How to Build Influence and Impact in Sales

What if you could completely transform your life and income through the power of sales? In this eye-opening conversation, master sales trainer Gene Slade reveals how he's helped technicians in the trades multiply their earnings and rebuild their lives from the ground up.

Gene shares the remarkable journey that took him from being an HVAC installer making $42K annually to becoming one of the most sought-after sales trainers in the industry. His approach is refreshingly different - rather than targeting business owners directly, he focuses on transforming technicians, which inevitably captures the attention of leadership when results start pouring in. The stories are nothing short of incredible, from individuals living in abandoned buildings to earning six-figure incomes with paid-off homes and substantial savings.

At the heart of Gene's philosophy is a powerful mindset shift: "Everything that happens to you is empty and meaningless until you decide what it means." This perspective has not only fueled his success but has become the foundation of how he helps others overcome their limiting beliefs. As he explains, the difference between high performers isn't that they don't experience setbacks - it's that they change their stories about those setbacks faster than everyone else.

The conversation dives deep into practical sales techniques that have helped Gene's clients double, triple, and even quadruple their sales within 30 days. From teaching payment plans instead of "financing" to the art of presenting information as questions ("Did you know?"), these strategies bypass customer resistance and create genuine buying desire. Perhaps most powerfully, Gene emphasizes that "if you listen, they will tell you exactly how to close them" - highlighting how many salespeople talk themselves out of deals by not paying attention to what prospects are really saying.

Whether you're in the trades industry or any field requiring influence and persuasion, this conversation offers a masterclass in creating impact through sales excellence, positive mindset, and genuine care for others' success. As Gene powerfully states, helping someone else achieve what they never thought possible delivers a feeling no personal sale could ever match.

Episode Transcript

Speaker 1 (00:00):
You're the one that determines what everything
happens to you means.
The fact that you failed atsomething means absolutely
nothing.
It's completely meaninglessuntil you or somebody else
decides what it means.
And, by the way, other people'sopinions of you are none of
your fucking business.

Speaker 2 (00:26):
Welcome back to another episode of the
Unstoppable Mindset Podcast.
I'm your host, sean Crane.
I got my man, gene Slade, inthe house.
Gene is a master sales trainerspecifically for the trades and
all the blue collar businessowners out there that are
wanting to improve their salespractices, get their team dialed
in.
They're looking to hire Gene tobring them not just in-house,

(00:49):
but I know you do a lot ofevents.
I'm sure you have a lot of waysyou work with your people, but
it's cool to have you here, man.
It's cool to hear and learnmore about your business and
what you're doing.
I just see you connected withall kinds of people in the blue
collar world right Like all thetrades, and in the blue collar
world, right Like all the tradesand we have a lot of similar

(01:10):
friends, acquaintances and stufflike that.

Speaker 1 (01:11):
So, looking forward to this interview, gene, how you
doing today, man, if I was anybetter, I'd have to be twins,
just to handle it.
Man, I mean, you got me.
You got me over here gettingmore muscle and everything and
getting back in shape as a partof your program.
So I really appreciate what youdo and I'm grateful and humbled
to be able to talk to youraudience.

Speaker 2 (01:26):
Yeah, absolutely, man .
I know we connected.
I think it was like probablythree months ago now.
At this time you called me juston Facebook Messenger and I was
out with my rucksack on walkingin the hills, like out of
breath.
But I had, I had seen you, youknow, I'd seen you enough to
know, like, okay, this is a guyI want to talk to and we could
discuss that as well, like howto get attention, how to become

(01:47):
someone of of influence, ofintrigue.
I think that's really, you know,like if someone sees your
Facebook profile or they see youat an event, would they want to
talk to you, would they want toget to know you?
I think a lot of sales,marketing, business in general
comes down to that, but at thecore of that, it's almost how
you're living on a personallevel each and every day, you
know, and for me, man, like whenI said I was out on a rock and

(02:11):
I was out walking in the hills,I do that every day because I
honestly love it.
I love the way it makes me feeland I've noticed over the years
it has just helped me to becomemore confident, bring better
energy into those rooms, buildmore powerful relationships,
because then you get aroundpeople and it's almost like they
could pick up on the, the workyou've been putting on yourself.
You know whether it's.

Speaker 1 (02:32):
Yeah, well, you end up vibrating at a different
frequency when you walk intothose rooms, looking like you
look, compared to walking inthere.
You know, at 275 pounds, yeah,you're gonna be taken, you're to
be taken differently.

Speaker 2 (02:44):
Yeah, yeah.
And it's the physique, it's theenergy, it's the
self-confidence.
You can't, you can't fake it.
You know you can put on a maskin a lot of ways in life, but
eventually your true colors aregoing to emerge.
Um, and so, yeah, you called methat day.
We got you in the fitness andnutrition program and you were
already working out and takingcare of yourself.
But I think now, just pushingyou to a whole nother level,

(03:06):
it's really cool to see youprogress and put the work in on
yourself, because you have aneffect over a lot of people.
Like I don't know how manylives you're touching through
team members, through events,yeah, on a on a daily, weekly,
monthly basis.
But you're the type ofindividual that I love to be
able to work with the most,knowing the ripple effect that's
taking place because you're aleader right, I mean, you're a

(03:29):
leader and other people you'regoing to, you're going to really
help them, just by the way youlive your life and impact them.
So that's why I titled thisepisode, uh, how to create
influence and impact, because Ithink you're someone that
exemplifies true influence andimpact.
So why don't you share a littlebit with the audience what you
exactly do for business day today right now, like what's your

(03:50):
bread and butter?

Speaker 1 (03:51):
So today I help HVAC, plumbing, electrical, solar,
roofing the trades, thosecontractors or technicians, to
really what we focus on ismultiplying their average
tickets, right.
And then we focus on increasingclosing ratios.
And what I found a long timeago is if I help the technician,

(04:12):
I could help the business owner.
Business owners are kind ofdifficult, especially once they
get to a certain level, right,they're putting out so many
fires, they're saying no to somany things that it's difficult
to get in front of them.
But if I can help theirtechnicians, all of a sudden
I've got their attention.
So we do sales training eventsaround the country.
Sometimes they're movietheaters, sometimes they're at a

(04:35):
mansion like Gatlinburg.
We just got back fromGatlinburg.
There's a 57-seat theater there.
We can put like an extra 10chairs, so we can put like 67
people in this mansion.
It's like 25,000 square feetand we live with them for three
or four nights and we pour intothem and what we see coming out
of those events is just insanity.

