Okay, with all that stuff since I moved here.
So, I'm ready to do that.
I'm in Texas.
So, little place called Casherville
right outside of San Antonio.
Oh, okay.
Yeah, nice and quiet for now.
It's growing like crazy, so we'll see.
But all right, so, and the sales guy, sales guru.
You know, is this a high ticket sales
or what types of sales do you mostly specialize in?
So, in terms of the people that I coach.
Sure.
So, what I do is I run a coaching academy,
beautiful Savage Sales Academy.
So, I coach sales reps.
You know, my entire career,
I was primarily in technology sales, SAS.
So, a lot of the clients that I work with come from SAS.
You know, people that work at Salesforce,
Google, LinkedIn, here's some other large companies,
bunch of startups, you know, and I really help them.
All right, welcome in to Vision Pros Live.
With Jackson Calame, I'm your show host.
We'll be doing interviews for visionary entrepreneurs
and guest leaders who are building
fantastic visions out there.
I'm in the Vision Pros Live.
I'm your show host, Jackson Calame,
founder of First Class Business
and coming here to you with a little bit of bronchitis.
So, hope you appreciate the lower voice.
You may need to adjust your bass setting today
on your sound device.
I've got Justin J. Johnson, Triple J,
with me today on the show.
And he has a background in sales,
which is one of the most important things
that I believe you need as a visionary.
Because who's going to listen to your vision?
Who's going to care if you don't know how to put it out there
and you don't talk about it
and you don't know how to inspire people
to follow you along that path.
So, if you have a vision
that's meant to be shared with the world,
then you need to be listening
to several different sources from a sales perspective.
It doesn't matter if they're the best or the worst.
There are things you can learn from salespeople out there
that will either help you learn what to do
or what not to do when it comes to sharing your vision.
So, we'll bring on Justin in just a minute.
We just barely got to meet right before the show, by the way.
So, we are coming to you super raw and authentic today.
We're going to be diving into questions
that I wouldn't normally ask somebody
the very first time I met them.
So, it'll be fun.
It'll be fun to see how that goes.
And of course, as always,
we're going to make sure that we dive deep
into his credentials, what he's done, where his background.
And I'm going to ultimately show you today
how to interview a salesperson.
So, how I do it, at least for my businesses.
So, Icon Maker Live, sponsor, iconmakerlive.com.
Fantastic program.
I've talked about it on all past shows
over the last week and a half.
I absolutely love what they do with this event.
I've been to more than 50 business expos.
This was my favorite event.
I've been to over 500 different,
probably closer to more than a thousand webinars,
meetings with networking meetings and things like that.
Once again, I would deem this one takes the cake.
It was phenomenal.
What Tom, Cheryl and Danela did
to pull this conference together,
having never done a conference before,
that doesn't even matter.
Even if they had done it for years, this was phenomenal.
You can see the studio right there on the screen as well
with all the different camera angles
that we were able to capture.
The show notes on one side, the comments on the other.
This is called Sage Studios
out of Charleston, South Carolina.
I highly recommend looking it up.
It's a $1.5 million setup for broadcasting virtual events
with several breakout rooms there
and very comfortable for the 20 people
that we had live in attendance.
I share again, all of this video as visionaries
because you probably have events that you want to do.
You probably have desires to build a brand
that is profitable.
In their case, they help people build seven
and eight figure brands.
That's the only goals that they have is to make sure
that people are super profitable,
can enjoy the process of creating impact
while also driving wealth for your lives.
So very impressed with who they are.
I hope you enjoy the opportunity to follow each one of them.
In addition to that, we have CAPSHO, C-A-P-S-H-O.com.
CAPSHO has been recognized by digital marketers
as the number one AI software
for generating content for podcasters
and it goes far beyond that.
We can take any type of audio or video file,
upload it to CAPSHO.
And now I would take an audio or video file
of you teaching a core concept or sharing your vision
in a way that gives people structure.
