Think Bigger, Sell Bigger: The Mindset Behind Massive Sales Growth with Jeremy Mitchell (Sales Pride)

Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:01):
Welcome to Close it now, thepodcast that's revolutionizing the
H Vac and home improvementtrades industries.
Get ready to dive deep intothe world of heating, ventilation
and air conditioning.
We're turning up the heat onindustry standards and cooling down
misconceptions.
And we're not just talkingabout fixing vents and adjusting

(00:21):
thermostats.
It's about the transformativemovement that's reshaping the very
foundation of H Vac and home improvement.
We're the driving force,inspiring top performers who crave
excellence not only in theirprofessional endeavors, but also
in fitness, nutrition,relationships, and personal growth,
proving that we can indeedhave it all.

(00:44):
This is Close it now, whereexcellence meets excitement.
Let's get to work.
Now, your host, Sam Wakefield.
Okay, we've got a reallyspecial show for you today, but before
we dive in, I've got to letyou in on something that might be

(01:05):
the most important decisionyou make all year.
If you are a salesperson, aproject manager, a comfort advisor
in, in home improvement, ifyou're in H vac, if you're in plumbing,
if you're in electrical, ifyou're in garage doors, if you're
in solar, I don't care whatyou do.
If you're in gutters, ifyou're in windows, it doesn't matter.

(01:25):
If you are tired ofinconsistent closes.
You're tired of the think itover objection.
You're tired of peopleghosting you.
You're tired of priceshoppers, oh, we're just kicking
the tires.
We want to see what it's like.
Tired of the three bids.
Or you're that owner, right?
You're that business owner.
You're tired of all thathappening in your organization.

(01:47):
Or here's the thing, you mightjust be feeling that you're capable
of so much more, but you'restuck repeating the same patterns
over and over.
If your income has been thesame for the last however long, it
doesn't matter how long.
If your income stays the same,you are not growing.
In fact, you're moving backwards.
And the proof of that is inflation.

(02:08):
If inflation goes up, ourprices go up, but your income stays
the same.
You're not even getting better.
You're moving backwards.
And so this is.
You need to be in this room atRelentless, the ultimate sales transformation.
It's going to be happening May6th, 7th and 8th of 2025 in Boston,
Massachusetts.
Now, this is not fluff.

(02:29):
This is not going to be likethe, you know, just all of the pitch
fest type of events, theconventions, all these things where
you're like, okay, well itsounds great, but there's no real
actionable things that you cantake home and change your numbers
immediately.
That is not what this is.
This is where we're going todive into deep strategy going inside

(02:50):
the brain science of highticket sales.
We're going to talk about howto set frames that eliminate resistance,
how to turn your cells into apredictable scalable machine.
So you're going to be learningdirectly from world class minds like
Scott Sylvan Bell.
He's Jay Abraham's premier trainer.
I don't know if you know this.
About Jay Abraham, but he isthe person who invented the club

(03:13):
membership, he invented themaintenance plan.
So he is his premier trainerand he is master of invisible influence.
We've got Doug C.
Brown.
He is a CEO strategist.
He builds nine figure salessystems for nine figure teams.
Absolutely an incredible trainer.
We've got Doug Wyatt.
He's a training architectbuilding national coaching empires.

(03:37):
He's who Bryant a carrier andall these different organizations
the manufacturers call to comein and train.
Right.
So he has done some incredible things.
If you knew his history, itwould blow your ever loving mind.
And of course myself, I, SamWakefield, I am your guide and coach
through every transformation.
I'm gonna be, I'm gonna begiving you unlocking what the close

(04:01):
it now sell system is to helpyou dramatically change your numbers.
So if you're serious aboutselling more, building faster trust,
handling objections beforethey even show up, then this is your
room.
If you're serious aboutfinally earning what you're worth,
you've got to be in this room.
So the buy one get one ticketsare gone.

(04:23):
VIP is almost full.
If you're an owner, we have 10VIP tickets for you to have a dinner
with Scott Sylvanbell and myself.
There are no questions thatare off limits.
We will deep dive intoanything you want to know and unpack
it.
That way you can leave withexactly what you need to go back

(04:45):
and implement to change theface of your business immediately.
So for ever for everyone, getyour ticket.
You've got to get your ticket now.
They are going fast.
Go to closeitnowbootcamp.comthat's closeitnowbootcamp.com and
grab your seat before it's gone.
All right, let's get into this episode.

(05:07):
One of the most uniquepodcasts on the web.
We talk about H Vac and homeimprovement, yet we throw in fitness,
nutrition and personal growth.
This is close it now.
And here's your host, Sam Wakefield.

(05:28):
All right, it is time againfor another episode with a guest.
Today, I am honored to havethe privilege of having this gentleman
on.
He is a lot of things.
He's got a lot of history.
That is really exciting.
And as you know, here on CloseIt Now, I love to bring in people
that are out, specificallyoutside of the direct vertical that

(05:50):
we're in, outside of H vacplumbing and electrical, because
we always learn something andwe get insight and innovation.
But what's working in theworld, right, we get so many times
so siloed in our own way ofthinking, we get in a rut, and I
hope everybody knows what arut is.
Jeremy, do you know what a rut is?

(06:11):
Yeah, I think so.
Yeah.
It's a grave with both endskicked out.
That's a rut.
And so nobody wants to bestuck in that.
So that's what we're doing.
So we're bringing people in.
So I'm introducing our guest today.
His name is Jeremy Mitchell.
He is the founder and CEO ofSales Pride.
He has got some really cool history.

(06:33):
He's been featured on the AndyElliott podcast.
He's been on the Jeremy Minorpodcast twice.
He's been on the Chuck ThokeTop Rep podcast.
He's been on Gutter Growth onGutter Launch.
He is actually the salestrainer for one of Tony Robbins companies.
If you know who that is.
Raise your hand, everybody, ifyou know who Tony Robbins is.

(06:54):
Uh, so it was a sales trainerfor their organization, increased
their close rate by 50% in thetime that he worked with them.
So I am honored.
And, man, I'm just gratefulthat you made the time to join us
on the show today, Jeremy.
So this is Jeremy Mitchell.
Thanks for being here, man.
Yeah, no problem.
It's my pleasure.
I've been a fan of yours for awhile, and I've actually used some

(07:17):
of your training content, likethe three Bids objection to train
some of my guys as well.
And I've always referred themover to your group.
So I love it.
We appreciate that so much.
It's.
That's what I love about whatwe do is when you.
When you come from thisabundance mindset, it's a place of.
There's so much.
There's so much information.

(07:38):
There's so much that we can doto help each other.
It's not, you know, we're notlike, competing or anything.
It's like, if I grow, you grow.
If you grow, I grow.
And we lift each other upalong the way.
That's the people I like to dobusiness with.
And I know you do as well.
So start off this, thisepisode with our interviews.
We always like to give, youknow, give the opportunity to tell

(07:58):
everybody your history, man.
Let's, let's hear a highlight reel.
How in the world did you endup doing what you're doing?
And I'd love to hear a couplekey things in your journey.
One is when did you know, whendid you, like, have the idea?
And when did you know thatthis is something that you were wanting
to be doing and being less inthe field as a rep and more training?

(08:20):
And then the second part ofthat is, what's the main philosophy
or driver that drives you inthe business?
All right, so that's a prettyloaded question.
So let me see if I can tackleand give a brief synopsis of the
history.
So I grew up in NorthernCalifornia and my dad was a nurse
most of my life growing up.

(08:41):
And he, you know, was in the military.
And I followed in his footsteps.
I was fourth generation AirForce, slash Army Air Corps, enlisted
in Air Force in 98 and got,you know, went and did seven years
of my career.
And while I was in themilitary, my dad hurt his back as
a nurse turning a patient andhe became a chiropractor.

(09:04):
And the whole time he was inchiropractic college, he was talking
about how we should worktogether and all this.
And he had these dreams.
So in 2005, when it was timefor me to get out of the military,
he convinced me and closed meon going to school to be a chiropractor.
So after I got out in 05, Igot accepted into Parker Chiropractic
College and went and did mypre med there and finished all my,

(09:26):
all my, you know, educationbefore I got into the doctorate program.
And then my dad passed awaysuddenly, my first year in chiropractic
college.
Oh, wow.
So that dream, he had a verysuccessful practice in Guam and cash
practice, making more in amonth than I was in a year military.
And that that practice kind ofwent up in smoke and I had to figure

(09:50):
out what I was going to do.
And I knew I didn't want to goback in the military.
I knew I didn't want to goback into computers and I knew that
I wanted to make good money.
And I didn't have a bachelordegree to get into pre med.
It's only pre med is just 90hours to get enrolled into the doctorate
program.
And so I found myself gettinginto sales because my dad was in

(10:13):
sales for some time betweenhis, you know, licensing with his
nursing job and I Knew thatsales had an unlimited income.
And so I like the sound of that.
Right.
I got into sales in, you know,2008, started selling cars.
And I think a lot of peopleget started in that.

