How To Close More Deals & Increase Your Revenue

You decide what your setbacks mean. That idea powers a wide‑ranging conversation with master sales trainer Gene Slade, who shows how technicians in HVAC, plumbing, electrical, and roofing can turn survival mode into momentum by changing their story and tightening their sales process. We dig into the mindset that fuels consistent action—separating what happened from the meaning we assign—so confidence comes from competence, not hype.

Gene walks us through the journey from teenage installer to top closer to industry trainer, including the moment he was fired after passing his contractor exam and chose to build instead of retreat. He opens his playbook on the tactics that move the needle fast: presenting payment plans without the “financing” stigma, using “Did you know” question frames to bypass the truth‑false filter, and mirroring “I want to think about it” to uncover the real price objection. We also get into objection handling that preserves trust, why silence is a tool, and how pre‑planned presentations let you listen better and close bigger.

Beyond tactics, we explore the habits that create durable influence—morning rucks, cold plunges, reading daily, and a media diet that feeds your goals. Gene’s mansion‑style training immersions, complete with memory pictures and role‑play, help reps recall complex scripts effortlessly and walk into homes with calm authority. The results are real: technicians doubling and tripling sales within weeks, building careers that fund their families and future.

If you’re in the trades or lead a blue‑collar team, this is a masterclass in sales psychology, practical scripts, and leadership. Tap play, share it with a teammate who’s ready to level up, and leave a review to tell us which tactic you’ll implement first. Subscribe for more conversations that build mindset, skill set, and results.

Episode Transcript

SPEAKER_00 (00:00):
You're the one that determines what everything

(00:02):
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_01 (00:25):
Welcome back to another episode of the
Unstoppable Mindset Podcast.
I'm your host, Sean Crane.
I got my man Gene Slade in thehouse.
Gene is a master sales trainer,uh, specifically for the trades
and all the all the blue-collarbusiness owners out there that
are wanting to improve theirsales practices, get their team
dialed in.
They're looking to hire Gene tobring them uh not just you know

(00:48):
in-house, but I I know you do alot of events.
I'm sure you have a lot of waysyou work with your people, but
uh it's cool to have you here,man.
It's cool to hear and learn moreabout your business and what
you're doing.
I just see you connected withall kinds of people in the in
the blue-collar world, right?
Like all the trades, and we havea lot of similar friends,
acquaintances, and stuff likethat.
So looking forward to thisinterview, Gene.
How you doing today, man?

SPEAKER_00 (01:10):
If I was any better, I'd have to be twins just to
handle it, man.
I mean, you got me, you got meover here getting more muscle
and everything and getting backin shape as a part of your
program.
So I really appreciate what youdo, and I'm I'm uh grateful and
humbled to be able to talk toyour audience, man.

SPEAKER_01 (01:26):
Yeah, absolutely, man.
I know we connected, I think itwas like probably three months
ago now at this time.
Uh you called me just onFacebook 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 aswell.
Like how to get attention, howto become someone of of

(01:48):
influence, of intrigue.
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 to get to knowyou?
I think a lot of sales,marketing, business in general
comes down to that.
But at the core of that, it'salmost how you're living on a
personal level each and everyday, you know?
Um yeah, and for me, man, likelike when I said I was out on a

(02:10):
ruck and I was out walking inthe hills, I do that every day
because I honestly love it.
I love the way it makes me feel.
And I've noticed over the years,it has just helped me to become
more confident, bring betterenergy into those rooms, build
more powerful relationshipsbecause then you get around
people and it's almost like theycould pick up on the work you've
been putting in on yourself, youknow.

SPEAKER_00 (02:31):
Whether it's Yeah, well, you you end up vibrating
at a different frequency whenyou walk into those rooms
looking like you look comparedto walking in there, you know,
at 275 pounds.
Yeah.
You're gonna be taken, you'regonna be taken differently.

SPEAKER_01 (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, youknow, you can put on a mask in a
lot of ways in life, buteventually your true colors are
gonna emerge.
Um, and so yeah, you called methat day.
We got you in the the fitnessand nutrition program, and you
were already working out andtaking care of yourself.
Um, 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 a 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.

(03:27):
Because you're a leader, man.
Right?
I mean, you're a leader, andother people, you're gonna,
you're gonna really help themjust by the way you live 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.
Uh, so why don't you share alittle bit with the audience
what you exactly do for businessday to day right now?

(03:49):
Like what's your bread andbutter?

SPEAKER_00 (03:51):
So today I help HVAC, plumbing, electrical,
solar, roofing, the trades,those contractors 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 time agois if I helped the technician, I

(04:13):
could help the business owner.
Business owners are kind ofdifficult, especially once they
get to a certain level, right?
They're putting out so manyfires, they're saying no to so
many things that it's difficultto 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 at movietheaters, sometimes they're at a

(04:35):
mansion like Gatlinburg.
We just got back fromGatlinburg.
Uh, there's a 57-seat theaterthere.
We can put like an extra 10chair.
So we can put like 67 people inthis mansion.
It's like 25,000 square feet,and we live with them for three
or four nights and we pour intothem.
And what we see coming out ofthose events is just insanity.

(04:57):
I mean, people go out and withinseven to thirty 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 I'm sure that you hadsome dreams when you were
younger, and when you startedgoing into life as an adult,

(05:18):
life's tough, right?
And a lot of people give up onthose dreams that they had for
themselves.
And it's sad to see that.
It's sad to see the place wherethey're living.
Uh, I mean, start stories likeguys who are homeless living in
abandoned buildings and in theircars with their wives and their
their infant child, um, that nowtoday are you know making four

(05:39):
or five hundred thousand dollarsa year with paid-off houses and
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 gonna be able topass that on to his kids and
everybody.