Like the 10 steps to do X, Y, or Z,
the three most important things to know
before you build a sustainable garden in your backyard.
Whatever your expertise is,
whatever it is that you want to give to the world,
upload that audio and video or video to CAPSHO.
And what's really cool is then you just click buttons
to get all the content created that you need
from a written perspective.
If you sit there trying to write content out by yourself,
you're doing yourself a massive disfavor
with chat, GPT, and other resources
that can help you do that.
But CAPSHO streamlines the process.
And what I would say is go ahead and use
the two to three free trial credits that you have available,
upload the content, and just click as fast as you can
on each of those buttons.
That way you can produce as much content for yourself.
And then what you can do is you can go back and read it
and see, is this a line?
Does this align with what I said?
Does this capture the right segments for my brand?
Does it create the right types of blog articles,
LinkedIn articles that just make it easy for me
to then copy and paste this
onto the different social media sites
or hand it off to a social media strategist
who then has content to work with to represent your brand
as well as possible because it's all being pulled
from your direct messaging.
So CAPSHO.com, I'm a huge fan of it.
Check it out.
And last but of course not least,
in fact, I would say probably my favorite,
the Water Project.
Go check out the Water Project
and see what they're up to as far as helping people
find access to clean drinking water
where they're not having to walk miles and miles
to get to it.
And many of these villages have to walk miles and miles
just to get to unsanitary drinking water,
let alone having access to an actual well
or an actual sand dam that creates water for them.
So I love this project.
I love what they do.
I hope you get the chance to take a look at it
and see what communities you can impact.
And it doesn't, even if you feel embarrassed to give a dollar,
do it anyway.
Overcome that sense of self-pride
because that's really what it is that holds us back.
When we feel that sense of like, man,
I should be able to give more, but I can't.
Don't devalue your efforts to give back.
Get out there, help people, bless people's lives.
Every little bit counts.
Every drop of water will count to those people,
I guarantee it.
So without further ado, we've got Justin J. Johnson.
Jaime, if you could pull up
the beautiful savagecellsystem.com website
while we talk about as we get right introduced to Justin.
One of the things that strikes me at the bottom
is the companies that he's helped,
from Google to Salesforce to Cisco,
ADP, Zendesk, Amazon, LinkedIn.
There's a lot of really high quality brands down there.
So I'm excited to hear his perspective on sales,
how he's helped those brands individually
and explore his vision at large.
So without further ado, Justin J. Johnson.
Thanks for being my guest on the show, man.
Welcome to Vision Pros.
Thank you for having me.
Oh, well, let's get you in.
Here we go.
How we doing?
Thanks for having me.
Appreciate the intro.
Absolutely.
And we're gonna give some grace to Jaime
and say a little silent prayer or a thought for him.
They're in the middle of a hail storm in Columbia right now.
And we could hear the hail.
I could hear it through his noise cancellation microphone.
And he said they're doing just fine,
but there might be a little bit of delay
with his connection at times.
So just wanted to give you a heads up on that, Justin.
So do you go by Justin J?
Triple J or just Justin?
What do you go by?
It's really player's choice.
Player's choice.
Friends growing up, Justin J.
College friends, Triple J.
My wife, Justin.
When I'm in trouble with my parents still to this day,
Justin J.
Awesome.
All right, cool.
I like that.
You are versatile and open-minded.
So Justin, tell me then,
who should be listening to this podcast right now?
Why should they listen to you and your expertise
and what are they gonna get out of today's show,
do you think?
You know, if there's a reason to listen to me,
it's because I've learned through adversity
and things that I've been through,
what it takes to be a high-performance individual.
And I've been fortunate enough
to apply to the world of sales
and coach hundreds of people through the years now,
through my 15-year career.
And I've had a great run.
To give you a little bit of the highlights of my background,
I was the number one rep at Salesforce, four different roles.
