 We're live there. We good? Yep. Awesome. Welcome back, man. Hey, when life throws you challenges, man. What are you gonna do? Are you gonna get through it? Are you gonna try to order it? You're gonna create. You ain't gonna quit, bro. Today's show is about effort. Effort is what defines you. We posted the Ray Lewis video a little bit earlier on our page. You can check that out there. It's a minute and a half, minute 45 seconds. Ray Lewis talking about effort and how effort is what made him different. It wasn't talent, but over 17 years in the lead, effort is what made him different. 15 Pro Bowls or whatever it is. He's gonna talk about effort. He's gonna talk about motivation as the conference, our conference, 8% nation in October. And I'm super excited to see that. Go check out the video that we have on our page from him. But I believe, and what he says is effort can't be judged. You can't judge effort. Effort can't be judged. And effort is just between you and you. It's not between anybody else. It's you and what they're going to do. But you normally know, right? Right? But when things go awry, you know, hey, did I freaking give it all I got? Did I give it everything that I've got? Yeah. Guys, can we move to the board? Yeah. All right, sweet man. All right, so I want to talk a little bit about where effort fits into a couple of different things. If you think about in terms of the X and Y axis and you think about this being what you're passionate about, did you have a better handwriting than me too? Not much. And this being what you're capable of. Okay? And this right here is your potential and your talent. So you got your talent. You got natural talent. You're naturally talented at something, right? Yeah. But where are you going to be on this line when these things intersect? I'm passionate about the 65 Mustangs, but I know how to build this. I'm this good at building an engine. So this is my potential in there, right? But if I learn how to build an engine, how to weld floor boards, how to paint, how to do all that, if I increase my capabilities and my passion stays the same, my passion was right here, then now I'm over here. So now my potential, my success is a little higher. Now my potential is bigger, right? Okay, so you got a couple of different things. You can increase your passion about something, find something that you're passionate about, which will help you sell more, create more revenue, whatever. You'll sell it better, you'll believe that. If you own what you're selling, you're more passionate about it. That's one way to do it, right? Or you can increase your opportunities. Opportunities, you can increase your opportunities, but an opportunity is only as good as what you're capable of. I can buy 1,000 leads, but if I'm not capable of working them, doesn't matter, right? Well, I can be passionate about eventually flying a plane at some point in my life, but if I never actually learn how to fly, then there's never any success, there's never any potential, right? Right, exactly. But here's where effort comes in. Here's where I like the effort thing, the Ray Lewis effort, it's just right here. I'm capable of this right now. Maybe as I get older, I might be capable of a little bit more, but if I push effort, if I create more effort, if I do 10 times what I was doing before, if I learn more, if I read more, if I take more sales training, if I enroll in a coaching with a mentor, then my effort will push my capabilities all the way over, and then you've got the possibility for a lot more success. Don't you guys like that? You gotta like bigger circles, bro. I like bigger circles. A lot more, a lot more, but you've got to be able to be passionate and increase your opportunities. You've got to be, you've got to put in the effort because talent is not enough. You've got to put in the effort to increase your capabilities, right? If you increase your capabilities. Now, word of the day, word of the week for our show is effort. I believe it's effort. I believe we put, I've never seen anybody put in more effort than what you put in, and I'm trying to keep up with that, but if you, those of you that are watching, if you need coaching, if you need training, if you need a script, if you need whatever it is that you need, you just need to be more capable of making more money. If you want to make more money, it is about increasing your opportunities, wherever you've got to increase them, whether it's leads, whether it's meeting with more people, whether it's- Yeah, because you're enthusiastic. Like for, even for me, I learned a really fast example at 19 years old. My enthusiasm and my passion were off with a freaking Richter scale, but I had no sales experience, no clue what I was doing. Now, I had a personality that made up for some mistakes along the way, and then I really dove in and started to learn sales. And you couple those two things together, and it's like a freaking nuclear bomb. And you run into it all the time. Like when you're out and about searching for a product at Best Buy, or you're searching for whatever, and you run into somebody that's passionate about what they're selling, it's obvious and it's hard to not buy from them. Yeah, well, we were at Elite Promotions here in Springfield, Missouri earlier. We're looking at, we're looking at thousands and thousands of polos and bags and- For the conference. Yeah, jackets, all kinds of pop sockets, all kinds of stuff for the 8% Nation Conference. This dude was so passionate about freaking apparel that I'm like, this number one, this dude's nuts, okay, it's a little weird, but I want to be business with that guy. It's not weird to him, he's passionate about it. No, he loves it. He's passionate about it. By the way, if anybody ever asks you to join a nonprofit board, they're tapping into what you're passionate about because you have a heart for the mission and they're tapping into what you're capable of. Whether you can bring more money to the table or you can bring more people to the table or whatever it is. These things, the passion and opportunities, you must figure out a way to increase those on your own. But the one thing that you can control, and that's horrible handwriting, we always will talk about control what you can control. You can control the effort to increase the capabilities. If you increase your capabilities, then this, your green marker is a big square. What if they're watching and they're lacking the passion to give the effort that they know they need? They're struggling to push through because maybe whatever career they're in, maybe it doesn't jazz them up and make them super passionate. I don't know, I'm gonna be doing something that, I mean yeah, people say you wanna do something you love. Dude, I wanna do something that I'm freaking passionate as freak about. Yeah, if you find something