May 12, 2024 • 16 mins
David's goal for the month of May is to laugh more! On this episode of 'Prepare to Win,' tune in as David Lowe and Grace Lupoi discuss how to make any goal achievable by breaking it down into 4 simple steps. Listen to how Og Mandino and Ben Franklin have had such an impact on David, and make a decision on an area for you to pursue growth within yourself.
Connect with us at https://preparetowin.com
Call or Text David @ 765-560-7338
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Episode Transcript
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David Lowe (00:00):
You know, grace, I want to laugh more.
I laugh a lot and I want tolaugh more.
It's part of my pursuit ofbeing better today than
yesterday.
Why do I want to laugh more?
Stay tuned to this episode.
(00:22):
Hi guys.
I'm Lupoi and and I'm here withDavid Lowe, the automotive
sales coach, and you said thatyou want to— and you can't stop
laughing, can you?
No, I can't stop laughing, Ican't stop laughing.
So we always say to salespeopleif you're laughing, you're
doing it right, right, and ifyour customer's laughing,
they're buying.
So this is true, right, that'svery true.
So it're talking about laughter, right, the power of laughter
(00:44):
in our life.
So, really, what we're talkingabout is better today than
yesterday.
So I was telling my team thatI've adopted this thing, where I
have these things.
I want to be better.
In my life there's things Iwant to do better and, by the
way, it's funny, I've beenworking on the same things for
many years.
Things for many years.
There's things I value, who Iam, how I behave, how I think,
(01:08):
how I act.
That I value really, likepatience, I value, and I
struggle with it.
So I'm constantly battling mynature.
I want to be better.
I'm not going to give into it.
I'm going to become better byseeking to become better, right?
And so how do you and I gotthis list and how do you work on
(01:31):
yourself with such?
It's so overwhelming when youlook at that list.
So why not do what Ben Franklindid and Ogbendino did in
Greatest Salesman in the World,right?
Why not focus on one area ofyour life that you want to
improve Really, focus on it fora period of time and then move
to the next?
Does that make sense?
(01:51):
It does so.
You know, whenever we dotraining, I tell I've got heroes
, not perfect people.
King David, who I'm named after, not a perfect person, but boy.
I could learn a lot from him.
Solomon, which we talk a lotabout in training, his books of
wisdom not a perfect person, butboy, I could learn a lot from
him.
Solomon, which we talk a lotabout in training, in his books
of wisdom not a perfect person,but wow.
And we have Ben Franklin.
I talk about him a lot.
(02:12):
Abe Lincoln, there's peopleJohn Wooden, there's people that
we talk about, vince Lombardi.
There's people that have reallyimpacted me in my life, and Ben
Franklin really probably was oneof the biggest impacts because
of his.
He was so smart, right, he hadall these patents, developed all
this technology, if you will,in a day, was so rich, so
(02:36):
powerful.
I mean, there's so many thingshe did for this country.
If you don't know who BenFranklin is, start reading up
here.
Truly inspiring to read.
But anyway, I started using aFranklin planner years and years
ago.
Before computers, right, we hada day planner we carried around
right, and before the cellphone, before the smartphone,
and so I did some studying andthat's how I got really deep
(02:59):
into Ben Franklin.
And the thing that inspired meabout Ben Franklin is, smart and
rich as he was.
He woke up every day and saidwhat will I learn today and what
good can I do today?
Right, that's awesome.
He was a student and I thought,if the smartest man around
should be doing that, I shouldquit telling people what I know
and start finding out what Idon't.
(03:20):
Now, by the way, think and growrich.
We've talked about before.
That's what it said.
The best of the best know whatthey know.
They're always trying to figureout what they don't know, and I
think in our society today,people are kind of protecting
themselves with this ego.
You know, you can't tell meanything.
I already know everything.
You know.
Anytime.
Any point of teaching, trainingor correction is seen as a
(03:44):
personal insult.
It's such garbage.
When did you become perfect?
Right, right, right.
So our ability, I think we saidin one of the episodes we were
talking about my journey, Ithink it was my humility.
When I say humility, I mean Iknew I sucked and I wanted to be
better.
That's what I think humility is.
I know I could be better than Iam and I think that humility is
(04:06):
a key fashion and success, andit's missing in America, anyway.
So, ben Franklin, I studied him.
