December 6, 2024 • 25 mins
In this podcast I'm going to share tips to help aspiring brokers (and current brokers) deal with disappointment and challenges that private aviation brings.
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Episode Highlights:
- Facing Disappointments: Brokers face disappointments from owners, clients, and themselves. 😔📉
- First Cold Call Experience: Tom recalls his challenging first cold call experience in aviation. 📞✈️
- Overcoming Self-Doubt: Self-doubt is common, but embracing a mindset of learning is key. 🤔💪
- Dealing with Criticism: Criticism (even from other brokers) is inevitable but should be used for growth. 🗣️📈
- Disciplining Your Mindset: Practice positive self-talk and add "yet" to self-limiting thoughts to reframe challenges. 🧠💭
- Staying Resilient: Focus on continuous improvement and take feedback to grow through adversity. 🔄🏋️♂️
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
All right.
Well, I kept making phone callsand I kept getting voicemails
my very first day and thenfinally, somebody picks up and
he's like what do you want?
And I said, do you want to sellyour jet?
And he's like, nope, click.
And I just remember thinking tomyself well, it can't get any
worse than that.
(00:25):
Hello and welcome everybody tothe podcast.
My name is Tom Lelio.
I'm your ultimate jet guide andon this channel, we pull back
the curtain on private aviationto help you buy or sell a
private jet with no experiencenecessary.
Today we're pulling back thecurtain on mindset, and today's
question topic comes from ourcircle community, which, if you
(00:47):
check it out right over here,there was some question I posted
in the circle community hey, Ihave a broker focused book that
I'm currently looking to write.
What questions and topics doyou want me to cover?
And a lot of people were askingyou know, how do we stay
motivated and be optimistic whenwe're feeling down, especially
(01:07):
when dealing with clientsgetting that first contract
mindset?
How do we acquire knowledge,how to learn, to get information
on the aviation marketcategories?
And again, mindset was one ofthe big things.
So we want to honor that todayand I'll be sharing with you how
(01:28):
to get through this idea oflike I suck Because, listen, at
the end of the day, aviationit's a tough industry.
It's really simple, but it'snot easy.
And I was just talking tosomebody yesterday and I said to
them it was an individualinterested in becoming a broker
and his wife.
I said, listen, this is noteasy.
A bunch of people have gonethrough the course and only a
(01:53):
handful of them are still inthis.
Because once you get into itand you see how much work and
energy and effort it is just toget things started, to get
things rolling, you got to beable to discipline those
disappointments, which I'll talkabout.
It's not for everybody, sowe're going to talk about how to
keep your mindset going.
(02:16):
So let's check this out.
Here's the disappointments thatyou're going to be facing in
the daily.
You'll be facingdisappointments from owners,
from yourself and from otherbrokers, and most people expect
the first one from owners.
You're going to call somebody.
It's a cold call, I'm notinterested, I'm busy, don't ever
call me again, whatever itmight be.
(02:38):
And we're expecting that and wethink we can handle it.
But some people it's too much,because some people it sounds
like, and I'll say this to themit sounds like they stepped on a
Lego before they answered thephone Like what do you want?
We've all snapped at coldcallers.
We've even snapped at peoplethat we love and care about at
home.
Sometimes we're at the end ofthat.
(02:59):
Sometimes it's not even on thecold call, sometimes it's in the
middle of the deal where aclient tells you what are you
doing?
You're incompetent or don'tscrew this up.
It's hard to hear that.
There's a lot of pressure thatgoes in being a jet broker and
it's just the reality of it.
But if you have the rightattitude and the right vision
(03:19):
which we'll talk about we'reable to see through that, see
past that and work through it.
Next is from yourself, which Ifind a lot of people, especially
when they're first gettingstarted, they feel like I don't
know enough, I don't have enoughexperience, I can't keep up.
They start to doubt themselves,and so it's interesting because
(03:40):
when I'm talking to peoplethey're kind of confident in
themselves.
But then when they get, whenyou put them in the arena, when
you put them on the field,that's where true character is
shown, and I want to say likethat's okay.
I mean, everybody should kindof feel like that.
There should be this idea ofhumility that I don't know
(04:01):
enough, I don't have theexperience, but I'm going to
learn, like what I tell my kids.
You just put that littlethree-letter word, yet At the
end, I don't know enough yet, Idon't have enough experience yet
, and build that muscle.
And lastly, I'll talk aboutyou're going to get some shade
from other brokers.
That's just the reality of theindustry.
(04:22):
It is a dog eat dog world outhere and we are on a mission at
jet life arrow to to change thatculture.
We want to bring about aculture of collaboration and
helping one another up and andall.
A rising tide lifts all boatskind of mentality.
That's what we're trying to do,uh, but but not everyone's on
that, on that, um, on thatwavelength.
(04:45):
If you will, and so you'llyou'll get shade from other
brokers telling you you don'thave enough experience, you
don't know what you're doing,you're a lie, you're
disingenuous, you're wrong, um,these are all things that I've
heard and hear sometimes, uh,and and, and you know what
that's cool, like, okay, I'llget better.
(05:07):
You know, and I take in thefeedback what I can and I try to
grow.
So that's my encouragement forall of you guys is know where
the temptation is going to comefrom, and then let's talk about
ways to overcome the temptation.
So, just in case you don't knowwho I am, if you're just
joining us for the first time,my name is Tom Lelio.
(05:27):
I've been in aviation for anumber of years now, since 2020.
