 That you guys are gonna need to be able to make it courage raise your hand if you're shy now Why why would I ask if you're shy because I want to explain something to you so everybody can understand this? I'm shy. I am shy. My wife is shy. She's a very shy person Oh, here's the deal though what we learned really quick was when we got in cells being shy was gonna be our biggest enemy Guys you ever heard the term everything you want life is on the other side of being uncomfortable Okay, it's the most truest thing you've ever heard in your life and to truly understand what it means It's I asked a question just now I said raise your hand if you're shy some of you guys that were shy didn't raise your hand what that means is that you were Afraid that if I said cuz you know that I'm crazy You were afraid that if you raise your hand that I was gonna call on you and I did but by the way What if you knew you were shy and you raised your hand because you were hoping that today You were gonna tell the truth to yourself right and you decided you're gonna lie anymore And you decided that look maybe maybe there's a date in everybody's life The day you're born the day you die and the day you really wake up that today could be that day, right? Everything that you want is on the other side of being uncomfortable getting up here. This is what we do You are not a performer your job isn't to come up here and act like something But the ironic part of it in life is your job as a great sales pro is to put on a show worth paying for So you actually are a performer Okay, really in life you truly are an actor. Okay, let me explain what that means your job is to act like there's nothing more Important than your customer. Am I right and by the way you have other things going on in life? I know you do but you have to make sure that you act like your customers the most important priority right now when they're in Front of you because if you don't they won't feel like they are am I right when's the last time you went and bought some Something from somebody and you're blown away by the way that treated you blown away and you said I want to buy everything off this person forever probably didn't happen in a long time because it doesn't exist That's why it's so easy to be great. So my goal is what I want you to understand is this we've got her We've got him. Look number one getting embarrassed means nothing. How much money does it cost you to get embarrassed? I mean like it doesn't cost you anything But what what if you got up here and you did something and you pushed yourself and there was a breakthrough and you went To another level you don't like being in front of a lot of people get in front of a lot of people Okay, you don't like speaking in front of people figure out how to speak in front of people look guys I'm gonna say this the number one most important thing in life that you'll need as a closer or sells person It's somebody's gonna be a high achiever is you'll need massive certainty write that down massive Certainty massive certainty Certainty means this that whatever it is that you say you truly believe it and you say it with conviction and Believability so that the person that you're talking to believes it. Does that make sense? What is the term being sold really mean when someone gives up on their beliefs and they believe your belief? Do you guys want me to say it again? How is this sold made? How does somebody sell something somebody gives up on their belief and they believe in yours? Does that make sense now? How do you get someone when they come in and they're not really thinking about buying to thinking one to buy something Well, number one we treat them like a buyer. Am I right number two we put on a show worth paying for we have a great attitude Okay, number three. What do we do? We have the courage to take them through the process Increase their state guys when people get their in-state increased does it make them want to say yes to whatever Did you have yes whose job is it to increase their state? Is it yours? That's right. It's your job to increase their state I see people all the time. They're like this guy's just not wanting to buy anything. I'm Michael did look at you I mean, I wouldn't want to buy either. I mean unless I had to buy something today Like I had to like I'm walking like I wouldn't buy that from either and by the way, here's what's super cool You let me tell you the cool thing your competition. They're not up here with you right now You know what that means? They're at home asleep today, or they're just working That's all and they're gonna continue to just keep working when you're in here You got this bucket and you got these holes in it and you know that when success is pouring into that bucket Those holes is pouring that success out So your goal is to patch holes today so that you can fill that bucket up with success and you can be dangerous Okay, so if being shy is a hole being shy your goal today is to say I'm not shy anymore And by the way, I want to tell you something. Are you a liar you need to be yes Andy Elliott needs you to lie to yourself. Don't lie to anybody else, but need you to lie to you I'm giving you guys permission to lie to yourself lie to yourself that you're the best speaker in the world Why do yourself you're the bro? You're not shy lie to yourself that you have more courage than anyone else around you Why lie to yourself and guess what? I will tell you this you'll be lying today But next year you'll be telling the truth you hear me You know why because today who it is that you need to be to make all these things happen You need to believe that you're that person right now. Why to yourself. It's the number one way I was able to scale the fastest I acted like I did that I had a company when I didn't have one Okay, I believed in all these things before they came true and guess what I let reality catch up Does that make sense? But how many people will say when reality catches up I'll act like that. That's not how it works That's the reason why we say that successful people are crazy. Okay? They truly have a belief system in it that it's on it's almost like it's unparalleled anything else It is a superpower