(05:59):
They say it's not what you leavefor your kids, but what you
leave in them that counts,right?
So that's the kind of work wedo.
Sometimes we go on on sites, andthen we also have online classes
and stuff like that, onlinemasterminds, um, a lot of
different programs, if you will.
That's that's that's the30,000-foot view of of what I'm

(06:19):
doing today.

SPEAKER_01 (06:20):
Well, no, that's really cool because I have a lot
of questions.
And I and I love, you know, wespoke the other day on the
phone, and you kind of alludedto some of the guys you've
helped by developing the skillset in sales, completely rebuild
their life, you know, completelygoing 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

(06:41):
can't, like you said, they can'tdream big, they can't have those
abundant thoughts whereanything's possible.
It's just survival mode.
You know, when 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 ofpeople are renting, they can't
even afford to buy a home.
They don't have skill sets orthey don't have a career path

(07:01):
that's gonna allow them to makea lot of money.
Like they're stuck in a nine tofive job where they're making X
number of dollars per hour.
And so you see people and theyget in that place and they just
get in survival mode.
And that's why they look forwardto 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 reprieve wherethey can forget about the
stress.

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

(07:43):
good at sales, you can work fromhome, you can you go into other
industries.
Um, once you have thatunderstanding of like, you know,
persuasion, sales, the wholeprocess, it's such a valuable
skill set, man.
Um and the trades more than everright 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):
Um, but let me ask you this,because you said something that
was interesting, you go, youknow, 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 helpingthem to sell at a higher ticket
or to have a higher close rate,you get the business owner's
attention.
They're like, damn, what's thisguy doing?
I like this guy.
But are the technicians payingto work with you or are the

(08:27):
business owners hiring yououtright for their team?

SPEAKER_00 (08:30):
It's both.
It's both.
A lot of times the business, thebusiness owner or a manager will
end up getting in touch with usand they'll send a few people to
an event.
And a lot of times it'stechnicians that are reaching
out to us and and saying, 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'reup there and it's because we're

(08:53):
worth it.
And so we're out of reachsometimes or have been for some
of those technicians that Iwould really like to work with,
which is why we recentlylaunched a new program, Sean,
where um it's basically no moneydown.
Uh, there's a re there's arefundable deposit that ends up
going towards whatever money wehelp them earn moving forward,

(09:14):
but it's essentially a risk-freeprogram where I and you got to
qualify for it, but there I'mgonna work with seven businesses
and seven per just technicians,where all I do is I take a
percentage of the increase inincome or the percentage of the
increase in the average ticket.
And it's an insane program, andit's gonna help people that

(09:36):
couldn't work with us before beable to work with us.

SPEAKER_01 (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 whenyou started what that looked
like.

SPEAKER_00 (09:49):
I gotta kind of go back a little bit further than
that um for just 30 seconds.
So when I was 11, my dad ownedhis own heating and air
conditioning business or hadjust started it, and he needed
cheap labor, right?
So he said, Boy, if you wantfood, you want clothes, come to
work, essentially.
And uh, so I did.
And within a couple of years,well, by the time I was 15, I

(10:10):
was a capable full installer.
And so he decided that he'd hirea 21-year-old to be my helper
and drive me around because Ididn't even have a license yet.
And we turned a one truckbusiness into a two-truck
business.
Uh, but that was up until highschool.
So I ended up going off tocollege for wrestling.
That didn't last long because Igot injured.

(10:30):
And then I came back andbasically got right back into
the trades.
And I was an installer making42k a year.
This is back in probably, shoot,this is this is probably 25
years ago.
And uh I was pissed because Isaw these salespeople coming in
that didn't know anythingcompared to what I knew about
the trade, and they're makingtwo, three times as much money

(10:50):
as me.
So I decided, hey, I'm gonna,I'm gonna send out 50 resumes to
Florida, 50 resumes to Michigan.
I ended up taking a job at themost expensive company within
100 miles of me in Michigan.
I had no clue that they weregonna be that high.
Uh, but they did, they were apremium service provider, they
provided the best service andthe best installations, and I
quickly learned how to not sellvalue, but how to sell for more

(11:16):
money.
I I hate the word creatingvalue.
Um, I I look at it a little bitdifferently, but I I look at it
as um describing the differencebetween myself and the other
guys, really creating doubtabout doing business with people
that are gonna provide a lowerservice.
And so that was really how Iended up getting into sales was
I got sick and tired of watchingother people make more money in

(11:39):
me.

SPEAKER_01 (11:40):
Yeah, I mean, it makes sense, right?
Like you're over there bustingyour butt, climbing in attics
and stuff, like 110 degree, 20degree weather.
Um and so how did you transitionthough from being uh a
salesperson in a business tobeing a sales coach?

SPEAKER_00 (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 that happenedwas the general manager of the
company that I was working at atthe time had to have a gastric
bypass.
Um, and because he really wantedto lose weight.

(12:22):
And he asked me to take over thetraining for him for I was the
best salesperson in the company,so he said, you know, could you
take over the training for thenext couple weeks while I go
have this surgery?
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 up likea week into it to find out how

(12:44):
he was doing, and I let him knowhe didn't need to come back to
do training anymore, that Iwould just take over.
And I wasn't paid anymore to doit, but I was paid more to do it
because of what it gave mebetween my ears.
Yeah.
And I got to I got to practiceon somebody else's company
before starting my own.
Okay.
And how long did you do thatfor?

