how're we doing how are we doing oh yeah
baby I'm super I'm super excited to be
here with you guys today and I can't
tell you for literally the last three
months I was dreaming about this day
about this minute about this hour that's
right now here and I'm pump more than
you are you pump more than I am or we
both pump together you see we all have
control
we all have control please if we can
just be a little silent we all have
control over what's gonna happen today
in our own lives we all have control
over what's gonna happen today and in
this given moment and I'll tell you
something I didn't wake up today all
super pumped up excited just because I
got a ton of sleep last night or I wake
up every single day just super excited
to live another day every single person
I promise you whether they're extremely
successful getting on their way to
success has an opportunity every single
day to switch around how they currently
feel the state of their mind how they
currently feel right now and get to a
better place remember when we were
talking about my obsession when I was
back there and I was saying how many
people in here believe how many people
in here believe that there's a better
life that exists for them everybody put
up their hand see there's something
about me and I'm gonna share a story
with you a little bit about myself and
how I actually came to find my voice I'm
not talking about the one I'm almost
about to lose okay but how I became a
founder scray see how many in here like
you party put your hands up be honest
and when I say party I don't mean the
crazy party I mean just go out have a
good time and obviously party
okay well same here and I'm gonna share
with you I'm gonna share with you guys
other side you just flip it around on
it's probably gonna I'll do that a
second I'm gonna share with you guys a
little bit about myself and where I came
from why I do what I do today and
hopefully it can inspire because the
reality is it's not going to inspire
everybody right now it's typically until
something happens in your life that you
become ready to take yourself from where
you're at today and say you know what
I'm ready to climb that ladder that
David was talking about and I have to
not want to not just want to are not
just you know I think I'm going to I
have to make a change in my life now the
reason why you're gonna get to a point
of I have to is because you get so damn
sick so damn sick of being where you're
at and knowing and seeing that there are
other people that have what you want and
you just don't have it quite yet and
when you see that and say why they can
have all that why they can do this why
are they waking up happy why why why
till you finally get in the back your
head like why them and not me and you
know if they can do it so can i you
start to give up some of the things that
you do on a day-to-day basis that take
you back in your life and start moving
you forward to where you want to become
so to start I basically back I'll go all
the way to when I was a kid growing up
in what I call over there elementary
school okay I don't know if you guys
have with you the same name out here
where it's called elementary so I'm
talking from grade but you do okay so
when I was in elementary school people
who typically are giving motivational
speeches and stuff like I notice is
similar a lot of similar stories of
theirs about you know they had nothing
they came from nothing and then they
came and rose to the top I'm gonna tell
you guys a different story
okay but it leads in my timeline of what
they accomplished and what they'll what
they went through my timelines a little
bit different but it shares a similar
story I grew up with wealthy parents
wealthy I'm talking we had you know bat
well a lot of use from this some of you
may not you too young
but back in the day where there was
pac-man where you sit beside by side and
you put 25 cents and in the machine and
you're able to play the arcades back
then well my parents when I grew up and
just back in her hometown of ed where I
was born and raised Edmonton Alberta
Canada
my parents had one of these huge
restaurants and I'll tell you the place
was always packed money was coming in
everything was awesome life was great
why because when I went to school in
elementary and I just noticed my
personality was always one and just
within me to give to others to help
other people have an enjoy a fun life in
general so when I'm in school and my dad
would come at lunchtime to take me out
for lunch I would always be like to my
friends and and people in my class like
hey you want to come with me today and
my dad would of course be like yeah no
worries bring anybody you want just make
sure it's okay with your parents back
then it wasn't like it is now it's like
yeah ain't no policies go to lunch
nowadays things have changed things are
a little different but you got to get
permission from you got to get you know
there's so much more but I'll tell you
something just being able to have what I
want when I wanted it was the best
feeling in the world and then also on
top of it
when I had when I had birthdays when I
had birthdays at my like when my
birthday happened each year and it was
during school well my dad would actually
believe it or not come bring cake in
because we had a restaurant food and
everything for the whole class and
literally it was the best feeling in the
world could be in a spotlight but also
to be giving back to everybody and I'll
tell you the school I went to was filled
with immigrants my parents were
immigrants it was filled with immigrants
and people who didn't have much to start
off with when they're coming over to
Canada they didn't have much so today I
was like wow here they are you know this
family who actually came from from from
having quite a bit to be able to give it
was the best feeling in the world so
even at times what we would do is they
literally when I was my birthday the
whole school would take off that day
would bring them over to my restaurant
my parents restaurant and was the best
feeling in the world to just see
everybody having fun at a young age
myself it was just the best feeling to
see people happy and it gave me that
sense of gratification that's just me
but guess what we lost it all my parents
lost it all you see that same restaurant
was open 24 hours a day seven days a
week and my dad didn't believe in hiring
other people because if we hired other
people what would happen there'd be so
much theft there'd be so much he
attached so much negativity to hiring
other people at that business that he
and the family my mom my dad my uncle
yes three people ran a 24 hour a day
seven days a week
business so what do you think happened
over time with my parents absolutely you
bet they fought they fought that so much
happened I was really young but guess
what they got divorced and when they got
divorced we lost everything
my parents had a really nice beautiful
house as a kid we had it all paid off
cash and everything but I'll tell you a
story that I never shared ever before we
had a house that was paid off cash and
guess what my father did my father did
not want to go back and forth with my
mom getting half and my mom and dad
didn't want it it was just a nightmare
so he gave it away to the bank for free
he gave a full house away to the bank
for free and I was his agent I'm
thinking like why would he do this until
today I kind of don't know the full
story of what happened but all I can
tell you is they worked themselves to
literally the bone where they forgot the
number-one thing in life that's time we
all have a limited amount of time in our
lives what's guaranteed Chris Lu said
death and taxes so when we lost
everything me we went to school
and the business was done the business
was gone the house was gone this these
these happy faces of being able every
single day - hey you want to come to
lunch with me
wait a second slowly slipped away for me
I came from wealth but we lost it
and my whole life growing up as a kid
I'm like wait a second so I want that
back because I had a taste of that pie
and that pie tasted good
and I'll tell you it's a little
different of a time line because when I
went from having and being able to
provide to not being able to even as a
child I knew that was 100% something
that I had to rebuild for myself so what
did I do
I obviously went and I knew and back
then I had to obviously get my education
graduate and I went decided to start off
with compact then I loved playing games
as a kid kind of or even in my high
school days and that right when dissent
that game dissent Duke Nukem if you
remember those those games me and my
buddy would actually play we'd we'd buy
computers and and hook them up through
the internet back then which is anybody
know what a 24 4 modem is or 56k modem
is dial-up anybody ever anybody not know
what the heck I'm talking about you guys
know yeah it sucks that's right why
because my dad didn't know how instead
of studying I was on my computer playing
descent with my buddy Mike I'm a clear
across headin pin and what happens when
he's like I need to call my brother
[Music]
right you guys remember that so you pick
it up no just about to find him and kill
him
you got to be kidding me I was just
about to find him and kill him and all
of a sudden it gets disconnected so long
story short I decided hey you know what
I'm gonna do with myself as I graduate
I'm like I'm gonna go to university and
I'm gonna take computer science why
because computer science you're able to
program and all this stuff to use
computers because I want to make games
well I'll tell you something I went into
that and me personally I'm not a school
person okay I know I have to
to it I got to push myself because if I
graduated I would end up making a lot of
money and rebuilding what I wanted okay
so I went into that my first semester I
would go into class bright and early in
the morning yes / when Canada gets to
like literally minus 30 with wind chills
minus 60 I'd be walking to school
freezing cold and I would actually go
into class literally for eight hours
straight and then have a three-hour lab
where I'm coding and I'm thinking to
myself I like playing games I like
playing games I don't like coding I had
no idea but I did not like coding so I
go to my dad and my dad you know what
this is not for me he's like oh you're
crazy what are you talking about my dad
is an engineer a master's engineering
he's all about education so he goes to
me he's like are you crazy you got to
stick in with it you got to keep going
I'm like but it's not something I like
so I decided to drop out of that in my
first semester I said you know what Dad
you were a businessman you were
successful at one point but you know
what I'm gonna do instead what I'm gonna
do is I'm gonna focus on what I like to
do and then in as I actually grow in
that which ultimately became business
but as I grow with that what I'm gonna
be able to do is hire somebody who can
actually take on this role he's like
that sounds great anyways back to school