(10:35):
And I sucked.
Right.
I didn't like most people thatget into that.
Dude, I, I sucked in sales forso long.
And I was always a learner, though.
I always, my dad instilled,you know, if there's anything you
want to learn, you can find itin a book.
You can go to the library andfind information on it.
And so I did a lot of selfeducation for a while.
And then in 2012, I Finally,you know, I, I was making less money

(11:00):
as a salesperson than I was inthe military, so that's how bad of
a salesperson I was.
And then in 2012, I had a biglife change circumstance and was
able to get a good sales joband started making 50 or 60 grand,
70 grand a year.
I was doing okay for myself,but I, I was listening to guys like

(11:22):
Grant Cardone.
I attended one of his seminarsand, and that started me on the path
of like realizing I needed toinvest in myself because that 795
ticket, I wouldn't be where Iam today had I not gone to that first
event.
Absolutely.
It was a closer's mindset thing.
And I don't remember he said,except for this like 2 minute snippet

(11:43):
in the whole, like, day.
But it completely changed mysales trajectory around.
We can talk about thatpossibly later.
Absolutely.
Yeah.
So that's, that's kind of my background.
I've been in the, in homesales industry since 2016.
I started at Renewal byAnderson selling windows and, and
left the job where I was.
I just made $8,000 the month before.

(12:05):
And they were like, are you,you know, I would, I was in one of
the, you know, top 20 guys atthe store of a hundred people.
And they're like, you're justgetting good at this.
Why would you leave?
And made 15 grand my firstmonth at Reno by Anderson.
And it was also something thatGrant Cardone said when I called
into his radio show, he had atthe time, he was talking about, sometimes
it's not because I was talkingabout switching jobs.

(12:26):
And he goes, sometimes it'snot a matter of how hard you row.
Sometimes it matters more theboat that you're in.
Sure.
So I left, left furnituresales, got into window sales, and
I've been in the in home salesindustry ever since.
You know, 2018, went to myfirst Tony Robbins event, completely
changed my life.
Invested in coaching for thefirst time in 2019.

(12:50):
Doubled my income in 90 days.
And that gave that $6,000investment in coaching, you know,
made me an extra $30,000 inincome that I wouldn't have normally
made.
And she was just a life coach.
She wasn't even a sales coach.
Sure.
Yeah, no doubt.
So it was from that point, toanswer your question, that.
That I knew that I wanted toget into coaching.
But I saw these life coaches,and I was like, oh, that's cheesy.

(13:12):
And it was like, why would Ihire this guy to teach me how to
make a hundred grand a yearwhen he's not making a hundred grand
a year?
Right.
And I've always been a big fanof that.
It's like if.
If you're getting coach fromsomebody, make sure they've done
the thing that you want to getcoached on.
Right, exactly.
And that's, ironically enough,that's exactly what inspired me to
officially start Sales pride.

(13:34):
So in 2020, 23, I was theseventh highest income earner at
Leaffilter out of 2,000 salesreps year to date.
And.
And there was something inAugust at the upw.
Unleash the power within.
Where you do the firewalk.
I was a.
I was.
I joined the platinumpartnership, which was like an 85,

(13:55):
000 investment.
Sure.
And there was something he said.
We're back at the Tony Robbinsevent that you're talking about here
now, right?
Oh, no.
Second, this was like thethird or fourth Tony Robbins event.
Okay, gotcha.
Same one.
Yeah.
Because every time you go, youpick up on something new, and that
actually leads into what I'llsay here in a bit.
Absolutely.
And for everybody out therelistening, if you want to dramatically
change your life for somethingthat's not necessarily industries,

(14:17):
industry specific, if you wantto change your life in sales, come
to my relentless event that'scoming up in Boston.
It's going to be verytransformational like that.
But I cannot, Jeremy wouldagree, cannot recommend high enough
attending a Tony Robbins.
Eventually it is.
It will hit every aspect ofyour life and force you to go inside
and evaluate things andbasically reimagine your life in

(14:40):
a way that you never thought possible.
So, yeah, So I was 300.
Yeah.
No, we're fine.
I like it.
I was 365 pounds in 2018 whenI went to my first event.
Wow.
And then a year later, I gotthe gastric sleeve operation.
I lost, like, 170 pounds.
And so I felt like that wouldalso help me improve every area of

(15:00):
my life.
You know, one, one of thethings that Tony talks about is what's
the one thing, you know, the20% of the activity that will give
you 80% of the results.
And I felt like first thingsfirst was learning how to make more
money.
I was doing that.
And I said second things, Ineeded to lose weight.
And once I did those threethings, those two things, my life
took off.
So was the seventh highestincome earner.

(15:22):
And he said something inAugust at that event where he said,
what is a skill that you wantto master?
And I've been in sales since2008, so this has been 16 years.
And I said, I want to master sales.
And, and he goes, there'sthree pillars that you need to, you
know, there's only threethings you need to do to master any

(15:45):
skill.
So pillar number one is likewhat you said.
Find somebody that'saccomplished what you want to accomplish
and then do what they did, andyou'll get similar results.
It's like a recipe.
You want to learn how to make,you know, the best cookies in the
world.
You hire the person that makesthe best cookies, you get their recipe,
you do what they did, you'llget those results.
Number two is total immersion.

(16:06):
So I had been totally immersedin a lot of trainings.
I'd invested in Jeremy Miner'sinner circle.
You know, that was 22,500 thefirst time.
It was over 10,000 the secondtime because I was already a member.
And then, you know, thirdthing is space repetition.
Hence why you go to the sameevent year after year after year.

(16:28):
Because what you may not haveheard at the first event will ring
true on the second event orthe third or the fourth if you're
a little hard of learning like me.
So it took me, you know, over10 years to get to 100,000.
But then once I startedinvesting in coaching, I rapidly

(16:49):
went up in income and I wason, I, I, I was on pace to make almost
$400,000 the year that I leftLeaffilter to start my own sales
coaching company.
Wow.
When he said those threepillars, I said I could start a coaching
company based around thesethree pillars.
I've, I've, I've, you know, ifI was the seventh highest out of

(17:10):
2000 sales reps year to date,that puts me in the top 1/3 of 1%
in just that company.
I'm not, it's not like I' guyin an office of 10 guys, right?
It's a big sample size.
So number one, that those are results.
You want to hire somebodythat's in the top 1%.
There you go.
You did it.
Number two, space or total immersion.

(17:31):
I was like, I could do a dailygroup training where we're just in
this every day.
And I was like, okay.
And then number three, space repetition.
We're going to be coveringthings over and over and over again
the longer you're in this,because mastery doesn't happen like
this.
True.
And he said, you know, I waslike, I want to teach on the concept
of mastering sales.
And then I realized, Jeremy,you've been in sales for 16 years

(17:51):
and you, you, I, I would sayyou mastered it.
And of course, that's with alldue humility because I still pay
a coach.
I paid a coach $50,000 lastyear, and I'm still in sales training.
So anyways, that gives youkind of a, A background on me.
I love it.
So before we go on very muchfurther, I love what you're saying

(18:12):
about.
I want to camp out on this fora second.
When you're saying attendingthe same event multiple times, which
of course could also applyfor, you know, when we're, we're
reading a book or watching apodcast or a TED Talk or anything
like that.
There's a saying I heard onetime that has just absolutely carried
so much weight with me andrang true, which is, no man crosses

(18:35):
the.
Or woman crosses the sameriver twice because it's not the
same river and you're not thesame man.
Absolutely.
And you could literally turnaround and go back across and everything
has changed because we hear itso differently based on our current
life situations and thosetypes of things.
So 100% resonate with that.

(18:56):
But I'm so curious now.
I even wrote it down and madea note.
You mentioned the GrantCardone event that you went to and
you remember this two minute segment.
I know we have kind of a plan.
This is what I love about my podcast.
We have a plan.
And so many times the planbefore the show goes right out the
window because we starttalking about something really intriguing.

(19:16):
Welcome to Add Brain.
Right.
That's all right.
But that's how a sales processshould go, right?
You have your script or yourguidelines, but then you're going
to go a little bit off track.
And it's kind of like JordanBelfort straight line persuasion
system.
You go off track, you have aline to come back to.
Exactly that.
And you just don't want to getstuck in Uranus.