I came from no aviationbackground whatsoever.
I was a youth pastor for over adecade and then I found jet
sales by going online andfinding something online
Indeedcom, probably similar tohow you found this channel, just
like how you know.
High ticket sales is what I waslooking for.
(05:48):
My first year, I, I I closed 20deals and I took home over a
hundred thousand dollars.
I never thought I would ever doin my entire life, especially
working for the church.
And then I doubled that incomethe second year and then I
tripled the income the thirdyear.
Uh, so that by my third year Ihad taken home over six hundred
thousand dollars, and I don'tsay that to brag.
Truly, there are other brokers.
I was talking to somebodyyesterday that they're like oh,
(06:10):
good stats, but I know brokersthat are making that in a single
deal.
I was like, hmm, okay, put mein my place.
So I don't say it to brag, butI just show a track record and I
believe success leaves clues.
So if you're looking, if you'rean aspiring broker, stick
around and I would love to tokind of help you out in any way
that I can.
You know, and that's why wecreated the circle community, so
(06:33):
go check outcirclejetliferatorcom, and, and,
and, and learn more about youknow how to become a broker.
So let's stick back to mindset.
When it comes to mindset,there's a few different
components of mindset.
Number one is going to bevision.
That is your attitude, that iswhat we're looking to do.
What does that look like?
And then we also havediscipline.
(06:53):
If you have these twocomponents, that's where we're
going to find success when itcomes to our mindset and how to
stay focused.
Vision has the three differentcomponents and these components
are there's a lot of differentcomponents out there, I'm sorry.
(07:15):
There's these three componentswe use a lot within our training
.
We have a what, a why and a howwithin the vision.
So what are your goals?
What are your targets?
Are you looking for a new life?
Are you looking for a newcareer, a new career path?
Are you looking for a newpassion.
Are you looking for a monetaryamount?
I need to make $100,000 myfirst year.
(07:36):
Are you looking for somethingmore abstract, like I just want
peace, I want financial security, I want to be able to take my
family on a vacation to theAtlantis and the Bahamas.
That's still on my vision board.
I would love to do that oneyear.
So having your goals, havingyour targets.
Next would be the why.
(07:56):
What is your motivation, whatis your purpose?
So the motivation can besomething in front of you, like
I want to take my family on avacation, or it can be something
in front of you, like I want totake my family on a vacation,
or it could be something behindyou, like your why, your purpose
.
Well, I got a family.
My motivation is my family.
And then the how.
What does it look like at theend of the journey?
(08:18):
You know being able to providefinancial security for my family
, take them on vacation, buythem stuff, whatever it might be
, but also what does it looklike in the journey?
We need to have a vision that,like this is going to look hard,
okay, but is this going to belooking hard Like in the movies
when you see Rocky working hardand he's he's punched in the bag
(08:41):
, he's running up the steps.
That can be inspirational yeah,hard work, let's go.
Or if you don't have a goal, ifyou don't have a purpose or a
why, well then it's like whenyou're in the midst of the hard,
then you're not going to pushthrough.
(09:02):
I love the line from I forgetthe movie, the baseball movie,
tom Hanks, gina Davis.
But he says, of course,baseball is hard.
The hard is what makes it great.
And so have that vision of likelook, this is what I signed up
for.
I knew I was going to becalling people.
(09:22):
I knew I'd be uncomfortablecalling people.
I knew people might be mean tome, but that just means I'm that
much closer to a yes.
Another tactic that we can useis this book.
Let me write it up in here.
It's called Go For no, and thisis a great book, so that when
(09:48):
you're struggling like, we don'thave to be afraid of this word
now, that when you read thisbook, you see how no will bring
you closer to a yes, and so Iwould definitely check out that.
Let's see it's actually.
Let me go ahead and share myscreen over here.
(10:11):
If you go to the Circlecommunity and in the free
resources tab, we haverecommended reading
no-transcript.
Here's this book, so I wouldencourage you to check it out.
(10:31):
I think this is an affiliatelink.
So if you're seeing this onYouTube, hey, affiliate link.
But yeah, yeah, I meandefinitely a book worth checking
out.
So that's the vision.
That's how you stay focusedwith your mindset is having
these three things in tech andgoing back to it.
This is not a one and donething, and I think a lot of
(10:53):
people see it as that.
This is not a one.
This is, this is something youneed to do on a regular basis.
Uh, next is going to bediscipline.
Okay, specifically when itcomes to disciplining your
disappointments.
Okay.
It's not if you're going to getdisappointed or face
discouragement, it's when Okay.
The most important thing is tonot take it personally, to lean
(11:18):
on your vision for themotivation and over time, there
should be a space there.
Over time, the time it takes todiscipline your disappointment
will shrink.
So when I was first starting out, my boss told me when you make
the phone call, do not call, donot talk about the jet.
I don't recommend this, by theway, but this is what the this
(11:40):
is advice I was given.
So I was like okay, uh, don'ttalk about it.
What do I talk about?
Just don't talk about the jet.
And he was.
The purpose was he was tryingto be like just be casual, be
cool, don't, don't talk aboutthe jet.
And he was the.
The purpose was he was tryingto be like just be casual, be
cool, don't don't, don't besalesy, all right.
Well, I kept making phone callsand I kept getting voicemails my
very first day, and thenfinally somebody picks up.
Well, I freak out because Ididn't realize like somebody was
(12:03):
going to pick up.