tomorrow I got to get to work and I'm
like what are you talking about I'm like
maybe you didn't so what I did was I
literally dropped out of that and my big
thing is I've always been very careful
with time so my first semester I dropped
out of it and I'm like shoot now as much
as I hate school and I know I got to get
it done now unfortunately I'm behind and
that sense of being behind lights a fire
under my ass and I swear I'm like I got
to do something so I called my cousin
who was at the border of the Michigan
border so anybody ever cross into
Windsor No okay that's the border of
Michigan so I called him and I'm like
dude the schools over here there's
nothing that I can do to pick up my
actual schooling for for the semester I
go I remember you told me there was some
type of program where I could actually
start second
semester but do my first semester and
then pick up my second semester in the
summer and if it all worked out I could
actually just go straight through to
truck through my education and finish it
so he goes absolutely we can check and I
called up the school and lo and behold
they had that program so what would
typically take about four to five years
to get a business degree actually
completed it in three
TRUCKING through it I'm talking semester
one semester two and then in the
summertime it was semester one of this
next year and then semester two in the
first they had to awesome program and
then again all throughout no brakes no
brakes
so I went into business and then my
major was marketing and what happened
was and I swear on everything my last
class before I was about to graduate I
got a phone call from my parents back in
in in Edmonton saying your grandma's
about to pass away and I had a decision
to make I'm like do I sit here and
finish my education or do I go and see
my grandma who's about to pass away
which I'll never obviously again time
right what's guaranteed death and I'm
like you know what I'm going to go there
I'm going to go there and I'm gonna walk
up to my the Dean I'm gonna let him know
that I'm going and I don't care if I got
to do the semester again because the one
thing I cannot take back is definitely
that is having that chance to to see her
so I walk up to the Dean I go Dean this
is my situation this is what's going on
my last class was accounting it was an
accounting class you know what he told
me he said Paul you've been doing
amazing you've been doing awesome just
go and I'm like how about the final exam
he goes I'll send it to you and I still
till this day I've never heard of that
he goes you know what I'll send it to
you and you can write it from there but
if you can give me your your your the
honesty that you're not gonna cheat
you're not gonna open the book that you
can write it on your time and send it
back to me and I did that I did that and
everything was went
everything was well and I had graduated
but a in that time period when I was in
schooling I liked to party
okay I like to party now this is my
story about my party situation and how I
found my voice so I would like to party
and I was the guy to in like certain
classes that you know I would show up
late and whatnot and this one marketing
teacher he would all the time be like oh
it's Paul again he's showing up late and
he had a vendetta against he he wanted
to get me he was out to get me and lo
and behold there was this one day where
I show up to class late and he goes all
right everybody you know I took your
your your books underneath who's ready
to do their presentation and I'm like oh
who's ready to do their presentation I
look over to my friends and my friends
are like dude today's the day where we
present in front of their class and this
is worth like 60% of your marks your
grades I'm like are you kidding me
present what like seriously you're not
listening I get a hated school I truck
through it but he goes this is worth
like 60% of your grades I'm like oh my
god in front of everybody believe it or
not this guy who you see up here right
now I was an introvert I was scared
shitless to be up in front of a group
and the class was a little bit like
double the size close about almost
double the size in the room right now
and guess who the teacher picks he was
out to get me
Paul get on come on up I'm like oh my
god I got no worries so I'm delaying
time I'm putting myself please tell me a
little bit more tell me a little bit
more I remember her name was Georgie and
I'm like Georgiana what are we supposed
to remember you're supposed to have a
business and talk about a business plan
and your business and yada yada yada
right away inside my head and I didn't
know that I had this talent hidden deep
within myself but right away my brain
goes yeah I recall since I'm in business
I always wanted to open up and own us
along I wanted to open up a salon I
wanted to make people happy I wanted to
make people feel good and I wanted to
this was my dream to have this big salon
so what did I do
inside my head and this will help a lot
you find your voice
inside my head I pictured I already won
I already owned a salon this is crazy
but I didn't know I already owned a
salon so as I get up in front everybody
hey everybody welcome and I kind of
cheated a bit because my best friend's
mom owned a salon and it was called
anavar Spa so I go up in a mic and they
don't know because it's even a different
city so I'm like my yeah so I'm like I
just want to let you guys and everybody
know and welcome to my below and welcome
to my business anavar Spa and I started
going into and I'm like we do blah blah
blah and I started going into it long
story short I swear on everything I
nailed it the presentation I nailed it I
found out a couple things about me for
me I am NOT a scripted person I'm not
scripted if I script stuff I screw up I
am NOT a choreographer by any means I'm
not good at at choreography but I'm very
good at freestyling very good at
freestyling so I'm very good at just
getting what's inside my head and
dumping it on into other people and
that's how I basically found when I came
up the teacher actually goes everybody
was gave me a round of applause and
everything was awesome the teacher goes
I have to be honest Paul first of all I
called you out and I knew I'm like I
know but I called you out because I
thought you are you weren't prepared you
had no clue but everybody that's exactly
how you should be doing your
presentation now I'm thinking of myself
on mic holy cow like I got through this
one so what so what did I learn a couple
things about myself like I said maybe I
do have this hidden hidden talent of
this voice so again now fast-forwarding
time actually went back to Edmonton and
what I did
I decided to look for a job I got a job
paying thirty-two thousand bucks a year
my best friend whose mom is an
accountant got me a job at a company
called Northgate industries they create
in Edmonton Alberta there's a lot of oil
work okay there's a lot of oil work
hence the Edmonton Oilers if you guys
are into hockey but there's a lot of oil
work
so what happened was he's like hey my
mom actually runs a whole accounting
department if you want to do something
with marketing and whatnot let me let me
ask her and she's like absolutely she
goes you can file paperwork and do all
this stuff and get started I'm like
really I graduated it's in there and do
so okay no problem I went in and I was
making thirty two thousand bucks a year
that wasn't enough for me because again
I wanted to build my Empire I wanted to
build what I wanted to build so what
happened after making thirty two
thousand bucks a year I basically that
my boss at the time said don't worry
welcome to corporate well Canada
welcome to corporate Canada and he goes
guess what you get raises here you get
bonuses you get all this stuff I'm like
oh that's super cool when he goes after
six months to a year depending on your
performance and I'm thinking wait a
second I'm looking at other people here
at the company nobody really has what I
want but I went through every single day
like maybe this is something that I
personally have to do in order to work
my way to the top because there was a
guy who was actually in the sales
department for me at that time he was
driving a brand new Oddity tee and I'm
like I want that car I want that car I
was like that is gonna be my car I'm
gonna have it paid off so what happened
I go to the boss after about six months
and he actually no actually he called me
in he goes Paul I want to talk about
your race and I'm like okay cool so we
sat down here he goes
you'd been doing awesome everybody loves
how energetic you are and you make the
place fun and friendly he goes
congratulations you got the the biggest
raise anybody can get in your position
and I'm thinking I'm like holy cow
jumping up to 60,000 70,000 and he goes
I go he goes you got a raise of $1,500
1,500 bucks my heart dropped for a
second but then it got uplifted because
I'm like wait a second I got a $1,500
raise but what I don't know is what say
it again loud don't be don't be shy how
much higher nope
not any different nope / / what per year
per month per day I was hope there was
hope
of course not per day but of course I'm
thinking per month / he goes what he
mean / of course per year yeah my heart
dropped back down right then and right
after I found out like per year you
gotta be kidding me
I gotta find something else
so my same friend my same friend who got
me the job over there at that time he
was doing warehouse work and whatnot he
started a different job a crazy job an
unheard-of job that nobody would want to
do except those who think different than
the average Joe and that job he was
doing was door knocking door-to-door
sales first of all I graduated from
business I graduated with a marketing
degree and I'm gonna go knock on doors I
told him Steve he goes Paul let me tell
you something what you make in one year
I make in six months now again it was a
lot different we didn't get paid as much
as we do now and I'll talk a little bit
about the pay we were getting he was
getting at the time anywhere from 25 to
50 bucks every single sale and we were
selling yep we were selling electricity
and natural gas he was at the time
selling electricity and natural gas
door-to-door and 25 to 50 bucks a day I
saw a sale and he was making what I was
doing still here one year he was
actually doing it in six months so he
said guess what Paul you have to get in
your car in the freezing cold winter
drive all the way to your work every
single day for this year and I'm gonna
take home as much as you do
unless the time how does that make you
feel I'm like dude are you kidding me
but you have to knock on doors he's like
that's right and I'll tell you something
about knocking on doors what's your
belief about knocking on doors what do
you think happens I'm like dude you get
rejected at every door people tell you
get up off my property who's here at who
in here has heard of my podcast okay you
guys know my introduction and by the way