(04:57):
I mean people go out and withinseven to 30 days they're
doubling, tripling, quadruplingtheir sales and it has an
equivalent impact on theirincome, right.
And then they start to be ableto dream again, right.
I mean, I'm sure that you hadsome dreams when you were
younger and when you startedgoing into life as an adult.
Life's tough, right, and a lotof people give up on those

(05:21):
dreams that they had forthemselves and it's sad to see
that, it's sad to see the placewhere they're living.
I mean stories like guys whoare homeless, living in
abandoned buildings and in theircars with their wives and their
infant child, that now todayare, you know, making four or
five hundred thousand dollars ayear, with paid off houses and

(05:42):
paid off cars and six figures inthe bank.
I mean that's generationaltransformation.
It might not be generationalwealth, but that guy now knows
how to fish instead of havingpeople give him fish, and so
he's going to be able to passthat on to his kids and
everybody.
They say it's not what youleave for your kids, but what

(06:02):
you leave in them that counts,right?
So that's the kind of work wedo.
Sometimes we go on onsites andthen we also have online classes
and stuff like that Onlinemasterminds, a lot of different
programs, if you will.
That's.
That's that's the 30,000 footview of of what I'm doing today.

Speaker 2 (06:20):
Well, no, that's really cool, Cause I have a lot
of questions and I and I loveyou know, we spoke the other day
on the phone and you kind ofalluded to some of the guys
you've helped by developing theskillset and sales completely
rebuild their life, you know,gone from sleeping on a park
bench to, like you said, nowowning a home and having money
in the bank.
And a lot of people whenthey're under stress, they can't

(06:41):
, like you said, they can'tdream big, they can't have those
those abundant thoughts whereanything's possible.
It's just survival mode.
You know, and you look atsociety and I think a lot of
society right now is in survivalmode, whether it's just paying
the bills.
You know, a lot of people arerenting.
They can't even afford to buy ahome.
They don't have skill sets orthey don't have a career path

(07:01):
that's going to allow them tomake a lot of money.
Like they're't have a careerpath that's going to allow them
to make a lot of money, likethey're stuck in a nine to five
job where they're making Xnumber of dollars per hour.
And so you see people and theyget in that place and they just
get in survival mode and that'swhy they look forward to the
weekends.
They love eating big, tastymeals of unhealthy food, they
love to drink alcohol and do allthis stuff because they get
that little moment of reprievewhere they can forget about the

(07:22):
stress and God, that's like therat race, right.
So what I love that you justdescribed is teaching people the
mindset and the skillset insales to be able to take back
control of their lives.
Yeah, yeah and well, if you'regood at sales, if you're good at

(07:43):
sales, you can work from home,you can go into other industries
Once you have thatunderstanding of, like you know,
persuasion, sales, the wholeprocess.
It's such a valuable skillset,man, and the trades, more than
ever right now, is so lucrative.
Like young people would bebetter off to learn how to be
successful in the trades than goto college, for in most cases.

(08:05):
But let me ask you this,because you said something that
was interesting you go, you know, I don't really work with
business owners right out of thegate.
I work with the technicians.
Now, when you work with thetechnicians, obviously if you're
training them and helping themto sell at a higher ticket or to
have a higher close rate, youget the business owner's
attention Like damn, what's thisguy doing.
I like this guy, but are thetechnicians paying to work with

(08:27):
you or the business ownershiring you outright for their
team?

Speaker 1 (08:31):
It's both.
It's both.
A lot of times, the business,the business owner or a manager
will end up getting in touchwith us and they'll send a few
people to an event, and a lot oftimes, it's technicians that
are reaching out to us andsaying, hey, how can you help me
?
And we're the premium serviceprovider in the sales training
field for our industry.
Nobody, I mean, we're just,we're up there and it's because

(08:52):
we're worth it, and so we're outof reach sometimes, or have
been, for some of thosetechnicians that I would really
like to work with, which is whywe recently launched a new
program, sean, where it'sbasically no money down.
There's a refundable depositthat ends up going towards
whatever money we help them earnmoving forward.

(09:14):
But it's essentially arisk-free program where I and
you got to qualify for it.
But I'm going to work withseven businesses and seven just
technicians where all I do is Itake a percentage of the
increase in income or thepercentage of the increase in
the average ticket, and it's aninsane program and it's going to

(09:35):
help people that couldn't workwith us before be able to work
with us.

Speaker 2 (09:39):
Yeah, no, I love that man, I love that.
So how did you get your startin sales?
Like, take me back to when youstarted, what that looked like.

Speaker 1 (09:50):
I got to kind of go back a little bit further than
that for just 30 seconds.
So when I was 11, my dad ownedhis own heating and air
conditioning business or I juststarted it and he needed cheap
labor, right.
So he said, boy, if you wantfood, you want clothes, come to
work, essentially.
And so I did.
And within a couple of yearswell, by the time I was 15, I

(10:10):
was a capable full installer,and so he decided that he'd hire
a 21 year old to be my helperand drive me around, cause I
didn't even have license yet andwe turned a one truck business
into a two truck business.
But that was up until highschool.
So I ended up going off tocollege for wrestling.
That didn't last long because Igot injured, and then I came

(10:31):
back and basically got rightback into the trades and I was
an installer making 42K a yearthis is back in probably shoot.
This is probably 25 years ago.
And I was pissed because I sawthese salespeople coming in that
didn't know anything comparedto what I knew about the trade
and they're making two, threetimes as much money as me.
So I decided hey, I'm going tosend out 50 resumes to Florida,

(10:54):
50 resumes to Michigan, I endedup taking a job at the most
expensive company within 100miles of me in Michigan.
I had no clue that they weregoing to be that high, but they
did.
They were a premium serviceprovider.
They provided the best serviceand the best installations, and
I quickly learned how to notsell value, but how to sell for

(11:16):
more money.
I hate the word creating value.
I look at it a little bitdifferently, but I look at it as
describing the differencebetween myself and the other
guys, really creating doubtabout doing business with people
that are going to provide alower service, and so that was
really how I ended up.
Getting into sales was I gotsick and tired of watching other

(11:38):
people make more money than me?

Speaker 2 (11:40):
Yeah, I mean it makes sense, right, like you're over
there busting your butt,climbing in attics and stuff
like 110 degree, 20 degreeweather, and so how did you
transition, though, from being asalesperson in a business to
being a sales coach?

Speaker 1 (12:00):
Well, there's a step in between there.
So I was a salesperson and thenI ended up becoming a sales
trainer, and the way that thathappened was the general manager
of the company that I wasworking at at the time had to
have a gastric bypass, um, andbecause he really wanted to lose

(12:21):
weight and he asked me to takeover the training for him for I
was the best salesperson in thecompany.
So he said you know, asked me totake over the training for him.
I was the best salesperson inthe company.
So he said could you take overthe training for the next couple
of weeks while I go have thesurgery?
And so I took over the trainingand immediately our revenues
went up, our average ticketswent up, our closing ratios went
up, and I was kind of proud ofthat.
And so I just called him uplike a week into it to find out

(12:44):
how he was doing, and I let himknow he didn't need to come back
to do training anymore, that Iwould just take over and I
wasn't paid anymore to do it.
But I was paid more to do itbecause of what it gave me
between my ears, yeah, and I gotto practice on somebody else's
company before starting my own,okay.