I don't know why.
Of course someone's going topick up, but I just I was caught
off guard.
And he's's like what do youwant?
And I said, uh, um, do you wantto sell your jet?
And he's like nope, click.
And I just remember thinking tomyself well, it can't get any
worse than that.
But it took me about fiveminutes to work up the courage
(12:25):
to make the next phone call.
Well, fast forward, now thatI've been doing it, I can have
somebody completely ignore me,berate me, humiliate me,
whatever.
And now it's like okay, thatstings, let me go on to the next
one.
And it's that muscle that I'vebuilt up.
(12:49):
Honestly, I think part of thatmuscle is just having kids,
because they're really good atpointing out where you're not
patient and they're really goodat encouraging you to have
discipline and not blow up andhave emotional maturity and have
(13:12):
emotional maturity.
And so I do attribute some ofmy success to having five kids,
because they push me on a dailybasis and it gives me a lot of
practice, right?
So just know it's going tohappen and know how you're going
to respond.
So for me, I'm just like okay,that person must have stepped on
a Lego before they answered thephone.
You got to put it into context,because what happens is you
start to tell yourself, youstart to make up stories Like,
(13:32):
oh, I must be really annoying orI must have called them too
much, or I must have saidsomething inappropriate, when in
reality all you asked them washey, do you wanna sell your jet?
And we're so used to creatingthose stories in our own heads
that are not true.
They're not true.
Listen, you're just trying todo your job, you're trying to
put food on the table.
And imagine we were inhunter-gatherer days, like
(13:56):
you're going out for the hunt,you know, and the lion was just,
like you know, get away from meand he and he scratched me.
Or you can be like, oh, I'mhurt, like I, I okay, sorry, mr
lion, I'm not gonna go.
You know, I'm not gonna go huntyou now and feed my family.
I'm gonna go over here andbecome a vegetarian.
Like no, bro, like okay, like Igot scratched by a lion, I
(14:16):
gotta do better.
So don't get scratched by thatlion.
Maybe I go after that lionanother time and I go find
something else to eat, but, like, I'm still going after, I still
gotta hunt and I still gottafind what I need and and and
yeah, so, so, just, so, just.
That's really important to beable to discipline and move on.
Okay, so more tips on how tobuild a strong mindset.
(14:38):
So we have the fact that astrong mindset is going to have
vision and discipline.
That's the foundation.
But what do we do proactively tostay in it, to stay in this?
So number one is going to beconsuming good content.
So that would be podcasts,youtube, read a book and, as I
(15:06):
showed you before, we do havesome recommended reading here
within the Circle community.
We have got go for no, we'vegot 10X rule seller be sold,
never sold, a difference superfans, okay, all these great
things.
Now there's a few differentcategories.
Number one is going to bebusiness wealth content.
(15:27):
The business wealth content Ithink is important because it
gives you a bigger picture ofthings.
It expands your thinking,because I think a lot of us,
especially if you're juststarting.
You may not be making sixfigures, you may not be making
seven figures, but you'rehanging out with people that are
making six figures or less lessthan seven figures, I'd imagine
(15:47):
.
Less less than seven figures,I'd imagine.
And so our frame of referenceis small.
And so looking at business andwealth content opens up your
mind to like there's, there isopportunity out in the world,
(16:14):
but I need to go into the worldand I need to go find it.
But if you're always justlooking around and like well,
all my friends, you know theyonly make 60 K a year and
they're okay, like um it, itkeeps your think small and and
I'm not saying that you have tomake a million dollars to be
(16:35):
happy Like, I know plenty ofpeople that make 50 or less and
they're happy with their family,and that was my family.
We were happy when I was making50 K as a youth minister.
But then we found like there's,there's a bigger world out
there and that was attractive tous and we wanted to go pursue
that.
So that's what we're doing.
We're pursuing that abundance,that life to the fullest jet
life to the fullest jet life tothe fullest materially to inform
our interior life.
But I'm not going to go there.
But anyway, business and wealthit helps you start to think, it
(16:59):
increases your mind so thatwhen you're doing the cold calls
and you're getting, it's like,okay, well, this is the price of
admission, this is what it'sgoing to take to get to the
other side of this goal.
So business marketing content,I think, is good.
Sales content, things like ChrisVoss, numbers for the
Difference, 10x, Grant Cardone,jeremy Miner, nepq, learning how
(17:23):
to deliver your message, how torespond to objections or
knee-jerk reactions that's askill.
Using your tone of voice, beingcognizant of your tone of voice
, being cognizant of somebodyelse's tone of voice, being able
to label what they're sayingaccurately, to build a bridge of
trust these are all skills thatmost people don't even realize.
(17:47):
And it's funny because when Ifirst came into it and I was
starting to have success, I waslike, oh cool, I must be really
good at this.
Well then, fast forward.
Two, three years later I find atraining material and it's like
oh, you need to use your voice,you need to use humor, you need
to use the script, whatever.
And I was just naturally doingthat.
So you may be a naturalsalesperson, but there's like I
(18:09):
said, success leaves clues, andwhen you can learn those clues,
you can improve on those skillsand you can pass them along and
help others, which I think isreally really cool.
So, and last but not least, ofcourse, spiritual content.
Whether you are religious ornot, I think, having an
(18:31):
understanding of the biggerpicture, that is, it's not just
about selling jets, it's notjust about fame or popularity,
it's not just about money.