I became a head of sales at Tech Startup
at 25 years old, outscaled that company,
do a nine-figure exit,
ran sales, helped run sales at a couple other startups,
helped them grow, became a chief revenue officer.
You know, the age of 33,
was named one of the top CROs to watch in tech
by the age of 34.
And I retired from the corporate game at 34
and I'm coaching people,
that's launching the beautiful Savage Sales Academy.
I hope I tell you about that.
I'm writing a book,
but I'm gonna mission to,
and back to a hundred thousand salespeople's lives.
And, you know, if there's people listening here
or that wanna figure out,
hey, how do I take my game up a level?
Most of the time, they're focusing on the wrong area.
And a lot of what I teach is helping them get focused on
what I like to call the tripod for success.
So, and if nothing else, maybe they'll get entertained.
I don't know.
Right?
Got you.
That's fair.
I'm gonna dive in a little bit to the Salesforce story.
You know, and I know this is getting fairly analytical,
but I just, I love context.
It helps me feel centered.
I mean, it helps me get appreciation for where you're at.
So you mentioned number one for their company
and the LinkedIn profile shows you were there for two years
from corporate sales representative to account executive.
Were you there for two years or were you there for longer?
I boomeranged.
So I left there, ran sales of startup,
then went back and sold the enterprise.
Gotcha.
So do you remember the years more or less?
I was gone for, like I was there for two years,
gone for two years or so,
then there for another two or three years, something like that.
Okay, cool.
So you did have a gap there and then a comeback.
And what is one of the other companies
that you did sales for that also saw like momentous growth?
Because again, I'm just impressed
with your track record for Meraki.
I think that's the name of the company.
Yeah.
Another brand.
It's like one of those names where you're like,
man, I see that too often to not know what it is, right?
But Zendesk, ADP, tell me about some of those brands.
Yeah, so if anyone's familiar with Zendesk,
there's a solution that they have called Zendesk Cell.
That's their CRM.
That was formerly known as Base CRM.
And that was the organization
that I led sales for in HelpScale.
Gotcha.
And how long were you there?
Two years.
Two years as well, okay.
And you were named the top CRO to watch
by what brand or what entity?
One of the top zeros.
I have to say there's a lot of,
I was humbled and honored to be even included on the list,
but I was one of the top.
And it was by Pavilion,
which is a well-known community within the tech ecosystem.
Okay, excellent.
That just helps us provide some context.
We'll provide that in the show notes as well.
That way people have the reference points.
Thanks for letting me drag you through that a little bit.
So in terms of Cell's background,
there's a couple of two-year jumps.
Have you had a tendency to jump every two to three years
to the next vision?
Which is, by the way, my track record looks like that.
I've built a lot of different things,
worked with a lot of different companies as well.
So I don't call you out saying, hey, he can't last,
but more so just like, what led to those jumps?
And tell us about your journey a little bit.
Yeah, so one of the things that I've always struggled with
from my adversity is, I guess, I take a step back.
I've always felt like a little bit of an outcast,
almost like a misfit.
And that stems from when I was 10 years old,
I got into a near-death accident, a snowmobile accident,
and I had a one in 10 chance of living.
So my throat, my esophagus, my trachea,
my larynx, my vocal cords,
all of those were crushed as a 10-year-old.
And they told me I'd never talk again.
So imagine being 10 years old,
practicing sign language in the hospital at night.
My vocal cords still don't work.
My voice comes from scar tissue.
So that's why I have this voice.
Yeah, they told me I may never eat again.
I had a feeding tube for a year,
plus I had a trach for two years.
So I was breathing out of a plastic tube for a couple years.
34 surgeries later, it was the hell of a journey for me.
And I never really felt like I fit in.
And when I was younger, I saw that as almost like a curse
because I just wanted to be quote unquote normal.
Yeah.
And then as I got older and I achieved success,
what I realized is that day that I got in that accident,
it's one of the best days of my life
because it gave me this level of perspective
that if I didn't go through that, I wouldn't get.
