1 00:00:00,000 --> 00:00:02,640 Tell me about your vision. 2 00:00:03,480 --> 00:00:07,060 So my vision is to really help sales professionals, 3 00:00:07,060 --> 00:00:08,740 entrepreneurs, business owners, 4 00:00:08,740 --> 00:00:12,560 and really anyone understand the value of their time 5 00:00:12,560 --> 00:00:14,960 so they can invest it in the places 6 00:00:14,960 --> 00:00:18,120 that's gonna get them a return on that investment 7 00:00:18,120 --> 00:00:21,800 to generate the life they wanna live sustainably. 8 00:00:21,800 --> 00:00:24,340 I believe success is a perspective. 9 00:00:24,340 --> 00:00:27,880 And when you get clarity on what your personal version 10 00:00:27,880 --> 00:00:32,480 of that success means, it's a lot easier to get focused on 11 00:00:32,480 --> 00:00:35,160 what are the things I need to do to get the result 12 00:00:35,160 --> 00:00:38,640 that I'm looking for, which everyone wants success, right? 13 00:00:38,640 --> 00:00:40,580 You don't listen to a podcast like this. 14 00:00:40,580 --> 00:00:43,560 You don't go out and seek out personal development 15 00:00:43,560 --> 00:00:45,480 unless you want more out of life. 16 00:00:45,480 --> 00:00:48,080 And so my goal is really to help people understand 17 00:00:48,080 --> 00:00:51,420 that time is your most valuable asset. 18 00:00:51,420 --> 00:00:53,680 When you learn to value your time, 19 00:00:53,680 --> 00:00:56,180 you'll start investing it more wisely 20 00:00:56,180 --> 00:00:58,760 and you'll get a lot more out of your life. 21 00:00:58,760 --> 00:01:00,320 That is awesome. 22 00:01:00,320 --> 00:01:01,700 And one thing I will say, 23 00:01:01,700 --> 00:01:03,440 and I'm gonna back up in just a moment, 24 00:01:03,440 --> 00:01:07,480 but I wanted to point out, you emphasized your. 25 00:01:07,480 --> 00:01:09,840 I love that because we are so focused 26 00:01:09,840 --> 00:01:11,760 on what everyone else is doing 27 00:01:11,760 --> 00:01:13,920 and trying to create our journey 28 00:01:13,920 --> 00:01:16,320 according to what we see others doing 29 00:01:16,320 --> 00:01:19,560 and not actually focusing on our own journey. 30 00:01:19,560 --> 00:01:23,120 So your emphasis on yours like totally gave me goosebumps 31 00:01:23,120 --> 00:01:25,720 because I'm like, that's it, your, 32 00:01:25,720 --> 00:01:27,280 your, your, your. 33 00:01:27,280 --> 00:01:30,000 Tell me the name of your business 34 00:01:30,000 --> 00:01:33,000 and or businesses that you have. 35 00:01:33,000 --> 00:01:37,220 The name of our business is Call the Dam Leads. 36 00:01:37,220 --> 00:01:39,600 And we work with sales professionals and business owners 37 00:01:39,600 --> 00:01:42,560 to help them dial in those systems and processes 38 00:01:42,560 --> 00:01:46,520 to again, help them live that sustainably successful life. 39 00:01:46,520 --> 00:01:49,400 How in the heck did you come up with that name? 40 00:01:49,400 --> 00:01:52,000 Well, it's a long story for the sake of time. 41 00:01:52,000 --> 00:01:53,400 I'll shorten it to, 42 00:01:53,400 --> 00:01:56,640 when I was an up and coming sales professional, 43 00:01:56,640 --> 00:01:58,400 the one thing that I learned is that 44 00:01:58,400 --> 00:02:00,640 for me to make more sales and make more money, 45 00:02:00,640 --> 00:02:02,580 I needed more leads. 46 00:02:02,580 --> 00:02:04,560 I needed more people to talk to. 47 00:02:04,560 --> 00:02:07,200 So I went on and I started learning marketing. 48 00:02:07,200 --> 00:02:09,600 And wouldn't you know, I did the work 49 00:02:09,600 --> 00:02:12,920 and I had some success in our marketing venture, 50 00:02:12,920 --> 00:02:16,580 ended up starting my own marketing business on the side 51 00:02:16,580 --> 00:02:19,480 and was awesome, had a lot of clients 52 00:02:19,480 --> 00:02:21,360 that we were getting leads for. 53 00:02:21,360 --> 00:02:24,440 Unfortunately, some of those clients, 54 00:02:24,440 --> 00:02:25,880 they didn't wanna do the work 55 00:02:25,880 --> 00:02:27,480 and they weren't calling those leads 56 00:02:27,480 --> 00:02:29,560 and then they were calling me and complaining 57 00:02:29,560 --> 00:02:32,200 as if my service didn't provide 58 00:02:32,200 --> 00:02:34,200 what it was saying it would provide. 59 00:02:34,200 --> 00:02:36,400 And so, it was a little frustrating. 