 The strongest selling tool that's ever existed, reciprocity. Reciprocity means once I give you something, you have to give me something back. It means if I give him a glass of water, what am I about to do? Ask for something. What am I looking for? Him to give me a check. This is all the psychology of selling. This is the art of the deal. This is the art of selling. This is the art of relationships. This is the art of setting up the sale so it can be closed. This is the art of getting people to be comfortable. This is the art of getting people to do things that they normally wouldn't do. Okay. One to 10. Master of stranger. How good are you at walking up to somebody, shaking their hand, making a best friend within 30 seconds? Like for real. Like because a lot of people aren't good at this. Listen, if you're in sales, you have to have relationships. If you want money, where do money come from? People. And where do people need relationships? And how do you build relationships? By shaking a fucking hand and introducing yourself. Mastering a stranger. Dude, I used to hire salespeople. They'd be like, all right, I'm ready to roll. Okay, we're going to the mall. Why are we going to the mall? Because you guys are going to walk around for five hours and I'm going to watch you walk up, shake people's hand and master strangers for 30 minutes. Come on, man, let's go. And they're like, oh, this is stupid. Get the fuck out of here. All right? Get out of here. I want people that aren't afraid. I want people that believe in themselves. Hey, if you're going to bring something to the table, do I got to believe what you have is good for me? Dude, do I got to like you? You can be a savage. You can be the craziest person, but you must still be able to master a stranger and love people. Sell like a lion, act like a lamb. You can be a fucking lion. You can be a killer, but you roll like a lamb. Nobody needs to know how good you are. Okay, nobody knows what a sniper looks like. If there's a hundred people sitting there and they're like, well, pick which one's a sniper, you don't fucking know until they fire the shot. Like that's why we train. We train because it's like people can't tell what's going on, but they know. You guys look in here and some of you if I was like, hey, pick a friend. Would you pick a friend that believed in themselves or pick a friend that had their head down? I wasn't talking to anybody. You'd pick a friend. If I was like, hey, guys, we're going to go sell whatever you have and open a business. What would a lot of you guys do? You look for the person in the room who's in here shaking everybody's hands, who's happy, who's talking to people who's got energy. Have y'all seen my team? Dude, my team had to learn or had to be able to master a stranger when I met them. Listen, that's what we do for a living. What do you guys do? Meet people every day, right? Some of you, you stick to yourself. As cool as that is, this is the most deadly skill that I learned, the ability to master a stranger. Everybody write down micro skills. Underneath speaking, write down micro skills. Okay, eyes, hands, teeth, hair. The way you laugh, your hands, your feet work. The way you move your feet when you're talking. Your body posture. If you nod, your shoulder shrugs. Okay, do you point when you talk? Are your hands down? Are they up? Okay, is it inviting? Is it warm? Are you pulling people in? Are you pushing them away? Like everything you do, your voice, is it high? Is it low? Is it smoothing? Is it passionate? Guys, passion, carry it with you in every conversation. And people will be addicted to being around you because you're alive. This is our company. And by the way, we're sweet, we're loving, we're kind. We're not alpha. We're loving. Okay, everybody wants love. You gotta be full of love, okay? We're gonna go shake their hand. And when we get their name, we're gonna repeat it again. Sir, how you doing? Andy Elliott, what's your name? Darin. Darin, nice to meet you. Darin, nice to meet you. See how I snapped his hand? Hey, Andy Elliott, what's your name? Eli. Eli, nice to meet you, sir. Okay, what's your name? Andy Elliott, what's your name? Alex. Nice to meet you. Notice, do I let go of your hand? No. I say your name, I repeat it back, and then I snap your hand. Who gives a s*** who's walking in the room? You guys get it? This is how easily you're distracted. When I'm working a deal, and I'm sitting down here working with the client, you think I give a s*** if anybody's walking around me? You think I care if a phone's ringing? You think I care if anything else is going on? I care about him and him only. This is me being present when I'm in a deal. Am I on my phone? Am I talking to a teammate? No, I'm right here. You see, what I want you to know is that what you guys want, which is attention in this world, is exactly what your customers want. You guys got to get out there and realize, dude, you got all these distractions that are distracting you. Dude, if you don't end up getting where you want to go, at the end of your life, you're gonna be sitting on a bed pan, and you're gonna have regrets.