Welcome to Close it now, the podcast that's revolutionizing the H Vac and home improvement trades industries.

Get ready to dive deep into the world of heating, ventilation and air conditioning.

We're turning up the heat on industry standards and cooling down misconceptions.

And we're not just talking about fixing vents and adjusting thermostats.

It's about the transformative movement that's reshaping the very foundation of H Vac and home improvement.

We're the driving force, inspiring top performers who crave excellence not only in their professional endeavors, but also in fitness, nutrition, relationships, and personal growth, proving that we can indeed have it all.

This is Close it now, where excellence meets excitement.

Let's get to work.

Now, your host, Sam Wakefield.

Okay, we've got a really special show for you today, but before we dive in, I've got to let you in on something that might be the most important decision you make all year.

If you are a salesperson, a project manager, a comfort advisor in, in home improvement, if you're in H vac, if you're in plumbing, if you're in electrical, if you're in garage doors, if you're in solar, I don't care what you do.

If you're in gutters, if you're in windows, it doesn't matter.

If you are tired of inconsistent closes.

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We want to see what it's like.

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If your income has been the same for the last however long, it doesn't matter how long.

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Right.

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If you knew his history, it would blow your ever loving mind.

And of course myself, I, Sam Wakefield, I am your guide and coach through every transformation.

I'm gonna be, I'm gonna be giving you unlocking what the close it now sell system is to help you dramatically change your numbers.

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All right, let's get into this episode.

One of the most unique podcasts on the web.

We talk about H Vac and home improvement, yet we throw in fitness, nutrition and personal growth.

This is close it now.

And here's your host, Sam Wakefield.

All right, it is time again for another episode with a guest.

Today, I am honored to have the privilege of having this gentleman on.

He is a lot of things.

He's got a lot of history.

That is really exciting.

And as you know, here on Close It Now, I love to bring in people that are out, specifically outside of the direct vertical that we're in, outside of H vac plumbing and electrical, because we always learn something and we get insight and innovation.

But what's working in the world, right, we get so many times so siloed in our own way of thinking, we get in a rut, and I hope everybody knows what a rut is.

Jeremy, do you know what a rut is?

Yeah, I think so.

Yeah.

It's a grave with both ends kicked out.

That's a rut.

And so nobody wants to be stuck in that.

So that's what we're doing.

So we're bringing people in.

So I'm introducing our guest today.

His name is Jeremy Mitchell.

He is the founder and CEO of Sales Pride.

He has got some really cool history.

He's been featured on the Andy Elliott podcast.

He's been on the Jeremy Minor podcast twice.

He's been on the Chuck Thoke Top Rep podcast.

He's been on Gutter Growth on Gutter Launch.

He is actually the sales trainer for one of Tony Robbins companies.

If you know who that is.

Raise your hand, everybody, if you know who Tony Robbins is.

Uh, so it was a sales trainer for their organization, increased their close rate by 50% in the time that he worked with them.

So I am honored.

And, man, I'm just grateful that you made the time to join us on the show today, Jeremy.

So this is Jeremy Mitchell.

Thanks for being here, man.

Yeah, no problem.

It's my pleasure.

I've been a fan of yours for a while, and I've actually used some of your training content, like the three Bids objection to train some of my guys as well.

And I've always referred them over to your group.

So I love it.

We appreciate that so much.

It's.

That's what I love about what we do is when you.

When you come from this abundance mindset, it's a place of.

There's so much.

There's so much information.

There's so much that we can do to help each other.

It's not, you know, we're not like, competing or anything.

It's like, if I grow, you grow.

If you grow, I grow.

And we lift each other up along the way.

That's the people I like to do business with.

And I know you do as well.

So start off this, this episode with our interviews.

We always like to give, you know, give the opportunity to tell everybody your history, man.

Let's, let's hear a highlight reel.

How in the world did you end up doing what you're doing?

And I'd love to hear a couple key things in your journey.

One is when did you know, when did you, like, have the idea?

And when did you know that this is something that you were wanting to be doing and being less in the field as a rep and more training?