Um, there's something greaterhere, you know, and um, I think
when you fill your cup up withthis stuff, consuming good
content, it helps fortify, whenthings, it fortifies your
(18:58):
mindset and it gives you anidentity of who you are, whose
you are.
You belong to your family, yourcommunity.
Maybe you're God, it's up toyou.
But once you know that, youbecome a lot more disciplined
and you can face.
Face the trials, all right,control the controllables.
So, so, to build a strongmindset.
(19:19):
First we're going to we'regoing to consume good content,
then we're going to control thecontrollables.
This is something that my soccercoach told me in high school,
and basically you're going to dothree things You're going to
learn your script, you're goingto internalize your script,
you're going to master yourscript.
You're going to learn yourscript because it's going to
(19:39):
show you that there's only somany ways that people say no to
you Truly, when you ask them aquestion, especially on the
phone.
There's four options.
One they're going to respondpositively to you like yes, tell
me more, I've been hoping thatyou call me.
Number two they're just goingto hang up.
No and hang up, that's it.
Number three they're going tosay no, you're going to tell
that they want to hang up butthey don't hang up.
(20:00):
And then number four, the mostcommon is, they're going to say
no, they're not interested, butthey're still going to stay on
the line.
So once you know that, you canmap out the call.
And so this is exactly what wedo in our JetBroker certificate
program.
Let me pull this up for youguys.
And again, if you're interestedin this, come to
(20:30):
circlejetlifearrowcom.
Here's the JetBrokercertificate program.
Download the workbook.
This is the workbook that wework through for our certificate
program and you'll see on thebottom, towards here, we map out
the call for you.
This is the script.
So first we show that there'sfour components to every single
(20:52):
phone call the greeting, thefact finding the demo and the
close.
And then we map it out for you.
So you start in the greetinghey, I'm Michelle LaFerro, good
morning, good morning.
Reason for the call is I waswondering who you're opposed to.
Okay, and here they go.
No, they want to hang up.
Tell me more positive or no,but they don't hang up.
I didn't put in the, they justhang up because I didn't think
(21:13):
it was important.
Anyway, so once you know thatthese are pretty much the three
options that you're going toface, well, now you know how to
handle it.
So they say I'm not interested.
Great, wait, no problem.
I understand you're notinterested in selling your plane
.
It's not on your radar rightnow.
Just out of curiosity, what'sone problem with your plane that
, if I could solve it for you,whether you want to sell it or
(21:34):
not might get your attention?
Are you not using it enough?
Or maybe it's costing you toomuch in insurance or doesn't
suit your needs or mission.
And now we can continue theconversation and we go through
it, okay, and again, you knowthere's only so many answers, so
many answers, and then we, thenwe, then we close it up, right,
and then, and there's more,there's more to this.
So, so, learn your script.
Learn your script and then,secondly let me add this to the
(22:04):
stage again internalize it.
Learn the different ways tomove past finding no.
So first you're going to learnit, that you're going to realize
, okay, there's only so manytimes they can say no to me or
ways they can say no to me.
Then you're going tointernalize it, so you're going
to learn oh, there's differentways that I can respond to this,
certain things they can do.
(22:26):
Now, there's ways that I canrespond to this, and you're
going to test them and you'regoing to find the one that works
for you.
You're going to internalize itand you're going to master it.
You're going to use thesestrategies on a daily basis so
that, no matter what they say,you're able to ebb and flow with
it.
And you're going to have gooddays, you're going to have bad
days, but the controlling of thecontrollables builds confidence
.
This is where confidence comesfrom, it's from controlling the
(22:47):
controllable.
So mindset is based on visionand discipline.
That's the foundation.
And then, in terms of actionitems number one consume good
content.
Number two control thecontrollables.
Number three find a goodcommunity.
This is exactly why we createdthe Circle community for
(23:08):
aspiring jet brokers and forcurrent brokers.
It's a place where people canlearn and grow together.
It's a place that hasconsistency.
I'm always here every Wednesdaydelivering content to everybody
.
You want to find a place thatyou can check in with one
another.
Competition is good.
I remember we used to dolisting competitions who can get
the most listings in 30 days?
We used to do who can make themost phone calls in a week.
(23:30):
So it's good to have targetsthat everyone is striving for.
Collaboration Listen, I believethat there's enough stuff out
there.
There's enough supply out therefor everybody.
So when you're in a goodcommunity, in a healthy
community, you should be able towork together, and aviation is
a really big community.
It's a really cool communitywhere I believe people do, for
(23:53):
the most part, want tocollaborate with one another and
want to encourage one another.
But you just got to find theright people, and you can find
this in a brokerage.
There are great brokerages outthere.
I feel like when I was workingwith my brokerage, I felt like
we were in a good community.
We learned together, we growtogether, we had good
competition, we had goodcollaboration.
We would collaborate on deals.
So so I'm not here to say like,oh, the circle community is the
(24:16):
only place that you can findthis.
No, but it's a.
It's a place where you can goand um and find a community,
especially when you're gettinggetting started.
Let me go ahead and add this sojust to show you again within
here, we've got a discussionstab, we've got a course where
you can learn and grow, we'vegot resources and people are
(24:39):
asking business cards, they'regiving data on different models,
asking questions and gettingresponses, blending brands and
we're getting good comments here.
So I would encourage you tocheck out the Circle community
(25:03):
because there's a lot of goodstuff going on there.
