Mastering Mindset: Transforming Negativity into Business Success with Ricky Kalmon

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This episode dives into the power of mindset in business, exploring how our thoughts can hinder or help our success. Ricky Kalmon shares practical strategies to overcome self-doubt and foster a positive mindset, emphasizing ongoing personal growth and awareness are keys to achieving your goals.

• Recognizing the importance of mindset in personal and professional growth
• Addressing self-doubt and the common patterns that hinder success
• Strategies to foster positive thinking and challenge negative beliefs
• The transformative role of hypnosis in shifting mindset
• Building strong customer relationships through education and experience 

Get Ricky's Book "Leverage your Mindset" at Amazon

Get the App for your Iphone or android "Leverage Your Mindset" By Ricky Kalmon

Official Site: https://rickykalmon.com

Thanks for listening!
Please help us out with a follow, rate, and review!
All Things Chris! https://www.Chrislalomia

Have any questions or comments? Connect with me here!

Previous guests on The Small Business Safari include Amy Lyle, Ben Alexander, Joseph Sission, Jonathan Ellis, Brad Dell, Chris Hanks, C.T. Emerson, Chad Brown, Tracy Moore, Wayne Sherger, David Raymond, Paul Redman, Gabby Meteor, Ryan Dement, Barbara Heil Sonneck, Bryan John, Tom Defore, Rusty Clifton, Duane Johns, Beth Miller, Jason Sleeman, Andy Suggs, Chris Michel, Jon Ostenson, Tommy Breedlove, Rocky Lalvani, Amanda Griffey, Spencer Powell, Joe Perrone, David Lupberger, Duane C. Barney, Dave Moerman, Jim Ryerson, Al Mishkoff, Scott Specker, Mike Claudio and more!

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If you loved this episode try these!

• You Should be in the PeopleWare Business Not Just the Software Business | Mark Herschberg

• HR Usually Sucks…but It Doesn’t Have To | Wendy Sellers

• Are Leaders Born or Trained? – Ron Reich

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From the Zoo to Wild is a book for entrepreneurs passionate about home services, looking to move away from corporate jobs. Chris Lalomia, a former executive, shares his path, discoveries, and tools to succeed as a small business owner in home improvement retail. The book provides the mindset, habits, leadership style, and customer-oriented processes necessary to succeed as a small business owner in home services.

Episode Transcript

Speaker 2 (00:00):
new one for me, I have a question.

Speaker 1 (00:03):
I got a question, the whole mindset shift thing.
I think everybody knows thatthey need to think better and
they need to be more positive,but at some point the hardest
customer to sell is yourself,you know.
You know you need to thinkbetter.
So let's take hypothetically aguy named Chris who is just

(00:23):
always negative and you know youneed to think better.
So let's take hypothetically aguy named chris who is just
always negative and, you know,always downer and all that stuff
, and he, chris, thishypothetical person knows he
needs to think more positively.
But how do you believe it?

Speaker 2 (00:37):
welcome to the small business safari where I help
guide you to avoid those traps,pitfalls and dangers that lurk
when navigating the wild worldof small business ownership.
I'll share those gold nuggetsof information and invite guests
to help accelerate your ascentto that mountaintop of success.
It's a jungle out there and Iwant to help you traverse
through the levels of owningyour own business that can get
you bogged down and distract youfrom hitting your own personal

(00:58):
and professional goals.
So strap in Adventure Team andlet's take a ride through the
safari and get you to themountaintop.
Let's get ready to rock thisone, alan.
We haven't been in the studiofor a little while, so we've got
to get this one going andfinally we have somebody in

(01:18):
studio with us.
Not just us just talking to eachother or somebody on Zoom.
We're talking to somebody inperson, guys, this is amazing.

Speaker 1 (01:25):
And that means more bourbon.
That means you actually bringout the good stuff instead of
just a crappy maintenance.
Bourbon you feed me.

Speaker 2 (01:31):
And we did Shout out to Steve Beach and we're using
his bourbon yet again.
Beach is the master networker.
I don't think anybody inAlpharetta has not heard of this
guy.
I brought him up just toanother person.
He came out.
So, guys, you guys listen tothis episode.
We're trying to make some stuffhappen.
I'll tell you.
I got some great feedback justtoday, before we went into the
studio talking about hey, I hearyou on this show and I have a

(01:52):
few questions.
Would you have a minute to talkto me some more about this?
I love it.
Who is he?
He is another remodeler inanother state who's trying to
figure out how to scale, like Ihave.
So we're starting to figure out.
Everybody here is listening.
We're all trying to get betterat what we're doing.
Right, we're trying to get upthat mountain, trying to figure
out how to scale, try to figureout how the safari is supposed
to work, and that's why you'rehere listening, guys.

(02:13):
And today we have the big one.
We get the one that talks aboutleveraging your mindset,
talking about that mind, thosefive inches between your brain.
We're talking about and I'mgoing to use a golf reference
what's the worst five inches ingolf?
The ones between your ears.
That's right, alan, and I cantell you right now those five
inches are absolutely cripplingmy game.
So we're going to get to thatat the end.
There were so many jokes inthere.

(02:33):
Oh my God, oh there are.
Yeah, we're working clean here,alan, are we now?

Speaker 1 (02:39):
Fucking.
All right, let's get back to it, please.
You know, what you got meexcited about is this guy can
hypnotize me and I can break 80.
I know that's what I heard.

Speaker 2 (02:47):
That's all I heard.
So not only is this guy anauthor, a well-known speaker,
speaks to the Fortune 1, fortune500, but he actually can talk
to us guys who are maybe alittle bit on the smaller side,
right?
Maybe you're sitting theretrying to figure out how to
crack a million, trying tofigure out how to crack 2
million, or maybe you're, likeme, sitting there struggling
between 5 and 6 million, tryingto figure out how I'm going to

(03:08):
get to 10.
That's where I'm trying to getto.
So you've got to unlock yourmind.
I just had a strategic meetingwith my guys talking about how
to do this.

Speaker 1 (03:19):
We've got to change our habits, because we can't get
.
Where we're trying to go Is thestrategic meeting and they just
sit there and nod their head.

Speaker 2 (03:23):
That was the breakout .
Okay, so that's what I do.
I try to build them up and tellthem our word of the year this
year, by the way is dependable.
It's expendable, dependable,dependable, thank you,
dependable.
So, guys, let's get into this.
Ricky Kelman is here with us,and this guy not only has a book
has an app you can down.

Speaker 3 (03:49):
He's kind of a big deal.
He's a big deal, man, and Itell you what doing the research
um.

Speaker 1 (03:51):
And here's how did we met him.

Speaker 2 (03:52):
We met him at one of beach and parks over bourbon
again, it's just, it really isscary it really is.

Speaker 1 (03:54):
He is the kevin bacon of atlanta.
He is a kevin bacon of atlanta.
But what a what a great placeto meet somebody.
There's a fireplace, there's atable that had how many bottles
of bourbon like 50 bottles.

Speaker 3 (04:03):
I talk about this.
It's funny, it was back indecember, I talk about this.
By the way, thanks guys, goodto see you both.
Yeah, like right back at you.
Uh, and we had 50 bottles tochoose from.
And how do you choose from 50bottles?
And, uh, we did, and I've youknow, it's interesting.
Um, you never know what's goingto happen when you meet people,
and I think, as an entrepreneurand I think you guys can

(04:23):
associate this you just you gotto put yourself out there and
you got to just take every daylike for what it is, and you
never know who you might meetand what a difference not only
they might make on your life,but you can make on theirs.