go get a job right that was a true story
of what happened to me and I'll talk
about that in a bit once I get into the
training but what happens is in six
months he was making what I did he said
you know what if you can get your
mindset off of what you just told me and
understand that if you were to come out
and do this I'm not I'm not that social
of an extrovert or even you know an
exciting guy with this stuff you would
probably do even better than me so what
did I do
I got so sick of being here that I
forced that I was by default forced into
giving it a shot
but not necessarily just giving it a
shot because I've developed my mind over
time when I was when I was back then my
mindset was back then was not like it is
today and I always tell people Mike if
you're gonna do this don't don't just
give it a shot don't just try it out you
can't try it out because if you try it
out you're gonna fail you have to commit
but back then I didn't know what I do
know now and that's what I'm gonna be
focusing on today it's developing you
guys okay developing your minds your
mindset from starting off from where
you're at right now to where you will
become so I jumped in with it and I
started doing pretty good I started
doing pretty good I was actually well on
track after my first couple months to
being the top salesperson because I
would push my talent another talent of I
have is I just don't quit I am NOT a
smart person at all and I'm the first
guy to say it my dad he's genius I
promise you he's genius he has
inventions literally that can manipulate
reduce the amount of energy that that
literally a whole city like and he's
showing me diagrams of my holy he's
literally gone to the cut of the Prime
Minister of Canada and actually showed
him these things he's like anyways let's
not get into that but anyway That's not
me I'm not I'm not that person so
basically I knew that this is something
that I want to develop myself into and
get better at it I wanted to make more
in a shorter period of time
so I ended up battling with the topsails
guy being first second first second why
because I worked the ones who went it
was minus 60 and it's snowing who are
complaining it's too cold please let me
in the van please let me in the van I'm
like dude there's only a mountain is
certain amount of time I want to make as
much as I can in literally the year so
what do I got to do I just got to keep
on knocking so what I didn't know at
that time is the more I knocked the more
doors I knocked on the better I got at
handling the situation so the first
thing I teach every person who's fairly
new your goal ultimately is to close
more sales selling door to door right
but if you're not there you're just not
there yet the more doors you knock on
the more experience you get so if
there's one thing you can control which
you can it's the number of doors you
knock on because like anything in life
the more you do it the darn better you
get okay the problem is the majority of
people don't open their mind on a
day-to-day basis to saying I'm gonna
knock that next door they kind of go by
like I wonder if I'm gonna get a deal
today and I wonder if if you want to get
a deal today you will get it if you put
inside your heart that I am a lion that
is super hungry and I am going to get my
food not I wonder if I'm gonna eat today
you will do it you'll find a way and
guess what
take a look around really quick at each
other has
anybody in here got in a deal before put
your hand up so everybody's got in a
deal which means you definitely know how
to close a deal so even if you for some
reason your crazy mind you basically
told yourself yeah but I don't know
maybe I got lucky right how many people
in here I've actually said that to
themselves
I actually got lucky and maybe it's no
more doors out there I did it I do it
it's true you you it's amazing what your
brain starts thinking of and coming up
with to find the answer to how you're
feeling that's right I can see how you
guys already programmed when you hear
certain words and that's the exact same
that's the exact same motivation the
exact same mindset you have to have
before we even get into pitches before
we even get into training on every
single freaking door knock knock knock
stand back it's like oh this is my deal
this is 100% my deal with 100% certainty
this is my deal okay
it starts off folks with belief and I'm
bad with spelling so I know I'm gonna
probably misspell everything
how much belief do you have today that
you guys and gals who are gonna go out
there are gonna close a deal on a level
from one to ten let me hear you ten okay
the average person typically in their
mind definitely starts off their day
saying I have a ten I have a fixed
belief that my belief of I'm gonna get a
deal out there is 100 percent I'm gonna
I'm gonna get it I believe in myself
that there's one deal there's one
customer in Las Vegas there's one
customer in Las Vegas that I can find to
get a deal how many people believe that
they sold the last account that's it
there's no more sales in Las Vegas how
many people believe that nobody believes
that right so the BS inside your mind
that's gonna come out of oh wait a
second there's no deals in this
neighborhood this neighborhoods just
been knocked on now I wonder where
we're gonna go today where are we gonna
go where are we gonna find turf I swear
to God no matter where you go there are
a ton of deals waiting waiting for you
guys to pick it up whether they've been
knocked on yesterday they've been
knocked on hours ago and I've always
proved it with my staff
I always oh you know what I knocked this
neighborhood can we move bs let me knock
right behind you on the exact same doors
you knocked on and I will get a deal no
word of a lie
Ike money you'll probably end up
watching this and I'll tag him on a
video when I get the video I want him to
remember and actually comment on this
video later on when we see it we called
him Ike money what happened was he
dropped him off on turf and he was the
guy who always said now this
neighborhood you know he came up with an
excuse so a story was I go you know what
I'm gonna prove to you that within three
doors within three doors
I'll guaranteed find somebody who you
knocked on that I will sell so first
door we go we knock on it and he's
behind me oh yeah somebody was just by
here I'm like yeah I know that was Ike
right and he goes yeah I'm like just a
quick question you know what what in
what he had to offer because I'm taking
notes I'm actually the manager out here
what in what he had to offer didn't
excite you just just four notes um we're
just not interested light bulb went off
in my head at that point we're just not
interested interested in what do you
mean you're just not so so and and for
me my brain goes like things have to
make sense to me you can't just tell me
you're not interested like what do you
mean you're just not in that interest in
what not interested in the fact that if
heaven forbid your house got broken into
that the police would show up to your
home you're not interested in that right
so at the end of the day when I actually
I'm talking to me goes well I mean we
just don't have the money for him like
have how much money how much money don't
you have for it I don't know how much
does it cost
I this neighborhood sucks
I look back into my go this
neighborhoods you didn't deliver the
message to your people
that's the problem why am I
why why do I get so excited about this
and how come I have so much passion
because I hope to god I wake up 100% of
you I hope to god I wake up 100% of you
to realize that there are literally you
should be closing one in every three
doors you knock on believe it or not in
front of a room of over 30-day period
close to about a hundred I think it was
like a hundred reps that I personally
with a couple of other teammates
recruited a hundred reps in a room just
like these rallies I went and knocked
with them every single day for 30 days
and what I did was at the end of those
30 days everybody sat down and I came to
the front of the room now I want to
start from the beginning all the way to
the end and I'll say for example stand
up the first person Brian how many doors
did it take me to get a sale sorry yeah
one how many doors they take from the
whole room to actually get a deal three
how many doors it take to how many doors
that take one
how many doors it take one how many
doors to take three how many doors take
five how many doors did it take to
in front of the whole office when we
went around 100 people they said one
average was about one in three
homeowners that I closed you I'm gonna
tell you my stat when I started off and
how I had tears in my eyes crying I'll
promise you I don't cry often but I
cried and I'll tell you a little bit
when I got started I would knock one in
every 50 homes and I would get a deal
one in 50 homes but I went from knocking
one in fifty homes getting down to one
and three so what changed what happened
mindset number one that's right but also
I acquired skills and talents and also
started to believe started to believe
that at the end of the day just like
with that story that I told you it's not
they're not interested it's not I
promise you and I'll tell you guys I
would not have this passion to tell you
guys and try to wake you up to this took
to the fact that your
customers especially with what our
systems our products and services do the
largest security company in the world so
that if heaven forbid somebody broke in
to somebody's property that we get the
police dispatch loud siren going off the
first person you need to sell there's
there's the first person you need to
sell who do you think it is how about
the products and services sorry I can't
hear you sorry once again we can't hear
you
that's right you need to sell yourself
in on the products and services about
how bad asks what we do really is and
when you can get passionate about what
it is you do and why bringing that to
the customer you will develop yourself
now people always say do you think you
could do awesome in magazine sales do
you think you could do awesome and solar
sails do you think you can do awesome
and different types of sales some of
them I can I could say maybe solar maybe
pest but magazines I'll bomb it because
it's not something I personally like
really it's not something that I person
like I couldn't wake up every day myself
to go do that why have I stuck in with
home automation and home security
because I with 100% certainty would
never live one freaking day without it I
would not my family I would not live one
day without it so jumping back into if
you believe with 100% belief that you
are gonna get a deal what happens how
certain if you're a hundred percent in
your belief that that you're gonna get a
deal what do you think from a level of
one to ten happens of your certainty
that you're gonna get a deal where is it
it's out of ten now if your circuit and
you believe that there's a hundred
percent in account out there and you're
certain about it what do you think