Speaker 2 (13:04):
And how long did you do that for?

Speaker 1 (13:07):
I did that for probably two years and I ended
up eventually becoming thegeneral manager of the company.
I think it was with them twoand a half before I ended up
going to take a test for mycontractor's exam and I hadn't
gotten any books or anythinglike that, I just wanted I was
going to take a practice test,essentially.
So I took a day off of work andwent to take a practice test

(13:27):
for the business law and thecontracting side and I
accidentally passed the test.
I've always been a pretty goodtest taker, but I passed the
test.
So I qualified to get mylicense and the next day that I
came back to work.
I don't know how they found outbecause I didn't tell nobody
until soul, but I ended upcoming back to work.
I did a training session in themorning and at the end of the

(13:50):
meeting both the owners cameinto the room, which was really
weird because they hated eachother and they never were around
each other.
So I knew something was up andthey called me into the office
and said hey, we found out thatyou passed your contractor's
exam and your services are nolonger needed here.
And I'll tell you it was ashock to the system because I
was no position to start acompany.

(14:18):
I had $100 between four bankaccounts because I was paying
off all of my debts andeverything.
So I was debt free, fortunately.
But I just had a baby boy whowas five weeks old, a wife who
had major surgery, having himjust signed a brand new lease
like almost $2,000 a month houseback then, which is a lot of
money, and I had a 50 milenon-compete.
So I mean I was really screwedin that market.

(14:40):
So on my drive home I decided Iwould start my my air
conditioning company, because Ididn't want to.
I didn't want to spend anothertwo or three years fighting
somebody else to grow theirbusiness.
Cause that seems like what it'slike a lot of times with some
owners is is you're you'refighting to grow their business?

(15:00):
You're fighting against them alot of times.

Speaker 2 (15:02):
Why is that?
And so I decided they just wantto have control over everything
, or they don't yeah, man don'ttrust the process, business
owners.

Speaker 1 (15:10):
Business owners are just very fearful of change and
unless they're in a good youknow mastermind or they got good
mentors that can show them whatthe next steps are like with
you and I, the fear of goingbackwards is greater than the
fear of staying the same Right.

(15:31):
So, plus, I think that a lot oftimes they get intimidated by
talent that's greater thanthemselves.
You know, it doesn't mean thatjust because somebody is a great
salesperson doesn't meanthey're a better business person
than you.
But give them credit for beingwho they are and try not to hold
them back.
I find that that's when a lotof salespeople end up leaving.
The really good ones is whenthey feel like they're bridled,

(15:54):
and I've heard this before.
I'm sure you have.
If the owner's dreams are notbig enough for all the
employee's dreams to fit into,it's a recipe for disaster.

Speaker 2 (16:03):
Yeah, no, absolutely man, and you know it could be a
control thing, like you said itcould be.
They don't want to be outshinedbecause sales are bringing in
the revenue and you, you knowyou're going to get a lot of
attention when revenue goes upand, who knows, there's a lot of
factors there.

Speaker 1 (16:17):
A lot of hate too.
Isn't that crazy?
A lot of hate when revenue goesup, like from other people
within the organization, right,it's weird the human condition
and how negative people are.
I think I must have said adozen times in the mansion event
that I just left that beingpositive is a skill something
you got to practice like muscle.

Speaker 2 (16:38):
So let's talk about that.
Let's talk about some of theintangibles or the habits and
routines that go into producinga good salesperson, because I
think being positive andoptimistic is absolutely key.
Like if you go into any aspectof life pessimistic and
expecting negative outcomes,you're not likely to persevere
and succeed.
It's just the chips are stackedup against you, right?

(17:01):
So how do you?
Uh?
You said being positive is askill set.
How do you develop that skillset?

Speaker 1 (17:09):
practice over and over.
It's about getting pissed offover and over again and then
catching yourself right and thebest way that I've learned to do
that and and listeners, ifyou're out there or if you're
watching this, if you've gotaccess to a piece of paper, I
want you to grab a piece ofpaper and turn it sideways like
landscape version.
Grab yourself a pencil and apiece of paper.

(17:31):
If not, I want you to imaginean eight and a half by 11 sheet
of paper in front of you and Iwant you to draw two circles on
it one on the left, one on theright and don't let them touch.
All right Now.
On the one on the left, we'regoing to write what happened and
then on the right, we're goingto write my story.
Okay, so there's what happenedand my story about what happened

(17:54):
.
So everything that happens toyou and most people are not
going to agree with this, butI'm telling you, it's the facts
Everything in life that happensto you is empty and meaningless.
It doesn't mean anything.
You got a divorce.
It doesn't mean anything.
You've given up 17 times ongetting in shape.

(18:16):
It doesn't mean anything.
Somebody cheated on you.
It doesn't mean anything untilyour brain says that it means
something.
You're the one that determineswhat everything happens to you
means.
So something happens and youcreate a story about it, and
then you play that story overand over, and over, and over and

(18:38):
over again in your head untilit is not just a thought but a
belief, right?
So the trick is, when somethinghappens and your brain
automatically makes it meansomething that's not your fault,
right?
But if you choose to continueto believe it or not check it
for validity, it will becomeyour fault and you'll become

(19:00):
powerless powerless to changeyour circumstance, right?
So Warner Earhart, the guy whocreated this technology,
everybody thinks that he justlives this great and perfect
life.
And in the program, when wehave an upset the program, when
we have an upset, we call thatgetting on it.

(19:20):
All.
Right, so that's what I'm.
What I mean by getting on it iswe have an upset or we're upset
about something.
Warner says you guys think thatI don't get on it anymore or
get upset anymore.
He said the difference betweenyou and I is that I've trained

(19:41):
my brain to change the storyfaster than everybody else,
right?
So something happens, you makea bad move.
Sometimes we say to ourselvesman, that was stupid or you're
stupid, right?
Guess what You're creating that?
It's a creation.
The fact that you failed atsomething means absolutely
nothing.
It's completely meaninglessuntil you or somebody else
decides what it means.
And, by the way, other people'sopinions of you are none of

(20:05):
your fucking business, right?
So if somebody says somethingto you about something that
happened and makes it meansomething, no, no, dog, you
don't get to rent that space inmy head.
You don't get that kind ofpower or control.
I choose what it means and thisis what I say it means.

(20:25):
So that's a long version.
It's a short version of a verylong story, but it took a while.

Speaker 2 (20:31):
No, that's good.
I mean, your self-talk is soimportant and I think a lot of
people do what you weredescribing unconsciously,
because they've done it for solong.
When something bad happens orit's perceived as bad, a setback
, a failure, something doesn'tgo their way, they automatically
get negative about it andpessimistic, and that becomes a
program that they run theirentire lives off of.

(20:51):
You know, and one of thehealthiest things people can do
when something happens is pauseand reflect on it and pay
attention to their emotionalreaction and ask themselves why
am I feeling this way?
Why does this matter?
And then not just that, butstart to look at the situation
and go well, how can I actuallyleverage this experience?
How can I learn from it?