Speaker 2 (04:37):
Yeah, you know, one of the things that I think is
really interesting I was justrelaying this to one of my guys
at the office is that you go towork and you grind and grind and
grind and you're like come on,man, when am I going to get mine
, when am I going to get mine?
And then everyone's like youknow, I'm just going to take a
break, I'm going to go up, maybehit a few golf balls at the
club, do whatever.
And you know, what's amazing iswhen you do something like that
and you're not looking for it,then maybe I should just go play

(05:01):
more golf.
That's what Alan did.

Speaker 1 (05:03):
Well, do you remember when we were driving in?
It's like, okay, what are yourexpectations?
Is this just making anappearance and glad, hand a
little bit and leave?
And you're like, yeah, that'swhat I'm going to do.
And next thing you know, weweren't in it for the long haul.
I mean I didn't want to get toit.

(05:29):
At some point I expected thatcome and you know you need ubers
and there's 300 people in hisbackyard.
Yeah, exactly, the good news isprobably the cops.
No beach too.
Yeah, they were there, theywere there, they were, they were
all there.
But then we meet ricky and Imean you know, and actually you
were, normally you're justmaking small talk and you're
trying to be interesting andthen you're like I don't know if
I want to talk to this personanymore.
And you were, you wereimmediately trying to help us oh
which I thought was coolliterally.

Speaker 3 (05:43):
I mean, I you know, I know chris, who's chris stone
cast head, you know cast ahead.
I'm sorry, almost cast ahead.
Uh, he was a phenomenalproducer and I I'm like you
wanted to grow your podcast.
I'm like, dude, I got, I knowsomebody oh yeah, you were like
this guy's like guru, you should.
You know people have helped mein my life.
I want to help.
I want to unsolicited.

(06:04):
I want to help other people anduh, sorry, Chris, that I
butchered the name of yourcompany.
It's cast aheadcom.

Speaker 2 (06:11):
Well, I'll tell you, uh and props to you, actually
for bringing it up yet again,because that's the first thing
you said to us is like hey guys,uh, and you tried to figure out
a way to help us.
You didn't even talk aboutyourself.
Nope, a way to help us.
You didn't even talk aboutyourself, nope, we, in fact we
even asked, and you went.
You said no, but you guys arein a podcast.
Hey look, before I leave, letme give you my card and let's
connect.
And then, um, the holidays hit,and just like everything you

(06:31):
know, things kind of shut downfor a lot of us and didn't go as
fast, and the day I was goingto contact ricky, he contacts me
.
I'm like he.
He said I'm going to help you.
Well, I knew that, though, andhe was ready to help.

Speaker 3 (06:42):
So he's not just I'm just, he's a mind reader.

Speaker 2 (06:45):
Yeah, he is a mind reader.
I mean, he's already.

Speaker 1 (06:46):
You need way more than you know what you need.

Speaker 2 (06:48):
I have no idea what I need.
We all know that.

Speaker 1 (06:50):
Well, we know, but we're back.

Speaker 2 (06:55):
So, Ricky did you just fall out of the, fall out
of the cradle, went to schooland then bang mindset.

Speaker 3 (07:00):
It's kind of weird.
You know, I grew up I grew upin st louis.
I was a kid magician,entrepreneur spirit.
So if your listeners areentrepreneurs which I know they
are, I was just driven bybusiness as a young kid and I
loved it.
I mean, I magic, being amagician really was like I'm
talking like my first gigs werelike 12, 13, 14 years old and,

(07:22):
oh yeah, I was making like 10bucks a show.
It was pretty cool cool Dude.

Speaker 2 (07:25):
You were making the big bucks.
He was making money at 12 bucks.

Speaker 3 (07:28):
Yeah, well, baby it was very cool and and I got
really into the magic business.
I met a hypnotist, did notbelieve in hypnosis.
Literally I was like what isthis stuff set up?
And and literally it kind offell on my lap just building
relationships, relationship withsomebody.
And he said I want to teach youhow to do it.
And I said why, like why wouldyou teach me?
And he literally said because Ithink you can do something that

(07:51):
nobody else has done.
And he asked me what would youdo?
And I said after watchinghypnosis for the first time, I
said I would probably do theopposite of what everybody else
he goes.
That's exactly why I want toteach you.
How old were you At that time?
I was 15.
Holy, wow.
So I worked on the show for twoand a half, give or take three
years.
My first show I was 18 yearsold and with doing hypnosis and

(08:13):
my first client wasAnheuser-Busch.
I booked a Christmas partyduring their holiday party Crazy
, I know.
So back in the day.

Speaker 2 (08:19):
Yeah, no pressure when.
No pressure when we're talkingabout what was that time period
on that one, this was 1987.
We're no partying but you'renot the seventies where they're
probably were breaking out thebourbon and feeding the 18 year
old a bunch of bourbon, no, no.

Speaker 3 (08:31):
I, I I didn't tell anybody I was 18.
I was wearing a tuxedo, I wastrying to look older than I was.
I just came in and just tookcontrol of the room and did the
show.
So successful, good thing, goodthing.
And I had booked a couple thatmonth and they were all
successful and I'm like this iswhat I'm gonna do with my career
.
Went to college, I'm aUniversity of Missouri grad and

(08:52):
go Tigers, but I knew I wasgoing to blow this up and so
when college was over, I prettymuch worked every comedy club in
the country 42 weeks a year onthe road in my early twenties.
But my driven passion was tocreate programs for corporate
events.
So I would do everything, fromcontractor events to trucking,

(09:12):
to hospitality, to pharma, tofinancial it doesn't make a
difference.
But the show led to okay,that's not what I thought this
was.
Nobody was being controlled andyou didn't make fun of anybody.
It was a fun experience and, bythe way, look how well these
people relaxed and theydispelled their limiting beliefs
and they were so present.

(09:33):
Oh see, people are like okay,I'm talking now.
Yeah, and then I started yeah,and then I created programs
present, oh, be present.
And that's what it all started.
I created programs to helppeople.

Speaker 1 (09:47):
Never mind.

Speaker 3 (09:49):
I didn't pick up what he put down, but I followed.

Speaker 1 (09:52):
He's never present, he's always just off in the
future and on the speedboat withthe bikinis.
That's true, that's right.
Big pass go boat.
That's right, big pass go boat.

Speaker 3 (10:00):
So let me ask you a question Would you like to sleep
better, feel better, have moreenergy, be more focused, be more
present, present, be present.

Speaker 2 (10:07):
Be present.

Speaker 3 (10:08):
Be more driven, be more clear towards your
direction or really just putyour positive intentions into
action.
Does any of that resonate withyou?

Speaker 1 (10:16):
I'm kind of neutral on that.
No, I'm just kidding, so you'recomfortable with the status quo
, right?

Speaker 2 (10:20):
No, I'd rather just go that one's fine.

Speaker 3 (10:23):
I don't want to make any more money in life.

Speaker 1 (10:25):
I'm just comfortable in the backyard I'm just gonna
write it like it on my deathyeah, alan says just let me put
my jammies on and watch matlock,okay chris, on the other hand.
He's in, he's all in.
He wants everything better andbigger than everybody else okay
which is why I asked you whenyou autographed the book, and,
and, and you.
Alan mindset matters more thanChris.

(10:46):
He's laughing now, but it'sgoing to piss him off for a long
time and I thoroughly enjoythat and I thank you very much.

Speaker 2 (10:54):
I'm laughing on the outside and I'm actually not
laughing.

Speaker 1 (10:58):
I get the finger and I'm going to have a flat tire
when I go back out to my car.