(19:36):
There you go.
Love that process.
But tell us about that twominute segment, man.
Sounds like it was super impactful.
And has really guided a lot ofyour, you know, a big transformational
moment in your life.
It absolutely was because atthat point I was struggling to make
1500 to 2 grand a month.
And so what he said was, hesaid, you know, he asked the room,

(20:00):
it was called, it was calledClose the sale seminar.
Very similar to the, the nameof your program, right?
Yeah.
And so he said, what's thething that's holding you back from
going for the close?
And the, the overall themewas, you know, people said they were
afraid of being pushy.
And he said, so if you'reafraid of being pushy, that means

(20:23):
that you care more about whatthe prospect thinks of you than you
are with actually helping themsolve their problem.
That was like big punch in theface right at first.
Then he said, listen, do youbelieve in your heart of hearts that
your product solves thiscustomer's problem better than any

(20:45):
other product on the market?
He said, if you say yes, allright, great.
And number two, he said, ifyou don't believe it, go sell something
else.
Otherwise you're just a con man.
Yeah.
So number two, do you believeyour company will stand behind the
product better than any othercompany will stand behind their product?
And then number three.
Pardon me, number three is ifyou as the service provider, the

(21:11):
sales rep, do you believe thatyou will provide better world class
service than any other salesrep from any other company down the
street?
He said, if you believe thosethree things in your heart of heart,
then you are doing theprospect a disservice by not being
willing to push them intomaking what's old ultimately the

(21:35):
best decision for them.
Not for, because you're tryingto close the sale and make a commission
and screw the customer.
It's all about helping the customer.
And if, and if you're willingto like crack a few eggs and, and
you know, have them think ofyou as being pushy.
It's not about being pushy.
It's like I'm really trying tohelp you solve your problem.
And the, the reason why thatwas so impactful for me was because

(21:58):
I'm a, I was always the niceguy growing up.
And so I was always like apeople pleaser.
And I never wanted to step onanybody's toes and, and never wanted
to like, be too aggressive ortoo pushy.
And maybe sometimes I go, thependulum swings too far and I become
too much of a dick.
But you know, it's, it's, it'sone of those things where if I really

(22:19):
am passionate about helpingpeople, then I have to put my feelings
aside.
And even if it pisses themoff, I'm doing it for the right reason.
And the analogy that goesthrough my head is like, if you and
I are going to a bar and youhave too many drinks and you shouldn't
be driving, am I willing toconfront you?
Am I willing to physicallyconfront you and physically remove

(22:40):
those keys from you?
Or am I going to be thispassive guy that's going to be like,
well, all right, do whateveryou want.
And then you go drive.
You know, go kill yourself.
Go hurt yourself.
Or worse, go hurt somebodyelse that's innocent.
And it's like what he saidwas, because if you're not willing
to push them, then they'll godown the street and buy an inferior

(23:00):
product that won't solve theirproblem as much as yours will.
A company that won't standbehind the product as well as yours
will, or get ripped off bysomebody else that's not going to
provide the service.
So ultimately, even if myprice is higher and all this stuff,
if I really have drank theKool Aid and I really, truly believe
in this, otherwise you shouldbe selling something else.

(23:22):
I love this so much.
It's really, really, really powerful.
And I love how it aligns somuch of.
With, you know, obviously the.
The content that I teach on here.
You know, this is the vibewhich is, you know, we're.
We're a service industry.
Anything we do in homeservices, it doesn't matter if it's,
you know, gutters or windowsor H vac or garage doors, whatever,

(23:45):
right?
We're, sir, we're there to serve.
We're there to help.
And, you know, one thingthat's really been on my.
On my mind lately that relatesto this is they know they need it.
They know they want it,whatever it is.
Or they wouldn't have calledyou to start with.
They wouldn't inquire.
They have some level of needor desire for whatever it is that

(24:06):
we're.
We're promoting.
The other side of that is one,if they truly understood what it
is, they would already have it.
Exactly.
Second part of that is thereason they haven't yet, at least
from my perspective, isbecause people are stuck so many
times in indecision and makingthat decision, making that purchase

(24:29):
is outside of their comfort zone.
So it's our job and ourresponsibility to help them step
out of their comfort zone.
Sometimes that is a little bitdifficult because people get stuck
in their ways.
They get stuck in that rutlike we started talking about.
And so how do we help them outof that rut into this new thing?

(24:49):
Because people are scared of new.
Right.
Cool.
So that kind of takes us into,you know, a whole new, whole new
topic here, which, you know,how do we help people?
How do we help them step into that?
How do we get them over thehump when we're in those conversations?
Yeah.
And, and what I've learned,especially from Jeremy Miner being

(25:12):
in his NEPQ inner circleprogram twice, was really getting
people to switch theirthinking from price based thinking
into results based thinking,number one.
And not just doing it by telling.
Because I tell my coachingclients, I say telling isn't selling.
You have to ask the questionsthat get the prospect to realize

(25:34):
that it's actually morepainful for them to stay where they
are than to spend the money tosolve the problem and getting them.
And so like Tony Robbins isreal big on like the, the two motivating
forces are pain and pleasure.
And more people are motivatedto avoid pain than gain pleasure.
The only reason why they'renot making a change is because they

(25:54):
associate more pain tospending the money than the pain
that they're already used to enduring.
But there's going to get apoint to where it's, they're just
going to say enough is enough.
I've.
I'm tired of this.
Something's got to change andthey're just going to go ahead and
do it.
But we have to be able to askthem questions to get them to realize
not only their present pain,but also their past pain and their

(26:18):
future pain and how things aregoing to get worse if they don't
do something about it.
It was a process that at TonyRobbins they do what's called the
Dickens process.
And it's basically off of the,the Christmas movie, A Christmas
Carol, I believe is what it was.
Oh yeah.
Charles Dickens, right?
Charles Dickens.
Yeah.
The whole.
My mind instantly went to, tolike Letter Kitty.

(26:41):
Yeah.
Yeah.
And it's the ghost ofChristmas past, present and future.
Right.
And so he calls those neurolinguistic conditioners, you know,
and, and so we have to be ableto get people.
One of the reasons why I wasable to go from £365 down to 195,
my high school, like athleticweight was because I had to like

(27:02):
brainwash myself that if Ididn't change, like while I was £365.
Sure.
What did I want to lose weight?
Yeah.
Was I committed to doing it?
No.
Why?
Because it's more painful.
I was associating to doing thediet and the Exercise and all that
stuff, right?
And the time and all thatstuff was more painful.
So it's just easier, just eatmy feelings away and stay365 or worse,

(27:27):
continue going on.
And that's where the futurecomes in.
Like, if something doesn'tchange, how painful is the next five
years, 10 years, 20 years?
What impact is it going tohave on you and your family and all
this?
And you have to, like, get.
It's like in this dark roomwhere there's, like, weeping and
gnashing of teeth and peopleare wailing out and screaming and.
And all this stuff.

(27:47):
It's a pretty intense deal.
But in my opinion, that wasone of the things that I needed to
go through to be the man I amhere today.
And we have to kind of do thatwith sales as well.
We have to get.
Again, it's not comfortable,but it's like, listen, if you can't
afford the, you know, forgutters as an example, you can't
afford the, the $5,000 for thegutter screens, like, how are you

(28:09):
going to be able to affordthe, like, $10,000 for, like, the
fascia rod and all that, youknow, and getting them to realize,
like, you know, I know H Vaccan be, you know, 10, 20 grand easily.
Oh, absolutely.
So it's, it's one of thosethings, like, how many, you know,
all right, it's 80 degrees outside.
You're sleeping in the, youknow, and it's all, you know, you're.

(28:29):
You're not getting good sleep.
Like, how else is that sleep,lack of sleep impacting you know,
other areas of your life?
Well, you know, I have been alittle more irritable with, you know,
blah, blah, blah, the kids arekeeping me up, I'm getting cranky
at work, or blah, blah, blah,my income is going down, you know,
and you ask these questionsthat get the prospect to really open
up and realize how painfultheir situation is if they don't

(28:50):
change it.
I, you know, I love this topicbecause so many times people get
stuck in this idea thatthey're just.
They think their decision ismaking the choice or not making the
choice to move forward withwhatever it is that we're, you know,
that we're talking to themabout, if it's a track, if it's gutters,

(29:12):
if whatever it is.
Right.
But the, And I love thereframe that you just went through
of painting that pictureforward of the future pain.
Because for them to choose,because in their mind, they think
if they say no, then that'sjust where it stops and that's it.
And they're off the hook.
Yeah.
Like, it's either I do it.
Got away with that one.
Yeah.
He's like, whoo.

(29:33):
All right, man.
That guy tried to pressure me.
He was a dinner.
Yeah.
He was trying to close me.
Yeah.
I won.
Yeah.
But what the reframe that wehave to remember.
And I love this so much, andI'm sure you could probably actually
help everybody out that'slistening with a word tracker, too.
But when we're reframing thisconversation, helping them realize
that just like we were talkingabout the pain of not making that

(29:58):
there is pain associated withnot making decision.
It's not just pleasure by nothaving to spend the money.
It's the pain of what willhappen if we don't make this choice
because we're choosing a worsefate down the road.
And how to reframe it intothat mental construct of if we don't
fix it now, we're choosingsomething worse later instead of

(30:20):
if we don't fix it now, we'reoff the hook and now we just don't
have to spend money and we canjust keep living with what the mediocrity
that we have because theythink it's just okay because they're
used to it.
So dive into that a little bitfor us.
Well, like, for example, withyour three bids objection thing,
right?
It's like if.
If they, you know, if theydon't want to go with you because

(30:41):
they want to go collect a fewmore bids.
You know, how you phrased itwas like, okay, are you looking to
see if there's another productout there that maybe I didn't tell
you about or.
Or something for a little morebang for your buck?
And so, like, I follow.
I like what Jeremy Miner doesis he leaves it more.
More neutral instead of kindof like leading where it's more open.