(13:06):
Uh, I did that for probably twoyears, and I ended up eventually
becoming the general manager ofthe company.
I think I was with them two anda half before I ended up going
to take a test for mycontractor's exam.
And I hadn't gotten any books oranything like that.
I just wanted, I was going totake a practice test
essentially.
So I took a day off of work andwent to take a practice test for

(13:27):
the business law and thecontracting side.
And I accidentally passed thetest.
Uh always been a pretty goodtest taker, but I passed the
test.
So I qualified to get mylicense.
And the next day that I cameback to work, I don't know how
they found out because I didn'ttell nobody, I didn't tell a
soul.
But I ended up coming back towork.
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.
And they called me into theoffice and said, Hey, we found
out that you passed yourcontractor's exam and your
services are no longer neededhere.
Um and I'll tell you, I was itwas it was a shock to the system
because I I wasn't I was in noposition to start a company.

(14:12):
I had$100 between four bankaccounts because I was paying
off all of my debts andeverything.
So I was I was debt free,fortunately.
Um, but I had just had uh a babyboy who was five weeks old, uh,
a wife who had major surgeryhaving him, just signed a brand
new lease on like an almost twothousand uh two thousand dollar

(14:33):
month house back then, which wasa lot of money, and I had a
50-mile non-compete.
So I mean I was I was reallyscrewed in that market.
So on my drive home, I decided Iwould start my my air
conditioning company because I Ididn't want to I didn't want to
spend another two or three yearsfighting somebody else to grow

(14:53):
their business because thatseems like what it's like a lot
of times with some owners is isyou're you're fighting to grow
their business, you're fightingagainst them a lot of times.

SPEAKER_01 (15:02):
Why is that?

SPEAKER_00 (15:03):
And so I decided they just want to have control
over everything, or they don'tyeah, man, don't trust the
process.
Business owners, business ownersare just very fearful of change,
and unless they're in a good youknow mastermind or they've got
good mentors that can show themwhat the next steps are, like
with you and I uh the fear ofgoing backwards is greater than

(15:28):
the fear of staying the same,right?
So um 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's a great
salesperson doesn't mean they'rea better business person than
you, but give them credit forbeing who they are and try not
to hold them back.
I find that that's when a lot ofsalespeople end up leaving, the

(15:50):
really good ones, is when theyfeel like they're bridled,
right?
If and I've heard this before,I'm sure you have.
If the owner's dreams are notbig enough for all the
employees' dreams to fit into,it's a recipe for disaster.

SPEAKER_01 (16:02):
Yeah, no, absolutely, man.
And you know, it could be acontrol thing, like you said, it
could be they don't want to beoutshined because sales are
bringing in the revenue, and youyou know, you're gonna get a lot
of attention when revenue goesup, and who knows?
There's a lot of factors there.
Um a lot of hate too.

SPEAKER_00 (16:18):
Isn't that crazy?
A lot of hate when revenue goesup, like from other people
within the organization, right?
There's it's weird the humancondition and how negative
people are.
I I think I must have said adozen times in the the mansion
event that I just left thatbeing positive is a skill.
Something you gotta practicelike muscle.

SPEAKER_01 (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 positiveand optimistic is 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 you the chips arestacked up against you, right?

(17:01):
So, how do you uh you said beingpositive is a skill set.
How do you develop that skillset?

SPEAKER_00 (17:09):
Practice over and over.
It's about getting pissed offover and over again and then
catching yourself, right?
And the best way that I'velearned to do that, and and
listeners, if you're out thereor if you're watching this, if
you got access to a piece ofpaper, I want you to grab a
piece of paper and turn itsideways, like landscape
version.

(17:29):
Um, grab yourself a pencil and aand a piece of paper.
If not, I want you to imagine aneight and a half by 11 sheet of
paper in front of you.
And I want you to draw twocircles on it, one on the left,
one on the right, and don't letthem touch.
All right.
Now on the one on the left,we're gonna write what happened.
And then on the right, we'regonna write my story.

(17:50):
Okay, so there's what happenedand my story about what
happened.
So everything that happens toyou, and nobody most people are
not gonna agree with this, butI'm telling you, it's the facts.
Everything in life that happensto you is empty and meaningless.
Doesn't mean anything.

(18:10):
You got a divorce, doesn't meananything.
You've given up 17 times ongetting in shape, doesn't mean
anything.
Somebody cheated on you, itdoesn't mean anything until your
brain says that it meanssomething.
You're the one that determineswhat everything happens to you
means.
So something happens and youcreate a story about it, and

(18:35):
then you play that story overand over and over and over and
over again in your head until itis 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 continue tobelieve it or not, check it for

(18:56):
validity, it will become yourfault, and you'll become
powerless, powerless to changeyour circumstance, right?
So Warner Earhart, the guy whocreated this technology, uh
everybody thinks that he justlives this great and perfect
life.
And in in the in the program,when we have an upset, we call

(19:19):
that getting on it.
All right.
So that's what I'm what I meanby getting on it is we have an
upset or we're upset aboutsomething.
Warr Warner says, you guys thinkthat I don't get on it anymore
or get upset anymore.
He said the difference betweenyou and I is that I've trained
my brain to change the storyfaster than everybody else,

(19:42):
right?
So something happens, you make abad move.
Sometimes we say to ourselves,man, 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 completelymeaningless until you or
somebody else decides what itmeans.
And by the way, other people'sopinions of you are none of your

(20:05):
fucking business, right?
So, so if somebody sayssomething to you about something
that happened and makes it meansomething, nah, nah, dog.
You don't get you don't get torent that space in my head.
You don't, you don't get thatkind of power or control.
I choose what it means, and thisis what I say it means.

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

SPEAKER_01 (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 so long.
When something bad happens or isperceived as bad, a setback, a
failure, something doesn't gotheir way, they automatically
get negative about it andpessimistic, and that becomes a
program that they they run theirentire lives off of.