Speaker 2 (11:03):
I'm going to be packing but I can take out tires
, baby, all right.
So you never went the corporateroute.
You said you know I'm going togive this thing a shot.
I've never in comedy clubs.
It's hard.

Speaker 3 (11:12):
Let's talk about that one.
Well, I did it for years.

Speaker 1 (11:16):
He laid down the.
Don't you want the.
Oh yeah, I do want that.

Speaker 3 (11:19):
So the next part of that is most people know what
they want to do.

Speaker 1 (11:23):
This is why I'm here.
I keep.

Speaker 3 (11:24):
Chris back, keeping us online.

Speaker 1 (11:26):
That's right.

Speaker 3 (11:27):
The real if you wrap it all up in a bow.
Most people know what they wantto do.
They want to be richer, happier, more productive, whatever
spend more time with theirfamily, whatever.
I think we know what we want,but sometimes our intentions get
clouded by a distraction or weput things in their proper
perspective and we don't.

(11:48):
You know, we kind of like, wekind of compartmentalize things
at times.
We forget that we can controlour outcomes.
So my whole career has beenbased on teaching people how to
get out of their own way, how torelax and reduce stress, how to
put that intention to actionand a plan to create the habit
to make it a reality versus Iwish I could have done this, I
wish I would have done this.

(12:08):
You know I could never be assuccessful as the guy down the
street.
You know I could never breakthat.
You know if you say to yourselfif I, we can never break five
mil, we can never break it, wellthen you're probably right.
So move on to something else,because you've already in your
head said you can't do it.
So your mind hears that andwins to fail based on that
belief.

Speaker 1 (12:29):
So you're getting rid of the cancerous self-doubt.

Speaker 3 (12:31):
All right, 1000%, 1000%, and there is a cure,
there is a cure, and we alwayshave that remote control.

Speaker 1 (12:39):
All right so you hypnotizing us right now,
absolutely.

Speaker 2 (12:42):
No wait to.
The cancer over here has aquestion.
So cancer is saying blah, blah,blah, mindset, blah, blah, blah
, mindset, blah, blah blah.
How do you break through that?
Because a lot of us have thatright.
I mean, most of our thoughtsare negative.
So how do you break through it?

Speaker 3 (12:55):
Give us a little nugget, it's rewriting the
thoughts.
I mean, if your programming isalways doing the same thing over
and over again and you knowwhat you should be doing, what
are you doing to change it?

Speaker 1 (13:06):
It's the definition of insanity.
Right, I mean age old.

Speaker 3 (13:09):
No, I mean, I think that I think we get very
comfortable saying it's too hard.
Why start?
If it's going to be difficult,if it's going to cause pain in
our head, if we assume that wemight fail, why start?
Because we don't want to failand nobody likes to feel that
pain.
So again, I'm going to say itas an entrepreneur an
entrepreneur takes a risk, youknow, a risk with, with maybe,

(13:32):
um, a parachute.

Speaker 2 (13:35):
What is our parachute ?
Because I didn't feel like Idid.
I had one.
I mean, people have said thisall the time and said, well,
it's easy to jump when your wifehad a good job.
I'm like I never thought likethat, ever.
It never was in my mind.
My parachute was I'm going tojump at 37 because I figured if
I failed I could go back.
And now here I am.

Speaker 1 (13:51):
But you were confident enough where you
didn't think you needed aparachute.

Speaker 2 (13:55):
I never.

Speaker 1 (13:55):
No, I didn't think I'm coming out of this plane.

Speaker 2 (13:59):
I don't need a wild.
I mean, I jumped and I said,man, I'm rumbling, bumbling, I
never thought I was going tostop, but that was naivete, a
little bit Right, and a littlebit of people call it balls, you
know whatever, but hubris,hubris, uh, confidence, ellen,
please.
Thank you, right.
Um, so tell us a little bitabout that.
Because this parachute?
Do you have to have thatparachute?
Does that help you jump?

Speaker 3 (14:20):
Well, I'm not saying everybody's parachute is going
to be different.
Everybody's desires are goingto be different.
Everybody's outcomes aredifferent.
Right, I mean, there's noone-size-fits-all here.
What I'm saying is thatsometimes you have to get really
uncomfortable with theuncomfortable you have to

(14:42):
release yourself from thefamiliar to embrace the
unfamiliar.
Man, he's saying stuff that Ineed to process and that's not
good good to do, but that's okay.
I mean, you got to ask yourselfquestions sometimes everybody.

Speaker 2 (14:50):
We're gonna lose alan here in a minute.
He's gone off into a trance.
Oh, alan's got the own going on.
He's clicking, the fingers areclacking.
Next thing he wants he'sburning incense on me.
I'm like what the hell alan putthat away put it away, alan,
please.

Speaker 1 (15:01):
No, there's smoke coming out of my head already.

Speaker 2 (15:03):
Yeah, no so.
But at a young age you weredoing this.
You were saying, oh, I'm goingto work the comedy.
But the idea was I still had abusiness plan in my head, the
saying that I'm going to go dothis, so how do you action that
and get that moving?
Because you're doing one thingto get to another thing and I
think for a lot of us we're.
I'm doing this to become ahandyman.

Speaker 3 (15:21):
I start a knife sharpening business because I
want to be a knife sharpener ordo you want to be a franchise
owner of a knife sharpeningbusiness?
There we go.
Let's change that mind, youknow.
Or do you want, if you're ahandyman, do you want to own the
business?
You know, do you love thebusiness of construction?
And then do you say, well, I'dlike to.
How do I scale me?
Because there's only one me.
But can I scale the business?

(15:42):
You have to step back andactually look at it from the
audience point of view, like ifI looked at my brand and what my
services are, how do I growthat business versus?
Do you want to build a lot ofhouses or do you just want to
build one house?
Do you want to redo onebasement or redo a lot of
basements?
I mean, I just you know, I'mjust thinking about the
contractors and out there.

(16:02):
Just you know, sometimes it'sgood to step back because so
much of what we think about thatwe unconsciously do, we're not
aware of Our patterns, ourhabits.
I mean, you get up in themorning, you do probably the
same things every single day.
You know, we do the normalthings we get dressed, we brush
our teeth, we might get ourcoffee, but are there other
things that we do once we get toour desk?

(16:23):
Have we created patterns andhabits that maybe have served us
at one point?
But maybe if you step back andyou realize, you know what,
maybe I shouldn't be doing thistype of stuff.
Maybe I can hire somebody to dothe $10 an hour stuff, because
in my business I'm worth morethan $10 an hour and if I'm
doing $10 an hour stuff you'rewasting what you're doing.

Speaker 2 (16:46):
Guys, we are getting absolute gems dropped on us.
These are gold nuggets all theway around.
Ricky gets to go around andtalk to a fortune one, fortune
500 companies and they pay him alot of money for what you're
getting for free right now.
So pay attention, don't drivethat car to the ditch just yet.
Pull over to the side gentlyand just listen a little bit
more.
So, ricky, one of the thingsyou said was we have to change

(17:06):
our mindset and change ourhabits.

Speaker 3 (17:07):
That's really hard for us to do Nope, nope.
See, you're right.
If you say that that's thefirst thing, it's like you're
absolutely right, it's reallyhard.
So my biggest challenge withyou now isn't changing the habit
, is changing what you're saying.

Speaker 1 (17:22):
You're such a butthead man.
I mean, he's been talking aboutit already, for 20 minutes, but
that's okay, cause you're notalone.

