 Hey deal breakers. All right, you ready brother. I'm ready. It's been a while man. It's been a while Okay, so what we've done what we've done these together two of the last four weeks. I don't know. I think I think well I would I ain't yeah, we didn't want this one and then I think that I missed two on either side I think you were in Nashville both of those other ones pumping up the conference baby. Yeah on the road every Wednesday at two o'clock Central Standard Time Dave and I get on here To help you do breakers we get energized we get jacked up we get excited we get focused on Growth production bringing value to you training you and today. What are we talking about today? We're gonna help them overcome something. Let's talk about in your life. Let's talk about fear. Okay. Let's talk a little bit about fear What are you afraid of what I don't like snakes? Yeah, I don't like snakes. I don't want to be around them. Why not I don't trust them Okay, do you have a reason not to trust them or do you just not trust them because other people don't? Oh Man, that's good. That's a good. That's good. That's good. Is it my I've never been bit by snake I've never been bit by say they bite but but I don't know I've no proof But I stay away from them. So that's why I don't get bit by snake, right Bailey. Oh No No, no, no I love that. It's funny too because people I cracks me up people are afraid of spiders like around here in the office People are frequently, you know, but spiders don't bother me. I don't care about spiders But snakes. Yeah, and and you may bring up a great point. I have no reason To be scared And I'm actually I actually I went on a mission trip years ago and It was down in the Amazon and I actually held a snake a big like a book and really yeah around my shoulders because never done that because It was a fear that I wanted to overcome right so it was something that I wanted to do it scared the Jeeps out of me But I did it You know, I don't I don't like heights, but yeah, it's on my list to go skydiving I'm gonna go stick skydiving because I want to I want to do that and feel what that's like Yeah, but it can it can directly apply to business and insurance as well. Yeah agents are sitting there and So I'm have a fear of the phone, right? Some of them have a well, okay for everybody's different You know mine is It's just like a complacency, you know, it's almost like yeah, like a lot of Like like resting like just night like didn't meet my potential today that kind of thing saying like too much I mean all of it any of it really Yeah, yeah, well I I brought this up to you earlier because I've never seen you be fearful I've never seen you be afraid of anything right and everything everything your your activity level and your energy level I told you earlier. I think some people don't think it's real. It's actually real Yeah, or they don't understand it because they don't have that kind of activity and in their life Naturally, somebody would think it was fake if they don't know any better I think yeah, if they if they're not with you like we are, you know constantly every I mean, I'm the same in real life as I am on video, but that's not always the case with everybody No, no, that's not that's not and we're kind of used to that kind of idea. Yeah, but what else, you know, what I think fear of rejection I think fear of The phone what are some of the things that that a person could be fear of closing fear of asking because you don't know How to ask it's a lack of knowledge. You don't know what they're gonna say Yeah, you're worried about you're worried about ticking them off You're about asking too hard or too many times A fear of getting kicked out of the home fear of telling somebody what you do for a living Right. I mean like we talked about David said at the conference. Yeah, we talk about all the time Like I have no fear to go up and talk to somebody I have no no clue about right I'm just like, let's just jump in and see what what do you got because you're going to have something for me And I'm going to have something for you And I know that whatever it is when I'm in a networking place or whatever That was something Patrick by Davidson at the super conference in Chicago We were at and he said that when people ask him what does he do? Yeah, he says I'm a life insurance agent Right. I sell, you know, I sell life insurance to protect families No fear of that Yeah, there's a lot of people that They're like, um, I'm in the interest because they're not proud of it. They're not excited about it You know, it's a fear of what people will How people will perceive them because of that I was talking to a guy the other day that had a real problem with fear of closing Like real problem and he would close in an apologetic manner. Yeah Yeah, I'm about to ask you to buy. I'm sorry, but I'm sorry, but I've got to do this I've got to do this and I just want to know which one of these would maybe fit your budget And we just, you know, really it's just about confidence, right? What would we talk about earlier? Confidence comes from knowing that you are doing something and knowing that you can do it effectively And knowing that you've been there before and knowing how to get over that it's to where like, you know If I was to go and hold a snake and know that it wasn't going to bite me, right? Then I could do that But in business and we just we've got to just jump. We've got to get we've got to go outside your comfort zone You've got to go outside your comfort zone. You never you'll never increase and the whole thing with closing too is All closing is is that you're more confident that they're going to do it than they are that they won't right? That's all close. I'm more convinced. I'm more committed 100 I mean, that's really all it comes down to. Yeah, completely. Yeah, really and just going like you Like you own it, you know, it's your thing. It's not I mean, it's it's not an apologetic thing It's uh, it's a real this is what this is what's going to happen Yeah, I don't want to apologize for Especially in this business when you are helping people because a lot of times they will start with an objection You'll