(20:52):
You know, and one of thehealthiest things people can do
when something happens is pauseand reflect on it and pay
attention to their emotionalreaction, ask themselves, why am
I feeling this way?
You know, why why does thismatter?
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 your wayand it doesn't, the result
doesn't come the way you want itto, that's even more of an
evaluable experience sometimesbecause you can learn through
that experience and becomebetter, right?
So you're winning all you'realways winning.

(21:33):
And this is something I alwayssay, Gene, is like I never lose,
right?
I win or I learn through lifecircumstances.
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 the futureand almost be delusional to
think that positive outcomeswould transpire from such a
negative life experience.
But what it did was it helped meto have a little bit of hope and
it helped me to show up each andevery day and still focus on
what I could control and do.
And then over time, I slowlymove towards those outcomes.

(22:14):
You know, so so positivethinking, when I think of it,
it's being able to shift yourself-talk and inner dialogue,
like you just alluded to.
Um, but then the second thing,and this is where I think a lot
of people go wrong or just miss,is they're not doing enough
stuff in their personal lifethat make them truly proud of
who they are and how they feel.
So it's it's it's inauthenticand disingenuous to try to act

(22:36):
positive.
Like if you're trying to actpositive all the time, but you
don't feel it inside, like it'snot gonna hit the same.
You gotta be able to create thatenergy first and foremost in how
you live so that it's just soauthentic and so pure and so
real.
Like we talked about 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's makingpeople smile.
That comes from somewhere.
You know, it's a learned skillset, it's repetition in your
thinking.
But chances are you're doingstuff in your life that make you
genuinely 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 thing Ilearned.

(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 yougot to be able to paint a
picture of that guy in adifferent light and get him to
believe in that person beforethey'll ever really start to
commit, you know.
Um, 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 andgetting them to be higher

(24:03):
earners and really eliteindividuals?
What does that process look likefor you?

SPEAKER_00 (24:08):
They find me, man.
When did this start though?
Like, I'm curious.

SPEAKER_01 (24:11):
Like, because when 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_00 (24:27):
Uh, you know, I remember the first the first guy
that really, really comes tomind was an installer of mine.
And I wouldn't say that he wasdown 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 40k a year,and he ended up starting to come

(24:47):
into our training sessions.
We had training sessions everysingle morning at my air
conditioning company.
And he began to, he was aninstaller, he began to just
start selling stuff at his jobs,and it got to a point where I
needed him to see three clientsa day, not just one, right?
Because he he got so good atsales within a year, he was
making$200,000 a year.

(25:08):
So he 5x his income.
And that was the first time thatI really, really knew that there
was an ability to take somebodywho who knew nothing basically,
and within sometimes 30 days,have him making six figures a
year.
And I've gotten really, reallygood at that.
And I've got a very, veryspecific process for it, like

(25:31):
kind of like you have for yourbusiness.

SPEAKER_01 (25:32):
Yeah, and and that's life-changing because you know,
if you struggle financially,it's it'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 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 uh they'redespairing right now when it
comes to their financialability, uh, their financial
like well-being.
And then from there, there'sjust no hope in the future.
So um for you, that must bereally cool to see a guy 5x,

(26:20):
4x's income, learning the skillset that you could teach him
because it changes his wholelife.

SPEAKER_00 (26:26):
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 other people dothings that they never thought
that they could do.
And going back, Sean, to you'dasked about how how I personally
have been learning to bepositive over the however many
decades I've been on thisplanet, um, there's there's a

(26:48):
couple, one other thing, andthat was the people that you
surround yourself with, right?
Like that I can't tell you howhuge that has been for me.
And it's been unfortunate thatI've had to cut a lot of people
out of my life that just reallytruly didn't serve me, couldn't
think similarly.
Um, but it's made room for otherpeople like you to come into my

(27:09):
life, right?
So that's that's huge, huge,huge guys.
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'regonna 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 he shot a video and he wastalking about when shit happens

(27:31):
to him.
I think he was talking about howhe lost a million bucks in one
day one time.
And his response was good.
Good, I lost a million bucks.
Um, good, you know, this guyquit.
Whatever, whatever comes at youthat's negative, he would just
say good, and people would belike, What do you mean good?
He was like, Good that happened,it's gonna give us an

(27:54):
opportunity to grow over in thisarea, or good that happened.
Now we can figure out what to doto never ever have that happen
again, right?
So, again, it is a mindsetshift, but uh again, it's also
so important to be around theright people.
And and too many people I Ithink today are listening to the
radio, they're driving aroundthree, four hours in their
truck, and they're just they'relistening to shit that doesn't

(28:16):
feed them.
Like, uh, how about you listento somebody who is is where
you're at or has been where youwant to go instead of all the
bullshit that people are pilinginto their brains?
I I don't get it.

SPEAKER_01 (28:28):
No, a hundred percent.
I mean, a couple things tounpack there.
It's like, yeah, the people yousurround yourself with are super
impactful for how you feel andjust 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 inthirds, 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 cansharpen me almost on the same
level as you in business andlife, right?
And and that's like your gympartner, that's like maybe
people in your organization thatkeep you on your toes, whatever
it may be.
Maybe it's your wife orsignificant other, who knows?
But then that top third arementors and people that you can

(29:13):
look to for advice and getinspired 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 andpeople that are not going
anywhere, like Gene said,because that's gonna free up
time, space, energy for you tobe able to focus on being around
people you can learn and growfrom.
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 uh an HVAC tech or he's inthe trades and he wants to just
2x his income.
Imagine if that guy got to spendlike a couple hours each week
picking your brain and talkingto you the amount of
information, the perspectiveshift, and then the skills you
can help him to develop toactually go out and make that a