Speaker 3 (17:27):
Everybody does this, and I'm going to we're going to
talk about golf for a second.
I mean, you think you guys aregolfers?
Oh, ellen's back, all right,hello, you're playing.
You're playing a normal course,you're used to, and you're
talking to yourself during that,that round.
How often have you identified ahole that you haven't even
approached yet, already knowingthat's going to be a difficult

(17:50):
hole?
So now you're so worried aboutwhere you are on five and you
haven't gotten to 15 yet,because you know at five you've
got to show up, because if youmess up five, you're already
strokes behind now and you'regoing to have to attack 15.
And 15 always gets me Right.
So if you, you know, mess upfive, you're already strokes
behind now and you're going tohave to attack 15 always gets me
right.
So if you already now arethinking about something that
hasn't even happened yet, you'realready sabotaging your success

(18:11):
before you even start how aboutthat?

Speaker 2 (18:14):
that's called being present, and that's exactly what
we all do.
So I've heard this phrase.
Let's use golfers and we'll usethat metaphor.
Back to business.
Is that the difference betweenan amateur golfer and a pro
golfer is that when the progolfer mishits a shot, he
doesn't think about that lastshot, he doesn't dwell on it, he
doesn't think about all the badthings that just happened and

(18:35):
all the bad things he goes.
The next shot I hit is going tobe my next best shot,
Absolutely.
So how do we do that?
How do we in business?
Right, and we took a chance.
We did something.
It didn't work.
Now what?

Speaker 3 (18:47):
You know, I've always kind of thought like when I'm
doing a speech or a keynote oreven a show that I do, whatever
I did yesterday, it's done, andnow I got to focus on the next
one being even better.
And if I don't do that, that'sthen I'm in trouble, because if
I stay at the same level ofmindset, that well, that was
fine, why fix it?

(19:07):
Why fix it?
If it's not broken, then I'mgoing to continually do the same
material all over again.
It's just going to be recycled,and that's not good In business
.
We all know that we have toreinvent ourselves.
I'm sorry, you don't have to.
You can stay comfortable.
If you're comfortable right now, that's fine.

(19:32):
I'm not here to tell you thatyou're wrong, but if you have
the mindset not to overplay thatword here, but if you have the
mindset that I want to grow, Ideserve more.
I want more.
I want to grow my business.
I want to grow a better team.
I want to reduce burnout.
I want to keep my employeeshappy.
Right, I mean that's important,because what's it?
What does it cost you toreplace an employee?
Yeah, I mean, the numbers arestaggering.
It's ridiculous, it's ridiculous, he says, and then it's hard to

(19:53):
find somebody, said to set,it's hard to find somebody who
you know we're going to fix thatmindset for you, ricky, don't
worry about that.
Uh, alan's coming out of theit's hard to find somebody to
replace, so-and-so, and now Igot to, so I'm just going to
keep that one employee because Iknow.
If they're slowing me down,that's fine, but I don't have a
time.
Well, okay, but do you?
You know, let's, let's talkabout this.

(20:13):
It's a business, it's afor-profit business, right, I
mean, we're a for-profitbusiness.

Speaker 2 (20:17):
There's been years where I doubt that, but yes,
most of the time I'm trying togo for profit.
Alan, Is that right?

Speaker 1 (20:23):
Is that a?

Speaker 2 (20:24):
switch.
I'm striving.
Yes, there's been years whereI've actually been not for
profit.

Speaker 3 (20:28):
Right.
So you have to.
I think you have to remindyourself that you are a for
profit business.
And is this profitable?
And is this going to help megrow my business?
And again, it's.
I'm going to use this phrase.
It's so important.
I think, at the end of the day,you don't have to decompress
and you don't have to get toophilosophical here, but isn't it
nice when you hit the pausebutton at the end of the day?

Speaker 2 (20:48):
So you talk about that in your app and talk about
it in your book, I believe, thepause app.
What is the pause?
Because I don't like to pause.
Well, how, how many timesbetween the two of you.

Speaker 3 (20:59):
California have you told each other to do something
and it was a command, right?
Hey, you need to relax, youneed to loosen up, you need to
focus better, you need to bemore aware, whatever.
It's easy for people to saythat in life you need to.
Well, that's a command and youmight agree with what they're

(21:19):
saying to you, but is that asolution?

Speaker 1 (21:21):
No, no kind of pisses you off, a hundred percent, it
pisses you right off, right.

Speaker 2 (21:25):
Hey, chris, just get away from the business.
You need to chill out, you needto chill.

Speaker 3 (21:28):
So if I walked up to you, I got you chill, stressed
out, and we were off the air andI could just see on your face
if I said you look stressed.
That just kind of validatesokay.
Yeah, I know already, you don'thave to tell me You're not a
mind reader.
I know I'm stressed, butwouldn't it be better if I

(21:50):
walked up to you and said hey,listen, the other day I want to
tell you something really funnya story and I just completely
redirected the wholeconversation.
I knew you were stressed and Ijust wanted to just tell you
something stupid or funny.
Doesn't that reset your mindsetat that very moment?
It does.

Speaker 2 (22:06):
That's a great pattern interrupt.
We talk about that in sales allthe time.
We did an incredible patterninterrupt.

Speaker 3 (22:11):
Yeah, and I use trigger words, like on the golf
course with golfers, I tell themto think we use certain trigger
words that completely shiftwhat you're thinking about that
moment, like shank.

Speaker 1 (22:24):
That's a trigger word for me.
I'll go rocket yeah.

Speaker 3 (22:28):
I'm sure it works really well.

Speaker 2 (22:30):
I could go on for days.
Don't shank, oh God, don't suckdown, do not, do not hit in the
water, do not hit the water, ohGod, don't suck down, do not
hit in the water, do not hit inthe water.
And there you do.
Because, why?
Because you're focused on nothitting it in the water.

Speaker 1 (22:45):
Bob Rotella talks about that in his book.

Speaker 3 (22:46):
Who's this guy?
Dr Bob, dr Bob, godfather of DrBob's, not on our podcast yet.

Speaker 2 (22:51):
Dr Bob, I got Dr.

Speaker 1 (22:52):
Ricky I got.
Dr Ricky has made me a muchmore mediocre golfer than I
deserve to be.

Speaker 3 (22:59):
All right.
Well, then you come to me.
I'm going to blow it up for you, is that right?

Speaker 1 (23:02):
Well, I heard it, you're going to make me break 80
.
But yeah, I mean, if you'restanding on the tee and you say,
don't hit it in the water,you're going to hit it in the
water, and so, in other words,you should just pick a specific
target, like not just that treebut a leaf on that tree, and
it's sort of the aim small, miss, small.
You remember the Patriot, yeah,and so the tighter your target,

(23:23):
the more likely you're going tohit it in that general
direction.
It's helped me a ton.
Okay, thank you, dr Allen.
Hey, thanks for letting me talk, chris, for more than 30
seconds.

Speaker 2 (23:41):
No, that was a good one.

Speaker 1 (23:42):
No, to be honest, the aim small, big, uh, miss small
that resonated with you becauseyou like the patriot I do love
the patriot.
I'm telling you what man.
Every year that's an annual onefor me, although I have a
question I I got a question thewhole mindset shift thing.
I think everybody knows thatthey need to think better and
they need to be more positive,but at some point the hardest
customer to sell is yourself,you know.
You know you need to thinkbetter.

(24:03):
So let's take hypothetically, aguy named chris who is just
always negative and, you know,always downer and all that stuff
, and he, chris, thishypothetical person, knows he
needs to think more positively.
But how do you believe it?
I mean, what do you?
Is there a?
Is that where the hypnosiscomes in?
Well, I think it's.