And that perspective is very simple.
Every single one of us is dying.
And it's something that we all know.
And we only got one shot of this thing called life.
Even if you believe in reincarnation,
you only got one shot of this life.
And everyone knows that,
but they don't internalize that most people
until it's too late.
Yeah.
Right.
I was blessed as a 10 year old
by getting punched in the face by death
and facing an add on, luckily I pulled through.
But it gave me this level of insight to say,
I can't waste this thing that I got.
And so every time I got really comfortable,
I knew I was doing my career, my life, my soul,
a disservice because nothing big happens
by playing small and playing safe.
So going to your question, long-winded answer
that feeds into my mental approach
and really my mission in life, my North star,
which is when it's my time to go,
hopefully many moons from now, right?
Right.
All I wanna do is look back and say, I gave it a land.
And wherever I land, I land.
But I wanna look back and say, what if?
So that includes taking risks, that includes making jumps,
that includes taking on roles before,
I quote unquote ready.
That includes leaving corporate America
as a chief revenue officer after being named
one of the top zeros in tech
to pursue this entrepreneurial vision that I have.
All of it is tied towards that mission
of just dying with a gas tank on empty.
And it's that simple for me.
I love it.
And I'm just letting you go because I'm like,
I'm just gonna eat this up.
I'm just gonna sit in here and enjoy this
because what a blessing, what a powerful perspective.
Two personal friends, people important to me come to mind.
One is my son.
My son Emerson has a rasp in his voice
because of a very scary thing that happened to him
at two months old.
He started dry heaving like crazy.
And he had a little growth defect
where the little flap wasn't covering his esophagus,
his lungs, and he had indigestion.
So stomach acid was going into his lungs
and causing him to dry heave.
And it took an infant speech pathologist to figure that out.
So several scary doctor appointments
have not known why our son for weeks
wasn't able to breathe properly
and we thought we were gonna lose him.
And so that rasp I think has a lot to do
with what occurred there.
And I hope that he has been able to instill
a sense of confidence in himself and understand his value.
One of the other great people that I know
named John Comstock, he's known as the 13th man
when the bonfire at Aggieland fell over.
He was one of the people that was hurt
and burned and scarred from that.
When he shares his story,
talks about how he used to hate that people would look at him
and then it dawned on him.
He had this perspective change of,
well, wait a second, you know what?
I am extraordinary.
I am different.
They should wanna look at me.
And he had this powerful mindset shift
that I hear you representing.
And dude, I just wanna say brother to brother,
I love you, man.
And I appreciate that you're living it to the fullest.
I appreciate it.
How old is your son?
He is nine.
Nine.
Well, if he ever wants to chat, let me know.
I know what that's like being someone who,
you know, when I was 10 after my accident,
my voice was way raspier than this.
And I dealt with insecurity a long time
and kids can be cruel, let's be real.
Yeah.
But once I got through that, everything changed.
And that's powerful.
And that flap, I know that flap issue, I had that too.
Oh, well, you do.
Well, I'll keep that in mind.
I'm a big believer that, again, for all you listening,
that it takes a village to raise a kid.
I do my best, but I'm always looking for what mentor
can inspire, can come in a different angle.
So I appreciate you, bro, a lot.
And let's dive in for those listening as well.
We'll jump right into what's your vision
for those that you serve, Justin?
What do you hope to see them achieve?
In 30 seconds or less,
it's not helping them make more money.
That's the easy part,
helping you get commissions, get promoted.
Yeah, that's the easy part.
My goal with anyone that I work with
is that five years from now,
your life is fundamentally in a better place.
So, yeah, that's not just your career,
that's your finances, that's your relationships,
that's your body, your health and vitality,
your spirituality, all of those things are improved.
And the vehicle of sales is a mechanism
that's leveraged to help you get there.
I love that.