(21:12):
How can I grow from it?
Honestly, this is the craziestthing.
If something goes your way andyou get the result, cool, you're
winning.
If something doesn't go yourway and it doesn't, the result
doesn't come the way you want itto.
That's even more of aninvaluable experience sometimes,
because you can learn throughthat experience and become
better.
Right, so you're winning, all,you're always winning.

(21:33):
And this is something I alwayssay, gene.
It's like I never lose right, Iwin or I learn through life
circumstances.
That shift right there that youjust alluded to in my thinking
not only changed my life butsaved my life.
I had to shift my thinking inreally negative circumstances to
try to find the positivepotential.
Like you know how most peopleproject it in the future and

(21:54):
they think about all thesenegative outcomes.
I had to project into thefuture and almost be delusional
to think that positive outcomeswould transpire from such a
negative life experience.
But what it did was it helpedme to have a little bit of hope
and it helped me to show up eachand every day and still focus
on what I could control and do.
And then over time I slowlymoved towards those outcomes,

(22:15):
you know so.
So positive thinking, when Ithink of it, it's being able to
shift your self-talk and innerdialogue, like you just alluded
to.
But then the second thing andthis is where I think a lot of
people go wrong or just miss isthey're not doing enough stuff
in their personal life thatmakes them truly proud of who
they are and how they feel.
So it's inauthentic anddisingenuine to try to act

(22:35):
positive, like if you're tryingto act positive all the time,
but you don't feel it inside,like it's not going to hit the
same.
You got to be able to createthat energy, first and foremost
in how you live, so that it'sjust so authentic and so pure
and so real, like we talkedabout earlier.
You walk into that room andpeople feel your energy and
they're like damn dude, likethat guy, gene's got good energy

(22:56):
, he's cracking jokes, he'smaking people smile.
That comes from somewhere, it'sa learned skill set, it's
repetition in your thinking, butchances are you're doing stuff
in your life that make yougenuinely proud of who you are.
You're making money, you'retreating people nice, you're
taking care of your health,you're losing body fat, you're
working out, whatever.
And so this is the other thingI learned.

(23:17):
Number one you got to challengeyourself, talk daily and you
always look for the positivepotential.
But secondly, how many thingsare you doing on a daily basis
to improve who you are and makeyou feel proud of yourself?
And if you talk about that guyon the park bench or that guy
battling addiction, that's thefirst place you start to build
that man up so he can evenfathom, you know, seeing himself

(23:40):
as a high earner.
And almost you got to be ableto paint a picture of that guy
in a different light and get himto believe in that person
before they'll ever really startto commit?
You know, yeah.
So, like I want to talk to youabout that.
How did you start working withguys who were, I guess, at rock
bottom?
Like, how are you finding guyswho are homeless, broke, going
through addiction, and gettingthem to be higher earners and

(24:07):
really elite individuals?
What does that process looklike for you?
They find me man.
When did this start, though?
Like I'm curious, like becausewhen you hear about most sales
trainers, you think about socialmedia, you think about people
that are already doing well butwant to hit that next level.
Um, how did that first start totranspire?
Can you remember the firstcouple guys you mentored that
were really down and out?

Speaker 1 (24:27):
uh, you know, I remember the first.
The first guy that really,really comes to mind was an
installer of mine and I wouldn'tsay that he was down and out,
but I would.
I would say that he he wasn'tliving great.
Um, he didn't have great livingcircumstances.
He was making about 40 K a yearand he ended up starting to
come into our training sessions.

(24:48):
We had training sessions everysingle morning at my air
conditioning company and hebegan to.
He was an installer, he began tojust start selling stuff at his
jobs and it got to a pointwhere I needed him to see three
clients a day, not just one,right, because he got so good at
sales.
Within a year he was making$200,000 a year, so he 5x'd his

(25:09):
income and that was the firsttime that I really, really knew
that there was an ability totake somebody who knew nothing
basically and within sometimes30 days, have them making six
figures a year.
And I've gotten really, reallygood at that and I've got a very
, very specific process for it.

(25:30):
What kind of like you have foryour business?

Speaker 2 (25:33):
Yeah, and that's life changing because you know, if
you struggle financially it'sit's hard for people like we
talked about earlier to dreambig and to believe in those
outcomes and they're just insurvival mode, man.
And one of the most youstruggle financially, it's hard
for people like we talked aboutearlier to dream big and to
believe in those outcomes andthey're just in survival mode,
man.
And one of the most importantreasons to make a lot of money
is so you don't have to worryabout money, and then you have
options and then you can makemoves right.
And I think now, right now,we're in this place in America

(25:57):
where, like the old, traditionalway didn't work and the cost of
living is so high, Housingprices are so high, People feel
they're despairing right nowwhen it comes to their financial
ability, their financial likewellbeing, and then from there
there's just no hope in thefuture.
So for you, that must be reallycool to see a guy 5X, 4X his

(26:20):
income, learning the skillsetthat you could teach him,
because it changes his wholelife.

Speaker 1 (26:27):
Yeah, I mean, that's where the real joy in my
business comes from.
It definitely doesn't come fromthe money that I make.
It comes from watching otherpeople do things that they never
thought that they could do.
They never thought that theycould do.
And going back, sean, to you'dasked about how I personally
have been learning to bepositive over the however many
decades I've been on this planet.
There's there's a couple, oneother thing, and that was the

(26:51):
people that you surroundyourself with, right, like.
I can't tell you how huge thathas been for me, and it's been
unfortunate that I've had to cuta lot of people out of my life
that just really, truly didn'tserve me.
Couldn't think similarly, butit's made room for other people
like you to come into my life,right.
So that's huge, huge, huge guys.

(27:13):
If you've got people in yourlife that are dragging you down
and you can't get them to comewith you on the journey that you
want to come on, then you'regoing to have to leave them
behind.
And then the last thing I don'tknow if you've seen this video,
sean, but there's a guy on theinternet I forget his name right
now.
He shot a video and he wastalking about when shit happens
to him.
I think he was talking abouthow he lost a million bucks in

(27:34):
one day, one time, and hisresponse was good, good, I lost
a million bucks.
Good, you know, this guy quit.
Whatever, whatever comes at you,that's negative.
He would just say good, andpeople be like what do you mean?
Good?
He was like good, that happened.
It's going to give us anopportunity to grow over in this

(27:55):
area, or good, that happened.
Now we can figure out what todo to never, ever have that
happen again.
Right, so again, it is amindset shift, but again it's
also so important to be aroundthe right people, and too many
people, I think, today arelistening to the radio, they're
driving around three, four hoursin their truck and they're just
, they're listening to shit thatdoesn't feed them.

(28:16):
Like, how about you listen tosomebody who is, is where you're
at or has been where you wantto go, instead of all the
bullshit that people are pilinginto their brains?
I don't get it.