So I would encourage you to goahead and learn more at circle
Shut life, arrowcom, and that'sit.
I wish you all the best on thisjourney with your, with your
mindset, disciplining yourdisappointments, having vision.
Join the circle community.
(25:24):
Reach out to me.
You can send me a directmessage right there on circle or
we could schedule a call, and Iwant to help you.
Aviation changed my life.
I want to help more people.
I'm on a mission to help morepeople change their life through
aviation the way it helped me.
All right.
Well, I kept making phone callsand I kept getting voicemails
my very first day and thenfinally, somebody picks up and
he's like what do you want?
And I said, do you want to sellyour jet?
And he's like, nope, click.
And I just remember thinking tomyself well, it can't get any
worse than that.
(00:25):
Hello and welcome everybody tothe podcast.
My name is Tom Lelio.
I'm your ultimate jet guide andon this channel, we pull back
the curtain on private aviationto help you buy or sell a
private jet with no experiencenecessary.
Today we're pulling back thecurtain on mindset, and today's
question topic comes from ourcircle community, which, if you
(00:47):
check it out right over here,there was some question I posted
in the circle community hey, Ihave a broker focused book that
I'm currently looking to write.
What questions and topics doyou want me to cover?
And a lot of people were askingyou know, how do we stay
motivated and be optimistic whenwe're feeling down, especially
(01:07):
when dealing with clientsgetting that first contract
mindset?
How do we acquire knowledge,how to learn, to get information
on the aviation marketcategories?
And again, mindset was one ofthe big things.
So we want to honor that todayand I'll be sharing with you how
(01:28):
to get through this idea oflike I suck Because, listen, at
the end of the day, aviationit's a tough industry.
It's really simple, but it'snot easy.
And I was just talking tosomebody yesterday and I said to
them it was an individualinterested in becoming a broker
and his wife.
I said, listen, this is noteasy.
A bunch of people have gonethrough the course and only a
(01:53):
handful of them are still inthis.
Because once you get into itand you see how much work and
energy and effort it is just toget things started, to get
things rolling, you got to beable to discipline those
disappointments, which I'll talkabout.
It's not for everybody, sowe're going to talk about how to
keep your mindset going.
(02:16):
So let's check this out.
Here's the disappointments thatyou're going to be facing in
the daily.
You'll be facingdisappointments from owners,
from yourself and from otherbrokers, and most people expect
the first one from owners.
You're going to call somebody.
It's a cold call, I'm notinterested, I'm busy, don't ever
call me again, whatever itmight be.
(02:38):
And we're expecting that and wethink we can handle it.
But some people it's too much,because some people it sounds
like, and I'll say this to themit sounds like they stepped on a
Lego before they answered thephone Like what do you want?
We've all snapped at coldcallers.
We've even snapped at peoplethat we love and care about at
home.
Sometimes we're at the end ofthat.
(02:59):
Sometimes it's not even on thecold call, sometimes it's in the
middle of the deal where aclient tells you what are you
doing?
You're incompetent or don'tscrew this up.
It's hard to hear that.
There's a lot of pressure thatgoes in being a jet broker and
it's just the reality of it.
But if you have the rightattitude and the right vision
(03:19):
which we'll talk about we'reable to see through that, see
past that and work through it.
Next is from yourself, which Ifind a lot of people, especially
when they're first gettingstarted, they feel like I don't
know enough, I don't have enoughexperience, I can't keep up.
They start to doubt themselves,and so it's interesting because
(03:40):
when I'm talking to peoplethey're kind of confident in
themselves.
But then when they get, whenyou put them in the arena, when
you put them on the field,that's where true character is
shown, and I want to say likethat's okay.
I mean, everybody should kindof feel like that.
There should be this idea ofhumility that I don't know
(04:01):
enough, I don't have theexperience, but I'm going to
learn, like what I tell my kids.
You just put that littlethree-letter word, yet At the
end, I don't know enough yet, Idon't have enough experience yet
, and build that muscle.
And lastly, I'll talk aboutyou're going to get some shade
from other brokers.
That's just the reality of theindustry.
(04:22):
It is a dog eat dog world outhere and we are on a mission at
jet life arrow to to change thatculture.
We want to bring about aculture of collaboration and
helping one another up and andall.
A rising tide lifts all boatskind of mentality.
That's what we're trying to do,uh, but but not everyone's on
that, on that, um, on thatwavelength.
(04:45):
If you will, and so you'llyou'll get shade from other
brokers telling you you don'thave enough experience, you
don't know what you're doing,you're a lie, you're
disingenuous, you're wrong, um,these are all things that I've
heard and hear sometimes, uh,and and, and you know what
that's cool, like, okay, I'llget better.
(05:07):
You know, and I take in thefeedback what I can and I try to
grow.
So that's my encouragement forall of you guys is know where
the temptation is going to comefrom, and then let's talk about
ways to overcome the temptation.
So, just in case you don't knowwho I am, if you're just
joining us for the first time,my name is Tom Lelio.
(05:27):
I've been in aviation for anumber of years now, since 2020.
I came from no aviationbackground whatsoever.
I was a youth pastor for over adecade and then I found jet
sales by going online andfinding something online
Indeedcom, probably similar tohow you found this channel, just
like how you know.
High ticket sales is what I waslooking for.
(05:48):
My first year, I, I I closed 20deals and I took home over a
hundred thousand dollars.
I never thought I would ever doin my entire life, especially
working for the church.