One of my favorite quotes from a good friend of mine,
named Gage, when I was going through divorce,
for good reasons, he told me, he said,
Jackson, you can't watch a tree grow.
It doesn't happen that way.
And he was referring to my efforts
to resolve things, to fix things.
And some people are not necessarily sharing the perspective
of being able to recognize the changes.
And he's like, dude, you're doing everything you can.
It's gonna take years of development
for the cultivation to be appreciated by others.
But that's cool that you map it out
based on that five years, I appreciate that.
So let's shift gears completely.
What's your worst business experience ever?
Is this my personal?
I have a feeling it's not as hard
as the personal adversities we've gone through.
When you've been through hell and back,
everything else is a cakewalk.
That's what I love to say.
But do you mean my worst personal business experience?
Or it's been so bad working in sales?
Either one is fine.
The goal is for those listening
who've been through similar or gone through something similar,
just kind of give them a little bit of a vision
of what occurred, how you might've handled it,
that situation, action, result type of situation.
So feel free to go either way.
Yeah, I mean, very recently I ran into a situation
where I was working with someone to become a client.
And what I realized is this wasn't the right person
for my profile and I still pursued them anyways.
And it wasn't, I shouldn't have done that.
And it was a bad experience for them,
it was a bad experience for me.
But as a new entrepreneur, I'm like,
hey, I'm just getting scrappy.
Yeah.
And it blew up in my face a little bit.
It blew up in my face a little bit.
So for me, it was a really big wake up call,
a really big wake up call to make sure
that I get crystal clear on who I serve.
And most importantly, who I don't serve.
So I'm focused there because my journey
as an entrepreneur is, I'm new on the journey.
So if there's people watching that are a few years in,
I'm not there yet.
And this answer to this question might be very different
a year from now.
Right.
Yeah, but that was something that was a big wake up call
for me, just getting focused on who I should be serving
and who I shouldn't.
Absolutely.
And so if you're listening to this,
it could be helpful to create a list of the big 10s
of the big 10 do, who you wanna work with,
and the big 10 of what disqualifies somebody.
That's a good starting point.
If you haven't done that exercise,
I do highly recommend it.
It's also great advice for a relationship in general.
So well said on that.
And thanks for being vulnerable with it.
What's your best experience in business, Ben?
I love helping people.
There's nothing that makes me feel more alive
than seeing someone succeed,
helping someone break through a barrier,
whether that's closing the largest deal of their life,
get promoted, land their dream job,
have a better relationship with their spouse,
because believe it or not, that's one of the things.
I'm not a marriage counselor,
but one of the principles that I teach people
and backs their personal life.
So for context here, what I teach people
is how to master the three Cs.
And the three Cs are how to master your conscience,
master your craft, and master your career.
So what I said earlier on the podcast,
mentioning most salespeople focus on the wrong area,
because when they come to me for coaching,
and they say, I need to be better at handling objections.
I need to be better at closing.
I need to be better at negotiation.
It's very tactical, right?
And don't get me wrong, there's skills and assets
you need to learn to do that.
But usually there's much bigger problems
related to their mindset, their psychology,
because if your mind is in the right place,
everything else falls into place.
So I work with that mind,
getting in line with what their purpose is,
getting clear on where they're at,
current state, in all areas of their life,
not just their career,
because it doesn't matter how much money you make,
it doesn't matter what your title is.
If you're not enjoying life, your life sucks, right?
So what I work with people on is,
how do you improve in all areas of your life,
and leverage the career as a vehicle?
So when I see people that come to me and I say,
hey, how are we showing up today?
10 is the best day of your life,
one, to work day of your life,
and they start working with me,
and I'm at like a two or three,
and they're really in a dark place.
And then after 30 days of working together,
you know, they're showing up like a seven or eight,
and I could just tell their energy is different, right?
And we haven't even gotten the sales coaching yet, right?
That's the fun part.
Right.
And just seeing those breakthroughs happen,
and the dots connect,
seeing the light bulbs happen, the moments,
it's so rewarding.