happens to the amount of your potential
your true potential meaning how much you
give at the doors what do you think
happens to how much energy you give how
much excitement you give say it again
one one or ten sorry one or ten sorry
one or ten I'm gonna beat you guys up so
the potential
how much you actually put into it is
that a 10 now guess what anybody whose
have asked something you think they got
a better result than somebody who's in
long term not just a small thing but
long-term somebody who's half ask
something do you think they got a better
result than somebody who's give giving
it their all 24 hours a day seven days a
week do you believe and agree with me
that you would have a better result you
would have a better result if you gave
more of your potential yes or no okay so
you we all focus on the result we want
to deal we all focus on we want a result
which is an actual sale but at the end
of the day we need to start thinking
where it stems from do we believe that
there's an account out there and if we
believe in it I'm a hundred percent
certain that I'll be able to collect
that now if I'm 100% certain that I'm
gonna collect that how much of my energy
am I gonna use one to ten let me hear
you stand up really quick how certain
how certain are we that we can go out
there we can get an account today
I heard eleven I like that have a seat
thank you so we got to get the blood
going so guess what what do you what do
you think falls into your lap the result
of you get your account I'm gonna talk
about that she says get two now here's a
big problem sorry to bring the energy
all the way down we start off with a ten
knock knock knock mr. homeowner how's it
going hey how's it going dude I'm just
not interested because we haven't gotten
the skillset and all the stuff that we
talked about didn't really settle in
because you got to hear it over and over
again
to really settle in in order to master
this you got to do it over and over and
over again
you got to repeat it you have to repeat
it because our brains we get
reprogrammed inside of our minds when we
do something over and over and over
again so what happens is my belief is
100%
but I knock on one door I'm knock on two
doors I go ten minutes I go an hour I go
two hours without a freaking deal right
I go two hours without a deal now what
happens to my belief oh we heard it I
heard it it goes it doesn't go to zero
for everybody but we have the stamina
and this is what's called stamina we go
from 10 to oh am I gonna get a deal
but you know what that's that's that's
mindless of course I'm gonna so now we
go into an 8 now think about this wait a
second because this is danger zone this
is the reason why some of you don't get
a deal every single day please I'm gonna
say it but the problem is if you don't
literally live it if you guys don't
literally understand and it's not
you guys aren't awakened to it it will
not become a reality and you'll keep
suffering
I don't want anybody to not come back
with a deal tomorrow I'm gonna hold
everybody accountable to getting a deal
tomorrow today obviously to come back in
for tomorrow sorry and at least one deal
so I'm gonna give it my all now if we
believe at an eight-hour belief system
went down so the certainty we talked
about it so wait a second so I'm talking
anywhere between 7 & 8 so I wonder if
I'm gonna you know what this is the
neighborhood it's because they knocked
on it so I wonder maybe I'll find it
somewhere else
gout kicks in hey how's it going yeah
I'm not interested well of course it's
not because this is the neighborhood
that day yeah well all the BS excuses
and believe it or not even when I train
and teach I'm like I don't want too much
that negativity to come into my mind but
it basically goes down now if you have
asked sorry for my language if you
have that it does matter it does
your possibility and I'm talking to get
a deal a day folks minimum minimum
minimum it goes down and when your
possibility of going you're when you
when it actually goes down because you
now aren't using the majority of your
potential and I'll relate it your
possibility of not getting a deal is
actually really allottee and I'll tell
you something anybody who plays any
sports
for me it's ice hockey okay so when I
step on the ice how certain am I in my
head that I'm gonna score a goal how
certain am I that I'm gonna stop my
opponent from actually scoring a goal
and then also on the opposite side I
actually want to pass perhaps the puck
to my teammate who can possibly score a
goal that's what I'm thinking
I'm thinking those three things how
certain am I I'm a hundred percent
certain that I'm putting that puck in
that net
now if I were to go out there like I
wonder if I'm gonna score today I wonder
if I could keep up with this team or I'm
100 percent certain but then I'm like
holy this other team is like quick
now here's the last part of this puzzle
here's the last part and please listen
up when you don't get the results you
want when you do not get the results
that you want what do you think happens
back to how much you believed in one
yourself how much you believe in this
job is real hoorah I five great that's
awesome but at the end of the day how
much do you believe more the next day
overtime how much more do you believe
that you can get an account you can get
a sale more or less would you say less
right if you don't have any sales coming
in it's a danger zone because then you
start going oh maybe there's
something wrong with me my pitch and
then your potential goes down and as a
result you go on slumps one day two days
three days and ladies and gentlemen the
longest I went this was believe it or
not even in my my time draw was
consistent with a sale a day the longest
I went and I still recall believe me the
each emotion that I went through three
days without a sale I literally like
like was was you got to be effing
kidding me so I studied what I was doing
wrong I was studying what I was doing
wrong and what I found out was of course
this but also I was battling with
customers trying so hard to get a sale
that was battling
them outside of their home to try and
get a deal
when the reality is in order to get a
sale we have to get in die
why do we have to get in the house right
we want to do the presentation so we can
build the value of what we have to offer
why going back to why that homeowner
which went by the way I actually knocked
on the door with itthere I started
talking about that what he's paying and
what it edited and then eventually he's
like oh security might you you kidding
me
hit him in nose security I'm like you
know what sir let me show you something
really quick and I did my approach as
I'm gonna go over inside the house
siding up paperwork we came to a problem
right at the end when I go to mr.
homeowner slide the paperwork over I
need your signature on that paper I need
your authorization is how I said it he
goes to me goes I'm not signing that I
go why wouldn't you sign that you know
what he told me we have to have a shot
of tequila yeah she goes we have to have
a shot at the Keela before we actually
do this I'm like sir I don't drink on
the job and I really never in my life
have I don't drink on the job and if it
really means I'm gonna lose this over a
shot of tequila he brought one over with
the worm in it at the bottom I'm like
even worse I'm like hell no I would not
touch that crap I didn't say him that
way but I'm like I'm not gonna know and
even if I wouldn't have because I just
don't I have my morals same never to do
it I've had sales reps who did and
literally I had to get rid of them
because of it begged for their job back
because you don't do that on the job I
don't care I have certain morals if it
means I don't get this deal there's
something that I stick for and I'll tell
you I don't break those rules cuz me I'm
very disciplined it's hard at times but
I'll tell you you have to learn to stay
disciplined I go sorry sir if it really
means that and obviously we were joking
around going but please come on we've
worked so hard doing this and this is is
they all right no problem I'm joking
with you and he signed it no joking
buddies like alright it's bothering me
but you know and then I he actually gave
us a bottle I think he goes then have it
at home I was like dude this is the
nicest thing and I don't somebody took
it I can feel and so I mean it's crazy
that believe me half of it is in your
mindset so
now I'm going to get into how can I get
you guys to getting down to your 1 & 3 1
in 5 maximum let's just say 1 in 10
within literally these next 30 days 1 in
10 okay I want to teach you guys the
actual stuff that I learned on how to
close sales it's it may feel and I know
it's it does it feels like magic or it
feels like you got it you got a not
necessarily trick the customer into
getting one of these things but it feels
like we got to like work them in some
specific way to get these accounts now
when I studied the top salespeople
because when I started off doing alarm
sales I wasn't the best in my office
after three months I wanted to quit
here's my tears story I was doing okay I
was doing pretty decent but I wasn't the
top person the top person in my office
had no sales experience and was a surfer
out of California I'm like this guy's
destroying and beating me I was obsessed
as I'm always obsessed with anything I
do and I want to learn being number one
and I wasn't that person I was not that
person so I finally went to a park and I
called my manager and I said you know
what I did this believe it or not it's
not even in my nature and still when I
think about it but I'm going to share
the embarrassing story that I lived I'm
done I beat myself up day after day I'm
like I quit I can't do this anymore I
was crying my managers like are you
crazy you're like the third or fourth
best guy in the office and by the way we
were producing thousands of accounts and
we were doing a just a summer program we
were doing awesome I'm like he said why
would you what the last person I would
think of because this is a joke or I go
no I'm dead serious
I'm not number one and I've tried and I
pushed and I I did everything I possibly
can and again my mindset today is
different than it was back then but I
did everything I possibly can to close a
deal I tried everything I possibly could
to close a deal and I closed deals to be
that he said you know what are you sure
I go yeah he goes so then what are these
people doing that you're not my
putting in these people to talk people a
1 2 & 3 at 3rd spot what are they doing
that you're not hell if I know well how
do I know what they're doing
he goes if you want to be just like them
you probably should ask to shadow them
or see what they're doing so that you
can mirror it and do it to you to how
you are I'm like light bulb went off
like it's crazy at times we we talk
ourselves into this this crazy storm our
brains like wait a second you know
you're you can't become successful at
this because well this this and that and
this and your mind pulls amazing rabbits