Speaker 3 (24:23):
It's there are several layers of it, so I don't
think hypnosis is the quick fixto anything I'm kind of kidding
with that.
No, no I think it's a great.
No, I want to explain that,though, because, yeah, I will
have people say to me ricky,just can you just hypnotize me
and just snap your fingers andjust get rid of all this stuff.
You know, whatever I got goingon in my life it's a very common

(24:44):
thing or quit smoking, or quitvaping, or quit eating or
playing.
Better, just snap your fingers,just put me under.
I've seen what you do, and youhave to look beyond what this is
.
It's not what I do, and youboth of you kind of alluded to
this a few moments ago.
You have to realize that youare in control of your thoughts,
not me, and the most powerfulhypnotist in the world is

(25:06):
ourselves.
And so, as you dive into mycontent and everything I do, you
start to realize it's not aboutthe session of closing your
eyes and breathing in thescripting that I teach you and
how to create words and triggerwords and little things of
redirects.
It's all of that, all of thatcombined together.
So, for example, when you're inan industry, whether it's

(25:29):
contracting, or whether you'rein the food industry, the more
you're involved in that industry, the better you get at it right
.
The more people you know.
The more people you network,the more people you network with
, the more you know about theproducts, how they're made,
where they're sourced.
You know everything about it,in fact, from even the wood, the
lumber that you use.
You already know oh, that's abetter supplier.
You know that it's going to bemore resilient, right?

Speaker 2 (25:52):
He knows that?
Wow, that's funny because I waslike, yeah, how does he know
that?
Damn, he's good at this Allright, come on everybody, he's
good.

Speaker 3 (25:58):
So my question is if you know your business which I
know you do do you know yourselfas well?
And I think it's a deeper diveand there's nothing wrong with
taking that pause.
We go back to it and realizingand setting some time for
yourself.
And I'm not talking light acandle and feel this special
time and you're going to havethis meditation.

(26:19):
No, no, no, no.
Let's look beyond all thatstuff.
Sure, those are nice things toget mindful, but I think the
more you dive into this and youstart to realize it, the more
you start talking about it toyourself.
And then you start talkingabout it to other people and
when you lead within yourself asan individual and you start to
see the small little changesevery day, people around you

(26:39):
start to notice it that's agreat point.

Speaker 2 (26:42):
You know the uh.
So there's the pause, and thatis is trying to reprogram
yourself.
You don't have to do it all atonce.
It's not, it's.
It's not.
You actually said it.
It's not a.
Snap your fingers, then bam,you lost 20 pounds.
Not snap your fingers and bam,you're 10 million.
Snap your fingers and you'reshooting under 80.
It's.

Speaker 1 (27:00):
I don't know, maybe I can help you with that Close to
home on all three of those,chris, all three of those.

Speaker 2 (27:06):
So anyway, hit them off Just 20, huh, I just need to
do two at a time, I think, iswhat I can do, two at each, by
the way, so that's an insidejoke.
And, by the way, so that's aninside joke, um and uh, by the
way, uh, the good news is the pais still living.
Um, so that's good.
And so the long joke is rickyis that we're checking my a1c

(27:27):
because now I'm in the obesecategory.
Oh, officially, that's what shetold me.
Yeah, I was on.
She goes.
You know, if you lose 20 pounds, you're 10 pounds, you'll be
right on the edge.
I'm like that's awesome thankyou.

Speaker 1 (27:37):
Your goal is just solidly overweight.

Speaker 2 (27:39):
I just want to be solidly overweight so no, back
to ricky uh and talk about thepause, please.
Thank you.
That story is for another day.
I've said it before on thepodcast everybody it's a good
one, um, but when somebody tellsyou that for the first time,
especially when you work out,you, you do all the things you
do you lift some weights?

Speaker 1 (27:59):
You know doctors suck sometimes.
I mean, I told you about whatmy doctor said on the last
physical.
Yeah, do you think about deathmuch?
Sorry, not until now.
Thanks a lot.
Yeah, I appreciate that.

Speaker 3 (28:10):
Because we're selling packages.

Speaker 1 (28:12):
That's right.

Speaker 3 (28:15):
They're setting you up for the afterlife Anyway.

Speaker 2 (28:16):
They're setting you up for the afterlife.
Anyway, ricky is looking I lovethat Looking at the business
opportunity there.
That's what Rick is.

Speaker 3 (28:22):
That's my mind.
He is always looking for thebusiness, all right, so let's
talk.
I sleep with a notepad.
That's awesome In my head, ohmy God, that's awesome.

Speaker 2 (28:32):
All right, we're changing our mindset here,
people.

Speaker 3 (28:42):
We're trying, we're changing our mindset here.
People were trying to do itlittle steps at a time, take
those little pauses, do thoselittle things.
So a couple of things maybe.
At the end of the day.
I mean I love to help people, Ireally do, and that's kind of
how we we met and I was underthat philosophy that when I was
a young man, somebody helped mein all parts of my life from
helping me buy my mentors, helpme buy my first car, help me
start my first business, help mebuy my first car, help me start
my first business, help me pickwhich college to go to, what to

(29:04):
do next in life.
They didn't spoon feedeverything, but they gave me
little nuggets that I picked upon and I realized it wasn't.
What they were giving is thatthey were serving and they were
helping me.
And I'm like you know what Ireally love doing this.
I want to do what I was givenat a young age the unsolicited,
unbiased, no, no hidden agenda.
You know, hey, I just if Icould help you out.

(29:26):
You know, it just happens.

Speaker 2 (29:28):
So I love that, that you're doing this.
So let's go to some of thehighlights of your.
You know, we've been teaching,we've been preaching, we've been
talking, we've been doing allthis stuff, stuff.
What was the best keynote youever gave, like the one you just
came out there, man, just, Ijust I wish I knew you were
gonna ask me something like that.

Speaker 3 (29:42):
So here's a weird thing, because we want to live
in that moment.

Speaker 2 (29:44):
No, no, no, it was that high.

Speaker 3 (29:45):
You came out there, you're like oh, my god, there's
two ways I'm gonna answer this.
Um, that first gig that I everdid, the first time I ever did a
hypnosis show I I remember itlike it was yesterday.
I actually found the picture ofthat first event.
It wasn't the first paid event,which was Anheuser-Busch, it
was a free event that I did andwalking out of there that day

(30:07):
was the best event ever I everdid.
Now it's kind of mediocrecompared to what I've done now,
but I've learned so much, but itwas euphoric, it was, and I
walked out of there going thisis a freaking business and I
love doing it and I'll neverwork the rest of my life.
Literally I will.
This will be a business I won'thave to work, if you know what

(30:29):
I'm leading into.
Yeah, a hundred percent.
So good thing that happened,cause if it would have sucked, I
don't know what I'd be doingright now, but I know I'd be
doing something adventurous.
So, going back to the, the best, the best game was that that it
worked.
And I just knew, and I lookedat this as a business, not as a.
I never looked at what I'mdoing is for fame, you know,

(30:51):
although it is more you dopeople, more people know you,
but I never looked at trying tobe famous, but the more you know
anyway.
So now my goal is, and eversince then, is always, to walk
off stage with the best gig,like when I walk off, that was
the best one ever.
Right now, that's not alwaystrue.