I love it so much.
Oh, that's awesome, man.
It is, and it's funny how much
the mindset, you know, the tone, the cadence,
you know, is all, really tone, cadence,
and your ability to act according to your career
is amplified, or it's also crushed by your ability
to control your mindset, right?
Or your consciousness.
So I love that, that you're focusing on that.
You also strike me as somebody who lives
in the moment of the journey.
Like you're appreciating the journey itself, you know,
rather than looking at that destination,
what I heard you say was about, you know,
whenever your time comes, right, many moons from now,
you know, that you just wanna know that you gave it your all,
you gave it your best, you maximized the opportunity.
And if you're listening to this right now,
and that's something that you're putting off,
consider the mechanisms, the opportunities
you can put in place to live in the moment now,
you know, to seize the day, so to speak,
even if that means turning this podcast off
and going for a walk, you know, and getting out there
and looking at the clouds, looking at the trees,
realizing how they affect you on a daily basis,
those little things can matter.
I don't know if y'all heard the bell,
but I had a little bell go off just now.
It's not something I share with people,
but it is one of my tokens.
It's my prayer bell.
And I don't miss it because I have it, you know,
otherwise I would, but it reminds me to be grateful.
You know, it reminds me to, oh yeah, you know,
the most important thing in life for me,
my connection to my God, like I need to make sure
that that happens.
And so there's things that you can do
to empower yourself to work on your consciousness.
One of the greatest things that you can do
is have a mentor like Jay, like Justin Jay,
who is aware, right, that's his primary focus,
is to make sure that that happens.
And yes, I do agree, that can be a huge thing.
So let's dive into one more powerful lesson.
What's another powerful lesson that visionaries can learn
from your experience so far as a business owner
or from your path that led you to start the company?
I'll give, do you mind if I give two?
Of course, man, no, not at all.
Anybody mind if you'd mind, tell us in the comments.
But yeah, man, let's hit it, let's hit both.
The first is wrapping your head around
what you fundamentally do with your business or in sales,
because if you don't have sales, you don't have a business.
Right, because if you don't have sales,
you don't have customers.
That's right.
And this is one of the things that I coach people on
if they're struggling.
What a lot of people struggle to do in sales
is they don't grasp what they're doing.
And they think, oh, and when I'm selling,
I'm trying to convince them to work with me,
and sell them on the value of working with me, right?
Which is fair to think that way.
But the reality is if you uplevel your thinking,
what we do, you know when I say this tongue in cheek,
in sales is we do God's work.
And what I mean by that is we help people.
Your job in sales is to help people at the end of the day,
nothing more, nothing less.
Now, there's been some bad characters in this profession
that of course have put a bad taste in people's mouth,
just like in any profession.
But a salesperson's job fundamentally
is to help make someone else's life better.
And I'll give you an example of how I explain this to people.
Let's say you're meeting with someone
and they have stage four cancer,
and they don't have much time left.
And you have this wonder drug that just came out,
that you know will fix them, right?
And you're working with them,
and they're like, no, not interested, right?
But like, this is a loved one of yours,
you know, friend, a family, whatever.
What are you gonna do to save their life?
You're gonna do whatever it takes.
You do whatever it takes, you don't care what they say.
I'll duct tape you to the bed and force you to take the pill.
And I don't care if you hate me in the process,
because saving your life is way more important
than this discomfort that we have right now.
Yeah.
So think about it as sales.
If you're struggling with the discomfort
of interrupting someone's day,
cold calling them, overcoming objection,
challenging their point of view on something,
it's because you're not connecting the dots
in your own head, that you're really there to help them.
And this adversity that you're facing,
this discomfort intention that's in the selling motion,
is the required mechanism for you
to get to the end destination,
which is helping their life be better.
So you gotta grasp that.
If you don't grasp that, you're gonna struggle.
You're gonna struggle.
That's the first thing.