start the appointment and they say hey, I'm just shopping. I'm not buying today An hour later you have sold them and they are thinking you For selling them They won't want you to offer. Yeah, they just want you to prove that you're worthy of Getting it. Yeah, absolutely. And you have to believe that they are going to want what I have to always thank you I don't care if I you ask them 10 times and you're pushing in aggressive. They're still going to thank you when you're done Yeah, because you're doing them a service. You're actually you're doing them a service. Yeah, you know, it's your purpose That's what you're there for. Yeah, right. We talk about finding your purpose and what you do and and I have a lot of purposes for what I do and how I do it. Yeah Here's what I want to know though because youtube is quiet Facebook is always great. I need youtube to be great today is what I need but What I want is I want you to put I want to apply this to the insurance business I want you to comment below right now facebook instagram or youtube and say, hey, here's If I hypothetically because you guys know I love hypotheticals hypothetically if you were afraid of something in this business What would it be? If you were afraid of something Hypothetically, yeah, because some people don't want to admit they're afraid of something Right, right hypothetically if you were afraid of something. Yeah, what was the when you first started in this business? What was the what was the thing you were afraid of the most? um I set a goal publicly and I was most afraid of Not hitting it. You did that even then you you're the best. I've ever seen it like like listen. This is what I'm going to do This is what I'm going to do Knowing that you don't know exactly how you're going to do it Like I don't know exactly how it works though. Definitely It always works out in the end. It always does like I've never seen anybody that can do that like yeah on a consistent basis I'm going to do this Even though I'm not really sure but I know that I'm going to do this right and then figure out how to do it Yeah, no, that's it's it's true. That's awesome. So what we need you to do is jump in comment and say, hey If I was afraid of something this business, this is what I'm afraid of maybe it's the phone Maybe it's objections. Maybe it's asking for the sale. I don't know how Maybe it's product knowledge. I feel like they're going to ask me a question. I don't know the answer to right No, we've given examples of what to do with that. Um, I'm afraid of You know what my family is going to think when I if I fail because I don't you know, I'm I'm or I'm afraid of how my family and friends perceive me because I'm on a commission job I don't have a 401k. I don't have health insurance. I'm not guaranteed to make any money at all Maybe it's you're afraid of not making money Approaching them. Yeah, afraid of not making enough money. I mean it's it's everybody's everybody's got something internally We've all got these internal demons that we're dealing with we may act like they don't exist Dude, even everybody It doesn't matter. Yeah, everybody does fear of speaking Fear of speaking in public There's people that I wanted to speak at this conference that wouldn't Because they were afraid to get up in front of a thousand people in an infill stadium. Truly, that's a real thing That is a legit real thing. They say that's the number one fear on any list is fear of public speaking And I I don't Seriously, I think I think it's I don't know. I mean to me. It's like and I know it is for you. It's like a light switch You know, it's like, yeah, I was nervous nervous, but not fearful. No No, DJ made it easy. DJ called my nerves in the hallway before we jumped in man Walking around with a camera in your face. Yeah, yeah, that'll get you warmed up. Well, that's what that's what you do Okay. Yeah, exactly. Well, that's that's that's one thing we can apply to agents You're scared of something Overcome it and do it first thing every day First thing Like if you're scared of if you're terrified of videos and you suck at videos I bet 30 days of doing a live video every day You'd probably end up not sucking you're being scared of it anymore. You wouldn't be scared of it anymore You may still suck I wasn't gonna say that Well, you kind of did I'm like, I'm saying it It's like the the statement that didn't get said, but thank you for yeah, no, you you may still suck But you get over the fear of it, right? Right? But we've talked about that before too if you feel a moment of fear of something ripping you that's the moment You should actually do it. Yeah, that's the moment. You should actually jump because what happens is You say, oh, I want to do this But then you add time to the decision and then you your brain starts to rationalize with your heart and say These are the reasons why you shouldn't do it Are you sure you want to do this and then a week later you've talked yourself out of doing it at all And you stall and you get up and you go, you know, if it's you go ask opinions of people that That are going to bring you down that are going to bring you down that are giving you opinions that you don't want to hear Or justify your thinking but you're doing it on purpose because you you kind of want that because you're afraid of doing it I read uh Monday morning. This is true. This is good. I read Monday morning, uh that you always see what you want to see So if you're looking for a reason not to do something. Yeah, you're gonna find it. Yeah, if you're looking for Uh, a reason not to like that person you're gonna find it If you look but it's the opposite applies to true if you're looking for a reason to do it You're gonna find that if you're looking for a reason to like that person You're gonna find the way to like that, you know We're really good comment on youtube nicholas on youtube to say fear of not having the money to buy leads And spend money and not getting a sale to generate profits That's a legit real fear for every almost every insurance agent. I know they're like, well, I'm scared to spend the money I'm also scared that if I do I won't make the sales to generate