like even with Tony's thing a lot of people didn't like it they got you know burned a little bit you see an f word all the time if I'd leave there frustrated and something like in some ways depressed and insecure [Music] the FTC jumping into a guy got sued at FCC uh went after him from 53 million dollars there are some crazy people and it's it's bad for the industry welcome to the bulletproof entrepreneur show where our goal is to uncover the truth about business and introduce you to people strategies and tools help you free your mind through your time and master your money in this episode I sit down with Eli Wilde the all-time sales leader for self-help Guru Tony Robbins he has well over 100 million dollars in sales has inducted over 4 000 in-person seminars close to thousands of high ticket deals and is arguably the best sales and speaker trainer on the entire planet in this episode we expose the Dark Side of sales manipulation influence in how some of the biggest names on the planet aren't exactly what they appear to be we're going to uncover the rampant amount of fraud manipulation and greed in the online coaching Consulting and agency industry we're also going to discuss how to stand out and ethically build a successful business if at any point as you're watching if this seems helpful to you just tap that like button it'll help the YouTube algorithm to show this video to more people that said let's Dive In some odd seminars for Tony about 3 400 for him um and then a bunch of others on my own and a bunch of others and close do you know the exact and I know we say nine figures or whatever but do you know the exact sales amount that you've closed for Tony you know we we did a low ticket on the front end I was on the back end I did events from the front of the stage so it's well over that but I have no idea and it's hard to quantify because it was teams in process yeah you were on a leaderboard though like what did the leaderboard dollar amount say do you have any idea you know when we would do we would sell initially the same job that I had for Tony he had for Jim Rohn right and so we would go to companies and it was relatively low ticket it was like a thousand bucks a ticket okay but I might get 200 people at a time and you know sell up an entire company yeah and so like it varied a lot and you know you just do something for over 10 years and then I got to train some bigger companies like Salesforce which is you know yeah like a mega company and I'd get credit for some of these some of these things in the revenue but it wasn't all just me in that but then there were things on the back end that were but it was it's a massive number but I kind of did everything across the board and the revenue in that businesses is pretty astounding fascinating I guess that parlays right into it like you you have a unique story and it's kind of the uh it reminded me of Les Brown's whole story about getting into the being a DJ yeah you gotta be home yeah you gotta be hungry you know yeah yeah just talking about and he says it's better to be prepared and not have an opportunity than to have enough that's right and not be prepared you've got to be hungry your story reminded me a lot of that which I love that story I love that Les Brown story I'm curious if you wouldn't mind kind of rehashing like how did you end up working for Tony um you know it's I I moved to LA and I got a job um selling Dental products for the phone and you know in this this few years then I was there I mean it's not those at a cubicle and I I wasn't good at communicating or anything and so I read all the sales books and I read all these books in self-development you know thinking about rich all these books you know the focus factor that are focused on you know the principles of success and I just I really felt lost and in that time that I was working there um it's a long story but I was cast to be Superman and maybe Superman Returns came out 2004 Brandon Ralph yeah didn't do great which might have been you know good for me looking back on it but you could have made it do better you know it's like at the time and you know just like we're on camera right now they do screen tests and they'll you'll read something sometimes and it's right on your face yeah and any of the insecurities and they saw things and I saw things and it's clear like I didn't I didn't show up big and they'd say like you could you could be bigger like you kind of own it and if you're going to be a Superman or super entrepreneur and I could do the thing and they liked me and they were willing to work for me because with me because I had relationships and how I I met the I met this guy Paul Nelson who was is good friends with my ex-girlfriend who was managing Tom Welling who's Superman on Smallville they turned him down and he thinks he says I think you'd be great so they trained me specifically for the role because of that that intro but I just I knew that there was things in my confidence that I could feel I was in my head a lot and so I read all these books on confidence and you know in aspects of like working on yourself and I worked on a lot but I still felt like something was often that I found NLP online just random blog article and I got into it and it talked about the principles and the patterns and the emotions and that you know the frames and the beliefs and how we create patterns in our psychology based on experiences and I just I was like you know down that rabbit hole and I was geeking out yeah and then a guy I was telling a guy a friend I was with uh about a guy named Jimmy and he says well you should check out Tony Robbins I was like who's Tony Robbins and uh he's like you don't know Tony Robbins like I had no idea this is 2000 uh 2005. and um I got the book on eBay for 70 cents and then I got the personal power tapes for 7.90 I got get the edge for like 60 bucks like all used yeah and I just I'd like I listened to the whole thing in a weekend um I got the tapes I didn't have a tape player in my house so I sat in my car for like 30 hours yeah listen to this thing and I'm driving around town and I'm crying I'm pulling over when he said to pull over and he says like say I'm like screaming out loud I'm like jumping up and down I'm like doing all the things I just went I went full you know [ __ ] don't give me a reason that word but I just I went for it and he said if he said I'll jump and jump I said how high and uh I was super into it and and then I saw that he was speaking at one of these Learning Annex events it's like success resources it's like 40 000 people in the convention center Donald Trump Robert Kiyosaki no money down real estate guy Forex guy like they bring Headliners and then they try to sell you a bunch of stuff sure and so you're there waiting for the headliner and you know Tony wasn't on yet and you kind of want to leave because it's kind of these cheesy people selling stuff from stage which is what I do but does it well because nobody sold stuff too yeah and I saw these cheesy people and the the juxtaposition of the difference of how he sold and how these other people sold was very different and when Tony came out of this energy and his Charisma and he just he was supposed to speak for two hours he spoke for four and he made an offer and you were just like like you were in this man's pocket like in his hand he just had every he had the entire audience jumping up and down moving people and I laughed and I cried and I just I felt all these emotions and so he made an offer it was about it was 800 bucks it was 900 but 100 off he signed up that day which my rent was 450. yeah and I was broke and I was like I'm gonna do it and so he signed me up and of course I went to upw and he said he said at ubw have you been to upw uh twice actually yeah he mentioned a lot of principles right there yeah uh proximity Is Power like you got to get in that environment yep and a lot of it too he's planting beliefs inside of your head in order to sell you you need to get in this environment but it worked for me but I was like I'm gonna go all in and I remember I was at that event and he's you know you're really thinking about your life and it was transformative for me and I remember there was about 5000 people in the room and this guy named Brian I was saying like I'm gonna work for Tony Robbins and I've met like a few other people saying they're going to and Tony right around that time I've been sitting with some people and I remember because Tony talked about like raising your standards and being outstanding and I was like the percentage of the people that are actually in this room that will do anything with this content maybe 10 percent yeah that generous and then the people that like are gonna be that one is like there's probably one you know it's like David Goggins would say one [ __ ] like I'm gonna be that [ __ ] yeah and I was like I got some names and I connect with some people and I got some business cards that people worked at the company and I called the company and they kind of the company was a mess I mean it's much more organized now but it was I went online they had like job openings I'm trying to talk to HR people nobody's getting back to me I called the company over 200 times in a period of about two weeks wow and I was just I was like I'll do anything they have a voicemail system are you leaving voicemails but I was going like I started going through all of the um extensions that were uh okay and then I could see like the pattern and it was like zero one two eight zero one two nine so I'd be like zero one two or just random person oh all right I like it and I just sort of like going through all the extensions because I worked on a call center before sure