60 00:02:36,400 --> 00:02:39,280 And at one point I had one specific client 61 00:02:39,280 --> 00:02:42,160 that told me the leads are no good, this doesn't work. 62 00:02:42,160 --> 00:02:45,380 And so I picked the phone up and I started calling them. 63 00:02:45,380 --> 00:02:47,500 And I don't know anything about real estate. 64 00:02:47,500 --> 00:02:48,340 I'm not an agent. 65 00:02:48,340 --> 00:02:50,360 I've bought and sold a couple houses over the years 66 00:02:50,360 --> 00:02:53,240 for my family, but like I'm not in the business. 67 00:02:53,240 --> 00:02:55,320 But I ended up setting multiple appointments 68 00:02:55,320 --> 00:02:59,280 and even had one signed contract on a condo in Utah. 69 00:02:59,280 --> 00:03:01,240 I lived in Ohio at the time. 70 00:03:02,400 --> 00:03:03,580 And I called the gentleman back. 71 00:03:03,580 --> 00:03:07,080 I'm like, listen, I don't know what's going on, 72 00:03:07,080 --> 00:03:09,440 but you need to call the damn leads. 73 00:03:09,440 --> 00:03:11,120 Now, here's the refund. 74 00:03:11,120 --> 00:03:13,460 Here's all these people that wanna see the place. 75 00:03:13,460 --> 00:03:16,080 Please don't ever call me again, have a wonderful day. 76 00:03:16,080 --> 00:03:19,000 And so that's where it all started was this big joke 77 00:03:19,000 --> 00:03:21,240 in the marketing business that we had. 78 00:03:21,240 --> 00:03:23,440 And I thought, someday, somewhere, 79 00:03:23,440 --> 00:03:25,640 people are gonna laugh at this with me. 80 00:03:25,640 --> 00:03:29,200 And I ended up filing a trademark on it, 81 00:03:29,200 --> 00:03:30,180 thinking it was funny. 82 00:03:30,180 --> 00:03:31,360 And so now I own it. 83 00:03:31,360 --> 00:03:34,360 We have a whole e-commerce line of t-shirts and hats 84 00:03:34,360 --> 00:03:36,160 and wristbands and all kinds of silly things. 85 00:03:36,160 --> 00:03:38,600 And it's, again, it's really just a mantra 86 00:03:38,600 --> 00:03:40,140 and a reminder to do the work. 87 00:03:40,140 --> 00:03:43,800 But if you're in sales and you've ever worked the business, 88 00:03:43,800 --> 00:03:45,440 you know what it's all about. 89 00:03:45,440 --> 00:03:47,340 I'm about to blow your mind. 90 00:03:47,340 --> 00:03:49,400 So I'm two years in real estate. 91 00:03:49,400 --> 00:03:50,240 No. 92 00:03:50,240 --> 00:03:51,080 Yes. 93 00:03:51,080 --> 00:03:54,560 And I'm telling you, when I seen it, 94 00:03:54,560 --> 00:03:56,600 and the way that this is organized 95 00:03:56,600 --> 00:04:00,640 and how we end up hosting the show with someone 96 00:04:00,640 --> 00:04:03,360 is it just sort of pops up into the calendar, right? 97 00:04:03,360 --> 00:04:05,480 So Drew B. Wilson pops up. 98 00:04:05,480 --> 00:04:07,440 I'm like, oh, I love the name already. 99 00:04:07,440 --> 00:04:09,320 Like that's dope, right? 100 00:04:09,320 --> 00:04:11,800 So then it says, call the damn leads. 101 00:04:11,800 --> 00:04:16,240 And I tell you, this is a religious statement, 102 00:04:16,240 --> 00:04:19,440 but God was like, boom. 103 00:04:19,440 --> 00:04:25,000 I'm sitting with 534 leads in my database. 104 00:04:25,000 --> 00:04:26,520 And I'll text in a heartbeat. 105 00:04:26,520 --> 00:04:31,520 But when it said, call the damn leads, I was like, 106 00:04:31,520 --> 00:04:32,640 he's talking to me. 107 00:04:32,640 --> 00:04:34,680 I don't like this. 108 00:04:34,680 --> 00:04:36,080 I don't like this at all. 109 00:04:36,080 --> 00:04:38,080 And that's just it. 110 00:04:38,080 --> 00:04:39,000 Call them. 111 00:04:39,000 --> 00:04:40,000 Call them. 112 00:04:40,000 --> 00:04:42,720 But interesting enough, as you say that 113 00:04:42,720 --> 00:04:46,040 and as you become this person and this mantra 114 00:04:46,040 --> 00:04:50,560 and having this business, how do people get over that fear? 115 00:04:50,560 --> 00:04:53,360 So I'll put myself in there and just be transparent with you. 116 00:04:53,360 --> 00:04:56,520 I don't like being told no by anyone. 