Speaker 2 (28:28):
No, a hundred percent .
I mean a couple of things tounpack there.
It's like, yeah, the people yousurround yourself with are
super impactful for how you feeland just how you think.
I'd rather be alone than aroundnegative people Like I.
Just I would be alone, you know, and I like to segment the time
I spend with people in thirds,you know.
So 30% of people I like to bearound, who I can provide value

(28:50):
for and mentor and coach andteach.
The next echelon, that middlelayer, is people who I can
sharpen, and vice versa.
They can sharpen me almost onthe same level as you in
business and life, right, andthat's like your gym partner.
That's like, maybe, people inyour organization that keep you
on your toes, whatever it may beMaybe it's your wife or
significant other, who knows butthen that top third are mentors

(29:12):
and people that you can look tofor advice and get inspired by.
And I think, if anyone'slistening to this, one of the
most impactful things you couldever do is get a mentor Cut out
negative people and people thatare not going anywhere, like
Gene said, because that's goingto free up time, space, energy
for you to be able to focus onbeing around people you can
learn and grow from.
And you can learn and grow sofast by getting around people

(29:34):
who have done what you want todo.
Or like Gene, imagine a guy whois just starting on sales and
he's an HVAC tech or he's in thetrades and he wants to just 2X
his income.
Imagine if that guy got tospend like a couple hours each
week picking your brain andtalking to you.
The amount of information, theperspective shift and then the
skills you can help him todevelop to actually go out and

(29:56):
make that a reality Like that'slife changing, you know.
And make that a reality.
Like that's life changing, youknow.
And so for me, when I started inmy career in coaching, speaking
and building my company, Ialways wanted to be around
individuals that I saw who werefurther ahead than me, where I'm
like dude, I could just watchthis guy and pick up on what
he's doing.
Then you get to talk to themand pick their brain and you,
you, you minimize so manymistakes by doing that and you

(30:19):
can expedite your results.
You know, because, like it'slike taking, it's like that game
, candyland, where you hit theladder and you go like way far
in the game.
It's kind of like that, youknow.
But mentorship is so powerfuland, for whatever reason, some
people don't want to spend money, they don't want to invest in
themselves, they don't believein mentorship.
And I'm like man if you reallywant to do something valuable in

(30:40):
life, learn from the people whohave done it.
It's so fast and instantaneous.
But then it also comes down topersonal accountability.
You said, if you're drivingaround, just listen to the radio
and wasting time, you got to bemindful of how you're utilizing
your time.
I think everyone should havemoments where they can check out
, maybe get a littleentertainment, a little pleasure

(31:01):
, but gosh, like 90% of yourlife and your days, in my
opinion, should be focused ongetting better.
You know, like one of myfavorite things to do, I have a
treadmill in the garage and Ican wake up at five in the
morning, do a little morningroutine and go walk for an hour.
So now I'm getting cardio andI'm listening to podcasts.
The other day I listed likethree podcasts one on investing

(31:23):
and finance and two on thehousing market right now and
some real estate, because I'meducating myself in that area
and I want the information, Iwant to start doing my due
diligence.
So I'm getting cardio in, I'mgetting all these nuggets of
information jumping the coldplunge after start my day.
I'm like dude, I'm freakingwinning.
It's hard to go in life notbeing positive when you're being

(31:44):
that proactive, you know, andso it's all intertwined, man,
it's hard to be negative after acold plunge.
It's one of the most impactfulthings to your energy and
wellbeing.
Like anybody out there, ifyou're having a bad day and
you're feeling ungrateful,grumpy, irritable, go get in a
cold plunge for three minutesand force yourself to stay in up
to your neck and get out andwatch how quickly it shifts your

(32:07):
energy.
It's incredible and I saw youdoing that with your guys at
your recent mastermind.
I think Out on the deck you hada cold plunge for them.

Speaker 1 (32:14):
Yep, yep.
Yeah, I didn't have one there,but I was like you know, it's
not too hot here.
I'm going to go over to TractorSupply and get a big.
You know, I think they call ita stock something.
It's just like one of thefeeding troughs.
And, yeah, we poured some waterin there and I had about 100,
110 pounds of ice every daydelivered to the house.

Speaker 2 (32:36):
Yeah, you're a beast.
I got one in my garage here athome a cold plunge and a sauna,
a home sauna.
I love the contrast therapy and, honestly, man, for me, like a
lot of my creative ideas come inthose moments where I'm in some
type of extreme.
It might be out or doing a hardworkout too.
I used to run a lot before Ihurt my knee, and I would always
get this flood of ideas andthis inspiration in those

(32:59):
moments, man, and then I couldgo back home and channel it into
content or coaching calls orpodcast interviews, whatever it
is Right.
So I kind of want to ask youhow important do you think
personal development is forpeople in business and sales in
general?

Speaker 1 (33:14):
I don't think there's anything more important.
I don't think there's anythingmore important I'll never forget
.
It's probably it's gotta be.
20 years ago now, I was alreadya good salesperson, I was a
multimillion dollar salesperson,which was a big thing back then
and I got into this, this slump, and I had no idea what was

(33:36):
going on.
So I called my mentor at thetime and I said hey man, um, I
don't know what's going on.
I, I, I couldn't close a barndoor right now.
There's just nothing'shappening.
And he said what have you beenlistening to?
And I went oh my God, I gottago.
I'll talk to you later.
And I hung up the phone andimmediately went to Books A

(33:58):
Million and got myself like fivemore CD sets to start listening
to shit instead of listening tothe radio.
And I've gone spurts in my lifewhere I didn't do any of it,
and every time I don't, I getstuck right where I was.
It's just like I can't go anyfurther.

(34:20):
So it's something that I thinkshould be a part of everyday
life and I think until a coupleweeks ago I had only missed
maybe two days of reading in sixmonths and, man, it made a huge
difference.
It gave me more shit to talkabout with people, right Like I
had new content, new material,because I'm learning shit and

(34:44):
the further that I go, thefurther the people behind me can
go.

Speaker 2 (34:47):
Yeah, that's such a good point.
You know your growth ineducation never ends.
I like how you said that I'mthe same way I read a new book
and there's like a chapter inthere I really love.
I'm going to do a podcastepisode on the principles in
there and like take life storiesand real applications,
intertwine it for the listenerright, put in a YouTube short or

(35:09):
Instagram reel, write a post'svaluable and share it to help
other people.
But also you create like aprogram in your brain because,
like you teach this informationso much and you reiterate it so
often, now it becomes a part ofyour mind, your subconscious,
you know.
I really like how you said thatI think good leaders are

(35:33):
lifelong learners.
Would you agree?
Yeah?

Speaker 1 (35:36):
Leaders are readers, they say.

Speaker 2 (35:37):
Yeah, earners, would you agree?
Yeah, leaders are readers.
They say yeah, but just ingeneral, like people that are
really making an impact.
You see that they're workingjust as hard on themselves as
they are to teach and pass onthe information to others.
Like there's something insidereal good leaders that they're
insatiable for information, forgrowth, for experience.
And I get that from you, man.