and I was like well I can figure out how these zero zero one zero zero two like I can figure it out leaving messages and I was trying to get a hold of somebody in sales and eventually I I talked to so many people they're like well you need to talk to you I was a guy named Lester famous was kind of the assistant to the vpa of sales guy named Gene McNaughton yeah and Gene's amazing uh he spoke on stage with Tony he loved to do one coach with John Assaraf he later did BBI with Chet Holmes uh he's done a lot of stuff and he's written books and he's an amazing guy in his own right and finally when I got down to go down to the company uh this guy hands me a script 28 Pages it's like an hour presentation he says come back in two weeks don't mess with one word you need to nail this and I had some acting experience yeah listen I was like I I transcribed it out I put it on note cards I recorded myself I I played like the tape or the CD like I'd record myself on a thing and I'd have it playing while I was sleeping wow like I was just like I'm just all in for two weeks so yeah all I did going to the coffee shop writing things down uh doing incantations walking around the park like this was just it's all I did yeah and I went down there I'm gonna destroyed this thing like and it was lucky for me they had like a a low it was called an LSR local sales rep okay and you had an FSR a field sales rep where you got to travel and do all these cool things it was a cooler job and um Gene McNaughton saw me present and so they put me on the the main team right away and they put me in Philly for a bit then New York and then my first official cycle was in uh in Colorado Springs in Colorado okay and I hated it and it's very religious area there wasn't much business and we did the event at abroad more the Broadmoor hotel and it was just like I thought it was gonna be fire because I had like no sales all my meetings were like used car lots when you start they give all the good meetings to yeah and you got to work your way up yeah you know and I realized like when I'm working with sales people now I'm like look whether you're sitting like it's not going to be fair like it's it's crazy in sales like if you talk to the best leads that's easier than talking like cold calling yeah yeah so it's like you have to start here and prove yourself which is it's they give the hardest job to the newest people and the you know the people they know they're going to close sure they get the Glengarry Glendale yeah yeah bleeds yeah exactly you know I really struggled and then you know the next cycle I was in NATO was that we did an event in San Jose I did better and I had different roommates um that were also speakers along the way so we lived together and we practice and we train and I was good as far as like fundamentally speaking and being well because I practiced it so much um I was better than most people for sure but my numbers didn't reflect it and we had a coach and manager named Roberto Monaco uh he owns a company called influenceology and he was the best and he's loving and caring I the first five years I knew him he was the best man in 13 people's weddings wow just to give you some context he's like he's an amazing guy yeah and he really believed in me and he said he worked with me a lot and then fast forward a year I've been in the company and I'm like my numbers are good I'm not the best and then Tony's son wants to join the company and his brother and Tony says to his son well if you're gonna be in sales you gotta live with a guy who's the best like who's the best he says do to ride along with everybody um and you know jarek did but then Scott Scott uh Humphrey pretty much runs the company now he's got a gold and silver medal from the Olympics he was the alternate goalie for Team Canada oh wow so he's like I've met Scott yeah but he's an intense guy yeah you really get to know him like he's they call him the pit bull because he's just Fierce and we would just practice like crazy and he came to much of my talks too and he was like this guy he said to Tony he said to his wife his sister Tony's wife Sage yeah um he calls her body Sage but it really is Bonnie Pearl and so he told Bonnie he's like there's this dude like you got to see this dude and I remember they they would start coming to my talks and like we all have the same script same presentation yeah everything yeah but when you're presenting and you know and I'd have like not the best meetings right and some people you go into a company and you're there to sell sell you're selling sales people like use car lots real estate right like people and sometimes you get heckled or whatever like that or something got a bad attitude yeah I was playful I was horn but if somebody was really strong I'd be like hey and I would just own it yeah own that room and the boss would even like sometimes like Street could be like well we'll do whatever he says I would just take it over from a place of like like being certain and being authoritative but also caring sure my buddy uh Jesse Elder calls it being a carefrontational yeah like you know confrontation like I'm gonna confront you in a really sincere way where I'm gonna like dig into your your mind and your emotions but hold you to a higher standard and you're gonna feel it I'm doing it for you not to you right and so I would I would create that you know it was real for me I had that belief and that was the standard and I was just I wanted to be like Tony and so I saw what Tony did and he was just like in my mind like so much better of a person than I was or any person in my mind he was like there's Jesus and then there's like Tony somewhere a thousand bucks he's like doing the thing and he just had this mindset and I was like whatever Tony does I would just obsess over and study this man and then you see him do the thing do those interventions yeah and I would like I'd record them because we back back then early you know mid-2000s we couldn't record things like we do now right and so I'd bring in like tape recorders like little tape recorders so we didn't have them on our phone we had flip phones sure and I would record and I'd go home and I transcribe and I'd look specifically at those interventions and that's what Tony does as well he went do like three hour interventions and they go back and they really study that and find patterns and I had a basic understanding of NLP but I knew based on what he was doing with the focus and the meaning and shifting physiology he's breaking up belief patterns and I was just fascinated with it so I started transcribing I type everything up and I started highlighting in pink magic marker all the questions like why did he ask those questions and then when I was in with jeric and Scott I'd specifically say hey can you ask your dad this like why did he ask that question when he did this thing what was he doing yeah and then he came out that program creating lasting change yes it's like about pattern interrupts and defining the problem in solvable terms you know creating new Empower Alternatives like why did he do that and um I just I just geeked out on this for you know years and years and years it was like oh yeah and did they have like an actual regimented like training program that they took you through they were just like at first it was essentially figured out they just they just put you out there they gave you a script and then the script we were supposed to do in the presentations uh wasn't the script and just like in anybody in sales everybody's writing their own script yeah you see this Les Brown thing they see this Tony Robbins thing they're doing you know they see Marshall silver or Zig Ziglar and people are doing these bits and it was a cluster and so we ended up I worked with Scott Humphrey and we took elements of what Tony did from stage yeah um this box is a success cycle thing but we knew there was fundamental pieces that needed to be in the presentation and eventually it evolved from what Tony does at upw three days there's like the proper Framing and the intro and the story and then it's right into this label of patterns and questions and folks and creating a gap you know it's like you know why is it I come into a company two people in the same Market same business same everything one person successful the person that's right next to them not so much what do you guys think is the difference right you know yes yes yes but it's this it's the patterns write this down stand up exercise do this stuff get get them moving get them laughing get them engaging getting them to respond to me and then putting them in pain right away like this is your Gap yeah and the energy changes so this pressure release kind of push pull like you guys can do it but you gotta want it so you were mainly it was mainly a a self-directed study yeah okay yeah so and then eventually we really optimize it a bit after Tony partnered with chat homes and the BBI thing because he was so with their sales people we were selling business Mastery but Chet was so regimented he basically made each sales person bring in a basically like a webinar slideshow presentation and you'd sit down with the the Boston owner of the company and you just went and you'd read the slide read the slide sure because and I've worked with a lot of sales reps now and they're like well the company's gotten bigger and there's people's you know companies who I know their sales reps have complained to me because they're looking to almost install a c-suite and they're wanting to like in our space like systematize like all of the training right everything and there's good and bad things with that you know and so people like well I'm the number one and I'm doing these