Second thing, this actually hits
to one of the things that you called out earlier.
You mentioned, I am present, I enjoy every day.
The reality is,
the reality is I haven't always been like that.
I've been blessed with adversity,
so that gave me perspective on,
okay, I can't waste this thing called life.
So I've been extremely hungry and driven to achieve more,
but in doing so, I suffered from the achiever's curse,
which is, if I set 10 goals and I achieve nine of them,
I'm not happy about the nine,
I'm pissed off about the one that I didn't do.
Now, not all those are created equal, of course,
but now I've learned and I make it a priority
to celebrate the micro victories along the way,
because the journey is the destination.
So starting a business,
because I have that mindset already ingrained in me
in alignment with my identity,
it's actually one of my core values to enjoy.
If I just have a good call,
or if I update my newsletter,
or if I put out a piece of content,
I respond to emails in a timely fashion.
Those are micro wins that I celebrate,
so then I enjoy myself,
because otherwise you're just gonna only celebrate,
oh, we got new clients, we got more dollars in the door.
And if that's the case,
your identity is 100% attached to the scoreboard.
And that's now what success is.
Success is enjoying this thing.
And regardless of how much money is in your bank account,
it's enjoying the journey.
So that's be some advice that I share with people
and my coaching that would definitely apply
to be a bad entrepreneur.
I love that.
And so you associated the reality
that there's people who,
whether they mean to or not,
they place their identity
in correlation with their scoreboard.
And there's also people who place their identity
as intertwined with their role.
You probably know what book I pulled that from.
And what would you define a person's identity as, Justin?
My identity is what's aligned with my core beliefs
and my core values in other words,
and my principles, however you wanna word it.
But these are the things that I align my belief system to,
that's my identity.
So with my identity aligning with my core values is,
execute, evolve, enjoy.
Execute means I control with 100% of my control.
Evolve means I aim to get a little bit better every day
in all areas of my life.
And enjoy means I enjoy the journey.
And those are the things that I care about
because that's my identity.
And I use that during my journey.
And I use that to own myself accountable
to make sure I'm doing the right things every day.
I do that to make sure that I'm having fun along the way
and making the most of this thing, being grateful.
So that's how I think about identity at least.
I like it.
It aligns with the idea of being the virtue.
Like some people believe in becoming, being love.
And I'm a big fan of the book,
You Can't Teach a Kid to Ride a Bike at a Seminar.
Why David Sandler?
Yeah, I know Sandler.
Yep, and that first chapter, man,
I wish people would read it regularly, often.
Cause he talks about that identity versus role concept
that you just talked about with identity versus scoreboard.
And when you, again, when you lose sight
of your true identity and you become associated
with the outcomes or with the thing
that you're supposed to accomplish,
then all of a sudden you lose sight of your own value.
Whereas recognizing our identity is our intrinsic value.
Like we are inherently valuable.
We're so valuable.
You can't put a quantification on our value
and we should never lose sight of that.
In my case, that would be defined as the son of God.
As a role, still, like you gotta be careful with that
of realizing like, okay, that's still a part of who I am
or it's what I do as well,
but my identity is intrinsic in nature.
I am just valuable because I exist.
And that same concept, I believe applies
to every single human being on the planet.
And then like you said, being able to live in the moment,
appreciate the journey.
One thing that I love that you used to celebrate
in the victory is like the little victories.
And you talked about this magic pill.
I would add, I get to add nuance.
That's what's fun about my role.
You get to do the hard part of defining
the answer to the question
and then I just get to come in and kind of commentate.
So those of you listening know that I'm building
off of what Justin Jay just shared with us.
And that magic pill, if you're in a sales position
where you can't feel that,
where you don't feel like you're representing the magic pill
that can save lives,
or you're putting something in front of people
and you don't believe in it, do yourself a favor.
Find your belief and why it's valuable
or find your way out because you're ultimately
in a small respect selling your soul.