And then I doubled that incomethe second year and then I
tripled the income the thirdyear.
Uh, so that by my third year Ihad taken home over six hundred
thousand dollars, and I don'tsay that to brag.
Truly, there are other brokers.
I was talking to somebodyyesterday that they're like oh,
(06:10):
good stats, but I know brokersthat are making that in a single
deal.
I was like, hmm, okay, put mein my place.
So I don't say it to brag, butI just show a track record and I
believe success leaves clues.
So if you're looking, if you'rean aspiring broker, stick
around and I would love to tokind of help you out in any way
that I can.
You know, and that's why wecreated the circle community, so
(06:33):
go check outcirclejetliferatorcom, and, and,
and, and learn more about youknow how to become a broker.
So let's stick back to mindset.
When it comes to mindset,there's a few different
components of mindset.
Number one is going to bevision.
That is your attitude, that iswhat we're looking to do.
What does that look like?
And then we also havediscipline.
(06:53):
If you have these twocomponents, that's where we're
going to find success when itcomes to our mindset and how to
stay focused.
Vision has the three differentcomponents and these components
are there's a lot of differentcomponents out there, I'm sorry.
(07:15):
There's these three componentswe use a lot within our training
.
We have a what, a why and a howwithin the vision.
So what are your goals?
What are your targets?
Are you looking for a new life?
Are you looking for a newcareer, a new career path?
Are you looking for a newpassion.
Are you looking for a monetaryamount?
I need to make $100,000 myfirst year.
(07:36):
Are you looking for somethingmore abstract, like I just want
peace, I want financial security, I want to be able to take my
family on a vacation to theAtlantis and the Bahamas.
That's still on my vision board.
I would love to do that oneyear.
So having your goals, havingyour targets.
Next would be the why.
(07:56):
What is your motivation, whatis your purpose?
So the motivation can besomething in front of you, like
I want to take my family on avacation, or it can be something
in front of you, like I want totake my family on a vacation,
or it could be something behindyou, like your why, your purpose
.
Well, I got a family.
My motivation is my family.
And then the how.
What does it look like at theend of the journey?
(08:18):
You know being able to providefinancial security for my family
, take them on vacation, buythem stuff, whatever it might be
, but also what does it looklike in the journey?
We need to have a vision that,like this is going to look hard,
okay, but is this going to belooking hard Like in the movies
when you see Rocky working hardand he's he's punched in the bag
(08:41):
, he's running up the steps.
That can be inspirational yeah,hard work, let's go.
Or if you don't have a goal, ifyou don't have a purpose or a
why, well then it's like whenyou're in the midst of the hard,
then you're not going to pushthrough.
(09:02):
I love the line from I forgetthe movie, the baseball movie,
tom Hanks, gina Davis.
But he says, of course,baseball is hard.
The hard is what makes it great.
And so have that vision of likelook, this is what I signed up
for.
I knew I was going to becalling people.
(09:22):
I knew I'd be uncomfortablecalling people.
I knew people might be mean tome, but that just means I'm that
much closer to a yes.
Another tactic that we can useis this book.
Let me write it up in here.
It's called Go For no, and thisis a great book, so that when
(09:48):
you're struggling like, we don'thave to be afraid of this word
now, that when you read thisbook, you see how no will bring
you closer to a yes, and so Iwould definitely check out that.
Let's see it's actually.
Let me go ahead and share myscreen over here.
(10:11):
If you go to the Circlecommunity and in the free
resources tab, we haverecommended reading
no-transcript.
Here's this book, so I wouldencourage you to check it out.
(10:31):
I think this is an affiliatelink.
So if you're seeing this onYouTube, hey, affiliate link.
But yeah, yeah, I meandefinitely a book worth checking
out.
So that's the vision.
That's how you stay focusedwith your mindset is having
these three things in tech andgoing back to it.
This is not a one and donething, and I think a lot of
(10:53):
people see it as that.
This is not a one.
This is, this is something youneed to do on a regular basis.
Uh, next is going to bediscipline.
Okay, specifically when itcomes to disciplining your
disappointments.
Okay.
It's not if you're going to getdisappointed or face
discouragement, it's when Okay.
The most important thing is tonot take it personally, to lean
(11:18):
on your vision for themotivation and over time, there
should be a space there.
Over time, the time it takes todiscipline your disappointment
will shrink.
So when I was first starting out, my boss told me when you make
the phone call, do not call, donot talk about the jet.
I don't recommend this, by theway, but this is what the this
(11:40):
is advice I was given.
So I was like okay, uh, don'ttalk about it.
What do I talk about?
Just don't talk about the jet.
And he was.
The purpose was he was tryingto be like just be casual, be
cool, don't, don't talk aboutthe jet.
And he was the.
The purpose was he was tryingto be like just be casual, be
cool, don't don't, don't besalesy, all right.
Well, I kept making phone callsand I kept getting voicemails my
very first day, and thenfinally somebody picks up.
Well, I freak out because Ididn't realize like somebody was
(12:03):
going to pick up.
I don't know why.
Of course someone's going topick up, but I just I was caught
off guard.
And he's's like what do youwant?
And I said, uh, um, do you wantto sell your jet?
And he's like nope, click.
And I just remember thinking tomyself well, it can't get any
worse than that.
But it took me about fiveminutes to work up the courage
(12:25):
to make the next phone call.
Well, fast forward, now thatI've been doing it, I can have
somebody completely ignore me,berate me, humiliate me,
whatever.