unique things and kind of when you're number one you don't want people to know your unique things sure and so it's it's interesting in the development of that company but for us we were all really friendly and shared ideas and then every three months we go get to see Tony the man our son you know himself yeah and do it and I I remember it was such a Melancholy experience for me going to those events because I'd one of my original mentors that coached us he was putting together a lot of scripts Roberto and we would do it and we were always testing stuff and he says when you're at these events like people come up to you on day three they're crying they're like you changed my life like he's like anchor that in your body like hug those people like hug a thousand people that are crying and it'll put something inside of you an experience where it like shifts your beliefs that like this this work matters sure and he says you'll be to Anchor that and bring that into your presentations the next cycle and so I was always excited to be there to learn but you always feel a bit depressed like why did I get more people here and then you have all those people that you didn't sell that you knew that were on the fence and my mind was always like well they didn't have money didn't have time like I Justified it but katonia sold them yeah like well probably you know and I was like well I got more work to do yeah so I leave there um excited inspired but also frustrated and something like in some ways depressed and insecure you know it's like what's wrong why can't I do that comparing myself to Tony which you don't want to do anyway but it's like just knowing there was a next level of possibility and I think that's never really gone away from me I see like we're going to Kohl's event yeah tomorrow and I see what he's done and the thing like the systems and process that is not my thing right you know but it's like he's blowing my mind as to what's possible in this realm of systematizing communication in a way that makes people money yeah and so yeah I'm always always leveling up and it's amazing to see what younger folks like you and him have done that's pretty cool yeah well he's younger than me you know yeah I mean yeah he yeah what's interesting there's a there was a note that I wanted to uh I wanted to make sure that like how I how like one person describes a thing in just one word I might describe it another word there's an analogy that I use you talked about the kind of commanding control of a room or an individual or whatnot there's an analogy that um I I kind of just came up with because it was just it seemed to make sense to me but uh this also includes like the there's actually two um the first one is is if somebody is uh misbehaving or whatever right and being a bit rambunctious if you will uh you called it carefrontational or that was uh whose was that uh Jesse Elder Jesse Elder so how I think about it is do you wish that you had the Limitless pill well this 100K a month thinking system might just be the next best thing if you're feeling frustrated and stuck in your business you just want to operate at the level that you know that you're capable of I'd like to invite you to click the link in the description and get instant access to my seven figure mindset secret system where I'm going to walk you through step by step everything that you need to start thinking like a millionaire and begin seeing shifts in your business in 24 hours or less so go check that out and let's get back to the show all I think about it is maybe a bit more uh a bit more Brash but I think it paints a good picture so imagine you have a kid with like severe special needs or Autism in a grocery store right and he's going through the aisle and he's slapping [ __ ] off of the off of the shelves like the cereal aisle right you're just slapping boxes and Pop-Tarts and going all over the place well you're not gonna like hit him right you're also not going to ignore him because that can't be happening so what do you have to do you have to very firmly but with a lot of care like put the arms in and like guide them away from that aisle right and so I always think about it that way like in terms of a you know running control in a sales situation or a leadership situation and they want to somebody wants to squiggle off in a direction or start you know throwing a fit in some way shape or form I I think about that because it's just like it it it's like well how would you handle that person you know it's just like and I think they're the innate good in all people would come out in that situation where it's just like well I don't care how angry I might be right now I'm not going to hurt this individual yeah I mean there might be a very small percentage of people that might but also you know once I got good so we did this like an introduction they they the boss would be the introduction and say you know Eli's done all these things and people clap you know yeah eventually I didn't I didn't even have an introduction I told all the other speakers to make sure they had one because it edifies you and pumps up the energy I knew it was an extra minute that I didn't have with the people to influence them and the boss would screw up the the introduction half the time anyway so I'd be like I'm just gonna go and I would just go and I knew I was like right away they're gonna know from how I show up and if anybody is with that energy they're going to know I'm somebody that you should listen to and once I got really good whether it was somebody being you know uh like I eventually I didn't get it at all yeah any heckling like very quick because I was just I can see I was good yeah um and then I thought like there's a there's the unsaid heckling or that person that's this and that and sometimes there's like in any room there's kind of that Alpha yeah and sometimes it's like not the boss it's this person this guy that's been there for a while somebody with a bad attitude thinks they know everything yeah and so I I'd create stories and metaphors and analogies to to kind of frame things in my way and an example is one where like man I'm doing these all the time unconsciously but I I would talk about how I'm going to tie them all together as a group yeah you know because we're a team and I say you know one of the things that Tony taught me that I've learned throughout my life is to be a team player you know whether you're talking to the guy at the convenience store you know your wife you know it's like we're all on the same team we're all in this together and as a company we're only as strong as our weakest link so think about this if somebody comes in here today and they've got like a bad attitude you know like they think they know everything yep and I'll point at the guy if I can if I can see it you know I think they know everything maybe they've been here for a while but it's just like something in their attitude like even if they're they're pretty good something about them like they show up with a certain energy that leaves everybody less motivated right you know so we're only as strong as our weakest link so really that person's bringing down your income because think about this if somebody comes in here passionate excited hungry like on fire given their all every single day has a great attitude does that person have a positive impact on everybody here 100 so again we're only strong is our weakest link and I look right at the person but then I say but it's the strongest links that pull us forward and so if we all want to raise our income who wants to raise our income and they raise their hand I say we'll grab somebody on the shoulder grab somebody next to you and then they do and I say say this to them I'm going to be the strongest link for you yeah and then it's funny like say it and I'm like all intense and I say you say grab you grab them right there and I say I'm gonna be the strongest link for you yeah pressure release but there's a lot of embedding and if that guy is a thing I'll I'll look right at him like right there and it's like there's a moment who's just like so I frame the offense I said that person with a bad attitude comes in here with a certain energy that person brings down your income the person that gives their all they raise the standard Rising Tides raise All Ships so if we are going to you know so I'm subtly framing that person with a bad attitude is lowering your income yeah because it's changing the whole attitude that's one that's the one thing that I know that like I I consider myself like relatively like I I geeked out like my first uh foray into personal development coming out of my dark time if you will was around it was in 2012. and uh I started geeking out on uh it was Tony as well um I pirated his personal power I sing and and when yeah I didn't even have a bank account at this time wow it was a fascinating time yeah yeah um I was coming off uh playing golf for a living or at least trying to um and I was operating out of a sponsor's bank account I didn't yeah it was a fascinating time but I pirated this uh this program and that's when I was just like I started really like you like just like geeking out on it I've gone through I've been to every Robin's event at this point and I've gone through I think every audio Yeah so other than Robin's Madonna's all that stuff wow um it's good stuff it is she I've met her a couple times she's she's bright tougher tough for me to listen to compared to Tony yeah she's uh yeah it's been a while it's it's not she is she has a she has a foreign accent yeah yeah and it's very nice it's like she's kind of like the it was almost seemingly like the the witch cooking though but yeah that's kind of what I pictured