(31:04):
And he says, so, yeah, that's.
That's not a problem.
I understand.
You know, you want to get acouple quotes, I guess.
What are you hoping thatyou'll hear from these other companies?
You know, and then.
So that leaves it more openfor them to say, well, I'm looking
for a cheaper price or whatever.
And then if they say it's acheaper price, you'll say something
like, you know, so is.

(31:26):
Is price the.
The most important thing to you?
And you're ending with thisupward inflection, this uptick, which
implies uncertainty.
Like, are you really sure?
And most of them will go,well, no, you know, quality and blah.
Blah, blah, you know, and thenyou would say something like, okay,
so let's say, you know, youcalled three of these companies out

(31:48):
and, and they're all roughlyabout the same quality and they're
all roughly about the same price.
Like how are you going to makea decision then?
Like, how are you going tomake your decision?
And so plant some seeds of doubt.
Like, okay, if they're allreally about the same, like what?
You know, but when we'retalking about like the fear thing
and the reframe, it's like,what if they go with another company

(32:10):
where they should get thislevel of an AC unit but instead because
they can't afford this price,they settle for this level.
Sure.
What, what's going to end up happening?
They're, they think they gottawin because they saved $2,000 or
four, you know, it's half the price.
But then it doesn't cool theirhome as well.
Their energy bills go up, itcraps out on them early and they

(32:33):
end up spending more moneybecause now they have to replace
it over again in five yearsinstead of 10 years or whatever.
Right.
I'm not an H vac guy, sodon't, you know, quote me on the.
Term exactly on, on every bitof this.
So even because you've beenaround home services long enough,
stories, Windows, you know howit works?
Yeah, it's your five thousanddollar window or your five hundred
window, you think you'regetting something cheaper.

(32:55):
So it's like, yeah, I'm gonnacall around, get some more quotes
and price and.
Well no, price isn't the onlything that matters to me.
But you know, I have to do this.
And anyway, so that's, it'sjust getting them to reframe their
thinking of like okay, how,how long do you plan on staying in
this home for?
Like, are you gonna just movein a couple years or you plan on
staying here until they, tillthey have to like carry out in a

(33:17):
pine box.
Right.
You know, and if you're goingto be here that long, like knock
on wood.
But like you think you to livehere, live another 10 plus years.
Well, that means you'reprobably going to have to replace
the AC unit again.
So like do you want to likewhat's more risky?
Is it more risky to spend, youknow, to go with a cheaper unit that's

(33:39):
cheap?
You know, let's say it's tenthousand today and then in ten years
you have to buy it again andit's fifteen thousand.
So now you spent twenty fivethousand dollars or is it More risky
to spend five thousand dollarsmore today and go with this fifteen
thousand dollar unit but neverhave to replace it ever again.
But it's going to last you 15,20 years.

(34:00):
Yeah.
Which one's going to be moreexpensive to you?
I guess the first one.
Okay.
Is are you willing to settlefor that?
You know, and then again youget them to reframe their mind.
Okay, go with the $15,000 ones.
Absolutely.
And, and of course adding intothat, you know, not to mention the.
Because it's lower quality,because it's a lesser standard of

(34:22):
install, et cetera, theheadaches and maintenance issues
along the way.
That will be additional costand you'll be uncomfortable and peace
of mind and all these.
And, and, and to help buildthe case.
Right?
Absolutely.
Yep.
Love this so much.
So this, this is scratchingthe surface.
Oh, it just scratches.

(34:44):
That's so much.
So true.
So everybody listening.
I hope you made notes fromthat part of it.
Of course, you're in DriveTime University for most of you right
now, so listen to that again.
Jeremy just really wentthrough an incredible word track
of understanding the concepts.
And with this type of thing,it's not even the specific script

(35:09):
or the words themselves, it'sunderstanding what's behind the script.
I'm all about that.
If we can understand where anobjection comes from, if we can understand
the reason behind theircomments and their commentary and
ask those clarifyingquestions, then we don't have to
be imprisoned to a script andoh, they changed the words.
I don't know what to say.

(35:29):
Because now we're starting tothink for ourselves and be able to
handle those situations nomatter what comes at us.
Absolutely.
Yeah.
So good stuff, man.
Let's get to kind of what wewere talking about before when we
were planning this episode,because this is something that I
know the close it now community.
We talk about this often enough.

(35:50):
There's a lot of peoplelistening and just everywhere that
really need a bit more of thiskind of concept.
So we've talked enough.
I know that a lot of yourbackground and history as you've
gone through these differenttransformational points in your life,
a lot of it has to do with.
And of course this is greatbecause we set this context up with

(36:13):
the sales conversation ofbeing able to future cast their future
with the potentials of pain or pleasure.
Right.
It can be nice and easy and smooth.
If you take this path or ifyou choose to not do this, your path
can be more expensive and moreheadaches and all those things.

(36:33):
So we're basically predictingthe future for them or painting that
picture.
And then they're going tocreate their future based on their
choice in the moment, which isa fun segue into.
Let's talk about.
I'm just going to be veryspecific with.
Let's talk about some law ofattraction stuff.
Okay.
Because this is not talkedabout in the trades or in home services,

(36:55):
hardly ever, but it's so important.
So give us some context there.
We've got all of theseresources to pull from.
So for everybody listening,we're going to mention some names
of some authors and somepeople you've probably not heard
of, but they're incredible,and we highly recommend.
So we've got everything fromNeville Goddard and of course, the

(37:19):
most famous one, think andGrow Rich with Napoleon Hill, basically
the godfather of this.
And everybody kind of comesfrom there somehow.
But take us down this path.
How'd you discover this?
And what are some of the.
I've got a cool story, too, Ican add in.
But what are some of thosetransformations that have happened
to your life along this path?

(37:39):
I'll tell you what, if you'rewilling to pause the video for a
little bit, I'll go in myroom, in this living room, because
I was just going over thiswith someone the other day, so.
Beautiful.
Okay, everybody, we're aboutto pause.
We'll be right back.
Right back.
All right.
I had to get this journalbecause I.
When I signed up for BusinessMastery, I signed up for my first,
like, coach that I told youbriefly the story of.

(38:02):
And she goes, hey, she said this?
She said, it's maybe a long story.
I probably should give you theshort version.
Long story short, she got meto raise my standards because I thought
I was doing pretty good makingeight to ten grand a month.
And she.
And she laughed at me.
And she goes, I know peoplethat make that in a day.
You.
You think that's a level 10for you?

(38:22):
I was like, okay, that was humbling.
And I like that question.
I'll use that in coaching.
Yeah, yeah.
And I.
I can set it up a lot more,but if I go through the whole story,
it feels like I can drag thisout for 45 minutes.
So, long story short, shegoes, hey, you know, we need to.
We get out of life what we arewilling to tolerate.
So you're tolerating makingonly eight to ten grand a month right

(38:44):
now in income.
So if you want to raise thatincome, you have to raise your standards.
So your standards.
Eight to ten grand a month,like a thermostat.
So you have to Raise it up,you know, to 15 to 20 grand a month.
So it was double my income.
And she said, you know, hey,have you read Think and Grow Rich?
And I go, oh, yeah, I read ita while ago.
And she goes, okay, what'syour major definite purpose statement?

(39:06):
I was like, my what?
And she goes, read me yourmajor definite purpose statement.
And I go, I don't know whatthat is.
And she.
So she read out her majordefinite purpose statement, which
is part of the wholeconfidence formula thing, where you
talk about specifically howmuch money you want to make, when
you want to make it, and whatyou're willing to give forward and
all that stuff.
And so she was like, allright, I want you to go buy the book

(39:28):
again.
Read the book.
Don't just do the audio one.
And don't buy the new versionfor the millennials or whatever by
the original 1937 unedited version.
Right.
The one with the correct language.
Because it's so important.
Yep.
And so I bought the book, andI started seeing Bob Proctor pop
up all over the place.
And I signed up for his PGIconsultant thing was like, 30 grand

(39:51):
or whatever.
And on one of the videos, hewas talking about, like, a live.
He goes, what do you.
You know how Bob Proctor says.
He goes, what do you want?
What do you really want?
I'm doing my best Bob Proctor impersonation.
And he goes, you know, if Ireally wanted something, it would
be a good idea for me to writeit down a hundred times in the morning

(40:15):
and a hundred times at night,right before.
Right when I first wake up inthe morning and right before my head
hits the pillow at night.
And I would write it out inthe present tense as if I had already
achieved it.
And I would feel the feelingsof achieving that.
And I would write out, I am sohappy and grateful now that I blank.