out of these hats to come up with
finding a reason why you feel the way
you do right so what happened at the end
of the days I shadowed these people and
I found out that they were actually
doing less work then I was at the doors
and at the end of the day they were
getting a better result so what were
they doing they were really calm
they were asking more questions to the
customers they were standing further
back they were doing certain things
little things that I wasn't doing but
those little things made all the
difference I found out that in order to
master the art of door to door sales
okay you don't have to be this rocket
scientist you don't have to be genius
you just have to believe in yourself but
you also have to understand there's a
process to it okay there's a simple
process what phase in this process am I
at I got it at number one get in the
house number two ask questions number
three do an awesome presentation number
four close the sale and number five
reassure them that they did the right
decision and throughout that process it
all has to make sense to the customer as
to why they should do business with you
your company and right now okay so I'm
gonna show you guys that simple process
but before I do that let's all stand up
really quick and then let's all sit down
but let's all set back
and sit back down I'm gonna get the
energy going let's sit back down I'm
gonna work you guys to the bone now we
want to hit what's our number we want to
hit what's our number we want to hit
what's our number okay we are hitting
100 there's no way that I'm gonna come
all the way from Canada down to here and
we're not gonna eat a hundred accounts
we are ending 100 accounts look around
at how many people there are in the room
and I did the numbers close to 50
including the people in the back so what
does that mean each one of us has to be
accountable to making a minimum of a
thousand bucks what does that mean how
many accounts minimum of two accounts we
hit that hundred now who in here
believes they tend not because we're
talking about belief who and your
beliefs they cannot hit two accounts
beautiful nobody nobody so now that we
believe it we have to be certain about
it and we got to hold ourselves
accountable I need to make sure that I
deliver to you guys the energy and the
excitement okay to be able to go out
there so that when you knock on that
door mr. homeowner is not at the door
that the energy because this is the
first step that the energy and the
amount of potential you use at that door
no matter what happens at this door
doubles up at the next door I'm gonna
teach you something right now I'm gonna
teach you something right now that will
guarantee you actually get an account in
under 10 doors remember we talked about
the actual belief starts off at a 10 but
when we get rejected it goes from a 10
down to an eight I'm gonna show you a
system right now that you guys can do
instead of going from a 10 down to an 8
how you can go to a 10 all the way up to
a 20 you double up your energy at that
next door regardless of the outcome of
this door instead of taking yourself
down you double your energy what does
that do it squeezes yourself to get an
account at that next door think about it
if I were to knock on this door and he
rejected me and something didn't happen
and instead of going down I go up and I
go okay he rejected me that means the
next homeowner I'm gonna talk to use
more of my
now I use more hey how's it going mr.
homeowner by the way what's her name
really quick follow me boom now I have
that much more energy I got rejected I
got far you know what screw this you run
to that next door you run you run you
run you cut through grass if you have to
in Canada you don't do that but we're
not you really don't they'll murder you
for walking on their grass so when I had
to do that to start in Denver I was like
holy wait a second here I'm going to who
let me do this let me do it and
homeowners are cutting their lawn I'm
like I gotta get that deal I gotta get
that deal and then homeowners like hey
how's it going buddy I'm like holy kill
me for walking on all right learn that I
guess it's not as bad some people of
course you mind walking around you
double up your energy see I can say it
but the reality is the people who have a
minimum of two accounts by the end of
the rally are the ones who it stuck in
with and actually implemented what I'm
talking about
even today going out there and getting a
minimum of two accounts really going out
there and getting a minimum of two
accounts just today each one you can do
it it's not about what you say why
because 90% of the account of whether or
not you're gonna get the account is not
what you say it's how you present
yourself but yet we all focus on Paul
can you give me your pitch can you give
me a pitch about what you say to get
people to say yes remember I told you
I'm not scripted nor do I have one I'm
not a scripted person why we are all
individuals we are all different what I
need to do with you to get an account or
you or you is gonna be different the one
thing I can control is how much belief I
have in what I sell and if you haven't
sold yourself in listened to my
presentation about why I believe home
security residential and commercial
security or security with home
automation is absolutely something that
100% every person deserves and should
have and when you sell yourself in on
that and you use that energy to say I
totally understand who in here has
gotten not interested please raise your
hand okay we're gonna break out
everybody's gotta not interested really
I'm just kidding
every single person gets not interested
and there's a reason why we get that not
interested Oh before I get into that who
in here has gotten who near got a deal
yesterday okay so I'm gonna do this and
again this is not gonna be something
that anybody should take in a bad way
but again as your coach I was brought
here to make sure you guys hit a hundred
so everybody who got a deal I need you
to stand up please
who got a deal already first of all
let's give a round of applause now now
what I need is the people who got a deal
to come sit up front and the people who
didn't please to sit behind them this is
very important please okay because by
the end by the end of the the rally
everybody is going to keep moving out
moving forward okay guys ladies let's
let's let's still focus guys guys focus
guys guys guys please I'm gonna carry
this energy over okay I'm giving you my
all I love each and every one of you and
guess what my even further than just
getting a hundred cuz in my head we
we're gonna we're gonna crush 100 we're
not it going for a hundred we're going
for 200 because if we go for 200 you
think we're gonna hit 100 yes or no do
you think we're getting a 100 there we
go so guess what we're gonna hit that
number that's for sure now every single
person is going to eventually move up
when they get an account what I need you
guys today to do is this you're gonna go
out there you're gonna get your deals
when you get your deal I then want you
to go and help and work with somebody
else to help get them in a house so that
we can double up so say you knock and
you're not you didn't get a deal yet you
not can you get a deal
perfect right after your deal I need you
to go and help somebody who has not got
a deal to get inside and close a deal
now that you both got deals you helped
him close one you guys are both going in
helping other people who did it what do
you think happens the ripple effect
happens you got it we're there to help
each other to pick each other up to hold
each other right your last rally I
watched that video where you guys are
holding each other up
that was touching okay so we get not
interested for two main reasons number
one they have no clue of what it means
to have one of these products and
services inside their house they have no
clue that's why they're telling you
they're not interested okay the second
thing is on top of their don't know the
exact details they don't know why but
they don't know what it is that they're
gonna get and and what it would mean to
have one of these things in their house
they know there's a price tag attached
to it why the heck would you buy
something that you don't even know
everybody knows home securities are a I
isn't it that like BP thing that's like
on the wall but those numbers stuff and
something like sirens and things well
yeah of course I'm gonna sign a
three-year contract
you know lock myself in to some random
stranger showed up on my door who's
saying no trust me trust me so do you I
need you guys to understand why you get
not interested so when I was knocking
and I wasn't doing the best to start
every person I needed to study the brain
I need to study why if there's an issue
where you didn't get a deal you're not
getting consistently minimum of one
account today there's an issue there
there's an issue with the process
there's an issue with what's going on
you can in everybody who actually does
understand the process goes out there
and does very well the most I sold in a
day is ten yeah ten deals in a day my
last info thank you
thank you thank you and the reason the
reason I did that long story short was
in Denver we had a competition this
competition wasn't money this
competition was anything so we were
going to the Colorado Rockies game okay
and what would happen was they paired us
up me versus you you versus him for
example and what everybody's going
manager comes congratulations everybody
we're all going to the Rockies game
today it was a memorial day by the way
we're all going to the Rockies game so
congratulations everyone's like yeah
hoorah oh we have a competition on top
of that as an incentive ok what's the
incentive I'm gonna pair you guys up and
whoever loses from the pair has to
crossdress the other person and come to
the Colorado Rockies game hell no I'm
poor to make up an address and freakin
lowering myself to go directly to the
Colorado Rockies no way I wrote 10 deals
that day my last deal my last we were
going the following day sorry but my
last deal was at 11:30 getting installed
same date 11:30 lady goes I swear the
lady goes really I'm like number one in
customer service ma'am in my head I'm
like I ain't putting lipstick so I'm
really and the other guy was telling me
he's at 8:00 he's out you know I'm
almost I'm struggling like dude I'm
gonna get two more just to be on the
safe side lo and behold he had three I
had no idea he had three so anyways I
didn't I didn't cross her a yachtie but
I actually did obviously get my accounts
and what I learned about that is I am in
control as you acquire the talents and
the skills I'm in control of how you
know when when when Chris was talking
about you are in control of how much you
want to make well that happens when you
understand that it's not magic you just
need to learn the process and once you
learn the process and the reason why
you're getting not interested we come up
with the answer okay so my goal is mr.