What will I learn today?
What will I do today?
Well, he also had this otherthing.
He had 13 virtues he wanted inhis life Silence, temperance,
humility.
These are things that he wanted.
(04:27):
So what he did was he listedthem on a side of a paper and
then he put the days of the weekacross the top and for one week
, let's say, he worked onsilence.
For one week he focused ondeveloping that in his life.
Right, try to listen more,speak less.
Praise.
When I feel like praising, sayit.
When I feel like criticizing,hold my you know silence the
(04:50):
power of silence.
And so he'd work on it a weekand then he'd move on to the
next one Temperance, right.
He didn't want to eat todullness or drink to elevation
right.
So he wanted to manage and, bythe way, he struggled with that
his whole life.
You could read about that.
So these aren't things that hepossessed, necessarily, things
(05:11):
that he possessed a certainpercentage of that he wanted
more of in his life.
So he listed these virtues orvalues and he said I want these
in my life, and to get them inmy life, I have to be
intentional.
Right, I got to have a plan.
Nothing good ever just happens,it just doesn't.
You got to make it happen.
(05:31):
You don't just learn to playthe piano, you don't learn a
second language just by wantingto.
You got to have a plan.
You got to take action.
Right.
So he had this plan and, ofcourse, from that the Franklin
Planner was born, from thesethings that he did.
And in fact, when the FranklinPlanner started, there was a big
discussion about what BenFranklin did and how he did it
(05:51):
and how taking some time everyday and self-reflection could be
really powerful in your life.
And so it's been powerful in mylife for over three decades,
obviously still totallyimperfect and right.
I still struggle, but I'mfocused on being better today
than yesterday, and that pursuitof my best self gives me a
(06:12):
healthy pride.
It's not the attainment of allthese virtues, it's the pursuit
that creates healthy.
None of us are going to beperfect until so.
Let's talk about laughter.
Okay, so that's one of my 13,.
Let's say I want to havelaughter in my life and so I'm
(06:32):
going to focus on it and I'mgoing to make May the month of
laughter.
Right, that's my month forlaughter, and I'm going to
really say I want to laugh more.
Now, before I begin this journey, the question is, why do I want
to laugh more?
I mean, right, yeah, now youknow I'm a big Seinfeld freak.
I love Seinfeld.
In fact, I reference theepisodes here all the time.
(06:54):
All the time I love laughing.
The King of Cries.
There's so many comedies that Iwatch because I like what they
do to me.
I like in the car Sometimes I'mhaving a you know, you ever
wake up and you're kind of justoff.
So on my drive I'll put thecomedians from the dry bar
comedy on and I'll listen tothat on my way to work.
(07:19):
Laughter has a way of producingthe chemicals in your brain that
change you from negative topositive, from fear to peace,
right From anxiety to joy.
I mean, it just really does.
Laughter is so powerful in ourlife, and so I love to laugh,
and it's easy in your pursuit ofpersonal excellence and for our
(07:40):
company to do what we want todo, to impact a number of people
we want to impact.
We get so caught up in thegrind we forget to laugh.
It's so easy and I don't feelgood.
When I don't do that right.
I wake up and say you can haveeverything and be miserable.
Why do it right?
So laughter does it matter?
(08:01):
It really matters to me.
Does it improve my personallife?
Absolutely?
Does it improve my professionallife?
Absolutely?
So I should cultivate thishabit of laughter, right?
Okay, so I know what I want andI know why I want it.
The question is how do I get itnow Right?
So I do.
I've already have some thingsin mind, but I'll tell you one
thing that's really powerful.
(08:22):
If you guys haven't read it yet,I don't get an endorsement from
this.
I don't get a fee every timeyou buy a book.
I used to carry a trunk full ofthem to hand out.
But when I started with half acar in the 90s, while we were
waiting for the interview, therewas no smartphones.
I had a bag phone with roamingcharges.
There was no internet.
They handed us this during atwo-day interview to read, and
(08:44):
it's changed my life.
I've carried it ever since andin this book, the Greatest
Salesman in the World, ogmandino, tells a fictional story and at
the end, this fictional storyabout this great salesman
contains these 10 scrolls.
These scrolls are the key tosuccess, is what this book says.
I will tell you.
They are.
They're undisputed.
All of them are biblical.
(09:05):
They're 3,000 years old.