And then the second part of that is, what's the main philosophy or driver that drives you in the business?

All right, so that's a pretty loaded question.

So let me see if I can tackle and give a brief synopsis of the history.

So I grew up in Northern California and my dad was a nurse most of my life growing up.

And he, you know, was in the military.

And I followed in his footsteps.

I was fourth generation Air Force, slash Army Air Corps, enlisted in Air Force in 98 and got, you know, went and did seven years of my career.

And while I was in the military, my dad hurt his back as a nurse turning a patient and he became a chiropractor.

And the whole time he was in chiropractic college, he was talking about how we should work together and all this.

And he had these dreams.

So in 2005, when it was time for me to get out of the military, he convinced me and closed me on going to school to be a chiropractor.

So after I got out in 05, I got accepted into Parker Chiropractic College and went and did my pre med there and finished all my, all my, you know, education before I got into the doctorate program.

And then my dad passed away suddenly, my first year in chiropractic college.

Oh, wow.

So that dream, he had a very successful practice in Guam and cash practice, making more in a month than I was in a year military.

And that that practice kind of went up in smoke and I had to figure out what I was going to do.

And I knew I didn't want to go back in the military.

I knew I didn't want to go back into computers and I knew that I wanted to make good money.

And I didn't have a bachelor degree to get into pre med.

It's only pre med is just 90 hours to get enrolled into the doctorate program.

And so I found myself getting into sales because my dad was in sales for some time between his, you know, licensing with his nursing job and I Knew that sales had an unlimited income.

And so I like the sound of that.

Right.

I got into sales in, you know, 2008, started selling cars.

And I think a lot of people get started in that.

And I sucked.

Right.

I didn't like most people that get into that.

Dude, I, I sucked in sales for so long.

And I was always a learner, though.

I always, my dad instilled, you know, if there's anything you want to learn, you can find it in a book.

You can go to the library and find information on it.

And so I did a lot of self education for a while.

And then in 2012, I Finally, you know, I, I was making less money as a salesperson than I was in the military, so that's how bad of a salesperson I was.

And then in 2012, I had a big life change circumstance and was able to get a good sales job and started making 50 or 60 grand, 70 grand a year.

I was doing okay for myself, but I, I was listening to guys like Grant Cardone.

I attended one of his seminars and, and that started me on the path of like realizing I needed to invest in myself because that 795 ticket, I wouldn't be where I am today had I not gone to that first event.

Absolutely.

It was a closer's mindset thing.

And I don't remember he said, except for this like 2 minute snippet in the whole, like, day.

But it completely changed my sales trajectory around.

We can talk about that possibly later.

Absolutely.

Yeah.

So that's, that's kind of my background.

I've been in the, in home sales industry since 2016.

I started at Renewal by Anderson selling windows and, and left the job where I was.

I just made $8,000 the month before.

And they were like, are you, you know, I would, I was in one of the, you know, top 20 guys at the store of a hundred people.

And they're like, you're just getting good at this.

Why would you leave?

And made 15 grand my first month at Reno by Anderson.

And it was also something that Grant Cardone said when I called into his radio show, he had at the time, he was talking about, sometimes it's not because I was talking about switching jobs.

And he goes, sometimes it's not a matter of how hard you row.

Sometimes it matters more the boat that you're in.

Sure.

So I left, left furniture sales, got into window sales, and I've been in the in home sales industry ever since.

You know, 2018, went to my first Tony Robbins event, completely changed my life.

Invested in coaching for the first time in 2019.

Doubled my income in 90 days.

And that gave that $6,000 investment in coaching, you know, made me an extra $30,000 in income that I wouldn't have normally made.

And she was just a life coach.

She wasn't even a sales coach.

Sure.

Yeah, no doubt.

So it was from that point, to answer your question, that.

That I knew that I wanted to get into coaching.

But I saw these life coaches, and I was like, oh, that's cheesy.

And it was like, why would I hire this guy to teach me how to make a hundred grand a year when he's not making a hundred grand a year?

Right.

And I've always been a big fan of that.