And now it's like okay, thatstings, let me go on to the next
one.
And it's that muscle that I'vebuilt up.
(12:49):
Honestly, I think part of thatmuscle is just having kids,
because they're really good atpointing out where you're not
patient and they're really goodat encouraging you to have
discipline and not blow up andhave emotional maturity and have
(13:12):
emotional maturity.
And so I do attribute some ofmy success to having five kids,
because they push me on a dailybasis and it gives me a lot of
practice, right?
So just know it's going tohappen and know how you're going
to respond.
So for me, I'm just like okay,that person must have stepped on
a Lego before they answered thephone.
You got to put it into context,because what happens is you
start to tell yourself, youstart to make up stories Like,
(13:32):
oh, I must be really annoying orI must have called them too
much, or I must have saidsomething inappropriate, when in
reality all you asked them washey, do you wanna sell your jet?
And we're so used to creatingthose stories in our own heads
that are not true.
They're not true.
Listen, you're just trying todo your job, you're trying to
put food on the table.
And imagine we were inhunter-gatherer days, like
(13:56):
you're going out for the hunt,you know, and the lion was just,
like you know, get away from meand he and he scratched me.
Or you can be like, oh, I'mhurt, like I, I okay, sorry, mr
lion, I'm not gonna go.
You know, I'm not gonna go huntyou now and feed my family.
I'm gonna go over here andbecome a vegetarian.
Like no, bro, like okay, like Igot scratched by a lion, I
(14:16):
gotta do better.
So don't get scratched by thatlion.
Maybe I go after that lionanother time and I go find
something else to eat, but, like, I'm still going after, I still
gotta hunt and I still gottafind what I need and and and
yeah, so, so, just, so, just.
That's really important to beable to discipline and move on.
Okay, so more tips on how tobuild a strong mindset.
(14:38):
So we have the fact that astrong mindset is going to have
vision and discipline.
That's the foundation.
But what do we do proactively tostay in it, to stay in this?
So number one is going to beconsuming good content.
So that would be podcasts,youtube, read a book and, as I
(15:06):
showed you before, we do havesome recommended reading here
within the Circle community.
We have got go for no, we'vegot 10X rule seller be sold,
never sold, a difference superfans, okay, all these great
things.
Now there's a few differentcategories.
Number one is going to bebusiness wealth content.
(15:27):
The business wealth content Ithink is important because it
gives you a bigger picture ofthings.
It expands your thinking,because I think a lot of us,
especially if you're juststarting.
You may not be making sixfigures, you may not be making
seven figures, but you'rehanging out with people that are
making six figures or less lessthan seven figures, I'd imagine
(15:47):
.
Less less than seven figures,I'd imagine.
And so our frame of referenceis small.
And so looking at business andwealth content opens up your
mind to like there's, there isopportunity out in the world,
(16:14):
but I need to go into the worldand I need to go find it.
But if you're always justlooking around and like well,
all my friends, you know theyonly make 60 K a year and
they're okay, like um it, itkeeps your think small and and
I'm not saying that you have tomake a million dollars to be
(16:35):
happy Like, I know plenty ofpeople that make 50 or less and
they're happy with their family,and that was my family.
We were happy when I was making50 K as a youth minister.
But then we found like there's,there's a bigger world out
there and that was attractive tous and we wanted to go pursue
that.
So that's what we're doing.
We're pursuing that abundance,that life to the fullest jet
life to the fullest jet life tothe fullest materially to inform
our interior life.
But I'm not going to go there.
But anyway, business and wealthit helps you start to think, it
(16:59):
increases your mind so thatwhen you're doing the cold calls
and you're getting, it's like,okay, well, this is the price of
admission, this is what it'sgoing to take to get to the
other side of this goal.
So business marketing content,I think, is good.
Sales content, things like ChrisVoss, numbers for the
Difference, 10x, Grant Cardone,jeremy Miner, nepq, learning how
(17:23):
to deliver your message, how torespond to objections or
knee-jerk reactions that's askill.
Using your tone of voice, beingcognizant of your tone of voice
, being cognizant of somebodyelse's tone of voice, being able
to label what they're sayingaccurately, to build a bridge of
trust these are all skills thatmost people don't even realize.
(17:47):
And it's funny because when Ifirst came into it and I was
starting to have success, I waslike, oh cool, I must be really
good at this.
Well then, fast forward.
Two, three years later I find atraining material and it's like
oh, you need to use your voice,you need to use humor, you need
to use the script, whatever.
And I was just naturally doingthat.
So you may be a naturalsalesperson, but there's like I
(18:09):
said, success leaves clues, andwhen you can learn those clues,
you can improve on those skillsand you can pass them along and
help others, which I think isreally really cool.
So, and last but not least, ofcourse, spiritual content.
Whether you are religious ornot, I think, having an
(18:31):
understanding of the biggerpicture, that is, it's not just
about selling jets, it's notjust about fame or popularity,
it's not just about money.
Um, there's something greaterhere, you know, and um, I think
when you fill your cup up withthis stuff, consuming good
content, it helps fortify, whenthings, it fortifies your
(18:58):
mindset and it gives you anidentity of who you are, whose
you are.
You belong to your family, yourcommunity.
Maybe you're God, it's up toyou.
But once you know that, youbecome a lot more disciplined
and you can face.
Face the trials, all right,control the controllables.
So, so, to build a strongmindset.