when I was listening I'm very smart though but um what I was going to say is though what I I really what what I found like there's a there's very few people in sales that like I honestly actually legitimately admire like I can say I admire but like actually you know you know you learn a lot you know a lot you sell a lot you close at a very high percentage it's just like well you get to a point to where I know there's always more to learn but actually really going like yo that was that was solid and what I it's the little stuff the the calling the guy out without calling the guy out the when I was listening to you uh was it a couple weeks ago now um with with my crew um I know what you're doing the whole time right and I'm just like damn it is literally every single word and every everything is just this beautiful orchestration of subliminal embeds and come and it's just like wow it's it's very remarkable to uh to watch I know I do I do a lot of it because you have to to a degree in order to influence somebody you know whether you learned it from a structure whether you just kind of figured it out yeah um heard Tony say to me was I said all real Behavior change happens in a slight trance State you know and so as you think about you know maybe you remember a time you know you might even begin to realize yeah but if you think about a specific time and maybe there was a time this and we've all had it before haven't we yeah no I'm getting an agreement and we all have and you and I both know the universal quantity yeah you know it's like we all have Universal experience yeah so it's like he's doing all these things and I just I just geeked out and I was like line by line I was like what's happening here and you know then once you once you see it it's like you can't unsee it yeah um and then little things like you know to engage people for 14 hours or whatever he does now it's like his voice and his energy and all that and you'll teach some content then a lot of times it's written exercise then partner share then he calls on them and it's you know it's not 14 hours straight but people are in a slight trance yeah so I say write that down and as you're writing things down like here's what you're going to do and I'll share with your partner and you don't even realize that he's going to the bathroom or taking a 20-minute break people like he took no breaks I'm like he's taking him right in front of your face yeah people are so in their own experience and he created you know it's called fractionization and NLP and hypnosis he's taking you internal external internal external like here listen to me yeah as you think about the time in your life you know write that down you're internal and then you're at the process and then he's like back here and so the conscious mind gets exhausted your internal you know connecting with your unconscious bringing up things you're external you're listening to them and then you're like it just wears this thing out and people become more suggestible more compliant and that's really creates the environment for people to break beliefs not not just be sold yeah and he's removed a lot of the hypnosis being sold is breaking yeah beliefs right and that's what we have to do yeah you know it's like it's like a fine line and I love how he does it but it's you know if people didn't need their beliefs changed and to buy something they'd 100 you know be there I guess that leads me to an interesting question because you and I are in an industry now that um there's especially with my business like we we get everyone dirt basically not like deliberately to like blackmail but like to clear it out and you know have them do better feel better and get it off their off their the weight off their shoulders so to speak but we hear after you know almost 400 people that we've taken through our process like there is an alarming I knew I knew there was some you know unsavory characters in this industry as a with any industry yeah but you hear story after story after Story of you know I'll say there's people being misguided and let down in some way now I also firmly believe that regard like personally when I actually talked about this earlier today with a coaching call that I had it's like look I don't care if I pay somebody 100 Grand and they just completely suck and don't deliver it's my job to extract a million dollars of worth of value out of that write down everything that sucks and do the opposite with what I do yeah there's your million dollars worth of value so but most people aren't looking at it that way and I also I I'm interested to see I've worked for as a side story that I don't know that I've told you I've worked for two guys that um for I will I will make them rename remain nameless because for all intents and purposes their Convent um and I watched it happen it was fascinating very very interesting uh what went on and I I began I've now realized that the only difference between a really good salesperson and a con man is a good back-end product yeah right and so what's funny because like you know movies like whether it's Wolf of Wall Street Catch Me If You Can all of these things um I'm just like that is it's it's it's a hell of a skill you know and I'm wondering though in our industry specifically because people will take what let's say you teach them in terms of how to influence and how to sell and how to close many of whom don't have a good back end product yet they're going to sell more of something that is not a good back-end product what is your my heart goes out to these people so there's people that are you know sociopaths they're just like looking right in your eye this is the thing that can do something for you yeah and then there's you know there's people that really have good stuff and even if you have the best stuff you're Tony Robbins or whoever like you have some people that aren't going to get the result no matter what you do for them right and I see really good people that end up with some problem clients or they're good salespeople sure and they've had some like a really bad experience and they do care so much and now there's certainty is less than the person that's sociopathic they're like they have a shitty thing so these people there's things that we can learn from both people you know it's like even a lot of sports what when people fall back or you know you're in tennis and you lose a point it's a people that can be resilient in the moment and like focus on the thing like even with Tony's thing a lot of people didn't like it they got you know burned a little bit you see an f word all the time so if I let that affect me or infect me it's gonna affect the next thing and so you have people that have really good stuff um that that get affected and nobody has 100 success rate with anybody and you know things happen but it's those people that like what you can take from those socio-packed pathic people that are just like this is it yeah they're really certain and they're really good communicators and they just you know they're just they're focused on a goal and a Target and they don't get distracted with you know what about all of this and I think for all of us we need to have that laser focus and you know it's like you're gonna have people that that don't do anything I think we get affected you know and sometimes people like well it takes away our certainty you know it's like these people are better off and you can always your fun people and all that there are some crazy people and it's it's it's bad for the industry you know that Rising you know we're only as strong as our weakest link sure it makes it harder for all of us when there's people doing that um you know but I've learned so much from I've been you know I even did a Facebook post maybe like a month or two ago um there was that guy at funnel hacking live that I gave money to and as smart as like oh yeah that's right I remember I did a Facebook post get like a thousand comments on my personal page which is yeah nothing for you know compared to like sure some people but on my personal page like a thousand comments um you know and as smart as I might like I knew some stuff my business partner saw some stuff anybody had some like testimonials and it was just like I was like well you know you know it's like all right I'll just kind of go with it yeah like and I was like that was my own delusion so yeah it's it's interesting in this industry you're always going to have that because right now there's a lot of money here yes you know it's like so many people like I saw this young guy is going to be a sales coach he's like 22. he's done some stuff and he's good and there's people that I know that are good that are young but this guy's okay and he's making like six figures a month yeah you know they got ads and just really good copy and all of that and I was like well how good can this person be you know at 22 but you know you could have good stuff but at the opportunity so you know Robbie yeah Robbie's I mean he's such a sharp guy yeah but those opportunities didn't exist 10 years ago no a thousand percent I mean it's just we are like this is the Gold Rush right now there was no 27 I mean you couldn't do an eight-figure business unless you had like a like to understand it's never been easier because of social media because it's like we're in a perfect storm right now but it's like you know even with what Cole's done I mean it's just like never are you gonna see you know a 20 something year old guy make a 30 million dollar business almost overnight yeah you know it's just it's amazing um and so because of that there's so much here you know people are just just coming because the money's here yeah and I think people like Robbie