(40:35):
And you have to envision itand feel it as if it's in your possession
right now.
And so I.
He goes, I would do that.
I would challenge myself to dothat for 30 days.
You can do anything for 30 days.
And frankly, if you don't wantto do it for 30 days, how bad do
you really want.
You don't want it bad enough then?
And I was like, all right,this sounds like a major pain in
the ass, but I'll do it.

(40:56):
And so I.
I was like.
Because I really wanted it.
And I had this, like, trip toFiji to go to wealth and Life Mastery
in Fiji for my birthday.
And this was.
I hired my first coach inDecember, 2019.
Okay.
And.
And in gutter business, that'sa slow time of year.
And I'm thinking how the.
Okay, I don't know if I cancurse on here, but how the heck am

(41:16):
I going to be able to make$15,000 in December?
It's Christmas.
It's the holidays.
But I was tracking mycommissions every single day.
I was laser focused on my goal.
I was reading my majordefinite purpose statement every
morning and every night.
And I was writing out in my journal.
I am so happy and grateful nowthat I earn 15 to $20,000 a month.

(41:39):
In the morning, 100 times andat night, night.
Typing it, not saying it,writing it out.
Actual kinetic.
Putting the brain to pen to paper.
Yep.
And then what ended uphappening was after the first month,
guess how much money I made.
I'm gonna guess it was atleast $15,000.
It was 14, 500.
And my coach, I was pissed.

(42:03):
My, my coach, you know, shesaid when we started this, she goes,
come short of hook or crook,which means short of being a hooker,
turning tricks on the streetcorner or robbing somebody or robbing
a bank, you're going to makethis much money.
If you don't make that muchmoney, then you need to, you know,
go, you know, do whatever youneed to do.
And so I was so frustratedthat I didn't hit my goal.

(42:28):
And when she.
For Everybody watching onYouTube, you can decide if that would
have been a good plan forJeremy or not.
Yeah, yeah.
So I, so we, I get to the calland she goes, well, and I was so
dejected.
And she goes, jeremy, celebrate.
And she said something thatwas really key.
She said, it's not about thepower behind goal setting, isn't

(42:52):
the achievement of the actual goal.
It's about the man you need tobecome in the process so that you
can earn that, you know, earnthat goal.
Yeah, yeah.
And.
Or attracted is what she said,Attract that goal.
And so I was.
And so she goes, so you needto celebrate.
I was like, okay.
So I celebrated.
And she was like, now go do it again.
I was like, oh, it's January.

(43:12):
How am I going to do this?
You know?
And I go, well, I guess I'lljust keep doing what I was doing.
And I, I did it.
And guess how much money Imade in the second month?
I'm guessing it was over 14,5.
It was 15,5.
So.
So officially I hit my goal,15k in a month in commissions, in
a down month, January of 2020.

(43:33):
And I was really happy becauseif you add 155 plus 14 5.
It comes out to 30, 000.
Like, even.
So you got dead on 15 for.
Those two months, I averaged 15K.
So I was like, okay, I thisnow, and I've done it two months
in a row.
And she said, now go do it again.
I was like, oh, man.
And then I thought, well, hold on.
Like, I kept hearing BobProctor in the back of my mind.

(43:55):
He goes, what do you really want?
And I said, you know, I thinkI've been settling for just 15k.
I think I really want to do 20k.
And she goes, well, hold on,hold on, Jeremy.
Like, you know, you need totake things slow and build on this.
I was like, no, f that.
I was like.
He says, what do I really want?
I've been settling for 15.
I really want to do 20k.
Yeah.
So if you can go from 8.

(44:16):
To 10 to 15.
Yep.
It's going 15 to 20.
Right.
So I literally have thejournal, and I just want you to see
about how I wrote out the words.
I am so happy and grateful.
And now I want you to justcheck this out here, because this
is pages on pages of what I did.
This, like, this is thewriting, right?

(44:36):
I literally just went through,like, 30 pages there.
Like, literally pages on pageson Gorgeous.
This.
And so after the.
After the second month, I had,like, a little coaching client paying
me 50 bucks a month fromGuatemala as my first coaching client.
And she met me at the upw andshe goes.

(44:56):
She was like, oh, well, I wantto try that.
Because I told her of the success.
And I was like, I'm not goingto make this girl do it by herself.
So I did it for the third month.
And then guess how much moneyI made in February of 2020 as the
world was shutting down fromCOVID Oh, that's.
I'm.
It's.
I'm guessing over 20 in ashort month in February.
Gutters.

(45:17):
Absolutely.
20K, baby.
No doubt.
So.
So that was like a law ofattraction thing.
Like, and again, so if you addup 14, 5, 15, 5, and 20K, it was
$50,000 in earned income overthree months during the slowest months
of the year.
And I invested $6,000 to thismindset coach that helped help me
achieve this mindset that Ineeded to get there.

(45:39):
So, like, 80% of success is psychology.
She didn't teach me any salestactics at all.
It was just this oneconversation or two conversations
that we had.
I remember and.
And the law of attraction stuff.
So I teach this.
So I've employed this strategywhen I went from 8 to 10 grand a
month to 15 to 20 grand a month.

(46:00):
I stayed there for about twoyears, and then I had something that
woke me up and I was like,okay, time to raise my standards
again.
15 to 20 grand a month to 30to 40k a month.
Right.
And then I hit 40k a month inJuly of 2022 for the first time ever.
And then I did it again, youknow, to become the, you know, number
one guy in my office and.
And one of the top incomeearners in the company and hit that

(46:23):
award over there.
And I've done it multipletimes and use that whole law of attraction
thing of 100 times in the morning.
Right.
As soon as you wake up, don'tlook at your phone first, pick up
the book, write it out, andactually feel the feelings of it.
And.
And.
And then go do the work.
It's not just, I wish it'llcome to me, and it'll come to me,
you know?
Oh, my gosh.
Yeah.
Wish is just, you know, that's it.

(46:44):
That's all it is, is a wish.
Yep.
This is so good.
So let's get into the feelingpart of it.
Good.
Because that is some of thetruest power of what's happening.
Before we do, let's talk alittle bit about how we're energy.
And you'd mentioned somethinga minute ago, actually.

(47:09):
So since we're attracting,this is attraction.
So for everybody listening, Iknow this is.
We're getting out there.
I want to remind you, yourmind don't.
Your mind's like a parachute.
It only works if it's open.
So keep your mind open forthis because it proves true in so
many people's lives everysingle day.
And of course, if you'relistening to this podcast, there's

(47:29):
a good chance you're on thistrack anyway, or you wouldn't continue
to listen to the Close it now podcast.
Because I'll talk about theseconcepts periodically.
So when.
When you were talking about.
To your coach about the.
The goals and writing that down.
Yeah.
And she was in.
Didn't say earnest.
You attract it.

(47:49):
Yes.
You attract the income.
Let's pause there for a secondbecause I heard something one time
that really, it's an easyanalogy to help me remember this
type of thing because I findmyself chasing instead of attracting
periodically.
And this quote will reset meevery time.
It says, be the target, notthe arrow.

(48:11):
Be the target, not the arrow.
And it helps me to reset itback into the attracting mode of
letting it happen instead offorcing it to happen.
So expand on That a little bitfor us, the attracting part of it.
Well, that's a, that's a veryloaded question as well.
We could do a whole series ofpodcasts on this topic.

(48:32):
Totally could.
So right now, the book I'mreading is Letting Go by David Hawkins.
Dr.
David Hawkins.
He's the one that talks aboutthe whole levels of consciousness
and spiral dynamics and allthat stuff.
Are you familiar with, like,the energy levels of guilt and shame
and fear and all.
All the way up to, like, peaceand all that and love and all?
Absolutely.

(48:53):
Gratitude is a big.
Yeah, yeah.
So I'm, I'm reading that bookright now.
And so first of all, and youknow, I, I did a podcast with my
current mentor, Josh Lyons.
I've been with him now forabout a year, a little over a year,
and he told me something thathe noticed on one of my call reviews

(49:18):
that we uploaded to YouTube.
Pardon me, and he said, you're.
You're forcing things, youknow, and when I went on to that
call, I had been in a reallydown state, to be frank with you.
I was, you know, I wasn'thaving the success in February.
My ads kind of died.
I wasn't getting leads.
I was stressed out about moneyand stuff like that.

(49:39):
And, and I was like, trying toover compensate for my depression
by trying to get, like,overly, like, jacked up on Tony Robbins
stuff, you know, Know.
And.
And so I showed up to thiscall all, like, serious.
Like, you could see thiscrease in my nose and, like, holding
them accountable.
Are you ready?
Like, blah, blah, blah.
I was really intense and, andit was like, you know, when you go

(50:03):
to a family or a friend'shouse and they have pets, if you're
like, all like, oh, come here,come here, come here, come here,
like, or a kid chasing after adog, oh, doggy, doggy, doggy.
The dog's gonna run away fromthe pet or from the person trying
to pursue it.
But if you just like, sit downon the couch and you just chill,
the dog will come up to youand sniff you.