you're passionate about. Now, I believe, this is where we talk about self-awareness all the time. I believe the passion exponent today is where we talk about self-awareness because maybe it's that I don't enjoy selling cell phones every day, but I'm passionate about putting my kids through college. So I will find whatever I need to do to do that. Exactly. That's where you find it's self-awareness. What are you passionate about? Because there are things in your life that you're passionate about. Things you spend money on, things you spend time on, things with whatever it is. My Facebook page says spend time today on what's most important. Which is like a huge, but whether it's your kids, whether it's your whatever, spend time today on what's most important, don't let that bite. Self-awareness will get you the awareness of where your passion is. And you can apply that passion to whatever you're doing. Now I believe that if you're selling something, you should be passionate about it for one reason or another. You should believe. The client can feel it. Yeah, you should believe that you're helping the client. And if you don't believe that and if you're faking that, then that'll never work. You have to find and be passionate about it. But really what you can control is self-awareness on the passion side and opportunities. Effort is where you can push. And that's why I think the Ray Lewis story and the way he presents himself and how it really was all effort for him. He wasn't the most talented. He wasn't the biggest, strongest, fastest. It wasn't anything. But nobody outworked him to get that ball. Effort. And if you're struggling with that, you're watching and you're like, hey dude, I'm not as passionate and I don't give as much effort as I know I should. That's one of the biggest reasons why you need to be at this conference. Because Ray Lewis is going to tell a story that you do not want to miss. I'm getting chill bumps and goose bumps and tearing up just freaking thinking about it. That dude, that dude gives more effort than anyone you will ever meet. You're gonna love it. And you're gonna learn how to give that much effort. Yeah, and the tickets are next to nothing. Let's just get there. Just go. I mean, we are, where do the week this week is effort? We're gonna have a word of the week every week. That's basically your coupon code for what we're doing. And we're giving away coaching and sales training this week for half off. If they can use the word effort as their coupon code, give us a call A3340 agent. We are doing coaching and training for individual agents. Before yesterday. Before yesterday. We're doing coaching and training for teams. We're going on site. If you want us to come on site, we are passionate about improving and training salespeople no matter what walk of life it is or what sales program it is. That's what I freaking, that's why everybody says, hey Cody, you know what? Couldn't you have a lot less stress and go make half a million bucks in the field selling insurance? Oh dude, all day. Probably seven acres, I mean honestly. But I'm passionate about getting people in front of prospects that are ready to buy. I'm passionate about when people get in front of prospects or they talk to prospects, what do they say, what do they do? I'm passionate about the conference because I know it can bring success and improve the statistics of this industry. I'm passionate about, it comes back to it. A lot of people are just passionate about helping others and I think a lot of people are. I think a lot of people in this room are. And I think a lot of people in the next room are. I mean I think that our company is based on a sense of helping others. And we're doing it in sales training, we're doing it in coaching, we're doing it in what we provide for agents, we're doing it on the phone all the time. Let me just tell you something. If you need help doing what you're doing, call one of our business consultants, they're there to help you. I mean, Don will help you through whatever it is you're going through. And he will, it's a truth. He tried been through it, man. It's the truth. He's a good dude. Well, I know we're going to. And we do it effort and we care about people even when the AC's out and it's like 85 degrees in here. Who cares? It is hot, man. The goal is to help people. The goal is to bring effort. Who cares? The ad team's over there filling leader orders like crazy because they're here to help people. Not because they're freaking sweating like crazy because they are, I guarantee it, if I'm sweating, I know everybody else and you're sweating. But we're here to help people. We're here to bring effort as Ray Lewis would do, right? Right, right. 100%. We always have that 5% that we're not giving. We're trying to bring 100%. Today we did role-playing. You sold me a color. If you missed that, you need to go back and watch that. I sold him a season. I sold him his frame. Crazy, right? So we also did a question with a question. We're going to have a game like that every week. We're going to have a word of the week for a coupon code every week. Pick your poison as a consistent. This is a show that I think will help you with your sales training, give you ideas on how to make you better tomorrow than you were today. And like I said, if it's a team, you want us to get involved with the team. If it's individuals, just give us a call. We want to help you. We want to help you get better on a consistent basis. So thanks for doing this show today. Thanks for working through it, guys. I know we had some issues. Thank you so much for that. Thanks for allowing me to scribble on the board. If you missed that, go back and watch that. We're going to, the 8% video is on our website. It's on our Facebook page. They can check that out. Make sure you go to the 8% Nation page. We've got a new Facebook page for the conference. I want you to go there and like that for me. That's something you can do for us. If you got value at all. And one more thing. If you're in Nashville, I want to know you. Completely. If you have friends that are in Nashville, please send their contact information to us. We're going to be there. We want to meet as many people as we can. And if you're in Nashville or in the area down there, please give us a shout. Give an email. Dave at SpearAgentMentor.com. Call us at 8-3-3-4, the agent. We want to meet you and we want to see you down there. Let's go! Deal breakers. All right, deal breakers, we have every Wednesday at two o'clock Central Center time. We do something crazy. We do something creative. Today, this week, next week, for the rest of your life, I want your passion to meet what you're capable of. And I want those two to be off the Richter scale. Do that for me and be a part of this every Wednesday at two. Appreciate you guys. See you next time.