(35:57):
I feel feel like I don't knowhow old you are, but you seem
like young and fresh in spirit.
Does that make sense?
I'm 10 years older than you,yeah, but you seem like just as
excited as ever to be doing whatyou're doing, I think oh that's
the key right there.
That's one of the keys to thesales and leadership right is
bringing that youthful, fun andexciting energy in everything

(36:17):
you do man, that people areattracted to it, right, and it's
how, it's how I get access totheir brains to help them.
So I agree with you 100, manwell hey, I want that brought
something up in my mind.
I want to do like some rapidfire questions.
So if someone's listening tothis and they want to kill it in
sales, this could be across theboard because, yeah, I mean,
you teach a lot of blue collarguys, kill it in sales.

(36:38):
This could be across the boardbecause, yeah, I mean you teach
a lot of blue collar guys how todo sales.
But you could use thisinformation, apply it to sales
in general.
So I'm going to ask you prosand cons.
So anyone that's listening tothis, get out your notepad, get
a pen out.
Gene's going to give you somenuggets here, right?
The first thing I want to askyou is like what not to do on a
sales call if you're asalesperson talk too much.

Speaker 1 (37:03):
Don't talk too much.
We don't.
You don't make sales by talking.
You make sales by listening.
If you listen to a client,they'll tell you exactly how to
close them.
Have a list of pre-plannedquestions, have a completely
pre-planned presentation, and ifyou don't have one or don't
want to create one, come getmine or somebody else's.

Speaker 2 (37:18):
Yeah, and that's great.
And where can people find youtoo, by the way, if they want to
inquire about that?

Speaker 1 (37:24):
If you can't find me online, something is wrong at
Jean Slade.
G E N E S L A D.
E you Google my name, you'llfind us in all kinds of national
publications all over the place.
I mean even even in some printlocations.
We just had a big spread in newyork weekly okay I love that.

Speaker 2 (37:43):
You should be able to google gene slade.
You're gonna find him.
Right, he's a ninja.
What's the name of the?
The sales training you do too?

Speaker 1 (37:48):
it's ninja, something right so my, my, the name of my
company is lead ninjal-e-a-d-n-i-n-j-a.
The website isleadninjasystemcom.
Singular, not plural system.

Speaker 2 (38:01):
I love that.
Hey, how important on a salescall is it to collect rev, to
collect money, to have themactually commit and make some
type of investment, versusthinking about it or starting
going back with them?

Speaker 1 (38:14):
it's the only reason that we exist.
I mean the the purpose of yourjob.
If you're listening out thereand you're not an owner, the
literal purpose of your job isgenerate revenue and profit for
the company.
I'd like to hire another humanbeing that might take one of my

(38:36):
trucks and crash it intosomebody else and cause me all
kinds of problems.
No, they invest in that truck,the training, the uniforms, the
parts, the tools, all that stuffto generate revenue and profit.
It's not.
Making a profit in business isnot an option, it's a
requirement.

Speaker 2 (38:50):
Love that.
What's the number one objection?
You think salespeople comeacross and how do?

Speaker 1 (38:57):
you handle it as well ?
Well, that's a two-part answer.
Cross and how do you handle itas well?
Well, that's a two-part answer.
The real objection is the priceobjection.
But the most common objectionis I want to think about it.
But when a man or woman saythey want to think about it,
they already thought about itand stopped thinking.
When you quote somebody heatingan air conditioning system,

(39:18):
they know whether or not theywant to use you, but they're
going to say I want to thinkabout it because they're wired
for cooperation.
They they don't want to beuncooperative.
They don't want to tell youthat the price is too high.
You've got to get it out ofthem.
So learning that the real, theI want to think about an
objection is really a priceobjection could help a lot of

(39:40):
people think about it.
If it were free, would theyneed to think about?

Speaker 2 (39:43):
it.
Yeah, that's so good.
And is that the way you addressthe objection?
Obviously, by getting clear onwhat they're really not sure
about and trying to handle itfrom that point.

Speaker 1 (39:54):
Well, it depends on the circumstance, but I need to
eliminate some things.
For instance, in the plumbing,hvac, electrical world, somebody
says they want to think aboutit.
I just mirror it back to them.
I just say you want to thinkabout it.
I just turn the statement inthe form of a question.
I listen because they'llusually tell me more right, this
one, and I'll go.
That's not a problem.
Before I take off, I'm going tofind out.
Do they even believe that thework needs to be done?

(40:22):
Do you believe 100% in yourheart that this work needs to be
done at this time?
If they say no, there's noreason to me trying to close.
They're not convinced that theproject needs to move forward.
I haven't established a needfor them.
And then, when they tell me yesor no, I'm going to ask them why
they feel that way.
Because they feel that waybecause they're going to start
selling themselves a little bitfor me.
They're going to give me alittle bit more information,
some of their dominant buyingmotives.
Afterwards I'm going to askthem if they trust me to do the

(40:46):
job right for them, whether theythink it's possible that it
could be a mistake to use us.
They're wired for cooperationagain, so they're going to be
agreeable.
And then I'm going to come inand support them a little bit
more on that by sharing a couplemore features and benefits of
my company.
And then I'm going to ask themhow do you feel about the money?
And that's when it'll come outright.
So I need to know do they trustme?
Do they feel like the workneeds to be done?
Because if one of those is nottrue, we don't need to be having
a discussion about closing oreven about money.

Speaker 2 (41:13):
If the work doesn't need to be done, they're not
going to have sales process theprospect.
At times they can have theirguard up and they feel that
pressure and they know what'shappening.
So if you can become relatableto them and help them to feel
comfortable with you, man,that's such a win.
You know, and when people saystuff like that to me, I'll I'll
hit them with what do you mean?
Kind of like what you said,like like you know, and then you

(41:35):
just shut up and listen and yougot to get them to open up a
little bit and that right therefosters a little bit of a
connection and trust.

Speaker 1 (41:43):
Uh, because you're listening to them and paying
attention yeah, you're nottrying to to push them right, I
call that pull well, they'reexpecting some like, uh like,
salesy tactic, or for you to tryto overcome them and persuade
them right yeah, um, some of myfavorite words in sales are can
you say more about that?
Can you say more about that?

(42:03):
Right, you people love beingheard and listened to.
When was the last time somebodyactually really asked about
your opinions and really justlistened to you instead of
trying to convince you of theirs?

Speaker 2 (42:15):
So good, that's such a good point.
Right, they're human beings andI think for a lot of sales, a
lot of salespeople have troublebeing in those moments that can
feel awkward.
But you need that little bit ofawkwardness there to handle the
objection and get the truth outof your, your prospect, right,
and I noticed that because I'vetrained salespeople for my

(42:35):
organization and teaching themthat it's okay to be quiet, it's
okay to go through those littleawkward moments of silence.
Uh, that's actually awesome.
Yeah, that's going to help youget to the core issue of what,
uh, their objection is and beable to handle it properly.