Aguilandino put them in a reallyusable format, right.
But so these scrolls go throughand I'm not going to take you
through them.
I'd encourage you to get thebook and read it.
You won't regret it.
I don't know, it's eight bucksor something like that.
Maybe not even that much.
Huh, maybe not even that much.
Yeah, you're going to use it,right?
It's like one of the number onepublished books in print.
(09:28):
Anyway, the scrolls at the end.
I only read the story once, butthe scrolls at the end I read
all the time.
You know, scroll number oneI'll form good habits and become
their slave.
Scroll number two I'll livethis day as if it's my life.
Powerful principles, right?
Scroll number nine I'll act nowso you can see how the
principles that drive successare contained.
(09:50):
Anyway, I'm just going to skipthe scroll number seven.
Guess what it's marked I willlaugh at the world.
Here's what Agamondino says noliving creature can laugh except
man, right?
So this is a big thing, and hemakes some great points in here.
I will smile and my digestionwill improve.
In this book, in these scrolls,he's doing these affirmations
(10:14):
of I will laugh at the world.
And why do I want to do that?
Because man is most comicalwhen he takes himself too
seriously.
I love that line in here.
That's a great one.
So part of my routine is goingto be to feed my laugh factory
from Seinfeld.
I like to watch a comedy beforebed every night.
I like to watch comedies when Iprepare, when I'm exercising.
(10:35):
I like to listen.
Comedies when I prepare, whenI'm exercising.
I like to listen to comedy.
I just like comedians, and it'sthings that make me laugh and
really make fun of us as people.
I mean, who are we anyway?
We're hurtling through spaceand we're making all these
mistakes and yet we end uptaking ourselves.
It's almost comical how andanyway.
But I'm also going to get backto reading this.
(10:55):
So I'm reading this now everysingle day.
When I started with this, I readevery scroll for 30 days, three
times a day.
Hard to do, not really hard todo, hard to commit to.
I probably missed two days outof 10 months.
I carry it with me everywhere.
It's hilarious.
Read it in the morning, read itat lunch.
That really impacted my life.
(11:15):
Really programming yourself withwho you want to be.
We're getting programmed anyway.
Why not do that?
So in May I want to laugh more.
I know why I want to laugh moreand now I've got to make a plan
to do it.
Now I've got to track myself.
Ben Franklin tracked himself.
So on my calendar every day,I've got it right, did it right?
(11:36):
At the end of the day, my planis self-reflection.
How did I do today?
What areas did I blow it?
In other words, I should havelaughed and made the mistake.
Or the hill?
I made it smaller, reallybrought it to the right size.
Maybe I should have laughed atan insult instead of responding.
(12:01):
Right, somebody says an insult.
You say well, that's not true.
You can say right, and you knowyou could turn.
It's a lot better that way,right?
So I would self-examine at theend of the day and say I did
really well today in these areas.
Here's the areas of opportunity.
And if I do that, I believe,every day for 30 days, I will
strengthen Something's already astrength in my life, but I want
(12:23):
more of it.
Does that make sense?
It does.
So what do you want, grace?
Have you thought about what aremy 13 things?
What do you want and why do youwant it?
And what will you do to put itin your life?
And how are you going to holdyourself accountable?
Isn't that four steps?
(12:43):
Right, there, it is.
What do you want?
Why do you want it?
In other words, what's thebenefit if you do?
What's the loss if you don't?
Right?
Right Three, what's the actionplan?
What are you going to do?
And number four how are yougoing to hold yourself
accountable?
This is an easy format that youcan use to improve your life
(13:05):
today.
It doesn't matter what area Now.
Maybe it's physical fitness,right?
Maybe I've got a lot of them.
Silence is a good one, right.
How about this one?
Maybe asking questions insteadof making statements.
That's another one.
Right, you're from the DaleCarnegie School, being more
curious and ask good follow-upquestions, right?
(13:26):
Maybe there's things you wantto focus on in your personal
life, maybe there's things inyour professional life.
We had a guy come in here andsay my wife and I decided to
kiss for six seconds at a timeI'm not going to mention Mike
Price's name, but he did it andwhat a powerful thing.
So they made a decision what dowe want in our life and why?
Right.
(13:47):
And then what are we going todo to make sure it happens?
And now they're looking atthese results.