117 00:04:56,520 --> 00:04:58,360 So truth be told, I don't put myself 118 00:04:58,360 --> 00:05:00,200 in positions of being told no. 119 00:05:00,200 --> 00:05:04,220 So making a damn call for me is like, oh, they're 120 00:05:04,220 --> 00:05:05,920 going to tell me no. 121 00:05:05,920 --> 00:05:10,480 What would you tell someone like me on a bigger scale that, 122 00:05:10,480 --> 00:05:14,160 yeah, it's fear, but what do you do with that? 123 00:05:14,160 --> 00:05:15,400 Yeah, that's so good. 124 00:05:15,400 --> 00:05:17,320 And I appreciate you being vulnerable enough 125 00:05:17,320 --> 00:05:18,080 to share that. 126 00:05:18,080 --> 00:05:19,920 What a gift to me and to the listener 127 00:05:19,920 --> 00:05:21,880 for you to be open and honest, because you're not 128 00:05:21,880 --> 00:05:25,120 the only one that has that fear or that struggle. 129 00:05:25,120 --> 00:05:30,240 And also, I tend to find that a lot of professionals 130 00:05:30,240 --> 00:05:34,200 deal with call reluctance, let's say, 131 00:05:34,200 --> 00:05:36,480 in that fear of rejection. 132 00:05:36,480 --> 00:05:40,160 Because let's be honest, no one wants to be rejected. 133 00:05:40,160 --> 00:05:44,760 And inevitably, when you're in the sales position, 134 00:05:44,760 --> 00:05:47,120 your goal is to sell people. 135 00:05:47,120 --> 00:05:49,200 That's our job. 136 00:05:49,200 --> 00:05:52,920 However, I have shifted my mindset and our clients 137 00:05:52,920 --> 00:05:55,520 that I work with over the years to be more 138 00:05:55,520 --> 00:05:59,320 about service-focused sales. 139 00:05:59,320 --> 00:06:01,640 Because when you get on a phone and you're 140 00:06:01,640 --> 00:06:04,800 cold calling people to try to sell them something, 141 00:06:04,800 --> 00:06:07,880 it feels very much on the other end the same way 142 00:06:07,880 --> 00:06:09,840 that you feel when someone calls your phone 143 00:06:09,840 --> 00:06:11,440 to sell you something. 144 00:06:11,440 --> 00:06:15,040 And so what I've learned for me personally, 145 00:06:15,040 --> 00:06:17,040 and again, take this however you'd like, 146 00:06:17,040 --> 00:06:18,600 but I share it with my clients. 147 00:06:18,600 --> 00:06:20,560 It's worked really well for us. 148 00:06:20,560 --> 00:06:23,680 In that every conversation I'm having, 149 00:06:23,680 --> 00:06:27,960 whether it's personal or professional, my goal 150 00:06:27,960 --> 00:06:30,280 is to be a servant first. 151 00:06:30,280 --> 00:06:31,880 Let me ask questions. 152 00:06:31,880 --> 00:06:34,120 Let me understand and have empathy 153 00:06:34,120 --> 00:06:36,960 and really understand where this individual is 154 00:06:36,960 --> 00:06:40,240 at in this season, in this moment. 155 00:06:40,240 --> 00:06:44,240 And then if I have a product, service, or someone I know 156 00:06:44,240 --> 00:06:53,240 that I'm confident enough to tell them, hey, you've 157 00:06:53,240 --> 00:06:57,040 expressed x, y, z situation. 158 00:06:57,040 --> 00:07:00,840 I feel as though there's something we have access to 159 00:07:00,840 --> 00:07:02,080 that can help you with this. 160 00:07:02,080 --> 00:07:06,040 Would you be interested in exploring that further? 161 00:07:06,040 --> 00:07:07,400 That's it. 162 00:07:07,400 --> 00:07:11,200 And now the rejection is more they've 163 00:07:11,200 --> 00:07:13,560 made the decision themselves to say that I 164 00:07:13,560 --> 00:07:14,920 don't want to solve the problem. 165 00:07:14,920 --> 00:07:16,800 And it's not on you anymore. 166 00:07:16,800 --> 00:07:18,560 It's on them. 167 00:07:18,560 --> 00:07:21,520 But when you're just calling to try to sell them something, 168 00:07:21,520 --> 00:07:24,080 it feels different than just being able to say, hey, 169 00:07:24,080 --> 00:07:27,240 I want to get to know you so that whatever you're dealing 170 00:07:27,240 --> 00:07:29,080 with, if there's something I can help you, 171 00:07:29,080 --> 00:07:30,240 let me share that with you. 172 00:07:30,240 --> 00:07:32,960 Let that be my gift to you today. 173 00:07:32,960 --> 00:07:35,720 And in return, if it makes sense to work together, great. 174 00:07:35,720 --> 00:07:37,160 If not, that's great too. 175 00:07:37,160 --> 00:07:40,240 I still know I've done my part on this earth. 176 00:07:40,240 --> 00:07:40,920 That's good. 177 00:07:40,920 --> 00:07:41,840 That's really good. 178 00:07:41,840 --> 00:07:45,440 And I love the fact that you say to be a service of. 179 00:07:45,440 --> 00:07:47,760 And interesting enough, as I tell myself, 180 00:07:47,760 --> 00:07:49,480 I still haven't made those calls. 