the profits to be able to buy more leads Yeah, yeah, and that's and you're looking for reasons not to flip it around What are the reasons to do it the reasons to do it or if I don't get leads? I am not the ben franklin closed You've seen that right the pros and cons. Yeah, I've done that with clients and it actually works Oh, yeah for sure if I don't buy leads then I will not make sales right and that's more of a guarantee than the other I just got to figure out how to make it work. You know this with the ben franklin closed though. What you do is This is this is the this is the reasons to this is the reasons to Don't not to do it or whatever right, but you put Actually you do it in reverse you do it in reverse. These are the reasons why I should Why I should and these are the reasons why I shouldn't and what you do is You you help them fill this section out And you help them and you go you come up with ideas for them and you put creativity and you help people On this side them do that one make them do this one on their own and they'll never come with many ideas They'll never come with as many ideas why they shouldn't as why you and them Not as strong as the ones who just made that they should yeah for those that don't have that don't know the ben franklin closed You got to know that one that one works. I'm telling you why I've actually used it when people were like, well I really struggle with the way it all out. I don't know if I yeah Well, let's break it down. Yeah, let's just talk about it for a second. Hey, this is something that been and I don't even I don't call ben franklin closed, but I'll say this is something this is the benjamin franklin decision making method Yeah, this is a tool. We're gonna use this. He used it for for decades Let's walk through it together to figure out whether something was right or wrong to to do and whether he should pull the trigger or not Right, let's just figure it out together It works it works jimmy jones There's a sign that says there's a there's two men one that says he can one that says he can't Both men are right. Yeah, both are correct. I love that. DJ said he was a jimmy jones grabbing a Sandwich I can't say a sub is not somebody the sandwich before before he came back and he said there was a sign It's a great sign too. There's There's two types of individuals people think they can and the people think they can't and they're both usually right They're both are right You're going to see what you want to see you're going to do what you what you find Well, yeah, let's go back to nicholas for a second. I think it's really applies to a lot of The fear of not having enough money to buy leads And spending money and not making a sale to generate profits to do the game to keep the cycle going It's less of a fear of spending the money. It's more of a fear that It's almost like a lack of confidence in your ability. I'm not good enough to it's more of that than that Lack of spending money everybody everyone will throw 500 bucks down the toilet. Nobody cares Well, we do it all the time. We we do it with starbucks with me every day. We do that. I mean Yeah, yeah, I don't I mean I could spend two grand a month on this. I don't know what I said Right, I need it. We spend money on things all the time. They don't produce anything completely But it's less of the spending of the cashola and more Of the confidence in myself. I know i'm going to get a return if I buy leads But i'm sold Yeah, there's no there's no uh wiggle room for the lack of commitment. That's what it is necklace buddy And i'm telling you brother, you're probably better than you realize man I've promised you that the fact that you understand that that's an issue. Exactly. Yeah, that you can vocalize that means that it's getting It's it's believing yourself. Yeah, it's knowing that you can do it and but you got to believe it first because Like we said earlier Closing is you believe more that they will buy than they believe that they won't let's talk about it in terms of coming to the conference uh I know that spending money on the conference is going to create a return on investment from it's not the money people say It's the money. It's never the money because we we've had deals for like a couple hundred bucks for crying out Yeah, it's not the money money and time and effort and and time away for whatever There's all kinds of different things But I know that if I do that it's going to create a return on investment much greater than what I expect Yeah, right. You know it too You know it because you've been to conferences. You've seen things. You've they've probably been to conferences that didn't produce results Maybe maybe so they didn't get a return or they've never never been to a conference or they've never been and people say not to And they've heard people say that they don't for whatever random reasons Right, like me not wanting to be around snakes. There's I have not been there will be no I can't promise there won't be snakes at the conference. I was going to say they're okay, so But we're in a stadium. We're in a stadium And open air and there's going to be a few flying around there's going to be a few preachers there And they might bring snakes with them so you never know you don't know you don't know Jorge It's all about the ROI Jorge. What's up? Come on, dude Jorge is known as Jorge on facebook and he's known as George on on is Real name or whatever on youtube so I always see George over here and Jorge over here But I know it's you bro. So thanks man. Appreciate the comment awesome So yeah, it's an ROI for him It's the I mean that's that's all it comes down to but More than the ROI It's the lack of confidence in your own ability as a salesperson if you could if you could stick $10 bill into an ATM machine and let it sit there overnight and then go back the next day and draw $100 Yeah, and you knew that that was going to be the case every time You would do that. There would be no question. You had to do it every day But I got to give up on my $10 bill. I got to I got to put a $10 bill. I don't have I know Now I got to put a make time to insert $10 Now I got to put a hundred dollar in