(29:57):
reality.
Like that's life changing, youknow?
And so for For me, when Istarted my career in coaching,
speaking, and building mycompany, I always wanted to be
around individuals that I sawwho were further ahead than me.
Where I'm like, dude, I couldjust watch this guy and pick up
on what he's doing.
Then you get to talk to them andpick their brain.
And you, you, you minimize somany mistakes by doing that, and

(30:19):
you can expedite your results,you know, because like you're
it's like taking, it's like thatgame Candyland where you hit the
ladder and you go like way farin the game.
It's kind of like that, youknow?
Um, but mentorship is sopowerful.
And for whatever reason, somepeople don't want to spend
money, they don't want to investin themselves, they don't
believe in 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 it's so fast andinstantaneous.
Um, but then like it also comesdown to personal accountability.
You said if you're drivingaround just listening to the
radio and wasting time, like yougot to be mindful of how you're
utilizing your time.
I think everyone should havemoments where they can check
out, maybe get a littleentertainment, a little

(31:01):
pleasure.
But gosh, like 90% 90% of yourlife and your days, in my
opinion, should be to focus 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 listened to likethree podcasts, one on investing

(31:23):
and finance and two on thehousing market right now and
this and some real estatebecause I'm educating myself in
that area and I want theinformation.
I want to start doing my duediligence.
So I'm getting cardio in, I'mgetting all these nuggets of
information, jump in 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, and soit's all intertwined, man.
It's hard to be negative after acold plunge, too.
It's one of the most impactfulthings to your energy and
well-being.
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.
Uh, and I saw you doing thatwith your guys at your recent
mastermind, I think.
Out on the deck, you had a coldplunge for them.

SPEAKER_00 (32:13):
Yep.
Yep.
Yeah, we uh I I didn't have onethere, but I was like, you know,
it's not too hot here.
Um I'm gonna go over to TractorSupply and get a big, you know,
I think they call it a stocksomething.
Stock, it's just like one offeeding trough.
And yeah, we poured some waterin there, and I had about 100,
110 pounds of ice every daydelivered to the house.

SPEAKER_01 (32:35):
Yeah, that's you're a beast.
I got one in my garage here athome, uh, a cold plunge and a
sauna, a home sauna.
I love the contrast therapy.
And honestly, man, for me, likea lot of my creative ideas come
in those moments where I'm in insome 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 thisflood of ideas and this

(32:58):
inspiration in those moments,man.
And then I could go back homeand channel it into content or
coaching calls or podcastinterviews, whatever it is.
Right.
So I kind of want to ask you howimportant do you think personal
development is for people inbusiness and sales in general?

SPEAKER_00 (33:16):
I don't think there's anything more important.
Uh I'll never forget it'sprobably it's gotta be 20 years
ago now.
I I was already a goodsalesperson.
I was a multi-million dollarsalesperson, which was a big
thing back then.
And I got into this this slump,and I had no idea what was going

(33:37):
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 barn doorright 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 Book

(33:58):
Summilian and got myself likefive more uh CD sets to start
listening to shit instead oflistening to the radio.
Like if and and and I've I'vegone spurts in my life where I
didn't do any of it, right?
And every time I don't, I getstuck right where I was.
It's just like I can't I can'tgo any further.

(34:20):
So it's something that I thinkshould be a part of everyday
life.
And shit, I mean, I think untila couple weeks ago, I had only
missed maybe two days of readingin six months.
And man, it made a hugedifference.
It gave me more shit to talkabout with people, right?
Like I had new content, newmaterial because I'm learning

(34:42):
shit.
And and the the further that Igo, the further the people
behind me can go.

SPEAKER_01 (34:47):
Yeah, that's such a good point.
You know, um your growth ineducation never ends.
I like how you said that.
I'm the same way.
I read a new book and there'slike a chapter in there.
I'm gonna do a podcast episodeon the the principles in there
and like take life stories andreal applications and intertwine
it for the listener, right?

(35:07):
Put it in a uh a YouTube shortor Instagram reel, write a post
about it, share it on a coachingcall.
For me, too.
That's how I can get informationthat's valuable and share it to
help other people, but also youcreate like a program in your
brain because like you teachthis information so much and you
reiterate it so often.
Now it becomes a part of yourmind, your subconscious, you

(35:29):
know.
Um, I really like how you saidthat.
I think good leaders arelifelong learners.
Would you agree?

SPEAKER_00 (35:35):
Yeah, leaders are readers, they say.

SPEAKER_01 (35:37):
Yeah, but just in general, like people that are
really making an impact, you seethat they're working just as
hard on themselves as they areto teach and pass on the
information to others.
Like there, there's somethinginside real good leaders that's
they're insatiable forinformation, for growth, for
experience.
And I get that from you, man.

(35:57):
I feel like I don't know how oldyou 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 asexcited as ever to be doing what
you're doing.
And I think that's the key rightthere.
That's one of the keys to thesales and leadership, right?
Is bringing that youthful, fun,and exciting energy in
everything you do.

SPEAKER_00 (36:19):
Man, that people are attracted to it, right?
And it's how it's how I getaccess to their brains to help
them.
So I agree with you 100%, man.

SPEAKER_01 (36:29):
Well, hey, I want to 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 in
sales, this could be across theboard because yeah, I mean, you
teach a lot of blue-collar guyshow to do sales, but you could
use this information and applyit to sales in general.
So I'm gonna ask you pros andcons.
Okay.
So anyone that's listening tothis, get out your notepad, get

(36:50):
a pen out.
Gene's gonna give you somenuggets here, right?
Uh, the first thing I want toask you is like what not to do
on a sales call if you're asalesperson.