It's like if.

If you're getting coach from somebody, make sure they've done the thing that you want to get coached on.

Right, exactly.

And that's, ironically enough, that's exactly what inspired me to officially start Sales pride.

So in 2020, 23, I was the seventh highest income earner at Leaffilter out of 2,000 sales reps year to date.

And.

And there was something in August at the upw.

Unleash the power within.

Where you do the firewalk.

I was a.

I was.

I joined the platinum partnership, which was like an 85, 000 investment.

Sure.

And there was something he said.

We're back at the Tony Robbins event that you're talking about here now, right?

Oh, no.

Second, this was like the third or fourth Tony Robbins event.

Okay, gotcha.

Same one.

Yeah.

Because every time you go, you pick up on something new, and that actually leads into what I'll say here in a bit.

Absolutely.

And for everybody out there listening, if you want to dramatically change your life for something that's not necessarily industries, industry specific, if you want to change your life in sales, come to my relentless event that's coming up in Boston.

It's going to be very transformational like that.

But I cannot, Jeremy would agree, cannot recommend high enough attending a Tony Robbins.

Eventually it is.

It will hit every aspect of your life and force you to go inside and evaluate things and basically reimagine your life in a way that you never thought possible.

So, yeah, So I was 300.

Yeah.

No, we're fine.

I like it.

I was 365 pounds in 2018 when I went to my first event.

Wow.

And then a year later, I got the gastric sleeve operation.

I lost, like, 170 pounds.

And so I felt like that would also help me improve every area of my life.

You know, one, one of the things that Tony talks about is what's the one thing, you know, the 20% of the activity that will give you 80% of the results.

And I felt like first things first was learning how to make more money.

I was doing that.

And I said second things, I needed to lose weight.

And once I did those three things, those two things, my life took off.

So was the seventh highest income earner.

And he said something in August at that event where he said, what is a skill that you want to master?

And I've been in sales since 2008, so this has been 16 years.

And I said, I want to master sales.

And, and he goes, there's three pillars that you need to, you know, there's only three things you need to do to master any skill.

So pillar number one is like what you said.

Find somebody that's accomplished what you want to accomplish and then do what they did, and you'll get similar results.

It's like a recipe.

You want to learn how to make, you know, the best cookies in the world.

You hire the person that makes the best cookies, you get their recipe, you do what they did, you'll get those results.

Number two is total immersion.

So I had been totally immersed in a lot of trainings.

I'd invested in Jeremy Miner's inner circle.

You know, that was 22,500 the first time.

It was over 10,000 the second time because I was already a member.

And then, you know, third thing is space repetition.

Hence why you go to the same event year after year after year.

Because what you may not have heard at the first event will ring true on the second event or the third or the fourth if you're a little hard of learning like me.

So it took me, you know, over 10 years to get to 100,000.

But then once I started investing in coaching, I rapidly went up in income and I was on, I, I, I was on pace to make almost $400,000 the year that I left Leaffilter to start my own sales coaching company.

Wow.

When he said those three pillars, I said I could start a coaching company based around these three pillars.

I've, I've, I've, you know, if I was the seventh highest out of 2000 sales reps year to date, that puts me in the top 1/3 of 1% in just that company.

I'm not, it's not like I' guy in an office of 10 guys, right?

It's a big sample size.

So number one, that those are results.

You want to hire somebody that's in the top 1%.

There you go.

You did it.

Number two, space or total immersion.

I was like, I could do a daily group training where we're just in this every day.

And I was like, okay.

And then number three, space repetition.

We're going to be covering things over and over and over again the longer you're in this, because mastery doesn't happen like this.

True.

And he said, you know, I was like, I want to teach on the concept of mastering sales.

And then I realized, Jeremy, you've been in sales for 16 years and you, you, I, I would say you mastered it.

And of course, that's with all due humility because I still pay a coach.

I paid a coach $50,000 last year, and I'm still in sales training.

So anyways, that gives you kind of a, A background on me.

I love it.

So before we go on very much further, I love what you're saying about.

I want to camp out on this for a second.