and Cole they would work just as hard for a fraction of the money because they love it but other people are coming here just because the money's here sure you know and so and you know those guys want to build something yeah and you know regardless of the lifestyle they just they just like the thing and they want to teach the thing and it's just there's a lot of money coming now and so because of that it's an interesting time and some of that's going to be getting filtered out as the economy shifts and all of that yeah I would as they say when the tide goes out uh you find out who's swimming naked yeah right yeah we're about to find out yeah I think we're starting to find out the FTC jumping into a guy got sued today FCC uh went after him for 53 million dollars today because all the false claims wow I just saw I forget the guy's name wow it's like it's happening yeah it happened to a few other companies that got shot down um aren't around anymore and I saw it coming because they were just saying some stuff like you can't say that yeah they have these crazy claims and I know people inside of some of those companies that they're like that's not true yeah we did this amount of money and we have this kind of profits and we're doing all these things and these client testimonials and they're like that's not true yeah and I know their numbers and we've coached some of these companies I'm like well you you said that but you know are you getting your money somewhere yeah yes we get one-on-one people pay me 200 Grand like okay then I guess you can say but it's you know yeah yeah yeah it's it's uh I mean I gotta believe that it's that way with just about any you know you study history long enough it's just it's a new it's a it's a new medium yeah for it to happen to be a coach nobody want to be a coach 15 years ago like nobody did yeah it was like a sport coach well now it's you know I mean to be fair when you have when you have Tony and Dean getting a million people into a challenge to start their coaching business you know yeah that uh you know I mean not that that's I believe it's a great it's a great thing but I also like there's there's two sides to every coin if you will yeah they did that KBB launch knowledge business blueprint yes like you can get paid for your knowledge yeah you know people aren't going to school so it's kind of the US versus them frame don't go to school which Tai Lopez started yeah Tai Lopez put billions of dollars into this industry yes he was the first one to take that strong stance like don't go bought his smma that's how I started my agency that I ended up selling yeah yeah I spoke at his house I used to live I walked to his house the one that he had in Beverly Hills I live in Beverly Hills I've been to that house yeah yeah he's you know it's like you meet him even a person he's kind of like ah but he's a very smart guy yeah like he's you know people hate on him all that but if you talk to him for like an hour and he's going business stuff you're like this is undeniably a smart human yes you know oh no 100 he he's he's a smart cat yeah you can't I mean I don't think you have to be some kind of smart to make that kind of money you know or at least look like you make that kind of money which I I believe with him it's it's I mean it's it's a tough one to fake you know that's yeah it's interesting the the spin-off of that with like Tony and Dean like you have knowledge people will pay you for your knowledge yeah we can teach you how to package and sell your knowledge right but a lot of these people are not very knowledgeable no and so they just open up a book they kind of copy the thing and they put the content in the video course yeah yeah yeah it's a it's a tight it's a tightrope but hey I mean that's also what what did Jim Rohn say he said well the next 10 years is going to be challenge mixed with opportunity yeah right so always what the hell right yeah I'm curious speaking of uh challenge uh as as the world shifts into whatever it may or may not be shifting into at the moment what um what's something that uh not to go negative but I'm curious what are you what do you got your eye on what are you concerned about over the next 12 months you know I mean the economy is going to shift a lot I I work for Tony for a few years I left and I got into acting stuff 2008 2009 and I came back to work from in 2010 and that's when the company has really changed because you know all the you know we we went to real estate companies it was 80 of our business and they weren't buying anything and Tony did it was February 2010. Tony did like this two-day influence boot camp it completely changed my life it was like what he's thinking what he sees like he role played with people like like let's go through an objection and he would just like destroy it so many ways and just this is how he showed up and and the limits of how he challenged people how he cared and how he connected it was mind-blowing for me and that's when I really really got good and I had you know Tony and I connected for the first time we did he did like an intervention with me and at the end of it he said to everybody in the company he's like if you know what our [ __ ] company's about it's this man stand up be like you know everybody round Applause and you know he was like this is what our [ __ ] company's about you want to find somebody to model in this company it's this [ __ ] man and he just edified me so hard and then we went to fiji's I just got to ask him all these questions from there we developed a relationship um you know where I text him and things like that and get to uh you know asking about things yeah and taking that into you know what happened to them I saw how Tony how to restructure the company and change things I think we're about to go into that similar 2008 thing that happened in real estate and economy it's happening now um and so I think it is going to be a lot of people out for me and you know we've never done any marketing we fill our stuff Word of Mouth never really paid marketing yeah and so we're you know we hired on you know some people build up the Facebook group um but for me it's like and it's such a Cheesy you know Tony Robbins phrase that he uses to promote business matches like I was made for winter you know it's like there's Seasons you know summer and fall and we're definitely going into a winter but at the same time you know with covid so many people lost their job and there was such an influx of people going online so still comparatively there's more people online than there was before covet because all those businesses are there and they have to Market and they have to sell and it's cheaper to go online so I think businesses is the economy shrinks I think brick and mortar is going to be further things going online and so and they're going to need coaching yeah you know so it's like it's interesting if you're if if you've got really good like a plus marketing and sales stuff or speaking stuff I guess also I think there's going to be like seminars live submitters going to come back I think masterminds and all of that and so that's we're doubling down on that yeah and I think the people that can can market and sell and speak but you know we're just starting to market now and we're going to come out with ads and all that ads are way more expensive like I feel like I missed the boat you know I'd be at seven figures a month if I had done you know uh I I got Alaric Keck yeah I got him his first sales person he was in my sales program I got him to his first 100 Grand the 200 Grand uh I think I think we've got like a little maybe 250 and we kind of got him as for salesperson and we helped train like his first three sales people and you know he was saying you got to do YouTube ads YouTube has YouTube ads and I was like no no no and then I saw other people do sales programs make lots of money yeah on YouTube I was like all right I kind of missed that boat but I don't think it's too late and I think that people that you know have some money have some wiggle room and have some really good stuff are gonna are gonna do well but the thing is it's it's such an interesting thing because when you look at companies like traffic and funnels all of it they they had their programs they look at what Sam Evans did this course helping Consultants Consultants buy them and the Consultants by theirs you know it's like and things are getting cheaper you know in programs they cost ten thousand before you can get for two thousand today yeah you know or you know you see these people like the Black Friday thing uh you know people pretty much given away their twenty thousand dollar course and now and then it's like you're a bit I mean it's like the values there but you're getting 50 hours of videos right 100 bucks at some point and then some people repurposing their old stuff and we're you know just and then there's free stuff on YouTube there's paid stuff and there's coaching then you got to work and some people got a job it's just you don't have enough time to go through it yeah and so I I think some of it is going to come down to marketing and positioning um you know I'm a little biased but I think the people that can speak well are going to do really well um we've seen when Tony Dean it's tough to be a rich mute yeah you know yeah but yeah Charlie Chaplin I think is uh he did it but he did have the you know the speech from the The Great Dictator I believe the movie was that was a great yeah he opened his mouth once and it was gold yeah and then he shot it to her over again yeah yeah it's like I it's going to be interesting like anytime there's a contraction like that um you know a lot of the bottom gets cut out and then it