What's my accountability?
I like the checklist and I likethe self-examination for
accountability.
I got to keep myself in trackand I think so many people go
wrong races because, like, ifI'm not 100%, I failed.
That's garbage.
You ride, you fall, you getback on your bike and you ride
(14:10):
again.
Then you fall less.
You're still going to fall, butyou fall less frequently the
better you get.
So I think, as we develop thesense of better today than
yesterday, we say what do Ireally want and what should I
work on right now?
Now you can do the Ben Franklinfor a week, or you can do them
(14:31):
for a month.
I'm happily right now doing fora month.
I'm happily right now doing fora month.
I've done many things at once.
I've done them for a week andI've done them for a month and
I've found since I've beenworking on these areas in my
life in different ways, I'mmindful of them, and now I just
want to really deep dive.
(14:51):
And so the laughter part iswhat's coming on?
Make sense.
I love it.
Yeah, so we talk to salespeopleevery day.
You're in dealerships.
You think there's areas oftheir lives they want to improve
.
I think so.
I know so, yeah, so could thisformula be used by anyone?
What do you want?
Why do you want it?
In other words, what's thebenefit of doing it?
(15:11):
What's the pain of action orthe pain of regret?
What are you going to do?
What are you going to do andwhat is the plan?
You've got to have a plan.
And finally, of course, how areyou going to keep yourself?
What's the accountability inthere?
We all need accountability, achecklist, self-examination.
What are you going to do to doit All right?
So today's episode was reallyfocused on.
(15:31):
I want to laugh more, wasreally kind of the table we used
for it.
But really, what it's about isbeing better today than
yesterday and coming up with aplan to do it.
I wanted to demonstrate that wepractice what we preach right.
These aren't theories.
So many people want to tell youtheir theory.
We're not interested intheories.
(15:52):
I'm interested in replicatablescience, things that I can
observe and replicate right, andthis is something I've observed
and can replicate as much as Iwant.
It's a science.
Developing yourself is ascience, right?
So any last words about this,grace, I don't think so.
Okay, so let's encourage ourteam.
If you're out there, make yourlist.
(16:14):
Start with that.
Make your list.
What do I want to improve?
And then guess what.
Pick one thing and either focuson for the week or for the
month, but make sure you do yourfour-step plan.
What do I want, why do I wantit, what am I going to do to get
it and how am I going to keepmyself accountable?
All right, till next time.
Good selling.
You know, grace, I want to laugh more.
I laugh a lot and I want tolaugh more.
It's part of my pursuit ofbeing better today than
yesterday.
Why do I want to laugh more?
Stay tuned to this episode.
(00:22):
Hi guys.
I'm Lupoi and and I'm here withDavid Lowe, the automotive
sales coach, and you said thatyou want to— and you can't stop
laughing, can you?
No, I can't stop laughing, Ican't stop laughing.
So we always say to salespeopleif you're laughing, you're
doing it right, right, and ifyour customer's laughing,
they're buying.
So this is true, right, that'svery true.
So it're talking about laughter, right, the power of laughter
(00:44):
in our life.
So, really, what we're talkingabout is better today than
yesterday.
So I was telling my team thatI've adopted this thing, where I
have these things.
I want to be better.
In my life there's things Iwant to do better and, by the
way, it's funny, I've beenworking on the same things for
many years.
Things for many years.
There's things I value, who Iam, how I behave, how I think,
(01:08):
how I act.
That I value really, likepatience, I value, and I
struggle with it.
So I'm constantly battling mynature.
I want to be better.
I'm not going to give into it.
I'm going to become better byseeking to become better, right?
And so how do you and I gotthis list and how do you work on
(01:31):
yourself with such?
It's so overwhelming when youlook at that list.
So why not do what Ben Franklindid and Ogbendino did in
Greatest Salesman in the World,right?
Why not focus on one area ofyour life that you want to
improve Really, focus on it fora period of time and then move
to the next?
Does that make sense?
(01:51):
It does so.
You know, whenever we dotraining, I tell I've got heroes
, not perfect people.
King David, who I'm named after, not a perfect person, but boy.
I could learn a lot from him.
Solomon, which we talk a lotabout in training, his books of
wisdom not a perfect person, butboy, I could learn a lot from
him.
Solomon, which we talk a lotabout in training, in his books
of wisdom not a perfect person,but wow.