SPEAKER_00 (37:00):
Talk too much.
Don't talk too much.
We don't you don't make sales bytalking, 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 if you don't have one ordon't want to create one, come
get mine or somebody else's.
Yeah, and that's great.
And where can people find youtoo, by the way, if they want to

(37:21):
inquire about that?
If you can't find me online,something is wrong.
At Gene Slade, G-E-N-E-S-L-A-DE.
You Google my name, uh, you'llfind us in all kinds of national
publications, uh, all over theplace.
Um, I mean, even in some printlocations.
We just had a big spread in NewYork Weekly.

SPEAKER_01 (37:41):
Okay.

SPEAKER_00 (37:42):
I love that.
You should be able to watch it.

SPEAKER_01 (37:44):
Google Gene Slade, you're gonna find him, right?
He's a ninja.
What's the name of the the salestraining you do too?
It's ninja something, right?

SPEAKER_00 (37:51):
So, my my the name of my company is Lead Ninja,
L-E-A-D-N-I-N-J-A.
The website is leadninjasystem.com.
Singular, not plural system.
I love that.

SPEAKER_01 (38:01):
Hey, how important on a sales call is it to collect
rev to collect money, to havethem actually commit and make
some type of investment versusthinking about it or circling
back with them?

SPEAKER_00 (38:14):
It's the only reason that we exist.
I mean, the the purpose of yourjob, if you're listening out
there and you're not an owner,the literal purpose of your job
is to generate revenue andprofit for the company.
The boss didn't just wake up oneday if you're in the trades and
say, you know, I think I'd likemore liability.
I think I'd like to hire anotherhuman being that might take one

(38:36):
of my trucks and crash it intosomebody else and cause me all
kinds of problems.
No, they they invest in thattruck, the training, the
uniforms, the parts, the tools,all that stuff to generate
revenue and profit.
It's not making a profit inbusiness is not an option, it's
a requirement.
Love that.

SPEAKER_01 (38:50):
What's the number one objection you think
salespeople come across?
And how do you how do you handleit as well?

SPEAKER_00 (38:57):
Well, that's a two-part answer.
Um, the real objection is theprice objection, but most the
most common objection is I wantto think about it.
But when a man or woman say theywant to think about it, they
already thought about it andstopped thinking.
All right.
When when somebody you quotesomebody heating and air

(39:17):
conditioning system, they knowwhether or not they want to use
you, but they're gonna say, Iwant to think about it, because
they're wired for cooperation.
They they don't want to beuncooperative, they don't want
to tell you that the price istoo high.
You've got to get it out ofthem.
So learning that the real the Iwant to think about it objection
is really a price objectioncould help a lot of people think

(39:40):
about it.
If it were free, would they needto think about it?

SPEAKER_01 (39:43):
Yeah, that's so good.
And and is that the way youaddress the objection,
obviously, by getting clear onwhat they're really uh not sure
about and trying to handle itfrom that point.

SPEAKER_00 (39:54):
Well, it depends on the circumstance, but I need to
eliminate some things.
For instance, in the in theplumbing HVAC electrical world,
somebody says they want to thinkabout it, I just mirror it back
to them.
I just say you want to thinkabout it.
I just turn the statement theform of a question, I listen
because they'll usually tell memore, right?
They might say, Yeah, we've madesnap decisions in the past and
we've lived to regret them.
So we just want to sleep on thisone.

(40:14):
And I'll go, that's not aproblem.
Before I take off, I'm gonnafind out, do they even believe
that the work needs to be done?
Do you believe 100% in yourheart that this work needs to be
done at this time?
If they say no, there's noreason in me trying to close.
They're not convinced that theproject needs to move forward.
I haven't established a need forthem, right?
And then when they tell me yesor no, I'm gonna ask them why
they feel that way.

(40:35):
Because they're gonna startselling themselves a little bit
for me.
They're gonna give me a littlebit more information, some of
their dominant buying motives.
Um, afterwards, I'm gonna askthem if they trust me to do the
job right for them, whether theythink it's possible that it
could be a mistake to use us.
Yeah.
They're wired for cooperationagain, so they're gonna be
agreeable.
And then I'm gonna come in andsupport them a little bit more
on that by sharing a couple morefeatures and benefits of my

(40:56):
company.
And then I'm gonna ask them, howdo you feel about the money?
And that's when it'll come out,right?
So I need to know do they trustme?
Do they feel like the work needsto be done?
Because if if one of those isnot true, we don't need to be
having a discussion aboutclosing or even about the money.

SPEAKER_01 (41:09):
If the work doesn't need to be done, they're not
gonna have as much urgency.
And I think what you pointed outthere is really important.
Like people, when they're goingthrough a sales process, uh, the
prospect, at times they can havetheir guard up and they feel
that pressure and they knowwhat's happening.
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 say stuff likethat to me, I'll I'll hit them

(41:31):
with, what do you mean?
Kind of like what you said.
Like, like, you know, and thenyou just shut up and listen, and
and you got to get them to openup a little bit.
And that right there fosters alittle bit of a connection and
trust, uh, because you'relistening to them and paying
attention.
Yeah, you're not trying to topush them, right?
I call it pull.
Well, they're expecting somelike uh like salesy tactic or

(41:53):
for you to try to overcome themand persuade them, right?

SPEAKER_00 (41:56):
Yeah, um some of my favorite words in sales are can
you say more about that?
Can you say more about that?
Right?
You people love being heard andlistened to.
When was the last time somebodyactually really asked about your
opinions and really justlistened to you instead of
trying to convince you oftheirs?
So good.

SPEAKER_01 (42:15):
That's such a good point, right?
They're human beings.
Um, and I think for a lot ofsales, a lot of salespeople have
trouble being in those momentsthat can feel awkward, but you
need that little bit ofawkwardness there to handle the
objection and get the truth outof your prospect, right?
Um, and I noticed that because II've trained salespeople for my
organization and teaching themthat it's okay to be quiet, it's

(42:39):
okay to go through those littleawkward moments of silence.
Uh that's actually awesome.
Yeah, that's gonna help you getto the the core issue of what uh
their objection is and be ableto handle it properly.