(31:12):
You know that I've had someevents that you know.
Maybe I wasn't on point ormaybe whatever it was, maybe the
audience wasn't getting a vibeand I took.
I had to work a little bitharder, so it was harder for me
to pull them in.
And that happens if they don'tknow you and they don't care and
like who's this guy?
And I'm going to be spending anhour listening to him and my
job is right now to win themover as quickly as possible,

(31:34):
because I want to show you Ihave value and your time
watching for the next hour isgoing to be worth it.

Speaker 2 (31:40):
You have to work a little bit harder on those areas
.
You hit on something, I think,for a lot of us who are not.
We are not presenters, we arenot people who are out there
doing show gigs.
Our audience, basically, is outthere working with customers
every day, or whatever we do,but you hit on the same thing
that we have the same problemwith is that you're doing a
sales pitch, you're in front ofsomebody, you're not resonating
with them and you've got to readthat customer and you've got to

(32:02):
come around and you've got tofigure out how to do that.
So when you come off and you go, eh that was so what do you do?
How do you change your mindset?
Because obviously you have away better mindset than well.
Okay, let's, let's let.

Speaker 3 (32:13):
Okay, let's, let's.
Let's use an example.
So let's say you go in, youpresent to a client, give me a
scenario, Give me, give me someof the so so it resonates with
your audience.

Speaker 2 (32:23):
Yeah, so you know, I get the 10 step sales process.
I go in there to kill on thebathroom.
Right guys?
I'm in there talking to themabout a bathroom.
I got the husband, I got thewife.
There we're talking.
I think I figured out, think Igot heads nod and I'm ready to
go and I'm going to put this alltogether and I'm going to get

(32:44):
them that bid back and I lost it.

Speaker 3 (32:45):
Okay, I'm like I I thought I had, I thought I had
the whole thing, so, okay, um, Iwas euphoric.
Well, first of all, I love yourindustry because in my I guess,
a kid in the candy store, whenit comes to construction and
housing and and remodeling, thisis kind of like in my head all
the time.
I do think.
I look at houses, sometimesgoing, oh, I would change this,
I would change that, so you're a.
Diy guy.

Speaker 2 (33:03):
I am, good I am, and I'll tell you what we just got
done training my guys on thismorning is how to handle your
caulk boys.
And so what we did is I had myoperation manager go up there
and he worked it clean and I gotin there and I got everything
they remembered.
And that's right, because caulkcomes in all different kinds of
sizes, different colors,different things and you have to
treat your caulk differentevery time and you've got to
always put your caulk in thatright crack.

(33:24):
You never put it in a hole,Always a crack.
All right, that's what we doand that's how my guys remember
things.

Speaker 1 (33:29):
That's what I got to deal with.

Speaker 3 (33:41):
All right, let probably go back to them,
because I'm in the customerservice business at the end of
the day, and if I'm working witha corporate client or whatever
it may be, if I lost an eventfor some reason or a client, uh,
I'd want to let them know thatI'm there for them in the future
and that that's an importantthing.
If they ever changed their mindand if you haven't, you have

(34:02):
any issues.

Speaker 1 (34:03):
So you're not slashing tires?

Speaker 3 (34:04):
No, no, I'm not, because maybe it just wasn't the
right fit or maybe something,maybe my style wasn't for them,
but but letting them know thatthis was a great connection and
that you know I'm there for youand I want to serve you and I
want to help you out versusgoing.
I put all this time, I put allthis energy, I bidded everything

(34:27):
out.
You know I'm going with thatand your head now you're mad.
You know, to me that doesn'tfuel your business.
So again, that's a change ofreality.
Of that you got to get in thesolutions business and the
solution is making this overhere.
People I have heard storiesabout I have a friend okay, this
true story, true story.
I have a lot of friends.

(34:48):
But yes, I have a friend that'sgoing through remodel right now
.
I'm not just throwing this out.
Different kind of friend okay,going through remodel.
He has fired two contractorsOkay, the one that he's using
now.
He said I just feel like theyreally do care.
They really care.
You know it's like they'rechecking in.

(35:08):
Is everything done?
You know every little layer nowis being double checked on
everything and he feels likethey're invested in making me
happy because they know that ifmy friend's saying this, they
know if I'm happy.
I'm going to tell my friendsabout my experience because in
business, regardless of whatyou're selling, you want to

(35:30):
create walking billboards.

Speaker 2 (35:33):
Love that one because we talked about this.
You know 42% of my businesscomes from repeat clients.
The good thing about mybusiness is because we get to do
so many different things.
The hard part about my businessis that we do so many different
things and to deliver that samecustomer experience every time
does take a mind shift.
Uh, mindset shift, so that didyou say mind shits, I did was

(35:55):
thinking okay, I get hypnotizedand just like, click, click,
click around your mindset.
I know I do, but uh, but ricky,hit on on those points.
I think that's.
That's the stuff that's crazy,because when you think you kill
it and you don't, you know whatyou do you kill them back with
kindness, because a lot ofpeople which we've heard is that
they lose, you lost job.
But what we do know is that 60%of the people you lost, 40% of

(36:20):
them, didn't do anything.
So you get a chance to go backand rewind them.
Think about that one for aminute, change your mind.

Speaker 1 (36:26):
It's starting to sound like Yogi Berra.
What's that?

Speaker 3 (36:29):
Who is that?

Speaker 1 (36:30):
The Yankees guy.
I'm just kidding.
Oh, I love it.
Hey, don't do that to Alan.
90% is half mental.
That's the kind of numbers youwere given just now.

Speaker 2 (36:40):
That was it, though the 40% is.
So you win 40% of your job.
60% don't go right, uh-huh,only 20% of them actually did
the job.
40% are still sitting theregoing, eh, decided not to do it.
So then you slash their tires.
Well, so, so then you slashtheir tires.
Well, so now I actually becauseI heard this one, I stopped

(37:01):
slashing tires.
I just do, I just, I just nickthem and take out a few
mailboxes, but that's adifferent story I got that kind
of little reminder kind of love.
Note I got a lot of friends.
Ricky, I got a lot of friends,what's the biggest lewis?
You know what I'm saying?

Speaker 3 (37:10):
that's talking about.
Okay, I think the biggestobjection in your business is
what's?
What's the biggest hurdle?
Price, okay, of course it is.
Uh, but in in the world ofmaking the right decision, what?
What I think when you presentto people, it's you shouldn't be
thinking about.
If price wasn't an, if pricehad nothing to do with is, am I
the right choice?
Right?
So if you can create a mindsetthat get them to stop thinking

(37:34):
about how much they're spendingand get them thinking about what
they're getting versus sellingsomething, you're offering
solutions.

Speaker 1 (37:41):
Talk about value versus price Absolutely we talk
about that quite a bit, and wedo talk about that a lot, and I
think you have to be somewhat inthe ballpark.
But, chris, don't you think ifyou're within 10%, 15%, but
you're just presenting betterand they feel more comfortable
with you, you're going to getthe job?

Speaker 2 (37:58):
100, I do.
Yeah, back to my yoki barrymath.
I I think so.

Speaker 1 (38:02):
Yes, um, but yeah, I mean, if you're close I think
you got 60 percent of the timeworks, 100 of the time it's,
definitely it was.

Speaker 2 (38:09):
Yeah.
Can we get back to ricky please?

Speaker 1 (38:13):
no, we're.
I'm asking you seriously.

Speaker 2 (38:15):
So seriously, I would say, if you're 10% to 15% in
the ballpark, we can usually win.
Because of our reputation, ourprocess and what we do, because
we do know, so it goes back.

Speaker 1 (38:27):
So I mean, my opinion is I mean because some people
will come in and just throw aridiculous number, Right, but
the bottom line, when you saypeople are price conscious, they
just don't want to be screwed.
I think that's.