Speaker 1 (42:50):
Uh, every word that comes out of your mouth is
nothing more than an opportunityto mess it up, so be careful
what you say.
Listen more.

Speaker 2 (43:00):
What would be the like?
What would you think?
The top two or three thingsthat you would want to start
training the salesperson on areto absolutely crush it and be
one of those guys that 5Xs hisincome in a year.

Speaker 1 (43:13):
So that's super easy.
It's two things.
Number one is teaching them howto sell payment plans.
We don't even use the wordfinancing, right?
So if they won't accept myadvice on that, they're doomed.
Right, because my closing arehow do you say it?
We have two different closesfor payment plans and they are

(43:36):
deadly.
Everybody that actuallyimplements them everybody I've
seen implement them hasincreased their closing ratio by
20 full points, right?
So a lot of people they want todo business with you but they
can't see how they can afford itbecause, like 60% of America's
got like less than $600 in theirsavings account.
So they might want it, but theycan't see how they can afford

(43:56):
it.
So they just eliminatethemselves from the running and
it's embarrassing for them,right?
So that's number one.
But the most important thing islearning how to give people
information, but in the form ofa question, and this is this is
this is probably the mostimpactful thing that I have ever
done in business is teachpeople how to give information,

(44:19):
but in the form of a questionand the way that you do it.
Here's the simple hack you justadd a couple of different words
to the beginning of whateveryou're going to say, words like
did you know?
And then go ahead and give themthe information Were you aware?
And then go ahead and give themthe information.
When you do this, we bypasswhat I like to call the

(44:41):
truth-false filter.
So, sean, when somebody tellsyou something or gives you a
piece of information or tryingto educate you, they have to go
through this bullshit meter.
Right, you've got this bullshitmeter when you're being talked
at.
But when I say, did you know?
And then I give you a piece ofinformation, I zoom right around
that truth-false meter and youaccept it as enlightenment as

(45:03):
opposed to education.
And we love discovering newthings as human beings and we
don't really love being educated.
If we did, we would stay inschool.
Yeah, but teaching people howto, instead of instead of

(45:27):
telling people something,turning it into a question,
keeps them from spacing out onme.
I get to control what they'rethinking the entire way through.
So, to go even deeper into it,I would have to.
You know I'd have to spend 20,30 minutes teaching this to.
You know, I'd have to spend 2030 minutes, uh, teaching this.
But definitely the mostimpactful thing, because when I,
when I ask these questions,instead of just giving them
information, the clients end upcoming to their own conclusion

(45:49):
that something needs to be doneabout this situation.
And if I can get the client tocome to their own conclusion
that they have a problem withoutme telling them that they have
a problem, then just try to stopthem from buying.

Speaker 2 (46:01):
It's almost impossible yeah, yeah, I like
that.
The did you know right, like?
Phrase it that way instead ofjust continuing to spew out
information.
Well, in the last bit you justsaid they're so important and
that's kind of a little bit, alittle piece from um dale
carnegie's book how to winfriends and influence people.
He's like if you can get theindividual to come up, come to

(46:22):
the conclusion on their ownright, it's so much more
powerful because they takeownership of the decision versus
being feel like it's forcedupon them.
You know, and a way you do thattoo is you ask questions and
shut up something about speakingout loud.
When people hear their own voiceout loud and they're giving
answers and they're talking like.
For me this is a big one,because a lot of the discovery

(46:44):
calls I do or my team members do, we're talking about personal
stuff with people, stuff thatthey don't even tell their
significant other about.
And so when they hear their ownvoice out loud and maybe it's
accompanied with a littleemotion that's been suppressed,
something so powerful about thatprocess that changes the way
they look at the situation.
You know, it makes it more realand tangible than this
suppressed idea, thought changethey want to make.

(47:06):
Now it's like wow, this is abig deal, like I got to change
this, versus it just beingsuppressed.
So the act of them speaking outloud, I think, is crucial, and
you can only do that if you shutup, ask the right questions and
listen.

Speaker 1 (47:22):
Yeah, if you listen, they will tell you exactly how
to close them.

Speaker 2 (47:25):
Yeah, that's a good point.
I love that.
Okay, let's do one more,because this is really good.
What's just one?
Maybe we can call it like anugget, or I don't know if you
have any.
Um.
Unconventional teachingstrategies when it comes to
sales.
What's something maybe youdon't see talked about or taught
in the industry often that youteach.

(47:47):
That maybe could set you aparta little hack that you can
provide for people.

Speaker 1 (47:55):
I, I just thought of something and then it left me
because I was thinking ofsomething else.
I'm I've become famous for theindoor air quality and water
treatment sides of the airconditioning and plumbing
business.
There's just nobody that doesthat like we do.
But ask the question one moretime, cause the first thing I
want, I want to try to get it topop back up in my brain yeah,

(48:17):
um, I was saying what'ssomething unconventional, maybe
that you might teach.
Cool so and it's going to go.
It's going to go back into theindoor air quality water
treatment side of it, cause wedo this with a lot of our
scripting or our pre-plannedpresentations.
So, so important to have apre-planned presentation when
you're going into a call,because if you have one, you

(48:39):
don't have to think about whatyou're going to say next and it
gives you the ability to listen.
But one of the things that wedo differently than anybody else
and I don't typically talkabout this, we only do this
really at our mansion events orour onsites.
It's the only place we teach itwe actually create pictures for
different negative side effectsof breathing in allergens.

(49:01):
So, for instance, I've got,like, I think, 25 different
pictures that word, picturesthat we'll put up around the
room and those words sound likethe negative side effect of
breathing in these allergens.
So, for instance, we'll put upa sign that says deep hole and
I'll ask them to imagine thisdeep, dark hole that goes all

(49:22):
the way back into infinity andI'll see deep hole, depression,
deep hole, depression.
And then I'll have a box oftissues and there'll be a fan
underneath it and it'll beshooting tissues up into the air
.
Like this is.
We're creating this in theirmind, right?
Tissues sneezing right On theon the wall.
I've got a big nose that hangsoff the wall loss, loss of smell

(49:43):
, right.
So we do this for like 30different negative side effects,
and I can show somebody how tomemorize 30 negative side
effects in 20 minutes or less.
20 minutes or less.
So now they're on the job siteand they've got to recall all of
the negative side effects ofbreathing this stuff in.
All they do is transportthemselves back to the training

(50:04):
room and where all the wordswere.
And it's a phenomenal,phenomenal technique that helps
people to just crush it when itcomes to indoor air quality or
water treatment or even any ofour other pre-planned
presentations.
Like, we've got the way that wepresent the money.
We create these differentpictures for them in their van.