SPEAKER_00 (42:50):
Um 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_01 (42:59):
What uh what would be the like what would you think
the top two or three things thatyou would want to start training
the salesperson on are toabsolutely crush it and be one
of those guys that 5x's hisincome in a year?

SPEAKER_00 (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 if if they won't accept myadvice on that, they're doomed,
right?
Because my closing um our ourhow do you how do you say it?
We have two different closes forpayment 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
America's got like less than$600in their savings 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 isprobably the most impactful
thing that I have ever done inbusiness is teach people how to

(44:18):
give information, but in theform of a question.
And the in the way that you doit, here's the simple hack you
just add a couple of differentwords to the beginning of
whatever you're gonna 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 bypass whatI like to call the truth-false

(44:41):
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 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 of
information, I zoom right aroundthat truth-false meter.
Like, and you accept it asenlightenment as opposed to

(45:04):
education.
And we love uh uh discoveringnew things as human beings, and
we don't really love beingeducated.
If you if we did, we would stayin school.
Um, but teaching people how toinstead of instead of telling
people something, turning itinto a question keeps them from

(45:24):
spacing out on me.
I get to control what they'rethinking the entire way through.
So uh to to go even deeper intoit, I would have to, you know,
I'd have to spend 20, 30 minutesuh teaching this, but definitely
the most impactful thing becausewhen I when I ask these
questions, instead of justgiving them information, the

(45:45):
clients end up coming to theirown conclusion that something
needs to be done about thissituation.
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.
It's almost impossible.

SPEAKER_01 (46:02):
Yeah, yeah, I like that.
The did you know, right?
Like phrase it that way insteadof just continuing to spew out
information.
Well, in the last bit you justsaid they're so important, and
that's kind of a little bit, uha little 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
the conclusion on their own,right?

(46:24):
It's so much more powerfulbecause they take ownership of
the decision versus being feellike it's forced upon them, you
know.
Um, and uh way you do that toois you ask questions and shut
up.
Something about speaking outloud.
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 discoverycalls I do or my team members

(46:45):
do, we're talking about personalstuff with people, stuff that
they don't even tell theirsignificant 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.

(47:07):
Now it's like, wow, this is abig deal.
Like, I gotta change this versusit just being suppressed.
Um, so the act of them speakingout loud, I think, is crucial.
And you can only do that if youshut up, ask the right
questions, and listen.

SPEAKER_00 (47:22):
Yeah, if you listen, they will tell you exactly how
to close them.

SPEAKER_01 (47:25):
Yeah, that's a good point.
I love that.
Okay, uh, let's do one morebecause this is really good.
Um, what's just one maybe we cancall it like a nugget, or I
don't know if you have any umunconventional teaching
strategies when it comes tosales.
What's something maybe you don'tsee talked about or taught in
the industry often that youteach that maybe could set you

(47:49):
apart or a little hack that youcan provide for PA?

SPEAKER_00 (47:55):
I I just thought of something and then it left me
because I was thinking ofsomething else.
I 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 because the first thing I
want I want to try to get it topop back up in my brain.

(48:17):
Yeah.
Um, oh Sam, what's somethingunconventional, maybe that you
might teach.
Okay, cool.
So uh and it's gonna go, it'sgonna go back into the indoor
air quality water treatment sideof it.
Um, because we do this with alot of our scripting or our
pre-planned presentations.
So, so important to have apre-planned presentation when
you're going into a call becauseif you have one, you don't have

(48:39):
to think about what you're goingto say next, and it gives you
the ability to listen.
But one of the things that we dodifferently than anybody else,
and and I don't typically talkabout this, we only do this
really at our mansion events orour on-sites.
It's the only place we teach it.
We actually create pictures fordifferent negative side effects

(49:00):
of breathing in allergens.
So, for instance, I've got likeI think 25 different pictures
that word pictures that we'llput up around the room.
And those words sound like thenegative side effect of
breathing in these allergens.
So, for instance, we'll put up asign that says deep hole, and
I'll ask them to imagine thisdeep dark hole that goes all the

(49:23):
way back into infinity, and I'llsee deep hole depression.
Deep hole depression, and thenI'll have a box of tissues, and
there'll be a fan underneath it,and and it'll be shooting
tissues up into the air.
Like this is we're creating thisin their mind, right?
Tissues sneezing, right?
On the on the wall, I've got abig nose that hangs off the
wall, loss, loss of smell,right?

(49:44):
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
room and where all the wordswere.

(50:07):
And uh 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 different pictures forthem in their van that helps
them through the entirepresentation.

(50:27):
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 something that Isee anybody else doing anywhere.
It was it's a technique that wasit was a technique invented by a
guy named, I don't know if it'sinvented, but it was taught to
us by a guy named Ron White.

(50:48):
And it's not the tater saladguy, it's a different guy, he's
a memory expert.
And uh, he was at an HVACconvention, he met a bunch of
people in a cocktail party whenhe went on stage.
Uh, there's 2,000 people out inthe audience.
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
every one of their names.
That's impressive, man.
It was crazy.
That's impressive.

(51:09):
Yeah, so we we learned thosetechniques from him, and it's
something that it's like asuperpower, man.
Absolute superpower.
Yeah.

SPEAKER_01 (51:16):
Speaking of that, how are you uh with remembering
names?
Because I'm sure you see andtalk to a lot of people.
Do you have any hacks like thatthat you apply to name name
recall?

SPEAKER_00 (51:27):
No, I tell you.