Speaker 3 (38:42):
I think it's twofold there.

Speaker 2 (38:43):
Yeah, I want to hear more about, because this is
where you guys help me more,because I have a perspective,
but I've been doing this for 16years.

Speaker 3 (38:50):
Okay, so I'll give you a personal story.
Okay, I found 15 years ago wehad to have our floors redone.
I went with the lowest but itwas.
I was in the road all the timeI looked at the bids.
I wasn't paying attention.
Hardwood floors just re.
You know re sanded, restainedand you know, clear coat on top

(39:10):
right, clear coat.

Speaker 2 (39:10):
But no, you did, you, you did, you did sand it down,
stain.
Stain and then two pots of poly.

Speaker 3 (39:19):
Poly, pots of poly, right, exactly.
So we had several bids.
I'm traveling all the time, Ilooked at it on the road and I'm
like, just that's fine, go withthat bid.
All right, I didn't really.
I wasn't there, I didn't meetanybody and I never met the
contractors.
Okay, because I was traveling alot.
Okay, not that my wife made abad decision.
I'm the one who made thedecision.
At the end of the day, sheasked me what to do.

(39:40):
She said you make the decision.
You know you knew more aboutthis area than I do at the time
and, uh, I went with the cheaperbid and we had problems later
on.
I should have been a little bitnot focused on price and should
have asked for more references.
I should have asked to talk toeach contractor.

Speaker 2 (39:59):
I think about what I made, the mistake I made, and I
would tell you I think thecontractor is the one who made
the mistake, and that's what Iwould tell everybody here is
that we're all in the salesbusiness A lot of everybody here
talking about this whetheryou're contracting, whether
you're trying to scale abusiness, it's your job to
educate your customer, to havethem be educated before you get
that sale, because if I got youeducated, you would have went my
God, I have to go with youbecause you're going to take

(40:21):
care of it, because I would havesaid, ricky, what's the most
important thing to you?
Well, you're putting my wifeout for a week because you got
to redo my floors.
I'm traveling all the time, Idon't care, but you can't have
her do that.
Okay, that's an important thing.
Ricky, let me understand alittle.
I'm flipping that around andwhen you start hitting their
pain points and start doing that, you sold your value
proposition.
Then you would have gone for me, not even 10% to 15%.
He would have paid me easily50% more.

(40:43):
He would have if I had a chanceto talk to him, but I never had
a chance.
That's the hard thing about azero-leg sale or a one-leg sale.
We do them at my company, a lotof home service companies say I
will not do it without two legs, all decision makers being
there.
But when you're on the roll andyou're doing, it Is that a
little inside baseball.

Speaker 1 (41:01):
One leg sale, two leg sale.

Speaker 2 (41:02):
Yeah.
So one leg is I have onedecision maker there.
Two leg is I have both decisionmakers there.
So now I have the stool, so nowI'm there with the two and I
can get a decision at the pointwhen they're ready to make that
rock and roll happen let's go,I'm ready to roll, come on now.

Speaker 3 (41:17):
Let's go steal something.
I'm going to give you a nuggethere Regardless of what you're
selling whether you're fixing abathroom, remodeling something,
building a house you arecreating an experience for the
customer and you have to remindyourself.
They're going to be living withthat after you're gone, in

(41:37):
their head.
They're going to be thinkingabout you and you're not in the
room.
So when you leave a job, whenyou leave a customer, think
about what's being said aboutyou when you're not in the room,
because most decisions,reactions, conclusions, feelings
and emotions about you in salesare made about you, not

(42:00):
face-to-face.

Speaker 2 (42:01):
Ooh, there's a big gold nugget man.
We're coming to the end of thisthing.
We got so much more to unpack.
So, ricky, you've got your book, but you also have an app.
I have my book.

Speaker 3 (42:10):
My first book, leverage your Mindset, is
supported by a mobile app.
Now the book can be bought onAmazon Leverage your mindset.
You can look it up and you'llnotice that the next book is
already out and pre-orders areavailable.

Speaker 2 (42:29):
It releases April 8th .
It's leverage your mindset forgolfers.
Oh wait, everybody, we'rehanging out.

Speaker 3 (42:31):
We're going to do a whole hang on, now I'm going to
show golfers how to, how toliterally get out of your own
way and and and have enjoy thegame you love playing and not be
frustrated with the inner voicethat holds you back.
Now you did say the mobile app.
You can download my mobile app,which is a support product to
everything I do.
I can teach you all thesedifferent cool things within the

(42:52):
app, from just simple, justrelaxing or sleeping better,
playing better sports, growingyour business confidence.
So I downloaded the app, alan.
I've been listening to it, Ihave to say as soon relaxing or
sleeping better, playing bettersports, growing your business
confidence.

Speaker 2 (42:59):
So I downloaded the app, alan.
I've been listening to it, Ihave to say, as soon as it came
on it was very calming, soothing.
And then I get a call from oneof my guys, something not going
right, and guess what?

Speaker 1 (43:12):
ready.
Chris went right back to work.

Speaker 2 (43:14):
You know what?
As the hulk says the answer isalways stay mad.

Speaker 1 (43:18):
I mean, I cannot wait for the golf book, because my
mindset is you suck, you suck.
Why do you suck so much?
Quit sucking, it's just prettymuch every variation of suck you
can think of.

Speaker 2 (43:28):
All right.
So, ricky, here's one in golf,so I hit a long putt.
It goes in, okay.
What should I say to?

Speaker 1 (43:33):
myself.
You didn't suck so much thattime.

Speaker 3 (43:36):
Thank you, I I've been saying I would just go on
to the next hole.
You wouldn't go.

Speaker 2 (43:40):
Huh, I'd celebrate it for a second.
Good job, you don't go.
Oh my god, I just got so luckythere, I can't.

Speaker 3 (43:45):
No, that's not luck, it's talent it's, it's skills,
it's mechanics, it's everythingI would.
I would celebrate the momenthey, that's great.
But I wouldn't stay.
If you're still playing, if youstill got more, you know holes
ahead.
I wouldn't focus too much onjumping up and down, I would
just okay, move on, go to thenext one no, I usually go.

Speaker 2 (44:02):
I can't believe that went in.
I think it must have hit arocket.
Actually, did I hit a pebblethere?

Speaker 1 (44:05):
I must have hit somebody's divot, says the guy
who celebrated like I don't knowwhat when he won an 80 parlay
in vegas all right, do we wantto talk about that one for a
minute?

Speaker 2 (44:15):
just a second killer bro, I know, I had Saquon but
everybody else in the casinothought that you probably won
$10,000 or something.
You won $81.20.

Speaker 1 (44:25):
I put a $40 bet down.

Speaker 2 (44:26):
I'm at the Fountain Blue out in Las Vegas.
These guys are all laying downthousands, probably tens of
thousands.
I put a $20 dollar sell at aparlay.
That's big flipping money forme, right do?
I come out there?
I hit the parlay, I hit it.
I run up and down the fountainblue, those guys all like high
five in the whole casino.
Right casino was up.
I've hit everybody.
I'm like, because you know what, I just won 81 of that parlay

(44:47):
bro it was a huge one.

Speaker 3 (44:49):
I can't.
I'm with you.
It makes a big difference.

Speaker 2 (44:52):
It's like you know, I thought this kid, he's like oh
man, this guy's going to hire aroller sector there in a minute
Cause he just hit something bigand he did $81.
All right, so back to the golfthing.
You, you do work with people,so let's talk about that.
You, you're.
You're working with PGAprofessionals, you're working
with the high dogs.