prospect who's on the other side of the
door I first of all understand why he
wanted he doesn't want to do business
with me because of the reasons I
explained so we got to build that up but
I can't just build it up unfortunately
unless I actually get the mention
so the first thing is are open or pitch
and I'm gonna go through the timeline so
the first thing is our opener pitch okay
in our opener when you wake up before
even there's a pre opener okay I'm gonna
get into this is for the part of the
pitch there's a pre opener from when you
woke up in the morning if you felt great
you felt like crap okay
there's days it's the reality every
single day we're gonna feel good we're
gonna feel bad it doesn't that's that's
known it's the the the peaks and valleys
of life and and how it works out whether
you have a million box two million bucks
ten million bucks there's always going
to be problems and in our lives
excuse my English really but there's
gonna be stuff that happens in our lives
I get that but we are believe it or not
in control of that and that's what we
need to understand see a lot of us on a
conscious level don't understand that we
are really in control of the way we feel
I get it we may not have gotten sleep I
get it there may have been problems in
our lives or our spouses are our kids or
stuff that we're going through but
believe it or not think about this deep
within your subconscious mind deep at
the end of the day the issues you're
going through do you have the mental
capacity no matter how bad it is do you
have the mental capacity to switch it
off for a short period of time if you
wanted to do you have that can I say no
matter how bad it is and I'm not saying
it's easy okay
I'm not one of those to have a realist
here I'm not saying it's easy but do you
have the mental capacity to say you know
what screw this I'm gonna make Kay the
best damn day and I'll deal with the
when I get home okay cuz that's the
start that really is the start to your
success today and going out and writing
those accounts is having that mindset
because what does it do it puts you in
start C it puts you in what of your life
you got it it puts you in control
how many of us like being in control of
ourselves our lives and what's happening
in our life okay we all do people get
depressed and don't feel great because
we start to feel like we're not even
control of our emotions our feelings we
are powerful each and every one of us
are powerful individuals but the problem
is we don't all understand that we
ultimately control and our surrounding
and what we seen from growing up as a
child all the way to where we're at
today we are who we are today because of
what our eyes witnessed and interpreted
interpreted really what we witnesses
witnessed and interpreted what happened
somebody slapped you across the face how
did you take a look at that I
deserved it because I stole something
from the grocery store or you know
I did I didn't deserve that this guy
thought it was somebody else anything
could happen
but what you interpret what's going on
in your life determines who you are
today okay you are in control my goal is
to get you to understand your yes or
even in control of whether or not you're
gonna get a sale today now it's hard for
a lot of people and I know it's awesome
pump motivation session it's easy for me
to sit here and say trust me you're in
control and it's easy for you to say wow
he's right but what ain't easy for you
to believe it with 100% certainty that
yes I am in control and yes I'm gonna do
what it takes because think about it
remember I just told you
we witnessed how many days that you've
gone without sales so what's real to you
is there's a possible chance I cannot
get a sale so I got to take you from
from from what you've seen and mentally
reprogram you in probably about 30
minutes to actually say you know why yes
you can okay so once you're in control
and you know that and now you're at that
10 my second thing like we talked about
is I got to get that for inside you guys
to carry it throughout the day no matter
what emotion comes back that lie to you
and say you know what maybe today's not
maybe he was just pumping me up and
exciting or whatever these thoughts that
go through people's minds that this is a
reality if you hold that 10 at every
single door and double it up when you
get rejected your accounts right around
the corner
remember the first person you need to
sell is yourself so I'm selling myself
in on this as the door get off my
property
this is 1% of the door not interested
you know I really don't want to blah
blah blah perfect that's awesome
this is the actual door this is the
actual door every door when you actually
when you start to believe that I don't
even have to teach you what to say
because remember it's really just 10% of
it is how you present yourself so my
focus is getting you to believe it can
happen you know why because if you're
thrown out to the wolves and there are
wolves out there and it's survival mode
guess what we all have by default we all
can survive and find a way to survive ok
you will survive and get your accounts
so long as you believe it's literally if
I don't come home today with an account
you better beat yourself up to the point
where you feel like you know I get
people who come back to my office
sometimes and they're like yeah I didn't
get a deal today anyways who cares haha
lollygaggin laughing there's a problem
there you do have to believe it or not
beat yourself up you do have to you got
to feel like absolute when you come
home and you don't get an account if you
don't feel that way you got to start
selling yourself in on it is not ok to
go out there and work for free ok it's
not ok because people want what we have
people want what we have but the problem
is are you willing to go out there and
show them are you willing to go out
there and show them that what you have
to offer is definitely something that
day with 100% certainty can not live
without and what does it take the
process I'm gonna go over right now so
your pre opener hyping yourself up
getting yourself excited to go out there
and make it happen right we're gonna get
ourselves excited to go out there and
make it happen
so now we already talked about that I
knock on this guy's door the first thing
this mr. homeowner is gonna think of
when I knock on that door is is this
person a or is this person a all I'll
he's got it
is he selling the religion is he set as
a salesperson but guess what there's a
couple
or things there that we tend to forget
that people believe that maybe this is
is it my friend is it my family member
is it somebody who's perhaps a neighbor
is it somebody that is of importance
that I need to open the door to because
possibly they're from the city or God
knows right there's that when we knock
on the door there's that question mark
and that question mark right is starts
with a see curiosity the number one
thing we want to create in our opener
pitch is curiosity what do we got our
job sucks when we knock on doors we got
what we want before we even they even
came to talk to us we got what we want
we got curiosity the problem is we sell
them out of that curiosity when we say
hi my name is Paul chicory and I'm with
America's security and I'm in the
neighborhood doing ABCD you had them
that curiosity before you even I've done
it who the heck is this person at my
door but we lost that curiosity with
what we did you are in control so in
order to keep and maintain that
curiosity because we already have it
okay we need to not sound like the
typical salesperson or the religious
person who's selling them religion at
the door because we're not we're not
we're not the typical salespeople you
are not my number starts with belief
sell yourself in because it's true and I
don't mean in a rude way I personally
love sales you got to sell yourself in
on you're not the typical salesperson
because I'm not I'm not the average
typical who just knocked on their door
I'm not believe in that I don't care if
they've been knocked on oh yeah you know
somebody was just by oh that's awesome
what were they talking about security
Oh which which model of the panels were
they and what company with I don't know
they don't perfect okay they don't know
they don't remember 90 percent 95 even
99 I could say of the people who
actually go out there and knock our
people who didn't do what the top people
are actually doing so what is that what
does that mean got it
there is so much opportunity in every
neighborhood behind every door to get
your account so we got to sound
different than the average person and
this is where I'm actually gonna get
into a pitch but beforehand I want one
courageous individual to stand up really
quick beautiful come on to the front
give her a round of applause to
high-fives okay I was that person who
was the first person to stand up all the
time
you guys I noticed when I said I need
one courageous individual to stand up
the first thing that went through your
minds is oh is he gonna put me on
the spot is he gonna make me pitch
honestly who thought that put your hand
up okay almost everybody see the person
who gets the person who gets what the
others don't have is the one who's
willing to do what the others won't okay
very important please please if I can
deliver this message to you that it's
gonna feel uncomfortable it's gonna feel
extremely uncomfortable to get out of
that mindset of oh what if you're
gonna be very difficult but at the end
of the day how difficult really is it
and how much control you have over that
switch see I see it as a switch inside
of mind it's a switch it's either on or
it's off there's a switch in her mind
that said even though let me jump up let
me get out there let me make it happen
and I'll tell you it's not just now
there's probably a lot of things there's
probably a lot of different difficulties
she may have had in her life that she
put herself in that uncomfortable
situation so that she can get
comfortable with it and then move
forward so that it becomes more real to
her and I need you guys each and every
one of you guys to have that exact same
mindset because when you do I swear you
guys each and every individual in here
can create the next Apple can create the
next Microsoft can dominate at this and
do what it is as well with the money
that you make and with your goals and
your obsessions which we're all amazing
that you mentioned today okay very
important you are in control don't
forget that for one minute
second so I need another volunteer just
by show of hands okay I am NOT gonna get
up here and continue to talk I need
another volunteer who's gonna be the