And we have Ben Franklin.
I talk about him a lot.
(02:12):
Abe Lincoln, there's peopleJohn Wooden, there's people that
we talk about, vince Lombardi.
There's people that have reallyimpacted me in my life, and Ben
Franklin really probably was oneof the biggest impacts because
of his.
He was so smart, right, he hadall these patents, developed all
this technology, if you will,in a day, was so rich, so
(02:36):
powerful.
I mean, there's so many thingshe did for this country.
If you don't know who BenFranklin is, start reading up
here.
Truly inspiring to read.
But anyway, I started using aFranklin planner years and years
ago.
Before computers, right, we hada day planner we carried around
right, and before the cellphone, before the smartphone,
and so I did some studying andthat's how I got really deep
(02:59):
into Ben Franklin.
And the thing that inspired meabout Ben Franklin is, smart and
rich as he was.
He woke up every day and saidwhat will I learn today and what
good can I do today?
Right, that's awesome.
He was a student and I thought,if the smartest man around
should be doing that, I shouldquit telling people what I know
and start finding out what Idon't.
(03:20):
Now, by the way, think and growrich.
We've talked about before.
That's what it said.
The best of the best know whatthey know.
They're always trying to figureout what they don't know, and I
think in our society today,people are kind of protecting
themselves with this ego.
You know, you can't tell meanything.
I already know everything.
You know.
Anytime.
Any point of teaching, trainingor correction is seen as a
(03:44):
personal insult.
It's such garbage.
When did you become perfect?
Right, right, right.
So our ability, I think we saidin one of the episodes we were
talking about my journey, Ithink it was my humility.
When I say humility, I mean Iknew I sucked and I wanted to be
better.
That's what I think humility is.
I know I could be better than Iam and I think that humility is
(04:06):
a key fashion and success, andit's missing in America, anyway.
So, ben Franklin, I studied him.
What will I learn today?
What will I do today?
Well, he also had this otherthing.
He had 13 virtues he wanted inhis life Silence, temperance,
humility.
These are things that he wanted.
(04:27):
So what he did was he listedthem on a side of a paper and
then he put the days of the weekacross the top and for one week
, let's say, he worked onsilence.
For one week he focused ondeveloping that in his life.
Right, try to listen more,speak less.
Praise.
When I feel like praising, sayit.
When I feel like criticizing,hold my you know silence the
(04:50):
power of silence.
And so he'd work on it a weekand then he'd move on to the
next one Temperance, right.
He didn't want to eat todullness or drink to elevation
right.
So he wanted to manage and, bythe way, he struggled with that
his whole life.
You could read about that.
So these aren't things that hepossessed, necessarily, things
(05:11):
that he possessed a certainpercentage of that he wanted
more of in his life.
So he listed these virtues orvalues and he said I want these
in my life, and to get them inmy life, I have to be
intentional.
Right, I got to have a plan.
Nothing good ever just happens,it just doesn't.
You got to make it happen.
(05:31):
You don't just learn to playthe piano, you don't learn a
second language just by wantingto.
You got to have a plan.
You got to take action.
Right.
So he had this plan and, ofcourse, from that the Franklin
Planner was born, from thesethings that he did.
And in fact, when the FranklinPlanner started, there was a big
discussion about what BenFranklin did and how he did it
(05:51):
and how taking some time everyday and self-reflection could be
really powerful in your life.
And so it's been powerful in mylife for over three decades,
obviously still totallyimperfect and right.
I still struggle, but I'mfocused on being better today
than yesterday, and that pursuitof my best self gives me a
(06:12):
healthy pride.
It's not the attainment of allthese virtues, it's the pursuit
that creates healthy.
None of us are going to beperfect until so.
Let's talk about laughter.
Okay, so that's one of my 13,.
Let's say I want to havelaughter in my life and so I'm
(06:32):
going to focus on it and I'mgoing to make May the month of
laughter.
Right, that's my month forlaughter, and I'm going to
really say I want to laugh more.
Now, before I begin this journey, the question is, why do I want
to laugh more?
I mean, right, yeah, now youknow I'm a big Seinfeld freak.
I love Seinfeld.
In fact, I reference theepisodes here all the time.
(06:54):
All the time I love laughing.
The King of Cries.