should be Bottom Feeders there but which stocks are people that are actually good and new yeah and it's it's a challenge because a lot of the people in the coaching space they're they need more people to come in yeah you know and so it's you know and like Cole was saying there's more and more competition pretty much everybody's doing what Cole's doing now correct yeah but he says it'll just help him eventually because they're gonna come anyway he's not worried yeah so it's it's fascinating I think like even for us we're looking at some other Industries because we're going to do some sales recruiting and placement as well yeah and like not just the high ticket online space right well you have a solar yeah yeah and I know Nick and just you know so a lot of people are talking to me about this now and we're organizing systems and structure and I'm friends with all the other you know good sales trainers out there and they've shown me exactly what they're doing yeah you know and not not just you know Germany and Cole and you know a couple other people I think are good in this space but I know people in corporate you know I know people in like billion dollar companies like how do they do it how do they train how do they manage how do they have their CRM all of that and I think it's just getting a lot more organized where you know it's great to have a spreadsheet but you know or like Hudson HubSpot or something like that yeah um but it's getting a lot more advanced I know there's a software even my buddy uses called uh I think it's called something wingman is it and it's a software that listens to people's calls and if there's certain questions A salesperson needs to ask like it kind of gives you green checks interesting it's it's in there and you get flagged if you're not asking those questions and um they this guy had a leaderboard of like his top sales person versus his bottom and it was percentage of time talked the bottom person talked 80 of the time yeah the top tourists will talk less than you know 20 of the time so yeah it's like and it was in order it was like you know it was like yeah perfect ratio like that says the more you talk the less they the less you said 100 and it was like so we use dial pad it does the the same or Uber conference I don't know it does the same same thing yeah they can track like hey I can track like how dominant you are yeah how well you listen like they're they it's genius what's happening the software and technology and as that comes into the space um which is happening now it's going to be very different for companies that want to change and the technology is relatively cheap yeah you know compared to what you get and being able to track things um you know every company is going to be more data driven that wants to make it as things get really competitive even when you look at like hiros um and what Alex Becker's done with that software helping you track your ads yeah everything's gonna need to get tracked eventually because the margins are going to shrink yeah oh 100 yeah it's the analogy that um I use because we have a our tracking system as well and it's the same I just and the only reason that we developed that is because I was sick of like I didn't realize that people had no it's like driving a car with no speedometer yeah you know what I mean and my analogy is just like well if you would you let your child get on a flight actually hang on let me back up I go so how would you rate your data and tracking system in your business and people are just like oh it's not great could be better scale one to ten I don't know four or five ish I don't know we're working on it imagine you're you send your child on a flight to go home for Christmas and uh you said you called up the pilot you were like yo pilot um how would you rate your navigation system in that plane he goes oh I don't know it's not great uh maybe like a four out of ten would you let your child get on that flight no of course not so how do you expect to build a multi-million dollar business and attract an A plus team of players and customers and clients and have them all be confident and you as the leader when you're sitting there going I'm just gonna feel our way to our destination and hope that we get there yeah and it's really it's remarkable how a like the old advantage of that which gets measured improves and that which gets measured and reported back improves exponentially that is true so if you wherever you're not tracking I need to track some more dude like a couple things not enough I need to track my finances more I just was looking at them on the way here at the long Uber right here and I was thinking like man this there's some chunks of money that are just kind of going yeah that's not okay good it's not okay yeah but the good news is you have a skill that brings in money yeah that is a good skill but it's not about how much you earn it's what you do with what you earn right yeah that's yeah yeah it's fun to spend it's fun yeah it is fun because we're sitting in a new thirty thousand dollar Studio boom uh but this will this will pay probably hopefully just from this episode so right there smash that like button and subscribe button um I'm curious as uh we only got a few more minutes left what uh what questions should I have asked you that I did not ask you to ask you you know it's a good question I always ask that on mine I mean uh let me think you know I don't know you asked you asked a lot uh really good ones you know I I think a great question is because I've worked with so many sales people and companies like we've trained you know thousands of companies um about 250 000 sales people what makes somebody good at sales you know because we talked about you know you hear some people that are really big on the empathy you see people really go in structure like Cole's really good on structure um you know and I think about this a lot because you you see people that are very different different styles of sales so there's a couple things that make somebody really good at sales um you know when I moved to LA I was 23 I remember I met this man who's like up at four in the morning you know perfect family kids wife you know Works 10 hours a day he's pretty easily pretty much a billionaire now yeah amazing guy and I saw how he lived his life and he had this power with people and I saw him as a young man I was like I want to be like that and he just had this confidence about him and then I you know ended up meeting this guy that was like partying all night doing cocaine banging girls like every night like several of them a day and I was like man that guy has this cop he has like this way they both have this power with people and that's immediately a young insecure kid I couldn't get a sentence out I wanted to communicate and only powerful people but I found myself kind of doing some of that stuff and it didn't really align I saw myself doing some of that stuff and so the the thing is congruency you know and congruency is alignment of beliefs and values and ideas and identity and you know towards the target it's like living in an alignment with your values doing something that's bigger than you having a mission that's bigger than yourself and doing what you think is right that's in alignment with who you are and I think sales people they've got to have um a short memory in some ways because you are going to feel a lot of rejection I think they have you know as they say you need to have a belief that's bigger than your fear and your excuses and and this capacity to care about people without caring what they think you know it's like I I care about you so much like I don't care what you think of me or anything so you want to make Nathan people heard but you also have to really own the fact that they are not where they want to be yeah and you know people don't make it a habit of just talking to strangers they meet on the internet right and they do they have more they have worse problems and they probably need something else including your thing you know it's like I I didn't it's like because I see even when you look at you know we're going to Kohl's event tomorrow he's very different than me um you know we've and you see how Tony versus like like Grant Cardone or Jordan Belfort I did an event with him and you know it's just like very different style but I I see like the belief I see the congruency I see the ability to connect with people and whenever I ask sales people what makes a salesperson great almost none of them say scripts and things like that but it's important but it's training yeah so really as we're training their language and all that is important it's it's always an energy it's a certainty and I think we need to own what we we say whether it's a script or whatever it's like the conditioning yeah and like training and there's a big difference between studying all this information which puts you in a state of uncertainty how should I do it you know or training over and over again over and over and over again so it's a capacity to just you know be certain in times of uncertainty and and then have that practice that you bring into the moment and just be relentless I have a so I have the second remember I said earlier there was two analogies yeah right so I because my style is way is also different from yours I use a lot of little bits and pieces I think I do anyway um but I think um the the person that I I'm closest to in terms of style is hormozy is great um we just very logic traps yeah um and but also what what what is it that's the underlying thing that fuels all of the whether it's logic trap empathy NLP all this stuff and I I use this analogy where let's say uh your mother is on the floor dying of a