When you're saying attending the same event multiple times, which of course could also apply for, you know, when we're, we're reading a book or watching a podcast or a TED Talk or anything like that.

There's a saying I heard one time that has just absolutely carried so much weight with me and rang true, which is, no man crosses the.

Or woman crosses the same river twice because it's not the same river and you're not the same man.

Absolutely.

And you could literally turn around and go back across and everything has changed because we hear it so differently based on our current life situations and those types of things.

So 100% resonate with that.

But I'm so curious now.

I even wrote it down and made a note.

You mentioned the Grant Cardone event that you went to and you remember this two minute segment.

I know we have kind of a plan.

This is what I love about my podcast.

We have a plan.

And so many times the plan before the show goes right out the window because we start talking about something really intriguing.

Welcome to Add Brain.

Right.

That's all right.

But that's how a sales process should go, right?

You have your script or your guidelines, but then you're going to go a little bit off track.

And it's kind of like Jordan Belfort straight line persuasion system.

You go off track, you have a line to come back to.

Exactly that.

And you just don't want to get stuck in Uranus.

There you go.

Love that process.

But tell us about that two minute segment, man.

Sounds like it was super impactful.

And has really guided a lot of your, you know, a big transformational moment in your life.

It absolutely was because at that point I was struggling to make 1500 to 2 grand a month.

And so what he said was, he said, you know, he asked the room, it was called, it was called Close the sale seminar.

Very similar to the, the name of your program, right?

Yeah.

And so he said, what's the thing that's holding you back from going for the close?

And the, the overall theme was, you know, people said they were afraid of being pushy.

And he said, so if you're afraid of being pushy, that means that you care more about what the prospect thinks of you than you are with actually helping them solve their problem.

That was like big punch in the face right at first.

Then he said, listen, do you believe in your heart of hearts that your product solves this customer's problem better than any other product on the market?

He said, if you say yes, all right, great.

And number two, he said, if you don't believe it, go sell something else.

Otherwise you're just a con man.

Yeah.

So number two, do you believe your company will stand behind the product better than any other company will stand behind their product?

And then number three.

Pardon me, number three is if you as the service provider, the sales rep, do you believe that you will provide better world class service than any other sales rep from any other company down the street?

He said, if you believe those three things in your heart of heart, then you are doing the prospect a disservice by not being willing to push them into making what's old ultimately the best decision for them.

Not for, because you're trying to close the sale and make a commission and screw the customer.

It's all about helping the customer.

And if, and if you're willing to like crack a few eggs and, and you know, have them think of you as being pushy.

It's not about being pushy.

It's like I'm really trying to help you solve your problem.

And the, the reason why that was so impactful for me was because I'm a, I was always the nice guy growing up.

And so I was always like a people pleaser.

And I never wanted to step on anybody's toes and, and never wanted to like, be too aggressive or too pushy.

And maybe sometimes I go, the pendulum swings too far and I become too much of a dick.

But you know, it's, it's, it's one of those things where if I really am passionate about helping people, then I have to put my feelings aside.

And even if it pisses them off, I'm doing it for the right reason.

And the analogy that goes through my head is like, if you and I are going to a bar and you have too many drinks and you shouldn't be driving, am I willing to confront you?

Am I willing to physically confront you and physically remove those keys from you?

Or am I going to be this passive guy that's going to be like, well, all right, do whatever you want.

And then you go drive.

You know, go kill yourself.

Go hurt yourself.

Or worse, go hurt somebody else that's innocent.

And it's like what he said was, because if you're not willing to push them, then they'll go down the street and buy an inferior product that won't solve their problem as much as yours will.

A company that won't stand behind the product as well as yours will, or get ripped off by somebody else that's not going to provide the service.

So ultimately, even if my price is higher and all this stuff, if I really have drank the Kool Aid and I really, truly believe in this, otherwise you should be selling something else.

I love this so much.

It's really, really, really powerful.

And I love how it aligns so much of.

With, you know, obviously the.

The content that I teach on here.

You know, this is the vibe which is, you know, we're.