SPEAKER_01 (51:28):
I might need to learn one of those, you know.
I I try to do my best.
If you make an association too,like um, I don't know, John,
like yeah, you'd have to make anassociation with the person's
name and and maybe where you sawthem, where you met them, or
something that stands out.

SPEAKER_00 (51:43):
Um I meet so many people, man, that it to me it
almost seems futile.
And um, I don't know.
It's I I'm also not afraid toask somebody their name three or
four times.
And I have to, like at theseevents that I was at, if they're
not wearing a damn name tag, mybrain's going in so many
different directions.
I'm just gonna ask you your nameagain.

(52:04):
And I'm gonna ask you to not getupset if I don't remember it for
a while.
I mean, it's it's not that bigof a yeah.

SPEAKER_01 (52:09):
If you're just honest, like, hey man, you know,
I've been talking to a millionpeople today, remind me your
name again.
Uh, but you know, if you canglance at their name tag and use
their name back in a sentence tothem, that really stands out to
people.
Uh, I think that's anotherlittle gem from uh how to win
friends and influence people.
He says, you know, Dale Carnegiegoes, people's favorite word in
the world is the hearing theirown name spoken back to them.

(52:34):
Yeah, because it makes them feelimportant, it makes them feel
valued and appreciated.
Uh, and a lot of trainingpeople, whether it's employees,
team members, uh, I'm sure likeother people's employees, is
making the individual feelimportant, making them feel
appreciated, making them feelcapable.
Like you got to breathe life andpotential into people by the way

(52:57):
you communicate to them.
Because a lot of people justlack confidence, man.
And if you have confidence inlife, you will go after any and
everything.
You know, you won't letopportunities pass 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.
Like if you can teach them askill set that can make them 5x

(53:18):
the amount of money they weremaking previously, it changes
the way they feel aboutthemselves.
That like that self-worth meterinternally goes up, you know.
And then if you can get themworking out, eating right,
reading books, you change thatwhole person's world, man.

SPEAKER_00 (53:34):
They say that you must increase competence to
increase confidence.
Yeah.
And I think it's exactly whatyou're talking about.
Yeah, 100%, man.

SPEAKER_01 (53:42):
100%.
Well, this has been like very uminsightful.
I love I just kind of getting aglimpse of your teaching style
and a little bit of what you do.
Uh, it's awesome, man.
I love the bit too about likefor you, I know that it's it's
deeper than money and uh socialmedia posts.
Like, you truly care aboutpeople.

(54:03):
And it yeah, it is.
And it gets me thinking, like,gosh, who do I know right now
that could benefit from gettingto learn from you?
Whether it's a current client Ihave or just somebody I know in
my community.
Like, one of the things I'mreally uh um a strong advocate
for are the trades.
You know, fast uh Rewind two anda half years ago, you know, all

(54:24):
of a sudden all these businessowners and individuals in the
trade started reaching out forcoaching.
And that's when Unstoppable 365came became predominantly for
the trades.
Now, like 90% of our clienteleare blue-collar business owners
or techs or, you know, but uh soI'm passionate about teaching
young people how howadvantageous it would be to go

(54:45):
into a trade versus go tocollege and then learn like from
a guy like you.
And that's all young people wantis opportunity, you know.
They want opportunity to provethat they're capable, to develop
that competence, to create alife that they're they're in
love with, not one that theyhave to escape from.
So who knows?
Maybe down the road, man, figureout a way to get more and more

(55:05):
people pushed to some of yourcourses, your seminars, and what
you're doing.
Because I I love it.
I absolutely love it.

SPEAKER_00 (55:11):
That'd be phenomenal, man.
Absolutely phenomenal.
We uh we love that 100%.
Uh when when we when we can makea good difference in somebody
else's life, man, that's betterthan any amount of money that we
could be paid.
And you know, I I made this hugesale uh years ago in 2007.
It was like the largestresidential HVAC sale in the
country.
It was for like$123,651.28.

(55:34):
I I can't believe I'll I don'tthink I'll ever forget the
number.
Um, 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.
Yeah.
And so I thank you for whatyou're doing for the trades for
all of us to help us keep ourbodies in you know good physical
condition, keep our energy up,look better, feel better.
What is what does Dion say whenyou you look good, you feel

(56:18):
good, when you feel good, youplay good, when you play good,
they pay good.

SPEAKER_01 (56:21):
Yeah, it's true, man.
Like when you feel better, youperform better.
And that's both professionallyand then at home with your
family.
And like the goal is that youcreate more positive thoughts,
more energy, more mentalbandwidth, you sleep better, you
just feel like a machine.
Because then you go into everyday with gratitude and you're
excited about what you're doing.

(56:43):
A lot of people get burnt out,and it's just because they're
not taking care of themselves.
So I love the fact that youknow, now we have Dr.
J as a part of Unstoppable 365.
He could do blood worksupplementation.
I have a team of amazing coachesand people that help hold guys
like you accountable and giveyou the roadmap and blueprint to
follow.
Uh, so we're just gettingstarted, man.
You know, our goal is tocontinue to grow and reach more

(57:04):
and more people because uh menand women alike, they need their
health.
They want to be optimized, theywant to be dialed in and we can
help them.
So um, yeah, down the road, man.

SPEAKER_00 (57:13):
Make sure we get you on, make sure we get you on my
podcast so we can get you out tomy audience, man.
There's so many of them thatneed help and they're already
asking questions.
When people start to see youtransform, they're like, Dog,
what you doing?
Right.
So I'm looking forward tobringing some more people over
into your tribe.

SPEAKER_01 (57:29):
Yeah, no, I appreciate the support, man.
I love seeing you continue togrow and make the impact you
are.
Uh, so let's let's do it, man.
We'll set it up.
And until then, thank you foryour time.
I appreciate all the value youprovided, and we'll chat soon.