a hundred dollar bill in tomorrow. Well, that's a lot different But I know the next day I'll get a thousand back. Okay. I would do that every day I got to put a hundred grand in there. That's a lot to get a million bucks tomorrow to get a million bucks tomorrow I do it in a heartbeat. That's kind of the insurance business, right? Yeah, it's Jorge's a shark bro. No, you're the real shark, bro Come on, man. Jorge is the man. I love that. I love that So I think that's that's really what we're talking about return on investment with leads. Yeah, you got to have them You got to do it To make this grow without leads you're unemployed. Yeah end of story and you say well Well, that's not true because I succeed without buying leads The people you're selling I don't care if they're one market. I don't care if you're doorknock and I don't care if you're calling Guess what they're a lead. Yeah Yep, that's true. That's true And and the conference the same way the conference is an investment in your future It's an investment in the return. I don't know if you've ever seen grant card on speak I know you have but I don't know if our audience is ever seen but it it produces a change He's good in me. It produces a change. He's good any baby. He is freaking good any day. It's unreal It's unreal. He's and and that's one of the speakers that we have coach bird is the same way It produces a change in your life when you bird when you see these men speak It's unreal. Uh, you can tell the excitement level just jump to a tail We start talking about the guys you're with this conference. Well, because it's it's legit It's legit and it's going to make a difference and it's the return on investment in your life And your business on monday morning is going to be so much greater. It's too legit not to quit Do you know who that song is by? Yeah Probably a wreath again Earth went in fire. Whoa, there we go. Earth went in fire. Let this is a beast dude. He's a man. What's up, Jared? What's up, man? You wait Orlando? We love Helping you and we love talking about I love talking about psychology side because there's a lot Of it people that struggle mentally. There's it's all a mental game. It's all a mental game. It is not It's you can learn product knowledge and you can learn product knowledge. You can It's but and you can learn skills But it's a mental game the whole thing based on a mental because this is this is a I think this is a brilliant question I'm gonna Tea it up for you ready. All right. So the question is yeah Would you be The salesperson you are today if you had Only read books and listen to audiobooks and research sales, but never actually Try to sell ever Or would you be better? If you didn't listen or read But it just got in front of a ton of people And actually got good itself By doing Yeah, yeah That's a great question. I think that's the difference between real world and academia I think I think real world is I know that I would be better. It's great to have both It is I know I would be better with personal experience Because and and we do more of the things that we do. Yeah In sales. Yeah, because of things that we've learned now. I picked up valuable nuggets I'm telling you what but actually doing Is the best recipe for anything? Yeah, and I think that transcends Any industry? Yeah, like I think if if you're able to do and you've seen You know the highest end of high-end Sales and marketing people and whatever it doesn't matter what industry it is There's human nature. There's I know what I'm doing. There's some skill level to it But I can we can go we can go sell cars tomorrow We can go sell snow cones on the corner. We'd still be great at it, right? But this is the industry that we love this is what we're doing That we're trying to help we're trying to bring everybody up into the 8% and But these things that we're talking about are real world things That's why this show I think is so great because it's real world things. It transcends product knowledge And it's all focused on solving problems. Yeah, it's it's it's good stuff, man. It's good stuff That's why that's why I enjoy deal breakers. I think it's a good time to just go ahead and close out Let's do it man. Let's do it deal breakers with kody and dave Tell them but I want them to do this. Yeah I want them to add us on facebook. Yeah, share this out messages. Yeah Because if you don't have your ticket, yeah We're gonna hook you up with some we can't say it live on video what we'll do for you But we'll do something stupid tickets to help you get there tickets are selling out Yeah, vip and premiere are legit vip and premiere are sold out the high two highest level I've already got over 300 people just at the party alone We were talking about having a standing remotely ticket at some point For real because it may get to the point where it's standing remotely. We've added 40 today and it's just after lunch, man. It's ridiculous really it is It's gonna be an awesome event, man. It's 15 days almost 15 days in a few hours I always look behind me because I'm used to doing those because it's usually up here on the screen I'm used to doing those Interviews with people. Yeah There it is 15 days 9 hours 37 minutes and 40 seconds To the conference We need you there. We want you there. You need to be there If you're in the Nashville area or in Tennessee at all Give us a shout. We want to talk to you before we get there because we want to meet you when you're there Uh, get your tickets now, man. It's selling out. We that's joe yak would say get your tickets now before it's sold out VIP and premiere sold out Man new executive seat Yep crazy speakers crazy panelists So all the sponsorships are sold out except for the gold There's just a couple of spots left on that too. It's been unreal from here on vf here sold out call about our new bogey executive ticket Come on. We're super excited man. It's gonna be a great event. You need to be there. It's gonna change the world It's gonna be a great return on investment deal breakers every Wednesday at 2 p.m. Central See you on friday favorite cent club. Have a great week. Thanks. See you at Nissan stadium really soon very soon