And you're pushing something onto people
that's not in their best interest.
And that is going to play with your mind
in disastrous ways as well as your heart.
And it's gonna hold you.
You might be able to harden your heart
and cloud your mind enough to get by with it.
That's not what life's about.
Life's about caring about what you do
and the impact that you make on others
in my humble opinion.
And when you do that,
there's just a depth of success that comes
that no scoreboard can quantify either.
It's just a feeling that you get to love and embrace
and you get to sleep peacefully.
So if you have a company and you have a service
or a product and you're trying to dig in,
that doesn't mean abandon it.
My first step of advice was explore it.
How is it helping people?
Is it changing?
Is it creating a quantifiable change
or a change that you can feel in your heart
that matters for people?
And if that lines in your heart and your mind,
then stick with it.
Keep refining it, keep figuring out how to represent
as well as you can.
But if you can't, with conviction,
drive people towards the discomfort
of making change in their lives,
then you're probably missing out on making the type
of impact that you could.
So thanks for driving me to that, Justin Jay.
And what else would you like to add today?
I would say, I call my coaching program
Beautiful Savage Sales Academy
because it's common for people to know,
hey, you gotta have a little bit of that killer instinct
to be like really good in sales.
That's very common there.
But one of the things that people don't think about
is what mercenaries don't scale.
So what I work with people on is how to help them
unleash their inner savage, because everyone's got one.
But also help them understand what it's like
to have a beautiful soul in the process.
And everyone's got it and it's figuring out
what it's like to be a salesperson.
So the thing to know is,
the reason why I called it the tripod earlier
is if you master your craft,
meaning you become a great salesperson,
but you don't get your head right, the tripod falls over.
You need all three legs to be standing
for the tripod to work.
So that's the way you gotta work on all three.
And the other thing is, you might be good at sales,
but you may not know how to play the game.
Starting a business, there's rules to this game.
You gotta learn them.
Or you know how to play them,
otherwise you're gonna need to play it.
So that's what I work with people on.
And everyone can do it,
whether they leverage me or someone else.
But it's really fun when people realize that.
I love that, man.
Well, thank you for an incredibly holistic interview.
Those of you listening, we'd love to hear in the comments
what your thoughts are, what you're working on,
what magic pill are you sharing with the world
to help people?
And if you have any questions for us,
feel free to hit us in a comment.
I know Justin J is just as likely to respond as I am,
as well as my team, to make sure you're well taken care of.
You can reach out to Justin J on LinkedIn as well.
That's where him and I have connected.
And you can also check the show notes for vision pros.
Justin, I'd love to have you back someday on the show.
I'd love to dive in deeper to the concepts of consciousness,
craft and career to help people further.
But in the meantime, everybody who's listening,
that masterclass that we just showcased,
feel free to go sign up to that
and see how he can help rock your brand
and move you forward the same way
he did for Salesforce and others.
And thank you for being here, my friend.
Yeah, thank you so much for having me.
I love the conversation.
I love the depth to it.
So thank you for having me.
And then if anyone wants to join the free live masterclass
that I'm hosting tomorrow,
the link to it is right on my LinkedIn profile.
So, yeah.
And that is live.
Yeah.
All right, cool.
So I'll drop it right there too in the comments
so that you guys have it.
And everybody have a fantastic rest of your day.
Justin, I'll see you right after we wrap up here.
All right.
Thank you.
All right.
It looks like I lost Jaime.
That happened.
So where are we?
I should have been ready for this.
Here we go, guys.
Three, two, one.
Thank you for being here today.
I'm really happy that you tuned into Vision Pros Live.
I'm looking forward to seeing your reactions
as these episodes continue to move forward.
This is gonna get more and more fun.
We'll have more and more engagement as well.
We'll invite people to participate in the show.
And thank you for giving us your time and attention.
Have an excellent time building out your vision
and becoming a Vision Pro yourself.
I'll talk to you soon.
Bye bye.