(19:19):
First we're going to we'regoing to consume good content,
then we're going to control thecontrollables.
This is something that my soccercoach told me in high school,
and basically you're going to dothree things You're going to
learn your script, you're goingto internalize your script,
you're going to master yourscript.
You're going to learn yourscript because it's going to
(19:39):
show you that there's only somany ways that people say no to
you Truly, when you ask them aquestion, especially on the
phone.
There's four options.
One they're going to respondpositively to you like yes, tell
me more, I've been hoping thatyou call me.
Number two they're just goingto hang up.
No and hang up, that's it.
Number three they're going tosay no, you're going to tell
that they want to hang up butthey don't hang up.
(20:00):
And then number four, the mostcommon is, they're going to say
no, they're not interested, butthey're still going to stay on
the line.
So once you know that, you canmap out the call.
And so this is exactly what wedo in our JetBroker certificate
program.
Let me pull this up for youguys.
And again, if you're interestedin this, come to
(20:30):
circlejetlifearrowcom.
Here's the JetBrokercertificate program.
Download the workbook.
This is the workbook that wework through for our certificate
program and you'll see on thebottom, towards here, we map out
the call for you.
This is the script.
So first we show that there'sfour components to every single
(20:52):
phone call the greeting, thefact finding the demo and the
close.
And then we map it out for you.
So you start in the greetinghey, I'm Michelle LaFerro, good
morning, good morning.
Reason for the call is I waswondering who you're opposed to.
Okay, and here they go.
No, they want to hang up.
Tell me more positive or no,but they don't hang up.
I didn't put in the, they justhang up because I didn't think
(21:13):
it was important.
Anyway, so once you know thatthese are pretty much the three
options that you're going toface, well, now you know how to
handle it.
So they say I'm not interested.
Great, wait, no problem.
I understand you're notinterested in selling your plane
.
It's not on your radar rightnow.
Just out of curiosity, what'sone problem with your plane that
, if I could solve it for you,whether you want to sell it or
(21:34):
not might get your attention?
Are you not using it enough?
Or maybe it's costing you toomuch in insurance or doesn't
suit your needs or mission.
And now we can continue theconversation and we go through
it, okay, and again, you knowthere's only so many answers, so
many answers, and then we, thenwe, then we close it up, right,
and then, and there's more,there's more to this.
So, so, learn your script.
Learn your script and then,secondly let me add this to the
(22:04):
stage again internalize it.
Learn the different ways tomove past finding no.
So first you're going to learnit, that you're going to realize
, okay, there's only so manytimes they can say no to me or
ways they can say no to me.
Then you're going tointernalize it, so you're going
to learn oh, there's differentways that I can respond to this,
certain things they can do.
(22:26):
Now, there's ways that I canrespond to this, and you're
going to test them and you'regoing to find the one that works
for you.
You're going to internalize itand you're going to master it.
You're going to use thesestrategies on a daily basis so
that, no matter what they say,you're able to ebb and flow with
it.
And you're going to have gooddays, you're going to have bad
days, but the controlling of thecontrollables builds confidence
.
This is where confidence comesfrom, it's from controlling the
(22:47):
controllable.
So mindset is based on visionand discipline.
That's the foundation.
And then, in terms of actionitems number one consume good
content.
Number two control thecontrollables.
Number three find a goodcommunity.
This is exactly why we createdthe Circle community for
(23:08):
aspiring jet brokers and forcurrent brokers.
It's a place where people canlearn and grow together.
It's a place that hasconsistency.
I'm always here every Wednesdaydelivering content to everybody
.
You want to find a place thatyou can check in with one
another.
Competition is good.
I remember we used to dolisting competitions who can get
the most listings in 30 days?
We used to do who can make themost phone calls in a week.
(23:30):
So it's good to have targetsthat everyone is striving for.
Collaboration Listen, I believethat there's enough stuff out
there.
There's enough supply out therefor everybody.
So when you're in a goodcommunity, in a healthy
community, you should be able towork together, and aviation is
a really big community.
It's a really cool communitywhere I believe people do, for
(23:53):
the most part, want tocollaborate with one another and
want to encourage one another.
But you just got to find theright people, and you can find
this in a brokerage.
There are great brokerages outthere.
I feel like when I was workingwith my brokerage, I felt like
we were in a good community.
We learned together, we growtogether, we had good
competition, we had goodcollaboration.
We would collaborate on deals.
So so I'm not here to say like,oh, the circle community is the
(24:16):
only place that you can findthis.
No, but it's a.
It's a place where you can goand um and find a community,
especially when you're gettinggetting started.
Let me go ahead and add this sojust to show you again within
here, we've got a discussionstab, we've got a course where
you can learn and grow, we'vegot resources and people are
(24:39):
asking business cards, they'regiving data on different models,
asking questions and gettingresponses, blending brands and
we're getting good comments here.
So I would encourage you tocheck out the Circle community
(25:03):
because there's a lot of goodstuff going on there.
So I would encourage you to goahead and learn more at circle
Shut life, arrowcom, and that'sit.
I wish you all the best on thisjourney with your, with your
mindset, disciplining yourdisappointments, having vision.
Join the circle community.
(25:24):
Reach out to me.
You can send me a directmessage right there on circle or
we could schedule a call, and Iwant to help you.
Aviation changed my life.
I want to help more people.
I'm on a mission to help morepeople change their life through
aviation the way it helped me.
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