181 00:07:49,480 --> 00:07:52,840 But I tell myself, I need to turn that two-letter word 182 00:07:52,840 --> 00:07:54,600 into a four-letter word. 183 00:07:54,600 --> 00:07:58,240 Not the N-O, but the K-N-O-W. They don't know me. 184 00:07:58,240 --> 00:07:59,560 I'm just calling them. 185 00:07:59,560 --> 00:08:02,040 So it's not that they're telling me no. 186 00:08:02,040 --> 00:08:04,840 They're telling me I don't know you. 187 00:08:04,840 --> 00:08:08,920 And although I got it down pat, I still haven't made the calls. 188 00:08:08,920 --> 00:08:10,960 So that's really good. 189 00:08:10,960 --> 00:08:13,080 And to be of service to someone, whether they 190 00:08:13,080 --> 00:08:15,560 need that immediate service of real estate 191 00:08:15,560 --> 00:08:20,480 or whatever one sells, or just some other collaboration 192 00:08:20,480 --> 00:08:23,600 or other people that you have that you can connect them to. 193 00:08:23,600 --> 00:08:25,360 It's not always about us. 194 00:08:25,360 --> 00:08:26,200 It's about them. 195 00:08:26,200 --> 00:08:27,960 And you're so right about that. 196 00:08:27,960 --> 00:08:31,680 So as you say all of this, what is your why? 197 00:08:31,680 --> 00:08:33,880 Tell me what your why is. 198 00:08:33,880 --> 00:08:37,600 Oh, really, it's kind of cliche. 199 00:08:37,600 --> 00:08:42,080 But ultimately, for me, it's to be the example I've 200 00:08:42,080 --> 00:08:46,120 ever had growing up so that my wife, my son, 201 00:08:46,120 --> 00:08:48,520 and anyone around me and within my community 202 00:08:48,520 --> 00:08:51,360 can see what's possible for themselves. 203 00:08:51,360 --> 00:08:54,960 What I've learned over the years is that a lot of times, 204 00:08:54,960 --> 00:08:57,080 the why is legacy. 205 00:08:57,080 --> 00:08:58,040 It's our family. 206 00:08:58,040 --> 00:08:59,000 It's all these things. 207 00:08:59,000 --> 00:08:59,840 And that's amazing. 208 00:08:59,840 --> 00:09:02,840 And you can share all the wisdom and knowledge 209 00:09:02,840 --> 00:09:05,840 that you have with everyone that will listen, 210 00:09:05,840 --> 00:09:07,280 but they're still ultimately going 211 00:09:07,280 --> 00:09:11,080 to do what they want with it for themselves. 212 00:09:11,080 --> 00:09:14,400 And so when you show up with the mentality and the idea, 213 00:09:14,400 --> 00:09:16,360 and for me personally, it's I'm just 214 00:09:16,360 --> 00:09:19,760 going to be a great example of what I can do with my situation, 215 00:09:19,760 --> 00:09:22,800 the cards I've been dealt, and show that when you're 216 00:09:22,800 --> 00:09:25,040 willing to go above and beyond and when you're 217 00:09:25,040 --> 00:09:28,120 willing to do this work that others aren't, 218 00:09:28,120 --> 00:09:30,080 you can achieve things that you never 219 00:09:30,080 --> 00:09:31,840 thought possible for yourself. 220 00:09:31,840 --> 00:09:34,480 And again, to me, it's all about perspective. 221 00:09:34,480 --> 00:09:35,840 What is in it for you? 222 00:09:35,840 --> 00:09:37,080 What do you want? 223 00:09:37,080 --> 00:09:39,600 What makes you genuinely feel good? 224 00:09:39,600 --> 00:09:43,600 Because social media, the news, whatever, 225 00:09:43,600 --> 00:09:47,080 all of these things are made to prop up this lifestyle that's 226 00:09:47,080 --> 00:09:49,400 not sustainable. 227 00:09:49,400 --> 00:09:52,360 How do you sustain that good feeling? 228 00:09:52,360 --> 00:09:56,160 How do you maintain that knowledge of when I wake up, 229 00:09:56,160 --> 00:09:58,560 it's going to be a great day, no matter what happens, 230 00:09:58,560 --> 00:10:00,720 no matter what struggle, no matter what roadblock, 231 00:10:00,720 --> 00:10:04,120 I'm going to get through it and have that faith. 232 00:10:04,120 --> 00:10:05,520 And to me, that's my why. 233 00:10:05,520 --> 00:10:08,280 Because if I can express that and share that and motivate 234 00:10:08,280 --> 00:10:10,040 another person, well, guess what? 235 00:10:10,040 --> 00:10:13,040 That's what brings me ultimate joy and fulfillment. 236 00:10:13,040 --> 00:10:15,480 It's very selfish, but at the end of the day, 237 00:10:15,480 --> 00:10:18,080 that's what a why is all about, being selfish. 238 00:10:18,080 --> 00:10:19,480 Why do you want this? 239 00:10:19,480 --> 00:10:20,360 It's for you. 240 00:10:20,360 --> 00:10:22,880 So I'll get off my soapbox, but that's it. 241 00:10:22,880 --> 00:10:23,880 It is so powerful. 