first volunteer Kate let's sit down
really quick and now the first volunteer
I'm gonna need to stand up who's gonna
be my next volunteer stand up Kate let's
have a seat okay if you're gonna be a
volunteer I'm gonna need you to stand up
who's gonna be the first volunteer we're
getting better
last time sit down I need a volunteer
who can stand out beautiful folks it's a
mindset I love each and every one of you
equally I promise you okay um if I okay
MMA fighting you think the coach goes oh
hey sweetheart you know come on just
let's oh one second
oh you one second does that coach beat
them to the pulp he knows he probably
does it okay I'm gonna do that with each
and individuals each and end of each one
of you guys because from the bottom my
heart I love each and every one of you
you know why the NAMM number one reason
because you guys are willing to do
angles of course are willing to do what
others aren't and following the
footsteps of somebody who is just like
me in your shoes fighting to make it I
will not let one of you guys quit I will
not let one of you guys not come back
without a minimum of two accounts before
the end of the rally
remember we're hitting 200 and even if
we don't do that because our mindset was
that 200 over 100 is 100% can happen our
mindset think big dream big see big I
want to see each and every one of you
guys create the next Apple create the
next Ober belief okay so what I
typically do is I give my pitch now you
have the opportunity to pass and give it
to somebody else or do you want to give
your pitch first yeah absolutely you're
pitching there's a reason why oh oh
let's not
okay let's not let's let's focus here
and I'm gonna beat you up she's my girl
now let's not focus on nervous every one
of us are in the exact same shoes let's
not be nervous
want you to inside your mind okay
whoever is out there that you know who's
been very successful at this or who you
want to become and be you are that
person right now and once you understand
that inside your mind I am that person I
can stand up and I can do this remember
the best part is don't worry about what
you're gonna say it's not about what
you're gonna say it's about that energy
that excitement inside you of oh
can I do this who gives a about if
I can or not because I know I can
mindset when you do you're thrown into
the Wolves you're gonna find a way to
pick up a rock and throw it at those
walls so that they don't come and get
you okay so the number one thing I need
from you guys is to believe remember a
tree is as good as the fruit it bears
right if the fruit is poisonous the
roots are poisonous so my I know
everybody says they want to hear my
pitch but the problem is if I can't get
you guys to really understand that yes
with 100% certainty I am super confident
to do my pitch which again 90% of it is
how you feel ten percent of it is what
you actually say okay then you're not
gonna be able to generate accounts so
this is the number one thing and keep in
mind I have an hour to do this right so
I want to make sure that each one of you
with 100% certainty go out there and for
the reason of why you're doing this job
okay so don't worry about it give your
pitch how it comes because it doesn't
matter what you say it's about how much
control you take of yourself how much
control you take of the sale but then
how much control as well you put in my
hands when you want because you have the
opportunity to sell me you decide
whether or not I get what you want and
not in a rude way but in a way where
they actually say you know what okay
cool this thing's awesome I actually
want one of these things you are in
control of who you do business with
right do you have the option if somebody
says yeah I want that you have the
option to say you know what honestly
it's probably better that you don't go
with me you probably find somebody else
do you have the option if you wanted to
right you do you have that option so
understand that you are in control
control is huge and I don't mean
in a bad way control is very important
to understand that yes I am able this
guy's rude to me you are in control
saying you know what I don't want to
talk this person anymore let me just
move on the best get off my property
that edited him awesome well great have
a wonderful date man Lloyd what starting
with you you have that opportunity to do
that okay so you're not cornered alright
let's come to the middle it's awesome I
do where's your sales like let's make it
as real as possible we'll get into the
opener and it does somebody want to give
our sales like yeah so in our opener
pitch we want to create that curiosity
we want to keep it going we don't want
to sound like the typical sales person I
don't expect you to literally be the
best to start I don't care what I want
you to do believe it or not is fall in
your face so that you can keep on
falling so that you can keep on getting
up so eventually you say I'm gonna
figure out what works and when I do I'm
gonna eventually be even that much more
better
okay so openers so knock knock knock
let's just say you knock on the door
create curiosity get me interested in
what you have to offer okay so I'm gonna
wait till you knock on my door I'm
playing PlayStation by the way my
doorbell just rang she knocked on the
door I'm about to score okay whatever
let me let me push pause who's that I
wonder who that is
okay there are so many different things
that could possibly be happening inside
that house okay that you need to
understand mmm that's possibly happening
that when you come out they part I want
to get back to my hockey game on again
I'm playing PlayStation okay I want to
get back to that so because I want to
get back to that and I have no idea what
it says I wonder if this is that my
brother my mom okay looks like a
salesperson I mean hey how's it going
yeah absolutely playing NHL yeah
probably in a little bit but my wife
probably wouldn't like that the fact
that she comes home and other ladies of
my house know I'm playing but yeah what
is it you're selling oh yes absolutely
I'm just trying to get more visible more
protection that's all I have to say
basically if you can place it somewhere
right here alone if you can basically
clean it up in the morning at five
o'clock in the morning water and watch
it grow basically oh I was gonna say I'm
like I'm gonna be honest I'm not that
good at that but that being said make
sure you know I'm not asking you do it
at no cost whatsoever you have a
beautiful home that's what really
triggered me to come over here we can if
we top the same composition with
security system today so we're not
asking you to advertise for us at no
cost sure yeah we have we just we don't
have the money for right now but yeah we
compensate you with this yeah it's just
we need to we need to think about it and
okay let's stop right there give a round
of applause
okay remember as your coach I'm gonna
beat you up but I'm also gonna give you
the the things you did awesome
so the first thing that I found out that
she did a wonderful job with very
personable I trusted her off the bat
okay
now what I would like to see a little
bit more of from you actually a lot more
of from you is question based selling I
need you to ask me questions more
questions um you were the only one doing
the talking I need you to talk stop ask
a question talk stop ask a question okay
so that's the only thing you need to
correct because once they start you
start getting the customer involved when
you're speaking speaking speaking what's
going on here in my mind is I wonder if
she's telling him whatever
oh my god that game NHL and I'm at that
I'm not hearing what you have to say so
is that something you want to do I
didn't hear everything remember at the
end we want it all to make sense right
we want to all to make sense because if
it doesn't make sense they will not they
will not definitely know so give it
another round of applause you just pick
up awesome awesome awesome so who wants
to be my next oh there we go
but wait sit down who wants to be my
next guest knock down sit back down now
that's that that's not impressive enough
for me so who wants to be my next guest
there we go there we go
yet yet comfortably uncomfortable you
got to get into that situation okay
opportunities don't last forever unless
you actually jump into it
right you've got to jump into it you
know it's what you want you guys we have
the goal of accomplishing a minimum of
how many accounts 200 we're gonna hit
100 for sure by aiming for 200 but each
and every one you what's your goal
minimum of what's your minimum okay so
in order to do that we need to do what
what's the first thing we need to do
take control and then we also have to do
what it starts with a B what was the
first one you guys listen and I love
that okay it's already happened it's
going to happen now
I'm for the last time if you guys don't
mind you I don't hear my pitch really
quick or yeah they awesome so who's
gonna be my guest bigger actually you
are yeah that's right you were mine and
then I need a sign and then now if you
guys don't mind uh a sign yeah abt sign
and then a slick perfect thank you so
much okay so we talked about it I woke
up this morning I didn't get much sleep
so I hide myself up in my pre opener
right I make sure that I'm super excited
and pumped up and to get to the office
because I know the team the team has my
back and even though I'm a kind of you
know be working my way up to get to the
point of a ultimate 10 that we talked
about I maybe I had a 6 when I wake up
then I get to a 7 after I shower then I
get to an 8 after I watch this crazy guy
named Paul Shakur II online screaming in
front of his computer saying knock on
doors dead excited yada yada yada and
now I went to 9 and I got in the
managers the black shirts got me from a
9 all the way up to a 10 I'm pumped I'm
excited well what do we got to do we got
to keep that level remember knock on the
door somebody doesn't get it doesn't get
I don't get to deal with that one person
what do i do at the next door with my
energy I say it again I double it up and
if I screw up on that door who cares
because there's a Mel
other doors what I do want the next door
now if we double it up instead of
decreasing it what happens to our sales
do we get it the result the end one we
are okay and when we get results do we
use more of your potential or less end
of the day that's what it's about it
needs to be real to you guys and gals
and when it's real for you that you can
go out and get those deals then you can
go out and close those accounts use more
your potential and we use more of your
potential it's that circle and cycle