(50:24):
That helps them through theentire presentation.
So each sentence or eachparagraph starts with a
different picture, and it helpsthem to not lose their place.
It helps them to be calm andcomfortable in front of the
client, and it's not somethingthat I see anybody else doing
anywhere.
It was.
It's a technique that was.
It was a technique invented bya guy named.

(50:45):
I don't know if it's invented,but it was taught to us by a guy
named Ron White.
And it's not the tater saladguy, it's a different guy.
He's a memory expert and he wasat an HVAC convention.
He met a bunch of people in acocktail party when he went on
stage.
There's 2000 people out in theaudience.
He said I met 138 of you when Iwas in the cocktail party.
All of you stand up.
He got the microphone and wentdown and gave them each and

(51:06):
every one of their names.
That's impressive, man.

Speaker 2 (51:08):
It was crazy, yeah.

Speaker 1 (51:09):
So we, we learned those techniques from him and
it's something that it's like asuperpower man, Absolute super.

Speaker 2 (51:15):
Yeah, speaking of of that, how are you, uh, with
remembering names, because I'msure you see and talk to a lot
of people?
Do you have any hacks like thatthat you apply to name name
recall?

Speaker 1 (51:27):
no, I might need to learn one of those you know I
try to do my best.

Speaker 2 (51:32):
if you make an association to like um, I don't
know, john, like You'd have tomake an association with the
person's name and maybe whereyou saw them, where you met them
, or something that stands out.

Speaker 1 (51:45):
I meet so many people , man, that to me it almost
seems futile and I don't know.
I'm also not afraid to asksomebody their name three or
four times and I have to Like atthese events that I was at, if
they're not wearing a damn nametag.
My brain's going in so manydifferent directions.
I'm just going to ask you yourname again and I'm going to ask

(52:05):
you to not get upset if I don'tremember it for a while.

Speaker 2 (52:12):
I mean it's, it's not that big, yeah, if you're just
honest like hey man, you knowI've been talking to a sentence
to them that really stands outto people.
I think that's another littlegem from how to win friends and
influence people.
He says, dale Carnegie goespeople's favorite word in the

(52:32):
world is hearing their own namespoken back to them.
Yeah, because it makes themfeel important.
It makes them feel valued andappreciated.
And a lot of training peoplewhether it's employees, team
members, I'm sure, like otherpeople's employees is making the
individual feel important,making them feel appreciated,

(52:52):
making them feel capable, likeyou got to breathe life and
potential into people by the wayyou communicate to them.
Because a lot of people justlack confidence, man, and if you
have confidence in life, youwill go after any and everything
you know.
You won't let opportunitiespass you by.
And that's one of the coolestthings about sales and what
you're teaching, because that isone of the ways to really
bolster someone's confidence.

(53:13):
Like if you can teach them askill set that can make them 5X
the amount of money they weremaking previously, it changes
the way they feel aboutthemselves.
That self-worth meterinternally goes up.
And then, if you can get themworking out, eating right,
reading books, you change thatwhole person's world.
Man.

Speaker 1 (53:34):
They say that you must increase competence to
increase confidence.
Yeah, and I think it's exactlywhat.
Competence to increaseconfidence?
Yeah, and I think it's exactlywhat you're talking about?

Speaker 2 (53:41):
Yeah, 100%, man, 100% .
Well, this has been veryinsightful.
I just kind of get a glimpse ofyour teaching style and a
little bit of what you do.
It's awesome, man.
I love the bit too about foryou.
I know that it's, it's deeperthan money and uh, social media
posts.
Like you truly care aboutpeople and it yeah, it is, and

(54:05):
it gets me thinking like gosh,who do I know right now that
could benefit from getting tolearn from you, whether it's a
current client I have or justsomebody I know in my community?
Like one of the things I'mreally a strong advocate for are
the trades.
You know, fast rewind two and ahalf years ago, you know, all
of a sudden, all these businessowners and individuals in the

(54:27):
trade started reaching out forcoaching and that's when,
unstoppable, three, six, five Kbecame predominantly for the
trades.
Now, like, 90% of our clienteleare blue collar business owners
or techs or you know.
But uh, so I'm passionate aboutteaching young people how, how
advantageous it would be to gointo a trade versus go to

(54:47):
college and then learn, likefrom a guy like you.
And that's all young peoplewant is opportunity.
You know they want opportunityto prove that they're capable to
develop that competence tocreate a life that they're in
love with, not one that theyhave to escape from.
So, who knows, maybe down theroad, man, figure out a way to
get more and more people pushedto some of your courses, your

(55:07):
seminars and what you're doing,cause I love it, I absolutely
love it.

Speaker 1 (55:11):
That'd be phenomenal man, absolutely phenomenal.
We, we love that a hundredpercent.
When, when we, when we can makea difference in somebody else's
life, man, that's better thanany amount of money that we
could be paid.
And I made this huge sale yearsago, in 2007.
It was like the largestresidential HVAC sale in the
country.
It was for like $123,651.28.

(55:34):
I can't believe it.
I don't think I'll ever forgetthe number.
But the first time that Ihelped another guy sell like a
$4,000 product and he made like$700 and he'd never made that
much in a week, that was betterthan any sale I've ever made in
my entire life.
The joy that you get fromshowing somebody else how to do

(55:56):
something and knowing that itwill forever change their life
and that that was never going tohappen unless you intervened
there's just no better feelingin the world, and so I thank you
for what you're doing for thetrades, for all of us, to help
us keep our bodies in goodphysical condition, keep our
energy up, look better, feelbetter.
What does Dion say when youlook good, you feel good.

(56:19):
When you feel good, you playgood.
When you play good, they paygood.

Speaker 2 (56:21):
Yeah it's true, man, when you feel better, you
perform better, and that's bothprofessionally and then at home
with your family, and the goalis that you create more positive
thoughts, more energy, moremental bandwidth, you sleep
better.
You just feel like a machine,because then you go into every
day with gratitude and you'reexcited about what you're doing.

(56:42):
A lot of people get burnt outand it's just because they're
not taking care of themselves.
So I love the fact that now wehave Dr Jay as a part of
Unstoppable 365.
He could do blood worksupplementation.
I have a team of amazingcoaches and people that help
hold guys like you accountableand give you the roadmap and
blueprint to follow.
So we're just getting started,man.
You know, our goal is tocontinue to grow and reach more

(57:04):
and more people, because men andwomen alike, they need their
health, they want to beoptimized, they want to be
dialed in, and we can help them.

Speaker 1 (57:11):
So yeah, down the road, man.
Make sure we get you on mypodcast so we can get you out to
my audience.
Man, there's so many of themthat need help and they're
already asking questions.
When people start to see youtransform, they're like dog what
you doing.
I'm looking forward to bringingsome more people over into your
tribe.

Speaker 2 (57:29):
I appreciate the support, man, I love seeing you
continue to grow and make theimpact you are.
Let's do it, man.
We'll set it up and, until then, thank you for your time.
I appreciate all the valueprovided and we'll chat soon.