There's so many comedies that Iwatch because I like what they
do to me.
I like in the car Sometimes I'mhaving a you know, you ever
wake up and you're kind of justoff.
So on my drive I'll put thecomedians from the dry bar
comedy on and I'll listen tothat on my way to work.
(07:19):
Laughter has a way of producingthe chemicals in your brain that
change you from negative topositive, from fear to peace,
right From anxiety to joy.
I mean, it just really does.
Laughter is so powerful in ourlife, and so I love to laugh,
and it's easy in your pursuit ofpersonal excellence and for our
(07:40):
company to do what we want todo, to impact a number of people
we want to impact.
We get so caught up in thegrind we forget to laugh.
It's so easy and I don't feelgood.
When I don't do that right.
I wake up and say you can haveeverything and be miserable.
Why do it right?
So laughter does it matter?
(08:01):
It really matters to me.
Does it improve my personallife?
Absolutely?
Does it improve my professionallife?
Absolutely?
So I should cultivate thishabit of laughter, right?
Okay, so I know what I want andI know why I want it.
The question is how do I get itnow Right?
So I do.
I've already have some thingsin mind, but I'll tell you one
thing that's really powerful.
(08:22):
If you guys haven't read it yet,I don't get an endorsement from
this.
I don't get a fee every timeyou buy a book.
I used to carry a trunk full ofthem to hand out.
But when I started with half acar in the 90s, while we were
waiting for the interview, therewas no smartphones.
I had a bag phone with roamingcharges.
There was no internet.
They handed us this during atwo-day interview to read, and
(08:44):
it's changed my life.
I've carried it ever since andin this book, the Greatest
Salesman in the World, ogmandino, tells a fictional story and at
the end, this fictional storyabout this great salesman
contains these 10 scrolls.
These scrolls are the key tosuccess, is what this book says.
I will tell you.
They are.
They're undisputed.
All of them are biblical.
(09:05):
They're 3,000 years old.
Aguilandino put them in a reallyusable format, right.
But so these scrolls go throughand I'm not going to take you
through them.
I'd encourage you to get thebook and read it.
You won't regret it.
I don't know, it's eight bucksor something like that.
Maybe not even that much.
Huh, maybe not even that much.
Yeah, you're going to use it,right?
It's like one of the number onepublished books in print.
(09:28):
Anyway, the scrolls at the end.
I only read the story once, butthe scrolls at the end I read
all the time.
You know, scroll number oneI'll form good habits and become
their slave.
Scroll number two I'll livethis day as if it's my life.
Powerful principles, right?
Scroll number nine I'll act nowso you can see how the
principles that drive successare contained.
(09:50):
Anyway, I'm just going to skipthe scroll number seven.
Guess what it's marked I willlaugh at the world.
Here's what Agamondino says noliving creature can laugh except
man, right?
So this is a big thing, and hemakes some great points in here.
I will smile and my digestionwill improve.
In this book, in these scrolls,he's doing these affirmations
(10:14):
of I will laugh at the world.
And why do I want to do that?
Because man is most comicalwhen he takes himself too
seriously.
I love that line in here.
That's a great one.
So part of my routine is goingto be to feed my laugh factory
from Seinfeld.
I like to watch a comedy beforebed every night.
I like to watch comedies when Iprepare, when I'm exercising.
(10:35):
I like to listen.
Comedies when I prepare, whenI'm exercising.
I like to listen to comedy.
I just like comedians, and it'sthings that make me laugh and
really make fun of us as people.
I mean, who are we anyway?
We're hurtling through spaceand we're making all these
mistakes and yet we end uptaking ourselves.
It's almost comical how andanyway.
But I'm also going to get backto reading this.
(10:55):
So I'm reading this now everysingle day.
When I started with this, I readevery scroll for 30 days, three
times a day.
Hard to do, not really hard todo, hard to commit to.
I probably missed two days outof 10 months.
I carry it with me everywhere.
It's hilarious.
Read it in the morning, read itat lunch.
That really impacted my life.
(11:15):
Really programming yourself withwho you want to be.
We're getting programmed anyway.
Why not do that?
So in May I want to laugh more.
I know why I want to laugh moreand now I've got to make a plan
to do it.
Now I've got to track myself.
Ben Franklin tracked himself.
So on my calendar every day,I've got it right, did it right?