Speaker 3 (45:09):
If you're a golfer and you're committed and you are
really into your game and youwant to lower your.
If you already know themechanics I'm not a golfer, I'll
tell people.
I play once a year, maybethat's it.
So that's the cool part.
I'm not there to work on yourmechanics.
I'm not there to figure outwhat you're doing wrong in your

(45:29):
game.
I'm there for that spacebetween your ears.

Speaker 2 (45:32):
Oh, that's it.
Hang on, Devu.
Do you do Tell me how a guy whodoesn't even play, but once a
year, is going to tell me how to?

Speaker 3 (45:37):
play better.
I'm not, I'm not there to play,to talk about anything on the
mechanics part, but the biggestchallenge golfers have, biggest
challenge is that internal voiceWe've talked about so you could
just strike through golf on thetitle and put tennis or hockey.
Those will be future books.
Oh geez, and I'm not trying,and I'm not, I'm not trying to,

(46:00):
I'm not trying to keep a secrethere.
I'd like I tell people likedon't, you're not, you're not
hiring me as a golf pro, you'rehiring me as a mindset pro.
So if you need help with yourmechanics, then do not come back
to me.
After you got into a golf pro,and so that's where we dive into
it.
After you got into a golf pro,and so that's where we dive into
it's literally how do you?
Because even at the top of theshow we talked about these pro

(46:23):
golfers what are they thinkingabout?
How are they reacting?
What is going through theirmindset as they do something?
And we've all seen this on allthese different golf channels
and all these differenttournaments where a pro does
something like I can't believethey did that but they get out
of it quick.

Speaker 2 (46:43):
You never see them react to it.
Oh, that's my favorite line,right.
So I've been to augusta, wentto the masters humble brag,
thank you.
I'll do it some more.
But I've been out there and uh,and no shit, jason day skulls.
One hits it over the uh greenright and it was on four.
Guy next to me goes, I could dothat.
So we pair out the balls rightin front of us.
He comes up, he's got a shortputt, a short chip to get back

(47:03):
on the green.
This thing is like laser fastgoing off the green and he
sticks it within one foot and Ilook over at that guy and go
could you do?

Speaker 3 (47:12):
that.
No, that's those guys ExactlyBecause in their head, doesn't
matter where the ball goes.
They're already thinking aboutwhere they're going to go next.
They're not thinking about whatthey did and how bad it was, or
their embarrassment or howpeople are judging them.
Because, think about it, whenyou're playing golf here's
another nugget when you're outthere playing with your friends
and you're in a competitive anda foursome, when you're standing
above the ball and you'regetting ready to tee off and you

(47:34):
think you're nervous a littlebit because people are watching
you.
Why are you nervous?
By the way, they are notthinking about you, that's true.
Other golfers standing watchingyou getting ready to tee off
are really not thinking aboutyou and your game right now,
alan.
They're thinking aboutthemselves.
Think about that.
So get that out of your head.

Speaker 2 (47:56):
How about that?
They're not even looking atyour great swing and your smooth
fluid.
It still pisses you off.
I've got a nice swing.
He does.
Alan has a really nice swing.

Speaker 3 (48:03):
You might be watching , but are they thinking about
you?
I think Chris is.

Speaker 2 (48:08):
No, I am now.
Yeah, no, actually we're goingto go out and play and I'm going
to pop some tires.
So, ricky, this has beenamazing.
How can everybody find you?

Speaker 3 (48:16):
Let's get that out there, so everything's tagged
with my name.
If you want to go to your appstore and download my app today
whether it's iOS or an Androiddevice, I do not discriminate
you can go and search the titleRicky Kalman, go to Amazon or
wherever books are sold online,and look up my name, ricky
Kalman.

Speaker 2 (48:39):
And there you have it .
And if you want to go to mywebsite, guess what it is Ricky
Kalman.
Oh my God, he's a hypnotist,alan, he's got you already
trained.
You came out of the incensetent.
You've been saying all thestuff he's been thinking the
whole time.

Speaker 3 (48:46):
And it is K-A-L-M-O-N .

Speaker 1 (48:53):
R-I-C-K-Y-K-A-L-M-O-N .
So how go back into the podcast.
But I mean real quick, what?
How do they?

Speaker 3 (48:57):
you might want to use it just for a reset.
You might want to use it forrelaxation, stress, focus,
concentration, self-confidence.
Maybe you have a challenge inyour life right now and you need
some help overcoming thechallenge.

Speaker 1 (49:10):
It's not therapy.
I'm not preaching categories orsomething.

Speaker 3 (49:12):
Exactly.
There's a whole slew ofdifferent mindset programs and
audio programs that used to beCDs and then we reconverted them
now to audio and everything,and we every so.
My first programs were back oncassettes, then CDs, then flash
drives and downloads, and nowwe're eight tracks.
You know eight tracks, and Idid not have an eight track.
Oh come on now.
Hey, can I play it on myBlu-ray?

Speaker 2 (49:30):
Yeah, my first car was a 74 cutlass supreme and my
aunt gave it to me.
Yeah, that was uh my gift whenI was in michigan that probably
had a passage.

Speaker 3 (49:47):
Did it have an?

Speaker 2 (49:47):
8-track player.
It uh did not.

Speaker 3 (49:50):
Uh, she just had the radio and then I had the insert,
but I had the white pleather.
Yeah, I had white leather, andthen I had that insert to
convert it to a cassette player.
So if, if, you had an 8-track,player back in the 70s you had
an insert you can stick into the8-track player and then play
cassettes.
And I used to listen to ZigZiglar on that thing.

Speaker 1 (50:09):
I listened to BTO on mine, oh really, and I was
listening to.

Speaker 2 (50:12):
Ricky Squire Stroke band, stroke band.
See, nobody's listening now, sowe can just keep rolling Cass.
See, nobody's listening now, sowe can just keep rolling
Cassette tapes.
So how many mix tapes did youmake off the radio?

Speaker 3 (50:25):
Oh gosh, I don't even know.
I mean, yes, you're right, weprobably did a lot.
We did a lot, and I still havea hundred left of my cassettes
when I made in the 90s.

Speaker 1 (50:34):
Oh, that's fantastic.

Speaker 2 (50:35):
And we have a box of a hundred still so remember when
you had the radio playing andyou had your cassette next to it
and we had the riff in Detroit.
Follow me, chris, come on nowand the riff would play.

Speaker 3 (50:45):
It was hey it's a riff.

Speaker 2 (50:46):
We're going to play this and now we go record.
Yeah, I made my big tape offthe riff, of course.
Of course.
All right, wind up.
No man, nobody's listeninganymore.
We gotta keep going on.
You know what?
Top five percent.
I know every word.
Hey, everybody, if you didn'tlearn something today, change
your mindset.
That's what I'm gonna tell you.

Speaker 1 (51:04):
I usually tell you you need to change your mindset
on how long people listen to theshow.
Well, you know what?

Speaker 2 (51:09):
I don't, I don't care .
All right, you don't care,let's do this.
You listen.
Thank you guys.
Don't forget to uh check us out.
Man, tell your friends about asmall business, saf Safari.
If you want to hear from me,chris, at the trusted toolbox,
hit me up email.
That's the best way to get me,because I got hit up today twice
times in one day.
People ask me some quickquestions.
Hey, I'm happy to answer.

(51:29):
No problem, man, let's do thisthing.
Go out there, check us out,tell your friends about us.
Just about, let's go make thisthing happen.
Cheers, everybody, get out ofhere.