We're a service industry.

Anything we do in home services, it doesn't matter if it's, you know, gutters or windows or H vac or garage doors, whatever, right?

We're, sir, we're there to serve.

We're there to help.

And, you know, one thing that's really been on my.

On my mind lately that relates to this is they know they need it.

They know they want it, whatever it is.

Or they wouldn't have called you to start with.

They wouldn't inquire.

They have some level of need or desire for whatever it is that we're.

We're promoting.

The other side of that is one, if they truly understood what it is, they would already have it.

Exactly.

Second part of that is the reason they haven't yet, at least from my perspective, is because people are stuck so many times in indecision and making that decision, making that purchase is outside of their comfort zone.

So it's our job and our responsibility to help them step out of their comfort zone.

Sometimes that is a little bit difficult because people get stuck in their ways.

They get stuck in that rut like we started talking about.

And so how do we help them out of that rut into this new thing?

Because people are scared of new.

Right.

Cool.

So that kind of takes us into, you know, a whole new, whole new topic here, which, you know, how do we help people?

How do we help them step into that?

How do we get them over the hump when we're in those conversations?

Yeah.

And, and what I've learned, especially from Jeremy Miner being in his NEPQ inner circle program twice, was really getting people to switch their thinking from price based thinking into results based thinking, number one.

And not just doing it by telling.

Because I tell my coaching clients, I say telling isn't selling.

You have to ask the questions that get the prospect to realize that it's actually more painful for them to stay where they are than to spend the money to solve the problem and getting them.

And so like Tony Robbins is real big on like the, the two motivating forces are pain and pleasure.

And more people are motivated to avoid pain than gain pleasure.

The only reason why they're not making a change is because they associate more pain to spending the money than the pain that they're already used to enduring.

But there's going to get a point to where it's, they're just going to say enough is enough.

I've.

I'm tired of this.

Something's got to change and they're just going to go ahead and do it.

But we have to be able to ask them questions to get them to realize not only their present pain, but also their past pain and their future pain and how things are going to get worse if they don't do something about it.

It was a process that at Tony Robbins they do what's called the Dickens process.

And it's basically off of the, the Christmas movie, A Christmas Carol, I believe is what it was.

Oh yeah.

Charles Dickens, right?

Charles Dickens.

Yeah.

The whole.

My mind instantly went to, to like Letter Kitty.

Yeah.

Yeah.

And it's the ghost of Christmas past, present and future.

Right.

And so he calls those neuro linguistic conditioners, you know, and, and so we have to be able to get people.

One of the reasons why I was able to go from £365 down to 195, my high school, like athletic weight was because I had to like brainwash myself that if I didn't change, like while I was £365.

Sure.

What did I want to lose weight?

Yeah.

Was I committed to doing it?

No.

Why?

Because it's more painful.

I was associating to doing the diet and the Exercise and all that stuff, right?

And the time and all that stuff was more painful.

So it's just easier, just eat my feelings away and stay365 or worse, continue going on.

And that's where the future comes in.

Like, if something doesn't change, how painful is the next five years, 10 years, 20 years?

What impact is it going to have on you and your family and all this?

And you have to, like, get.

It's like in this dark room where there's, like, weeping and gnashing of teeth and people are wailing out and screaming and.

And all this stuff.

It's a pretty intense deal.

But in my opinion, that was one of the things that I needed to go through to be the man I am here today.

And we have to kind of do that with sales as well.

We have to get.

Again, it's not comfortable, but it's like, listen, if you can't afford the, you know, for gutters as an example, you can't afford the, the $5,000 for the gutter screens, like, how are you going to be able to afford the, like, $10,000 for, like, the fascia rod and all that, you know, and getting them to realize, like, you know, I know H Vac can be, you know, 10, 20 grand easily.

Oh, absolutely.

So it's, it's one of those things, like, how many, you know, all right, it's 80 degrees outside.

You're sleeping in the, you know, and it's all, you know, you're.

You're not getting good sleep.

Like, how else is that sleep, lack of sleep impacting you know, other areas of your life?