heart attack she's vehemently against all uh drugs painkillers aspirin but she's also dying about heart attack right now right in front of you and you know that now maybe this is not medical advice whatever the camera uh just to prove a point from what I understand anyway is if there's an aspirin or a baby aspirin or some [ __ ] like that it somehow helps a heart attack or one of those things right okay cool so let's we'll go with that for the sake of example and she just refuses refuses to take it and she's gonna die if she doesn't right I and I think this was in a leadership training that I did or maybe it was just a sales training I don't know it's what do you do do you just say okay and just let her die or do you open up her mouth and you jam the [ __ ] aspirin down her throat and save her life yeah right so I don't you know it's to the point to where I like I the belief in what you're doing has to be all there and I think especially in in our industry today as you know like oh we'll staff closers for you and whatnot it's just like cool you better be really good as the CEO or sales leader in selling them on why they should Jam aspirin down these people's throats whether they [ __ ] like it or not no right and it's like it was to your point what brought this up was like oh there's some people that like oh they couldn't go and like would Tony have closed them like from your earlier your earlier statement and it's just like why why is it that you know when I talk to people you talk to people we have relatively High uh agreement rates if you will not even just closing but just like getting people to do things right um is because yes there's the certainty like the certainty behind why is this the right direction but also like look you can take or leave the direction if you really want to die on the floor bite my hand refuse like spit acid at me I'm gonna do my I will wrestle you to the [ __ ] ground but at the end of the day if you need to die here you know as in uh in Rocky if he dies he dies is you know and it's funny because I use that with my team I'm just like this is the best shot they got it probably may be forever right and so it's just like you oh you don't have time really if you did this do you think you'd make more money or less money just if you had to guess or you do think we paid all these people for the testimonials you know like do you think we just made all this [ __ ] up just to [ __ ] you over like out of a few thousand bucks that's what you think no all right so you think you make more money right and there's just like logic trap like cut off all other options and then like honestly so that's like my style but it's fueled I think by the same thing that fuels any style is you have to have that certainty and then like the right words just show up because there's a million ways to handle an objection any objection you can handle it any number of different ways with any number of different analogies with any number of different scripts strategies tactics tools trap doors whatever but at the end of the day what I believe the what people feel from you is not you know words are only seven percent of communication right so what is that and then cultivating that and I think for me it's really interesting because I went through the whole like uh what's what rings in my head is the Jim Rohn making fun of the uh if you want to be enthusiastic you must actually enthusiastic game right and I'm like I I did all that whole like you know incantation in the mirror thing and I'm just like I just feel like you know that's not for me like it just wasn't it wasn't my thing and um it was only until I I came across like what I shared with you that I went through um and for those of you hell if this ends up on YouTube uh there's a link in the description I'm quite sure that we'll end up leading to my book where you can learn about my story um but I went through this process that really dramatically altered everything for me when you know it was after eight years of like pounding my head against the wall after a traditional personal development traditional personal development um instead of adding more [ __ ] it's clearing all the [ __ ] out and for me since then I've just been like well I don't believe there's any other answer quite frankly you know like from my from my perspective and I think I don't know how like my team's that way too like because they've been through some stuff that uh isn't necessarily in our core teachings if you will in our programs that I've taken them through personally and they're at a place where they're just like I can't see myself selling anything else like I just don't believe there's anything else worth representing you know and they're they're the close rate though has skyrocketed and so I'm just like it's interesting because if I was asked by you know just like some closer for like an agency or some [ __ ] right a most agencies suck because nobody will ever care about your business as much as you do so it's a really difficult gig to be an agency having built one and sold one it's people hire an agency because they're trying to delegate responsibility and they're trying to not have responsibility for a thing what I've found and so it's like well if you're a salesperson for an agency like they better spit gold flakes and like you know rainbow ice cream out of the unicorn's butthole type of a thing they gotta be good they gotta be like really good and so then it's just like there's so few really good offers and products and services to sell and you can give the best sales advice in the world but deep down this the guy knows because I went to go sell some a whole bunch of [ __ ] that I was like not jazzed about and that's where I like cardone's advice where it's just like well if you can get really good at selling something you hate you can sell anything but I'm just also like whoa okay there's this everything is like the seemingly great line and it's really fascinating I'm just curious on your thoughts on my my aimless ramblings it seems you know as far as instilling that sense of certainty you know yeah and I think a certain you know companies do it really well where you know you're placing somebody inside of somebody's company but you know when there's a ramp up time and you know onboarding and interject them into that culture most people don't have a good culture but you know what we're going to do and I know Cole does this as well Cole Gordon for those of you guys don't know him um he they do like weekly kind of call reviews where the bunch of people come on and they bring pieces of their call I did the coaching on his calls about a week ago and it was like I was going just to listen um but they were like hey like do the coaching I was like well I'll do the coaching and it was cool and I just love it and so I think that as sales people you kind of almost have your own culture and we're going out there and we're hunting and all of that and so it's like I think you know being a part of something could be the team the company like wanting to win and for me when I sold for Tony obviously I believed in what Tony did but I wanted to impress him yeah and it's like you know and you know Matthew McConaughey talks about I have to have somebody to Chase and that's kind of like your your hero is he got it or you Mentor or whatever and I think having that minty Mentor relationship whether it's your coach and I'm going to be the one helping people and I'm digging into them like Tony was for me um you know and you're going to have some of these things that you can pitch and catch with but it's people to basically raise your standards and those standards can be in skills and empathy and connection and how you deal with change but I think we need to have that and so the certainty can come in different places I mean even this you know when you think of religion it's like faith and the Unseen it's believing in something that you don't see right like I believe I have faith you're going to get these results and you know a crazy religious zealot or a great salesperson draw from the same Faith because it's not they say belief but really it's you don't know right and so we all need to build a faith muscle and I I heard uh Earl Nightingale say the best he says faith and persistence are really the same because if you don't have faith you won't present persist yeah and if you're not persisting right now if you're not pushing harder it's because you don't have faith yeah and so belief and faith I mean you know faith is the you know it's the it's the it's the substance of things unseen yeah and so it's like what's that substance that belief that allows us to push the person or whatever like believing something and connecting and being authentically curious and sometimes the Curiosity will come from and this is what I've done and really I think is something that's kind of an X Factor we instill in our people that we train you know of course you want to make money and all of that but my jam was like seeing Tony and being mesmerized about how they got people to change yeah and the question that really kind of Drew Drew me into his world and even him into his world doing what he does was this question why do people do the things they do there's that person where it's like I knew they should abide but like why didn't they yeah and it's like pain pleasure values needs like how do we ultimately understand what drives human behavior and once we get that of course there's the offer and the stuff and all of that sure but it's like the offer can make logical sense but most people people start wars they travel people do illogical stuff yeah and so how do I connect and align and move people into that space so it's