we going to the mall cuz you guys are going to walk around for 5 hours and I'm going to watch you walk up shake people's hand to master strangers for 30 minutes come on man let's go and they're like oh this is stupid get the [ __ ] out of here all right get out of here I want people that aren't afraid I want people that believe in themselves hey if you're going to bring something to the table do I got to believe what what you have is good for me dude do I got to like you you can be a Savage you can be the craziest person but you must still be able to master a stranger and love people sell like a lion act like a lamb you can be aing lion you can be a killer but you roll like a lamb nobody needs to know how good you are okay nobody knows what a sniper looks like if there's a hundred people sitting there and they're like well pick which one's a sniper you don't [ __ ] know until they fire the shot like that's why we train we train because it's like people can't tell who what's going on but they know you guys look in here and some of you if I was like hey pick a friend would did you pick a friend that believed in thems or pick a friend that that had their head down wasn't talking to anybody you'd pick a friend if I was like hey guys we're going to go sell whatever you have an open the business what would a lot of you guys do You' look for the person in the room who's in here shaking everybody's hands who's happy who's talking to people who's got energy have yall seen my team dude my team had to learn or had to be able to master a stranger when I met him listen that's what we do for a living what do you guys do meet people every day right some of you you stick to yourself as cool as that is this is the most deadliest skill that I learned the ability to master a stranger everybody write down micro skills underneath speaking write down micro skills okay eyes hands teeth hair the way you laugh your hands your your the your feet work the way you move your feet when you're talking your body posture if you nod your shoulder shrugs okay do you point when you talk are your hands down are they up okay is it is it inviting is it warm are you pulling people in are you pushing them away like everything you do all of your voice is it high is it low is it smoothing is it passionate guys passion carry it with you in every conversation and people will be addicted to being around you because you're alive this is our company and by the way we're sweet we're loving we're kind we're not Alpha we're loving okay everybody wants love you got to be full of love okay we're going to go shake their hand and when we get their name we're going to repeat it again sir how you doing Andy Elliott what's your name Darren Darren nice to meet you meet Darren nice to meet you see how I snapped his hand hey Andy Elliott what's your name Eli Eli nice to meet you sir okay what's your name Andy Elli what's your name Alex nice to meet you notice do I let go of your hand no I say your name I repeat it back and then I snap your hand who gives a sh who's walking in the room you guys get it this is how easily you're [Music] distracted when I'm working a deal and I'm sitting down here working with the client you think I give a sh if anybody's walking around me you think I care if for phone's ringing you think I care if anything else is going on I care about him and him only this is me being present when I'm in a deal am I on my phone am I talking to a teammate no I'm right here you see what I want you to know is that what you guys want which which is attention in this world is exactly what your customers want you guys got to get out there and realize dude you got all these distractions that are distracting you dude if you don't end up getting where you want to go at the end of your life you're going to be sitting on a bed pan and you're going to have [Music] regrets