242 00:10:23,880 --> 00:10:25,040 No, no, I'm loving it. 243 00:10:25,040 --> 00:10:26,440 You know, like that's the thing. 244 00:10:26,440 --> 00:10:29,000 Most people, it's so self-serving, 245 00:10:29,000 --> 00:10:31,920 but at the end of the day, they say their why is everyone else. 246 00:10:31,920 --> 00:10:36,080 But what I find very interesting is that in life, 247 00:10:36,080 --> 00:10:38,840 I've created something called the Four Sixes. 248 00:10:38,840 --> 00:10:43,040 And it's ultimately a matter of the areas of life 249 00:10:43,040 --> 00:10:46,640 that matter to me and where I want to spend my time, 250 00:10:46,640 --> 00:10:50,080 who I want to spend it with, and what I want to spend it on. 251 00:10:50,080 --> 00:10:51,680 So when I think about it, there's 252 00:10:51,680 --> 00:10:53,480 24 hours in any given day. 253 00:10:53,480 --> 00:10:57,080 We can kind of agree on that, right? 254 00:10:57,080 --> 00:10:59,360 There's four areas of life that are important. 255 00:10:59,360 --> 00:11:01,840 Sleep is number one, because if you've ever 256 00:11:01,840 --> 00:11:04,960 been on like a 48-hour or a 72-hour bender 257 00:11:04,960 --> 00:11:07,240 and you're in real estate, so maybe not you. 258 00:11:07,240 --> 00:11:08,920 You seem more of a wholesome kind, 259 00:11:08,920 --> 00:11:11,360 but there's definitely people in your industry 260 00:11:11,360 --> 00:11:13,520 that know what I'm talking about. 261 00:11:13,520 --> 00:11:15,200 After that long, you're useless. 262 00:11:15,200 --> 00:11:17,120 You can't get a whole lot done. 263 00:11:17,120 --> 00:11:20,120 You sound like a goofball, like no one wants to be on a bender. 264 00:11:20,120 --> 00:11:21,680 So we have to sleep every day. 265 00:11:21,680 --> 00:11:23,160 And we all need our beauty sleep, 266 00:11:23,160 --> 00:11:24,680 because if you're going to show up, 267 00:11:24,680 --> 00:11:26,560 you want to look good too, right? 268 00:11:26,560 --> 00:11:29,040 And so then after sleep, most of us 269 00:11:29,040 --> 00:11:33,040 have our why, which tends to be our family, our legacy, 270 00:11:33,040 --> 00:11:34,640 our relationships, the thing that 271 00:11:34,640 --> 00:11:37,520 matter to us outside of ourselves. 272 00:11:37,520 --> 00:11:40,000 Then we have our business, because none of us 273 00:11:40,000 --> 00:11:41,560 have F-you money yet, right? 274 00:11:41,560 --> 00:11:42,680 We're still following up. 275 00:11:42,680 --> 00:11:45,640 We're still trying to put some duckets in the bucket, 276 00:11:45,640 --> 00:11:47,760 as my wife says. 277 00:11:47,760 --> 00:11:51,880 And then we put ourselves last, which is so interesting to me, 278 00:11:51,880 --> 00:11:56,120 because we tell everyone we're doing all these things. 279 00:11:56,120 --> 00:11:59,960 We're this best version of ourselves for them. 280 00:11:59,960 --> 00:12:01,840 But when the last time you got on an airplane, 281 00:12:01,840 --> 00:12:03,760 what'd they tell you? 282 00:12:03,760 --> 00:12:07,120 You have to put your own oxygen mask on first. 283 00:12:07,120 --> 00:12:09,160 Otherwise, you're a burden to everyone else 284 00:12:09,160 --> 00:12:10,320 in case of emergency. 285 00:12:10,320 --> 00:12:11,400 Well, guess what happens? 286 00:12:11,400 --> 00:12:13,920 If you're putting yourself last, you're 287 00:12:13,920 --> 00:12:15,520 not putting on your oxygen mask. 288 00:12:15,520 --> 00:12:17,320 So you're not your best self. 289 00:12:17,320 --> 00:12:18,920 You're not the most energized. 290 00:12:18,920 --> 00:12:22,440 You're not the most valuable person you can be. 291 00:12:22,440 --> 00:12:24,400 And yet, you're out here making these promises 292 00:12:24,400 --> 00:12:26,560 to everyone else that you are. 293 00:12:26,560 --> 00:12:29,040 So who are you lying to yourself? 294 00:12:29,040 --> 00:12:33,040 So why do leaders hide from funding their vision? 295 00:12:33,040 --> 00:12:38,240 And what made you decide to move forward and just let it flow? 296 00:12:38,240 --> 00:12:41,120 And how did you do that? 297 00:12:41,120 --> 00:12:43,080 I think the biggest reason that people 298 00:12:43,080 --> 00:12:47,600 are afraid of funding their vision is imposter syndrome. 299 00:12:47,600 --> 00:12:48,800 They're afraid. 