(50:24):
The same thing goes for, like,sales if you're like, really, like,
oh, I'm going to close this one.
I'm really, I'm on a hot streak.
I'm going to do this.
And it's just like, you justhave to be who you are and go there
with that service intention.
It's like things are justgoing to happen the way they're going
to happen.
That's part of acceptance ofthat level of spiral dynamics.

(50:45):
And it's like you're just,you're just going to do, you know,
whatever you can do and letthe chips fall as they may and, and
what you'll end up doing isyou'll be attracting more sales than
those people are like, oh,screw that, I'm going to close every
deal I talk to.
You know, it's just going tobe very heavy handed and it's going
to be very, it's just going tobe like difficult for you.

(51:06):
And the prospect like at theend of your appointments when you
have that like kind ofhardcore approach, don't you just
feel freaking exhausted at theend of your day?
Like I said, I live a life,lived a life of that for a while
in my early career and God, itwas, it was awful.
You're closed a lot ofbusiness, but man, it was tough.
Yeah.

(51:26):
And you're like, you're like,I'm sitting in a car and I'm talking
to people.
Why do I feel like I've beendigging ditches all day?
And it's like, it's becauseyou're forcing it.
So he talked about the bookcalled Power vs Force, which is by
the same author.
And he suggested that I readthat book.
And so it was a good reminderbecause there's times when I'm in

(51:48):
alignment, sometimes I'm outof alignment.
And like you said, when you'reout of alignment, you think of that
quote about being the targetand, and just letting it come to
you rather than just like, oh,I'm gonna go get it.
Oh my gosh.
Absolutely.
The years ago when I was stillin the field, and this is a story
I love to tell about, itreally speaks to this programming

(52:10):
our brain.
You know what, the writing itout a hundred times in the morning,
in the evening, it's thescience behind a lot of this.
Everybody listening.
This is your RAs, yourreticular activating system.
It's that piece of your brain.
The old story is the red car analogy.
You're looking at your newcar, the one you find, it's this

(52:33):
exact make and model.
Not another car on the road.
Nobody else has this car.
Nobody has these.
It's so unique.
So unique.
Yeah.
The second we buy it, they're everywhere.
Yes.
And it's like, what?
Well, what happened is itwasn't on our mental radar before,
but now that we've placed thatinto the bucket of our reticular

(52:54):
activating system, now it's onthe radar and we just, our brain
searches for it and recognizesit everywhere.
So that's so much of what thewriting it out a hundred times does.
It's programming our computer.
Our brain is just input in,bad input in, bad, input out, good
input in, good input out.
Our brain's like computer.
It's that sub.
Your subconscious mind is somuch more powerful than your conscious

(53:16):
mind.
So if you're like trying tolike go out there and force things,
you're working on like 10% ofyour brain's power or less.
And your subconscious, whenyou're writing it out, you, your
program, your self image andyour subconscious mind through repetition
and emotion, and that's whatthe repetition is.
But also feeling the feelingsof what it would feel like if you
had that, because it's goingto create a more strong neural pathway.

(53:41):
Yep, yep.
And then, oh, this is so good.
And then the brain goes towork for us.
And now these synchronicitiesstart to happen in our life.
It feels effortless.
All of these coincidences juststart to happen over and over and
it seems effortless.
Years ago, when I was in thefield and this was, you know, gosh,
2016, 2017, you know, waybefore the COVID boom or any of that,

(54:06):
you know, all of our, ourteam, they would, they were like,
how in the world are youselling what you're selling?
Because they come in and itwas just like dead out there.
And all of these be backs andall these things.
And I'm like, well, I.
It's because I expect it.
They're like, what are you doing?
And I was like, you finallyone guy took me to lunch.
He's like, they're like, whatare you doing?
I was like, you wouldn'tbelieve me if I told you.

(54:26):
Yeah.
And so I was like, well, everymorning I set my alarm, you know,
I get up, I'll get ready formy day and I'll go outside and I
have this place that I sit for20, I'll set my timer for 20 minutes.
And I sit and I meditate.
And my affirmations are, Ialways get the best clients.
Everyone I meet wants to dobusiness with me.

(54:47):
No one gives me the runaround.
I don't get the clients thatyou know.
And just constantly, over andover, every single person that I
see is excited today.
And they're going to say yes.
It feels so good that at theend, I'm visualizing the end of the
day.
It feels so good thateverybody I saw today said yes at
a higher ticket than they eventhought possible.

(55:07):
And they.
So nobody on my sales teambelieved me and said, well, they're
like, no, no, they can't be it.
They've got to be hand pickingyour leads for you.
I said, let's prove it.
And so I started trading leadswith them.
I was like, you got yours forthe day, let's trade.
And sure enough, the samething happened.
They're like, no way.
And it's like, because I justexpect it.

(55:28):
Where your energy, where yourfocus goes, your energy flows and
it pulls it right to you.
Right.
So tell us more about this.
So you're writing this down,you've achieved now $40,000 a month
and what, Give us another story.
I'm sure you've got plenty ofother law of attraction stories.
And tell us a little bit moreof where your head is at now around

(55:50):
the emotion and the feelingsof feeling it real in this type of,
this type of concept.
Yeah, so like last, well,January, I had a goal to hit 50k
in a single month.
And I, I was doing theexercises and all that for a part
of the time.
Honestly, I wasn't being asdiligent as I needed to.

(56:11):
And about halfway through themonth I was at 35k and I thought,
okay, yeah, I'm on, I'm ontrack, you know, and leads were coming
in and buying and stuff like that.
I was like, yeah, I'm going tohit this goal.
And then I went for like a 10day like spell where I didn't sell
anything.
And then it got to like thelast day of the month.
And I was like, well, I guessI'm not going to hit it or whatever.

(56:33):
And I was, I was kind ofaccepting it.
And then it was weird.
As soon as I accepted it towhere I was like, it's okay, you
know, I'll do 50k next month.
Month.
An idea popped in my head andI was like, it was like an inspired
idea.
And I was like, you know, LeeFilter, what they would do is on
the last Wednesday of themonth, they would do what they would

(56:55):
call an international pushday, where they basically just pushed
and pushed and pushed andcalled all their rehashes and tried
to sell them at cost and doall these things.
And then the last Friday ofthe month, they wouldn't have meetings,
they'd just be pushing, tryingto cram as much business into, into
the pipeline as possible forthe month.
Month.
And I was like, well, what ifI did that approach?

(57:16):
And then as soon as thatthought came to my mind, a customer
who was one of my firstclients, he was actually a platinum
partner with Tony Robbins as well.
I met him at the relationshiptrip in Maui in October.
He.
He calls me out of the blueand he goes, hey, how's it going?
I was like, good, man.
What are you up to?
Hadn't heard from him in sixmonths, you know, and he goes, well,

(57:38):
you know, I got this new guyhere, and he's looking at nepq and
Jeremy Minor, he's not reallya fan of.
And I thought I told him,well, why don't you talk with Jeremy?
And so.
So I had a quick conversation.
Easy sale.
And, you know, so I woke upthat day, I think I was officially
$15,000 away from my goal.
So that $7,500 sale was like, boom.

(58:00):
That was halfway to my goal.
I was like, God dang, I'm.
I.
I could actually.
And I could actually hit this.
And so I called up a couple ofmy clients who were getting close
to expire and ask them if theywanted to extend or whatever.
And some said yes, some said no.
And then I got to the pointwhere I was pushing so, so hard and
pushing and pushing, pushing.
And it got to the end of theday where it was like 4:00.

(58:22):
I was like, well, I guess I'mnot going to hit this goal.
And I was like, I'm soexhausted because I've been pushing
so hard to hit this goal.
I was like 4k away from it.
And.
And then actually I was like 2K.
I was at 48, 000.
I was like, damn, I'm gonnafall this short.
And I was like, all right, letme offer a ridiculous offer to a
couple of these clients that I have.
And I offered it to them, andsome said no, and then some said

(58:45):
yes at the last minute.
It was like 6:00 at night.
I was like, thank God.
And I ended up hitting 52k in income.
But it was one of those thingswhere, you know, I know it's not
necessarily law of attraction,but it was like, to do.
It was $17,000 in business iswhat I did.
And on the last day of themonth, on one day, in order to hit
the goal.
Yeah, exactly.
And cash collected.

(59:06):
So I love this.
And so now the next goal, I'mat 50k.
The next award that thismarketing mastermind I'm in, they
have 100k a month award andyou have to collect a hundred thousand
dollars in.
In fees.
And so far, I'm.
I'm a little bit behind thepace, but ironically enough.
Oh, hey, look, I actually gota text message from one of them.