Well, you know, I have been a little more irritable with, you know, blah, blah, blah, the kids are keeping me up, I'm getting cranky at work, or blah, blah, blah, my income is going down, you know, and you ask these questions that get the prospect to really open up and realize how painful their situation is if they don't change it.

I, you know, I love this topic because so many times people get stuck in this idea that they're just.

They think their decision is making the choice or not making the choice to move forward with whatever it is that we're, you know, that we're talking to them about, if it's a track, if it's gutters, if whatever it is.

Right.

But the, And I love the reframe that you just went through of painting that picture forward of the future pain.

Because for them to choose, because in their mind, they think if they say no, then that's just where it stops and that's it.

And they're off the hook.

Yeah.

Like, it's either I do it.

Got away with that one.

Yeah.

He's like, whoo.

All right, man.

That guy tried to pressure me.

He was a dinner.

Yeah.

He was trying to close me.

Yeah.

I won.

Yeah.

But what the reframe that we have to remember.

And I love this so much, and I'm sure you could probably actually help everybody out that's listening with a word tracker, too.

But when we're reframing this conversation, helping them realize that just like we were talking about the pain of not making that there is pain associated with not making decision.

It's not just pleasure by not having to spend the money.

It's the pain of what will happen if we don't make this choice because we're choosing a worse fate down the road.

And how to reframe it into that mental construct of if we don't fix it now, we're choosing something worse later instead of if we don't fix it now, we're off the hook and now we just don't have to spend money and we can just keep living with what the mediocrity that we have because they think it's just okay because they're used to it.

So dive into that a little bit for us.

Well, like, for example, with your three bids objection thing, right?

It's like if.

If they, you know, if they don't want to go with you because they want to go collect a few more bids.

You know, how you phrased it was like, okay, are you looking to see if there's another product out there that maybe I didn't tell you about or.

Or something for a little more bang for your buck?

And so, like, I follow.

I like what Jeremy Miner does is he leaves it more.

More neutral instead of kind of like leading where it's more open.

And he says, so, yeah, that's.

That's not a problem.

I understand.

You know, you want to get a couple quotes, I guess.

What are you hoping that you'll hear from these other companies?

You know, and then.

So that leaves it more open for them to say, well, I'm looking for a cheaper price or whatever.

And then if they say it's a cheaper price, you'll say something like, you know, so is.

Is price the.

The most important thing to you?

And you're ending with this upward inflection, this uptick, which implies uncertainty.

Like, are you really sure?

And most of them will go, well, no, you know, quality and blah.

Blah, blah, you know, and then you would say something like, okay, so let's say, you know, you called three of these companies out and, and they're all roughly about the same quality and they're all roughly about the same price.

Like how are you going to make a decision then?

Like, how are you going to make your decision?

And so plant some seeds of doubt.

Like, okay, if they're all really about the same, like what?

You know, but when we're talking about like the fear thing and the reframe, it's like, what if they go with another company where they should get this level of an AC unit but instead because they can't afford this price, they settle for this level.

Sure.

What, what's going to end up happening?

They're, they think they gotta win because they saved $2,000 or four, you know, it's half the price.

But then it doesn't cool their home as well.

Their energy bills go up, it craps out on them early and they end up spending more money because now they have to replace it over again in five years instead of 10 years or whatever.

Right.

I'm not an H vac guy, so don't, you know, quote me on the.

Term exactly on, on every bit of this.

So even because you've been around home services long enough, stories, Windows, you know how it works?

Yeah, it's your five thousand dollar window or your five hundred window, you think you're getting something cheaper.

So it's like, yeah, I'm gonna call around, get some more quotes and price and.

Well no, price isn't the only thing that matters to me.

But you know, I have to do this.

And anyway, so that's, it's just getting them to reframe their thinking of like okay, how, how long do you plan on staying in this home for?

Like, are you gonna just move in a couple years or you plan on staying here until they, till they have to like carry out in a pine box.

Right.

You know, and if you're going to be here that long, like knock on wood.

But like you think you to live here, live another 10 plus years.