300 00:12:48,800 --> 00:12:51,160 They don't want to step up and do something 301 00:12:51,160 --> 00:12:52,120 where they could fail. 302 00:12:52,120 --> 00:12:53,600 They don't want to look stupid. 303 00:12:53,600 --> 00:12:55,760 They don't want to go out there and tell the world 304 00:12:55,760 --> 00:12:59,160 that they're this expert or this great person at this thing 305 00:12:59,160 --> 00:13:02,720 and then get laughed at, which I understand. 306 00:13:02,720 --> 00:13:03,600 I've dealt with that. 307 00:13:03,600 --> 00:13:05,480 I still deal with it on occasion. 308 00:13:05,480 --> 00:13:07,360 It's something that will always be there 309 00:13:07,360 --> 00:13:08,920 for every human on the planet. 310 00:13:08,920 --> 00:13:10,120 I don't care who you are. 311 00:13:10,120 --> 00:13:14,320 In some way or fashion, you will deal with this at some point. 312 00:13:14,320 --> 00:13:16,000 What I've realized, though, about it 313 00:13:16,000 --> 00:13:21,320 is that that imposter syndrome is an integrity-driven value. 314 00:13:21,320 --> 00:13:24,480 Or I'm sorry, it's driven by a value of integrity 315 00:13:24,480 --> 00:13:26,960 and it's a feeling that stems from it. 316 00:13:26,960 --> 00:13:32,680 Because when you reach a level of competence in your skill set, 317 00:13:32,680 --> 00:13:36,240 whether it's real estate or marketing or sales, 318 00:13:36,240 --> 00:13:38,040 whatever the thing is that you're great at, 319 00:13:38,040 --> 00:13:41,520 you reach a level of unconscious competence, 320 00:13:41,520 --> 00:13:44,200 meaning you don't even know what you know at this point. 321 00:13:44,200 --> 00:13:47,360 You're just doing things based on reflex. 322 00:13:47,360 --> 00:13:50,560 So what happens is you know you don't know everything. 323 00:13:50,560 --> 00:13:53,320 And when someone asks you to step up and to lead, 324 00:13:53,320 --> 00:13:56,000 you have this feeling of, well, why me? 325 00:13:56,000 --> 00:13:57,560 What makes me the expert? 326 00:13:57,560 --> 00:14:00,120 Why should I be the one to do this? 327 00:14:00,120 --> 00:14:02,520 And your vision is no different. 328 00:14:02,520 --> 00:14:05,080 That calling, that download that you get, 329 00:14:05,080 --> 00:14:09,120 it's always going to be blocked by that initial, 330 00:14:09,120 --> 00:14:10,720 am I the real person for this? 331 00:14:10,720 --> 00:14:13,000 Why am I being chosen for this mission? 332 00:14:13,000 --> 00:14:15,600 Why am I being blessed with this vision? 333 00:14:15,600 --> 00:14:18,880 And why don't I want like what? 334 00:14:18,880 --> 00:14:20,360 Why me? 335 00:14:20,360 --> 00:14:21,720 That's so strange. 336 00:14:21,720 --> 00:14:24,840 So you have to be willing to just go and say, listen, 337 00:14:24,840 --> 00:14:28,320 even if I fail, whatever you subscribe to, 338 00:14:28,320 --> 00:14:31,320 whether it's religion or your own version of life 339 00:14:31,320 --> 00:14:35,560 in the universe and energies, like energy begets energy. 340 00:14:35,560 --> 00:14:37,440 If you want to get something, you 341 00:14:37,440 --> 00:14:40,400 have to be willing to put something into it for that. 342 00:14:40,400 --> 00:14:43,840 So if you want your vision to become a reality, 343 00:14:43,840 --> 00:14:45,440 you have to fund it. 344 00:14:45,440 --> 00:14:47,320 What's great now is understanding 345 00:14:47,320 --> 00:14:51,520 that funding, that doesn't always have to be a monetary 346 00:14:51,520 --> 00:14:52,020 thing. 347 00:14:52,020 --> 00:14:54,600 It's not a dollar necessarily, because you realize time 348 00:14:54,600 --> 00:14:55,320 is money now. 349 00:14:55,320 --> 00:14:58,640 So funding your vision could be a minimum of saying, 350 00:14:58,640 --> 00:15:01,480 I'm going to invest one hour every day 351 00:15:01,480 --> 00:15:03,240 into making this happen. 352 00:15:03,240 --> 00:15:07,520 Non-negotiable, I know that the one resource I have is time, 353 00:15:07,520 --> 00:15:09,560 so I'm going to spend time working on making 354 00:15:09,560 --> 00:15:11,200 this vision a reality. 355 00:15:11,200 --> 00:15:12,960 Do that for 30 days. 356 00:15:12,960 --> 00:15:15,520 See how much farther you are in 30 days 357 00:15:15,520 --> 00:15:17,680 than right now, where you're consistently going, 358 00:15:17,680 --> 00:15:20,920 well, I don't have the money to invest in my vision. 