then you get to the point where you're
like you know what I know I can do this
and go out there and close one in every
three homeowners what's next black
shirts right you end up getting to
ultimately to that black shirts and
you're able to pass it on to other
people
and that my friends at the end of the
day is the reason why I thought in and
stuck in with this because I knew at the
end of the day if I were to master this
that one day I'd be able in my office to
train and teach to date I now train and
teach over 10,000 people all over the
world every single day how to master the
art of door-to-door sales which I
thought at one point was not real
impossible to actually even help myself
out one really I remember my first door
I knocked on so why did I want to do
that because anybody who just like
myself and my wife was sleeping on an
air mattress when we started off you
know Brandon said who and here has been
homeless on my life when I moved with
the story I told you to Windsor one day
I was homeless I slept in my car my
buddy who's a multi-millionaire who has
a mansion heard about it and he goes
Paul where you at he mentioned
multi-millionaire he goes where you are
he goes I heard that you're you left
here your family's house and yours
you're you're sleeping in your car are
you insane I'm like nah man I got myself
a hotel room I knew that if I got myself
in that situation because at the end of
the day I got myself in that situation
now I need to get myself out I don't
take the easy route out although the
easy route out sounds awesome because
you're not gonna put yourself in going
through those emotions of all that crap
I swear my god-given right
I slept in that car because I wanted to
make sure that was the only
last day that that ever happened what's
the second day I didn't know what was
gonna happen the next day
what did I do believe it or not I went
and seeked out a church that actually I
slept in for close to finishing up the
end of what I told you guys
my actual degree of getting that before
I told you the story of what's gonna
happen what happened what he ultimately
going back it was something that I had
to do so when your Y comes out strong
enough to why you want to actually
accomplish not just go out there knock
on deals so you can pay you know rent
him you can have a little car when your
why is so strong that truck of yourself
of just moving forward with 100%
certainty will push you into learning
and mastering this job that's so ever so
simple okay so let's uh let's do it
again so give him a round of applause we
also share something very similar
he's knocking in where I knocked and got
this Sun damaged Arizona so when I
started off I remember I told you guys I
actually worked in Edmonton -60 with
wind chills what was awesome about that
was I can keep myself warm with with
gear where he's knocking you can't keep
yourself cool unless you either get into
a van or secondly you get into a house
what was my choice get into a house
because that's what's ultimately gonna
get me paid so I'm gonna I'm gonna talk
to him in Arizona like I know it okay so
I'm gonna knock on his door and I'm
gonna feel them out
there's no scripted pitch it's my opener
I got to create curiosity first step is
create that curiosity how do I do it
wolf it we'll find out typical sales
person starts talking introduces
themselves knock knock knock doors over
here first thing I do is actually stand
far back and I look busy second thing
when he responds to me
average salesperson hi how's it going my
name is I'm not gonna do that
watch what I do
uh yeah sorry one second you're the
owner of the property here right so this
was about a couple weeks ago I sent a
couple guys by with regards to some
neighborhood advisory that we had taped
to your door did you get it did you get
that or was that your wife that got that
oh okay you mentioned you were the owner
of the property gotcha okay really quick
if you don't mind stepping yeah if you
don't mind stepping out here really
quick
now do you know many remember control
right control I'm feeling him out when
I'm talking to him I'm looking him like
I'm in the zone
like I swear I'm in the zone like I'm
and I want to give you the feedback as
I'm doing this I'm feeling him out
is he sensing that I'm a salesperson is
he I'm sensing him I go so do you know
many of your neighbors over here sorry
yeah sorry you said oh yeah yeah I know
Jim really nice people by the way yeah
yeah this is actually a very good
neighborhood how long have you you lived
here for oh wait a second so wait five
years
that means you actually got a really
good deal on this house I recall five
years ago the housing market kind of was
was that you have some equity in this
house you're laughing sorry go ahead
you're pretty cheap no I got the house
Oh which is so so it's increased that's
awesome and congratulations um I just I
gotta let you know I got to be really
quick I do have a couple of appointments
up the street here but how many of and
not necessarily just our signs but how
many of these signs have you noticed up
and down your street here sure sure and
what do you know about our company in
our brand little I don't know what
you're talking about little but that
guys guys pretty huge bit absolutely so
I'm gonna be really quick you see the
sign as a matter of fact if you don't
mind coming over here I need this sign
to be right here remember not just I
need a sign anywhere I need to sign to
be right here in front yard
before we get in today I need you to
understand why we need that is that fine
if we were to put this sign right over
here first of all would that be fine
with you oh you have to give me close to
like about I think it's $15,000 but the
sign what I'm playing with you buddy
no but seriously this sign over here
would that be fine if we actually placed
it right here in front of your tree I
mean if you want to just do free
advertising for me I mean like you can
keep the sign out but that's it right
yes so the sign doesn't bother you is
what you're trying to tell me right okay
I get where you're getting with it
you're thinking that if the signs there
there's gonna be something some hitting
catch and let's be honest ourselves
right yes so this sign and of course I
need to make sense of it to you and by
the way like I said I'm really busy I do
have a couple of appointments to go to
but this sign helps our company generate
revenue and now I need to ask you a
question you know how this sign let me
grab that really quick if this sign was
right here in front of your property do
you know how that sign would help our
company generate revenue correct so it's
advertising for our company now now
because you would help us and by the way
you said five years okay you've had this
so would you say a couple of people on
the block at least kind of know you or
know you as the good guy or kind of as
the dick okay okay a jerk it's important
no it really is important now I'm gonna
be quick like I said but this time if
you help us promote our actual sign
right there see what happens is this and
by the way what's your name Nate Nate
I'm Paul didn't I just introduced myself
okay I just introduced myself remember
you guys won before you knocked on the
door but in reality we thought in the
back of our head that we didn't win when
we knocked on the door because work
right that's what we thought in the past
what is the first thing you want to do
is create curiosity when they knock on
the door who is this person
we have curiosity the problem is
sometimes we lose that curiosity by
sounding like the typical salesperson
who knocked on their door don't make it
a habit today do not introduce yourself
till two to three to four minutes
in okay because you're keeping them like
who is he what is he with what is he
doing that curiosity you want to carry
it so we can build a relation
ship remember it's all about building
that relationship and when we build that
relationship with them because if people
like you they'll talk to you if they
trust you they'll do they like you
they'll talk to you if they trust you
they'll do business with you how can I
sell somebody who doesn't like or trust
me I got to get that like and trust
factor so basically the sign by putting
in front of our yard you're gonna be
advertising for us so what's gonna
happen is now when your neighbors are
actually walking up and down the street
they're gonna take a look at if let's
just say they were looking to get an
alarm system they're gonna look and
they're gonna see a ttat ta titi ta titi
okay
now the people who actually do see these
ATT signs popping up often what happens
is eventually we get a lot of phone
calls off that so if you are willing to
help us place the sign in the yard what
we're gonna do in reality is we're gonna
compensate you
so we'll actually take care of you and
this house but I do need that commitment
from the sign you have any issues with
that sign I do have to ask one last time
the monthly actually depends based on
whatever it is you have what is it you
have oh I'll show you come over here
really quick so your front door when you
got the house was it wired or was enough
no wiring no wiring you know perfect
then on the inside of the actual door
frame right over here on the other side
well you know what type of was it was it
made from whatever wood was that made
from mahogany so perfect but having it
having said that you see this door
contact you know the model and how this
kind of works and functions no it's a
little different yes and no so this
basically what I'll do is I'll just show
you on the front door okay all I want to
do is show you on the front door how
this would actually work and then that
way cuz I have my appointment you don't
mind if I obviously step in and just
show you on that front door yeah I can
that's exactly what I can do but just
know okay so how this were okay so
basically on now when okay so on the
okay so when you put it it's kind of
hard to do like that you manufacture you
showing the other side of the door it'll
pick a second I mean like okay boom I
see I see all the time saying we got to
go so but I'll continue to go in from
there okay and I keep going back and
forth the end of
it's not what you say it's how you
present yourself and how much control of
the sale you hold and I don't mean rude
control you're not gonna go out there
and say dude ask this guy a few this
never fight with a customer when you
fight with a customer
you've lost our goal is to stick behind
the brand and make sure that we're
always presenting it in the best way
possible we ran out of time I want to
thank everybody so much for listening
and today