really for me the understanding of how do we change behavior and get people to do the things they know they need to do and fortunately for us and if we're selling people raise their hand they clicked on an ad they saw the video and the marketing is going to do some of that work yeah to sell people on they think that it can help them they're at least curious skeptical but how the person communicates how they are how they hold that that frame in some climate challenge with empathy and connecting that's where we we do the thing and we call it the trust Trinity where they trust in you trust in the process and then trusting themselves and so a thing that I what Tony essentially does and what I learned how to do some people sound like I'm the best and you should buy for me because I'm the best right next I'm the best and you got to be the best at your thing you got to communicate like you're the best and they need to buy into you sure and then it's like we have the best offer we have the best widget and we have the best thing we have the best process okay and everybody's kind of gone through a hundred million dollar offers Alex mosey's book right this is all sort of sort of the same but the capacity to get some somebody to believe in themselves and connect with them where you hold them to a higher standard say look I see something and you you might not see in yourself you know I believe that it's possible for you but you need to really want this like is it is it more important for you so it's and what Tony does and what I've done and what Tony does at upw it's essentially like digging into the internals yeah and so there's externals like time and money and spouse and all that sure can't change all that in the call but I can change your beliefs your values your values hierarchy you know your beliefs about your role and your creation of that how you've made decisions in the past and getting you to commit to change something it's like you just told me what you're doing is not working it was like and so how do we work with their thoughts and their feelings because you know I always say this actions and we want people to buy whether they buy or don't all actions are preceded by thoughts and feelings and you know and what they believe and all beliefs I've been created by experiences we had an experience and we made it mean like I should do this I should do that you know I'm not this person I deserve that so we have these experiences that created these beliefs and so also in this realm of digging in with compassion and certainty we're giving people an experience that's why Tony does the firewalk on day one yeah to give people an experience to do something like look and now you're a fire Walker yeah indoctrinated you in a new identity yeah and we're going to create some context around that and then look at how you make decisions teach you how to make better decisions before you decide to buy the thing so there's a syntax to it that takes people and we we reverse engineered that and I've been obsessively you know studying that process sure you know how do you pull eight figures out of a room in a day you know it's like yeah consistently like that's pretty cool and so there's some X Factor that Tony has but when I see and I just figured it was Tony but then we've helped other companies install that um other people have modeled it um certain aspects of what Tony does nobody's going to replace Tony but even with Dean there better processes now yeah and you know the company's doing better but and other people that are not Tony not even that good of speakers are making not eight figures in a day but making seven figures for sure because the process of breaking beliefs right and creating that that environment and taking people through a process that gives them experience which shifts their beliefs which is their thoughts which shifts their decisions and actions and results so kind of reverse engineering all of that I think the you know the microcosm of that is sales and I think you know it's such a key skill to deal with I think that really what I'm doing when I teach sales of course I want you to make money and get good and do all the thing it's a life skill and won't tell people 100 and so I want people to be better better people I want them to date the girl I want them to get the table at the sold out restaurant yeah or negotiate and change I want to change all of them like this and this is an opportunity to practice and get paid yeah you know for the computer game out there like called dealing with your kids call dealing with your yeah called dealing with like you know challenges where your kids are like this is like we are like this is a big deal yeah and if you're like if you don't have the balls to do this thing it's like you're not gonna be awesome at sales one hour a day and be a complete [ __ ] yeah like this is a life skill yeah so when people come to my training and if people are being whatever I'm like that like you're gonna get it and people I've been very hard on people where people like didn't like me for a couple weeks or just like you know what you're you're right oh yeah they could feel that it was like coming from the right place I'm like look you're being a [ __ ] here yeah listen to this you're rambling you sound incoherent this made no sense and I would like coach people that are really wealthy and are like yeah okay you know yeah I was like listen to yourself yeah you know yeah and they're like okay you know they don't it's like they know I'll sometimes I'll pray but I'll say it is I want to be a good coach for you but it's good coach tell you what you want to hear what you need to do oh 100 yeah I'll get that buy-in sometimes yeah I can dig into it yeah that's very well said we when we talk about um being you're either cause or effect no right there's no middle ground do you hear the cause over a thing or your effect to a thing yeah and so um what fascinated me when um I didn't even remember exactly when it clicked for me that like sales was like the ultimate everything like it really is um but it when you're talking about you know getting the table and doing the the things and the stuff and whatnot um it's really interesting um because it's the ultimate causative action it's the ultimate causative skill set and and there's um there's a word manipulate that has a very bad taste in most people's mouths the definite you know what the definition of the word manipulate is no not to handle skillfully wow and so what's really interesting is um you know in in the interest of being polarizing but also being true um I had a I had a training a talk that I gave about you were either the manipulator or you're the manipulated you're either being manipulated by somebody else or you're manipulating somebody else there's no middle ground there's no non-influenced individual in a situation and so how do you want to handle things skillfully or unskillfully cool well we better get rid of that whole uh that whole idea of manipulation is a bad thing because don't you want to manipulate your life to have it be the way you want it whenever you hear the word mutilation for me I I just think about like I go to the chiropractor once a week and it's final manipulation yeah manipulating my son to go back into alignment because yeah out of alignment like where else does that show up my life yeah body like I'm out of alignment like I'm gonna like it sounds like your life your sales your business like but I'm I'm about to [ __ ] yeah I like that I'm going to pop you back yeah yeah and you're exactly it sounds like you're not able to pop yourself back into alignment so it looks like you need someone to pop you back into a second person to pop I do not see anyone else around would you like me to do it for you yeah it's like in the X-ray let's look on the inside and yeah yeah cool well sudden um final thought yeah what's your final thought you know final thought uh you know I'm just I'm excited I popped over here just to hang out with you and then we're gonna fly to Kohl's event um it's cool we're gonna be with like the biggest names in the the industry tomorrow always learning from you learning from other people and I think we learned just by osmosis they say proximity's power get in the room and so I'm excited to be here in this room with you and just was thinking about the way here um that whole thing that we all know who you surround yourself with is you become hey so get around great people do big things and you and I are going to be doing that all this week awesome man well I appreciate the time dude and uh it's it's always it's always going to be fun so uh when we have a we have a plane ride tomorrow we get to jam on God knows what so I'm excited for that too yeah I can tell you that I've studied sales and influence for well over a decade and I consider myself pretty darn good at it having built two seven figure businesses trained sales teams and all that stuff but after I had met Eli and started hearing him speak I immediately went back to school Eli has completely changed the definition of what it truly means to become a master of influence so if you want to learn more about Eli links to his website podcasts YouTube Instagram free Facebook group with a bunch of resources and even a free ebook called The Art of enrollment all those links are in the description go ahead and check those resources out I hope you enjoyed the show thanks for making it to the end and I hope you got something out of it the good news is I've got another one that you're going to like and the link is right here all you have to do is click it and it'll start playing to go ahead and click that now I'll see you in the next one [Music] foreign [Music]