359 00:15:20,920 --> 00:15:22,040 Well, you don't have money. 360 00:15:22,040 --> 00:15:23,000 That's true. 361 00:15:23,000 --> 00:15:24,840 But you have time. 362 00:15:24,840 --> 00:15:26,840 What are you doing with your time? 363 00:15:26,840 --> 00:15:29,400 And that goes back to writing down and taking 364 00:15:29,400 --> 00:15:32,640 that two-week note of what you've done every day 365 00:15:32,640 --> 00:15:36,640 to try to figure out how to make your vision come to life. 366 00:15:36,640 --> 00:15:38,400 And I love that you say that. 367 00:15:38,400 --> 00:15:40,640 And it is a cliche statement. 368 00:15:40,640 --> 00:15:44,840 And it's a statement that most people use, but time is money. 369 00:15:44,840 --> 00:15:51,960 And in order to put yourself into the area of success, 370 00:15:51,960 --> 00:15:53,760 you have to take the time to do that. 371 00:15:53,760 --> 00:15:55,880 And you have to develop those things 372 00:15:55,880 --> 00:15:59,120 and just put your best foot forward. 373 00:15:59,120 --> 00:16:03,280 And I truly, truly, truly love your mindset. 374 00:16:03,280 --> 00:16:05,720 I get it why you're on stage. 375 00:16:05,720 --> 00:16:08,960 And I get it why these books are being written. 376 00:16:08,960 --> 00:16:11,840 So I want to talk about one of your books really quick. 377 00:16:11,840 --> 00:16:15,600 And that is Crushing the Day. 378 00:16:15,600 --> 00:16:18,440 I looked at that, and I was like, that's dope. 379 00:16:18,440 --> 00:16:21,680 And I mean, there's many books out there. 380 00:16:21,680 --> 00:16:23,480 But there is also a phrase. 381 00:16:23,480 --> 00:16:25,600 And I do judge a book by its cover. 382 00:16:25,600 --> 00:16:26,520 So it's super cute. 383 00:16:26,520 --> 00:16:27,200 It's super cute. 384 00:16:27,200 --> 00:16:28,480 I love the cover. 385 00:16:28,480 --> 00:16:30,400 So I was like, oh, I like that. 386 00:16:30,400 --> 00:16:31,760 Also, I will buy one. 387 00:16:31,760 --> 00:16:34,040 I'm just trying to figure out how to get one signed. 388 00:16:34,040 --> 00:16:34,520 Anywho. 389 00:16:34,520 --> 00:16:35,040 I got you. 390 00:16:35,040 --> 00:16:36,240 From the store. 391 00:16:36,240 --> 00:16:38,440 As soon as we get off of this, I'll send you the link. 392 00:16:38,440 --> 00:16:39,040 I'll sign one. 393 00:16:39,040 --> 00:16:40,440 I'm happy to send you one, Drunk. 394 00:16:40,440 --> 00:16:41,040 I think that would be great. 395 00:16:41,040 --> 00:16:41,560 I would. 396 00:16:41,560 --> 00:16:42,480 I would love it. 397 00:16:42,480 --> 00:16:45,320 Because I not only want to say this out loud 398 00:16:45,320 --> 00:16:48,800 and to whomever watches this, I don't do this 399 00:16:48,800 --> 00:16:51,280 because I'm a professional on my end. 400 00:16:51,280 --> 00:16:55,200 I do this because I have a lot of learning to do myself. 401 00:16:55,200 --> 00:16:58,600 So you're not, as you're sitting here and I'm taking notes, 402 00:16:58,600 --> 00:16:59,800 I'm a note taker. 403 00:16:59,800 --> 00:17:01,120 The page is a whole mess. 404 00:17:01,120 --> 00:17:03,440 And I'm taking notes, and I'm like, oh, that's a plug. 405 00:17:03,440 --> 00:17:04,480 That's a good one. 406 00:17:04,480 --> 00:17:09,080 So I want to say out loud in vulnerability and transparency, 407 00:17:09,080 --> 00:17:10,160 thank you. 408 00:17:10,160 --> 00:17:13,360 Thank you for feeding me what I haven't eaten yet. 409 00:17:13,360 --> 00:17:14,240 You know what I mean? 410 00:17:14,240 --> 00:17:19,920 So those are those things that we don't tend to understand. 411 00:17:19,920 --> 00:17:21,920 It's like everything is not about me. 412 00:17:21,920 --> 00:17:25,920 Everything is to see what we can give out there. 413 00:17:25,920 --> 00:17:29,920 And so due to time and everything else, 414 00:17:29,920 --> 00:17:33,840 when it comes to that book and crushing the day, out of all, 415 00:17:33,840 --> 00:17:35,720 I think you have four books. 416 00:17:35,720 --> 00:17:40,160 Is that your most favorite? 417 00:17:40,160 --> 00:17:44,880 It's probably the one that's the most personal. 418 00:17:44,880 --> 00:17:46,880 I don't know that I have a favorite. 419 00:17:46,880 --> 00:17:48,440 I think it's like anything. 420 00:17:48,440 --> 00:17:49,360 It's seasons, right? 