(59:28):
He said, run it for 5, 500right now.
So I guess this is real time.
While we're recording thepodcast, everybody.
It was eight minutes after thepodcast officially started.
Look at that.
It was supposed to be $15,000,but we're breaking up into three
months, so 15, 5500.
So.
Oh, so good.
It was.
So this is.
This is powerful.

(59:49):
So I do want to camp out on the.
The.
Our.
We are.
So everybody understands we're energy.
Right.
Our bodies are made up.
I mean, ask any scientist.
Every human body is a big magnet.
Right.
We've got all.
It's not even just our bodies.
Like, this table is not solid.

(01:00:09):
It sounds solid, but it's not.
Yeah.
It's mostly empty space.
It's the molecules that put it together.
Yes.
And all the energy surrounding them.
Even sitting on the chairyou're sitting on, we have faith
that it's going to hold us.
Otherwise we'd fall rightthrough it.
Yeah.
So we're getting reallyesoteric here.
And I love this because it might.
Be over my head, but I mightalso have a funny story about it.

(01:00:31):
So we'll see where you'regoing with.
So what happens is.
And there's.
There's really simple ways tokind of explain this, but our.
Our head and our heart, theywork together in this process.
And basically our brain andour heart, our.
Our feelings and emotions,especially our feelings and emotions

(01:00:52):
are really just a big radio signal.
Right.
That sends all of these radiowaves out into the world that starts
to attract us.
And.
And there's positive thoughtsand there's negative thoughts.
That's why we say, you know,that gratitude, depression can't
live in the same moment thatgratitude does.
Gratitude.
Yep, exactly.
And so.

(01:01:13):
And everybody listening, we'vefelt this before, you know, when
we focus on positive thoughtsand somebody enters your space, and
they're the negative Nellies,they're the downers of the world.
It just feels icky.
You can feel the negative energy.
Even if you've ever thoughtabout it or not, you can tell that
that's a negative person andvice versa.

(01:01:33):
When you're having.
How many people have beenhaving that bad day?
And it's the, you know, themorning grogginess, and it's like,
oh, you're too perky in the morning.
Don't talk to me before I'vehad my coffee.
Well, me and my girlfriend.
You're the negative one there.
No, no, the girlfriend.
The girlfriend is.
Yeah, yeah, exactly.
It's like, yeah, that personis the negative one.
Yes, she is.
So this is just real practicalproof of this.

(01:01:55):
But when we start to focus onthose positives, especially when
we can start to visualize theoutcome before it happens.
And when we visualize thatoutcome, and not just visualize it,
but we start to put someemotion into it, that's where the
brain, that subconscious partof the brain goes to work.

(01:02:18):
And it works all night.
It works constantly workingbehind the scenes to cause that reality,
to pull that reality into our lives.
This is how we pull the future.
Like we pull ourselvesdirectly into the future.
We're creating it.
And so we're basically the waythey like to say is we're co creators
with the universe for the lifethat we want to have.

(01:02:40):
So I love this concept.
Never in an entire show everdove in this far.
Well, I want to, but I think.
The time has come for it.
I want to touch on some of theheart and the brain stuff and actually
give people a tactical thingto help them.
And I think this will bereally helpful for any salesperson.
So let me ask you this.

(01:03:01):
Has there ever been a time forthe listener?
Has there ever been a timewhen you felt stressed?
Has there any been a time,ever been a time when you felt anxious
or nervous?
And.
And when you feel thesemoments of stress, it could be anger,
it could be fear, it could beany of these things that are not
empowering emotions to you.

(01:03:23):
That is a warning sign thatyour head and your brain are out
of alignment.
Literally.
They run on electricalimpulses that can be measured and
printed off on an EKG and an ecg.
So when have you ever.
That's the negative state.
Have you ever been in a statewhere everything is like, just looks

(01:03:47):
like you've got the Midastouch, where everything you touch,
like turns to gold, where it'slike you've gone 10 for 10 on sales.
Like you were in this flow state.
You hit the game winning shot,you scored the game winning touchdown.
It was just like you poweredthrough it and nothing could freaking
stand in your way and you felt unstoppable.
That's being in a flow state.

(01:04:09):
So there's two things.
Tony Robbins says that whenyou're in this angry state, this,
when you're not in this flowstate, he calls it a beautiful state.
When you're not in thisbeautiful state, you're in a state
of suffering.
And anytime you're in a stateof suffering, it's because you are
doing two things.
Number one is you're thinkingonly about yourself and you're not

(01:04:33):
thinking about anybody else.
And number two is you'refocusing on what's missing.
Rather than what you have inyour life to be grateful for.
So you can literally changeyour state in an instant by switching
your focus.
Instead of thinking about, whyam I focusing on myself?
Think about how can I servethis other person?
Number two is, well, I'mthinking because he said no.

(01:04:55):
Now, I missed that sale andnow miss.
You're focusing on things thatare missing.
Focus on the things you'regrateful for.
Man, I work for a good companythat provides me with leads every
day.
I made $150,000 in the lastsix months or whatever.
Like, whatever it is, focus onwhat you can be grateful for.
All right?
And then there's a littleexercise you can do, and it only
takes two minutes.

(01:05:16):
And it's been scientificallyproven at Stanford Medicine, where
you literally put your handson your heart, you close your eyes
and you breathe in.
And you just imagine breathinginto your heart.
And the whole time you're.
You're feeling the breath gointo your heart and you're feeling
the power of your heart.

(01:05:38):
You're feeling this heartbeating in your chest.
And as long as this heart isbeating, you are still alive.
And if you're alive, then thatmeans there's a purpose for you here
on this earth and that yourmission's not over yet.
And you didn't have to doanything to earn this heart that's
beating inside your chest.

(01:06:00):
This was given to you for free.
And you don't have to doanything to keep it right?
You don't have to do anythingto earn it.
You just, you are worthy.
And.
And if you just focus on thosethings and you switch your focus
from what is missing in yourlife to what you have to be grateful
for, and you focus on thosethings and you breathe deeply into

(01:06:21):
your heart.
What ends up happening is yourbrain waves go like this and then
they end up, like, syncing upand then they're like, like this.
And then you're back into aflow state again in literally two
or three minutes.
So good.
So anytime you're in thatstate where you feel like just things
are not going right for you,change the focus on what's missing
to what you do have that isgoing right for you.

(01:06:42):
Maybe it's your family, maybeit's, you've got a roof over your
head.
Because when it boils down toit, there's other people that got
it way worse than you.
Would you change position withthem if not be grateful for what
you got?
Because here's the thing.
I think of it like God is likethe cosmic dad taking his son into
ice cream.
And if the, if the son, youknow, he.

(01:07:02):
Dad buys him ice cream and theson goes, this isn't the flavor that
I wanted.
I wanted chocolate chip.
And throws it down on theground is ungrateful for the ice
cream that you got him.
Is that dad being a good dad?
If he's going to be like,okay, let me go get you the chocolate
chip, he's like, you're,you're not being, you're not grateful
for what I got you.

(01:07:23):
All right, you can just gowithout ice cream.
Right.
So if you're not grateful forthe life that you have right now,
what makes you think that you,as a spoiled little brat throwing
a temper tantrum, that yourlife isn't going the way that you
want it to go, is going tochange that you're going to be blessed
with what you.
Because you're not gratefulfor what you already have in your
life.
You have to be more gratefulso we can pour more into us, right?

(01:07:47):
Yeah.
And it's not just about you.
It's about so you can give to others.
Because that's the big thingwhen it comes to, like, mindset on
money.
A lot of people think, oh, youknow, 300 grand a year, 400 grand
a year.
I don't need to make that much money.
I just want to make enoughjust to be comfortable and pay my
bills.
Again, listen to what you're saying.
I just want to be comfortableenough so that I make just enough

(01:08:10):
money so that I can pay mybills and not help anybody else around
me.
Right.
What a selfish thought processit is.
You know, if you made fourtimes as much money, think about
how many more people you couldactually help rather than just focusing
on you and your little bills.
Powerful.
Something I've said for a longtime is the best way to help the

(01:08:32):
poor is to not be one.
Yeah, great point.
Because we, you know, when wedon't have the resources, yes, we
can give time, but we'relimited in bandwidth, especially
when we're constantly workingour face off to try to pay the bills.
Yeah.
And when you have theabundance, we can start to leverage
things and invest more andjust make, make such a bigger impact.

(01:08:54):
Yeah.
I mean, it's like, you know,this little business I've got going
on, you know, okay, 50k in amonth, that's great.
You know, but here's the thing.
Like, then all I'm reallydoing is I'm just helping myself,
you know, like, how selfish of that.
I.
What I need to do, I Went to aevent with my mastermind group, with
my mentor, and he saidsomething in passing.