(11:36):
At the end of the day, my planis self-reflection.
How did I do today?
What areas did I blow it?
In other words, I should havelaughed and made the mistake.
Or the hill?
I made it smaller, reallybrought it to the right size.
Maybe I should have laughed atan insult instead of responding.
(12:01):
Right, somebody says an insult.
You say well, that's not true.
You can say right, and you knowyou could turn.
It's a lot better that way,right?
So I would self-examine at theend of the day and say I did
really well today in these areas.
Here's the areas of opportunity.
And if I do that, I believe,every day for 30 days, I will
strengthen Something's already astrength in my life, but I want
(12:23):
more of it.
Does that make sense?
It does.
So what do you want, grace?
Have you thought about what aremy 13 things?
What do you want and why do youwant it?
And what will you do to put itin your life?
And how are you going to holdyourself accountable?
Isn't that four steps?
(12:43):
Right, there, it is.
What do you want?
Why do you want it?
In other words, what's thebenefit if you do?
What's the loss if you don't?
Right?
Right Three, what's the actionplan?
What are you going to do?
And number four how are yougoing to hold yourself
accountable?
This is an easy format that youcan use to improve your life
(13:05):
today.
It doesn't matter what area Now.
Maybe it's physical fitness,right?
Maybe I've got a lot of them.
Silence is a good one, right.
How about this one?
Maybe asking questions insteadof making statements.
That's another one.
Right, you're from the DaleCarnegie School, being more
curious and ask good follow-upquestions, right?
(13:26):
Maybe there's things you wantto focus on in your personal
life, maybe there's things inyour professional life.
We had a guy come in here andsay my wife and I decided to
kiss for six seconds at a timeI'm not going to mention Mike
Price's name, but he did it andwhat a powerful thing.
So they made a decision what dowe want in our life and why?
Right.
(13:47):
And then what are we going todo to make sure it happens?
And now they're looking atthese results.
What's my accountability?
I like the checklist and I likethe self-examination for
accountability.
I got to keep myself in trackand I think so many people go
wrong races because, like, ifI'm not 100%, I failed.
That's garbage.
You ride, you fall, you getback on your bike and you ride
(14:10):
again.
Then you fall less.
You're still going to fall, butyou fall less frequently the
better you get.
So I think, as we develop thesense of better today than
yesterday, we say what do Ireally want and what should I
work on right now?
Now you can do the Ben Franklinfor a week, or you can do them
(14:31):
for a month.
I'm happily right now doing fora month.
I'm happily right now doing fora month.
I've done many things at once.
I've done them for a week andI've done them for a month and
I've found since I've beenworking on these areas in my
life in different ways, I'mmindful of them, and now I just
want to really deep dive.
(14:51):
And so the laughter part iswhat's coming on?
Make sense.
I love it.
Yeah, so we talk to salespeopleevery day.
You're in dealerships.
You think there's areas oftheir lives they want to improve
.
I think so.
I know so, yeah, so could thisformula be used by anyone?
What do you want?
Why do you want it?
In other words, what's thebenefit of doing it?
(15:11):
What's the pain of action orthe pain of regret?
What are you going to do?
What are you going to do andwhat is the plan?
You've got to have a plan.
And finally, of course, how areyou going to keep yourself?
What's the accountability inthere?
We all need accountability, achecklist, self-examination.
What are you going to do to doit All right?
So today's episode was reallyfocused on.
(15:31):
I want to laugh more, wasreally kind of the table we used
for it.
But really, what it's about isbeing better today than
yesterday and coming up with aplan to do it.
I wanted to demonstrate that wepractice what we preach right.
These aren't theories.
So many people want to tell youtheir theory.
We're not interested intheories.
(15:52):
I'm interested in replicatablescience, things that I can
observe and replicate right, andthis is something I've observed
and can replicate as much as Iwant.
It's a science.
Developing yourself is ascience, right?
So any last words about this,grace, I don't think so.
Okay, so let's encourage ourteam.
If you're out there, make yourlist.
(16:14):
Start with that.
Make your list.
What do I want to improve?
And then guess what.
Pick one thing and either focuson for the week or for the
month, but make sure you do yourfour-step plan.
What do I want, why do I wantit, what am I going to do to get
it and how am I going to keepmyself accountable?
All right, till next time.
Good selling.
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