421 00:17:49,360 --> 00:17:52,240 You have a favorite TV show, but then it changes a little bit. 422 00:17:52,240 --> 00:17:53,680 My books are kind of the same way. 423 00:17:53,680 --> 00:17:56,120 But Crushing the Day is definitely the most personal. 424 00:17:56,120 --> 00:17:59,200 It was the first book that I wrote and released. 425 00:17:59,200 --> 00:18:04,280 It was and is a very deep dive into my childhood, 426 00:18:04,280 --> 00:18:08,200 my upbringing, a lot of the things that I think really 427 00:18:08,200 --> 00:18:11,080 shaped who I am as an individual and a young man. 428 00:18:11,080 --> 00:18:14,000 I mean, I'll be 36 here next week. 429 00:18:14,000 --> 00:18:17,200 And so I'm sorry, 37 next week. 430 00:18:17,200 --> 00:18:20,240 You see how time flies. 431 00:18:20,240 --> 00:18:22,480 But I'm very blessed to have been 432 00:18:22,480 --> 00:18:24,480 able to share those stories because there's 433 00:18:24,480 --> 00:18:28,440 a lot of things that I think most sales professionals, 434 00:18:28,440 --> 00:18:31,760 entrepreneurs, anyone that's on that journey of development, 435 00:18:31,760 --> 00:18:35,880 they hit that wall where they're like, OK, I know there's more. 436 00:18:35,880 --> 00:18:36,760 I can feel it. 437 00:18:36,760 --> 00:18:38,640 There's this internal pull, whether it's 438 00:18:38,640 --> 00:18:41,880 deja vu or these just callings that you get, downloads, 439 00:18:41,880 --> 00:18:44,000 whatever. 440 00:18:44,000 --> 00:18:47,840 And I feel like it's the permission 441 00:18:47,840 --> 00:18:51,200 to take that next step that we're all seeking, 442 00:18:51,200 --> 00:18:53,800 that we just aren't getting from those around us. 443 00:18:53,800 --> 00:18:55,760 And it's not to say that the people in our circle 444 00:18:55,760 --> 00:18:57,440 aren't good people. 445 00:18:57,440 --> 00:18:59,400 But unfortunately, what you're going to learn 446 00:18:59,400 --> 00:19:02,040 is the people you're around now are not likely 447 00:19:02,040 --> 00:19:04,720 the same individuals who will take you to the level 448 00:19:04,720 --> 00:19:07,240 you're destined to be on. 449 00:19:07,240 --> 00:19:10,320 So it's just recognizing and assessing, all right, 450 00:19:10,320 --> 00:19:10,960 where are you? 451 00:19:10,960 --> 00:19:12,440 What have you learned so far? 452 00:19:12,440 --> 00:19:15,200 What are the things that you can be grateful for and show, 453 00:19:15,200 --> 00:19:17,760 like, all right, this really helped me get here? 454 00:19:17,760 --> 00:19:20,000 And then also realizing, what can 455 00:19:20,000 --> 00:19:22,920 I do to serve the individuals who I know 456 00:19:22,920 --> 00:19:25,240 are where I want to be in life? 457 00:19:25,240 --> 00:19:26,720 It's like social drafting. 458 00:19:26,720 --> 00:19:29,200 You can do it yourself, but it's a lot harder. 459 00:19:29,200 --> 00:19:32,080 And it takes longer, versus if you get in a group 460 00:19:32,080 --> 00:19:33,760 and you're kind of running with some people 461 00:19:33,760 --> 00:19:35,960 and you can kind of draft behind them and learn from them 462 00:19:35,960 --> 00:19:38,320 what they got going on, it's a lot better. 463 00:19:38,320 --> 00:19:40,080 So it's just a matter of, I really 464 00:19:40,080 --> 00:19:42,520 think that book for me is about those little lessons 465 00:19:42,520 --> 00:19:45,960 that I learned in my childhood and my young adult life that 466 00:19:45,960 --> 00:19:48,560 helped me get to the point where I can make the decision 467 00:19:48,560 --> 00:19:50,040 to go all in like I have. 468 00:19:50,040 --> 00:19:51,440 Thank you for being here today. 469 00:19:51,440 --> 00:19:53,920 I'm really happy that you tuned in to Vision Pros Live. 470 00:19:53,920 --> 00:19:56,600 I'm looking forward to seeing your reactions 471 00:19:56,600 --> 00:19:58,840 as these episodes continue to move forward. 472 00:19:58,840 --> 00:20:00,600 This is going to get more and more fun. 473 00:20:00,600 --> 00:20:02,480 We'll have more and more engagement as well. 474 00:20:02,480 --> 00:20:04,520 We'll invite people to participate in the show. 475 00:20:04,520 --> 00:20:06,880 And thank you for giving us your time and attention. 476 00:20:06,880 --> 00:20:09,600 Have an excellent time building out your vision 477 00:20:09,600 --> 00:20:29,960 and becoming a Vision Pro yourself.