(01:09:15):
He was like, you know, talkingabout networking in the group.
He goes, because you neverknow when, like, Jeremy's offer is
going to take off and he'sgoing to need closers.
And I'm like.
I was like, man, I hadn't evenbeen thinking about that.
And I was like, yeah, dude,here I am playing selfish.
I.
There's some guy out therethat might want to make 20 or 30
grand a month, and he's stuckin a job where he's making five or
ten grand a month.

(01:09:35):
I was like, I could be helpingmore people, like in my community
of closers, right?
You know, it's like, so I cameback to go get this award and go
get the 100k award and buildmy business up.
Not just because I want to gomake a insane amount of money for
what an uneducated, no collegedegree guy should be earning.
It's because I want to be ableto build up a business that is helping

(01:09:58):
other people, you know, have acareer that they could be, you know,
passionate about.
And more importantly, the.
It doesn't happen withouthelping the clients, you know, like
the people that are listeningto your podcast here, like, helping
them reach their goals.
So there was something yousaid in the very beginning of this,
and I meant to circle backaround to it, and you said something
about, like, your motto, andit was that Zig Ziglar quote of,

(01:10:20):
you can have everything youwant in life, life if you just help
enough other people get whatthey want out of life.
Absolutely.
So if they're a business ownerthat's only making 100 or 200k and
they want to make half amillion or a million, if I can help
enough of those company ownersbuild their business up to the 10,
20 million mark and sell theircompany and retire and go, you know,

(01:10:41):
build churches or whatever.
That's what they want.
Cool.
Let me help them do that.
If I help enough of thosepeople do that, then I'll be able
to have whatever I want in life.
Life as well.
Well said, man.
You could not have wrapped upthis episode any better.
I know that we could talkabout this for a long, long time,
and I.
I definitely hope we will.

(01:11:01):
We'll have to do some moreepisodes on some of these topics
because, you know, in homeservices, in the trades, it's.
It's been so blue collar forso long and such a stifled mindset
around this type of thing.
It's a middle class mindset.
It's a middle, yeah, it's amiddle class mindset and everyone
that listens in ourcommunities have a degree of growth

(01:11:26):
and personal growth andleveling up.
And I'll tell you, everybody,the masterminds and things that Jeremy
and I have been involved with,you don't get to that level without
having a modicum of this typeof concept.
Now call it, you know, ifyou're very devout in your faith
and you know, spirituality andyour specific religion.

(01:11:49):
Absolutely 100%.
But I'm saying do the thingsthat you know, you need to do there
to be in alignment with your beliefs.
If it's, you know, if we'resource or universe or whatever it
is that your specific isthere's universal truths that carry
through every single thing.
Even in the Bible, Jesus saidlet the poor say I'm rich, let the

(01:12:12):
weak say I'm strong.
Right.
It's the same thing but justthrough a little bit different lens.
So that's what we're, that'swhat we're talking about today is
these universal truths areuniversal for everybody for a reason.
Because it's the way this,this entire planet was created.
So that's it man.
So tell everybody who, so who,who do you work with?

(01:12:34):
Who's what, companies, whatindividuals and let everybody know
how to get in touch with you.
Yeah, you know, it's basicallyI've sold Windows for Renewal by
Andersen.
I've sold walk in bathtubs forsafe step walk in tubs.
I've sold solar for safe orfor sun pros.
I sold water filtrationsystems for Eco Water.

(01:12:56):
So what I've found is that allin home sales businesses that are
operate on a one call close isbasically the same process.
And I feel like Leaffilter'ssales process, the 12 step closing
sequence that they have is thebest that I've seen out of all those
great companies I worked for.
And so that's what I do is Itrain folks to employ those processes.

(01:13:18):
And then also the way that Leefilters compensation plan was, you
know, built it was I wasn'tthe seventh highest income earner
because I had the seventhhighest close rate.
I was the seventh highestincome earner because I was able
to sell it for the seventhhighest best profit margin, you know,
and, and the guys that werenumber one sold, you know, ran a
thousand leads, I ran 433 leads.

(01:13:39):
So it's one of those thingswhere teaching them how to sell jobs
at a higher price and notbeing competing to be the low price
but being, being One of thehigher prices so that you can make
more profits, so that you canafford to put more people, hire more
people, do more ads and all that.
So it's pretty much anybodythat's in the, in home sales, one
call close kind of space.

(01:14:01):
But I just want to give anexperience of who I've actually worked
for.
So I have practical, industryspecific knowledge.
Yeah, good, good stuff.
And how does everybody get ahold of you if they want to know
more about.
Learn more about Sales Prideand follow you in your journey?
Yeah, you can follow me onInstagram at Sales Pride Coach.
You can go to my website atSales pride coach or salespridecoaching.com

(01:14:24):
I think is what it is.
I'll make sure and have you inall the show notes, everybody.
Yeah, you're driving.
Don't try to remember.
Just.
Yeah, I think it'ssalespridecoaching.com and it was
more geared for the gutterguys because it was, you know, it
was what I had the mostsuccess at recently was because of
my evolution and developmentin my personal development.

(01:14:46):
But you know, just to be ableto say, hey, seventh highest income
earner out of 2,000 salesreps, it sounded a lot more impressive.
So pretty much anybody thatwants to close more effectively and
sell at higher prices to makemore profits and being able to not
have to overcome objectionsbecause you learn how to prevent
them from happening in thefirst place.

(01:15:06):
And understanding that 80% ofsuccess is not just is is is not
just tactics.
And oh, how do I.
What's this word track?
How do I overcome this?
Objection.
It's about the psychology andthe mindset.
Otherwise those other thingsdon't work if you don't have the
mindset in place.
Right.
Love this.
So for everybody, when youreach out to, to Sales Pride, when

(01:15:28):
you reach out to Jeremy, makesure you mention that you, you heard
him on the Closing now podcast.
Yes.
Because this is you.
We'd love to share, help, helpbuild each other up, you know, there.
For everybody that would liketo hear.
Oh man, we'd love to hear youguys do some more stuff together.
Reach out.
Let us know if we get enoughpeople reaching out.

(01:15:48):
You know, we could puttogether a, you know, we'll put together
a co TR to specificallyaddress some of the things that you
all want us to work through.
If you want to hear more on.
On Law of Attraction stuff,definitely let us know that as well.
I'm working with, I'm reachingout to some thought leaders in that
space to bring them onto theshow and, you know, really dive in

(01:16:11):
as well, so.
Well, Jeremy, it's beenawesome having you today.
I appreciate it.
Pleasure as always.
Yep.
I've always enjoyed ourconversations, so.
Absolutely.
Same here, for sure.
I'm grateful that you madetime for us today and for everybody
out there.
I hope you got some massive.
There were some massivenuggets in this episode.
Go back and there's actuallyseveral exercises Jeremy took us

(01:16:35):
through.
Go back and actually do them.
Don't just let it becomeknowledge in your head.
Actually apply it.
Remember, success happens atthe speed of implementation.
Yeah, people love information,but they hate implementation.
So they're like, oh, yeah,that sounds like a good idea.
Until they start doing itevery day.
People hate implementing it.
And that's the differencebetween what makes you a top 1% person

(01:16:56):
is the speed to implementationand the consistency of implementation.
100%.
Well, thanks for that.
And, man, thanks for such agood episode, everybody.
You know how we wrap this up?
Everybody go out there and besomebody worth buying from.
I love it.
You've been listening to theClose it now podcast.

(01:17:17):
Our passion is to dieheadfirst into the transformative
movement that's reshaping thevery foundation of H vac and home
improvement and at the sametime, covering fitness, nutrition,
relationships and personalgrowth, proving that we can indeed
have it all.
We hope you've enjoyed the show.
If you did, make sure to,like, rate and review.

(01:17:40):
We'll be back soon, but in themeantime, find the website and Close
It Now.
Find us on Instagram atthereal Close it now.
And on Facebook at Close It Now.
See you next time.

All Episodes

Episode Transcript

Popular Podcasts

On Purpose with Jay Shetty

Stuff You Should Know

Dateline NBC

.css-15opob5{left:0;position:absolute;top:0.8rem;} All Episodes

.css-14f5ked{margin:0;word-break:break-word;display:-webkit-box;-webkit-box-orient:vertical;box-orient:vertical;-webkit-line-clamp:2;overflow:hidden;}Think Bigger, Sell Bigger: The Mindset Behind Massive Sales Growth with Jeremy Mitchell (Sales Pride)

Episode Transcript

Popular Podcasts

.css-r6mb8g{margin:0;word-break:break-word;display:-webkit-box;-webkit-box-orient:vertical;box-orient:vertical;-webkit-line-clamp:1;overflow:hidden;}On Purpose with Jay Shetty

Stuff You Should Know

Dateline NBC

All Episodes

Think Bigger, Sell Bigger: The Mindset Behind Massive Sales Growth with Jeremy Mitchell (Sales Pride)

On Purpose with Jay Shetty