Well, that means you're probably going to have to replace the AC unit again.

So like do you want to like what's more risky?

Is it more risky to spend, you know, to go with a cheaper unit that's cheap?

You know, let's say it's ten thousand today and then in ten years you have to buy it again and it's fifteen thousand.

So now you spent twenty five thousand dollars or is it More risky to spend five thousand dollars more today and go with this fifteen thousand dollar unit but never have to replace it ever again.

But it's going to last you 15, 20 years.

Yeah.

Which one's going to be more expensive to you?

I guess the first one.

Okay.

Is are you willing to settle for that?

You know, and then again you get them to reframe their mind.

Okay, go with the $15,000 ones.

Absolutely.

And, and of course adding into that, you know, not to mention the.

Because it's lower quality, because it's a lesser standard of install, et cetera, the headaches and maintenance issues along the way.

That will be additional cost and you'll be uncomfortable and peace of mind and all these.

And, and, and to help build the case.

Right?

Absolutely.

Yep.

Love this so much.

So this, this is scratching the surface.

Oh, it just scratches.

That's so much.

So true.

So everybody listening.

I hope you made notes from that part of it.

Of course, you're in Drive Time University for most of you right now, so listen to that again.

Jeremy just really went through an incredible word track of understanding the concepts.

And with this type of thing, it's not even the specific script or the words themselves, it's understanding what's behind the script.

I'm all about that.

If we can understand where an objection comes from, if we can understand the reason behind their comments and their commentary and ask those clarifying questions, then we don't have to be imprisoned to a script and oh, they changed the words.

I don't know what to say.

Because now we're starting to think for ourselves and be able to handle those situations no matter what comes at us.

Absolutely.

Yeah.

So good stuff, man.

Let's get to kind of what we were talking about before when we were planning this episode, because this is something that I know the close it now community.

We talk about this often enough.

There's a lot of people listening and just everywhere that really need a bit more of this kind of concept.

So we've talked enough.

I know that a lot of your background and history as you've gone through these different transformational points in your life, a lot of it has to do with.

And of course this is great because we set this context up with the sales conversation of being able to future cast their future with the potentials of pain or pleasure.

Right.

It can be nice and easy and smooth.

If you take this path or if you choose to not do this, your path can be more expensive and more headaches and all those things.

So we're basically predicting the future for them or painting that picture.

And then they're going to create their future based on their choice in the moment, which is a fun segue into.

Let's talk about.

I'm just going to be very specific with.

Let's talk about some law of attraction stuff.

Okay.

Because this is not talked about in the trades or in home services, hardly ever, but it's so important.

So give us some context there.

We've got all of these resources to pull from.

So for everybody listening, we're going to mention some names of some authors and some people you've probably not heard of, but they're incredible, and we highly recommend.

So we've got everything from Neville Goddard and of course, the most famous one, think and Grow Rich with Napoleon Hill, basically the godfather of this.

And everybody kind of comes from there somehow.

But take us down this path.

How'd you discover this?

And what are some of the.

I've got a cool story, too, I can add in.

But what are some of those transformations that have happened to your life along this path?

I'll tell you what, if you're willing to pause the video for a little bit, I'll go in my room, in this living room, because I was just going over this with someone the other day, so.

Beautiful.

Okay, everybody, we're about to pause.

We'll be right back.

Right back.

All right.

I had to get this journal because I.

When I signed up for Business Mastery, I signed up for my first, like, coach that I told you briefly the story of.

And she goes, hey, she said this?

She said, it's maybe a long story.

I probably should give you the short version.

Long story short, she got me to raise my standards because I thought I was doing pretty good making eight to ten grand a month.

And she.

And she laughed at me.

And she goes, I know people that make that in a day.

You.

You think that's a level 10 for you?

I was like, okay, that was humbling.

And I like that question.

I'll use that in coaching.

Yeah, yeah.

And I.

I can set it up a lot more, but if I go through the whole story, it feels like I can drag this out for 45 minutes.

So, long story short, she goes, hey, you know, we need to.

We get out of life what we are willing to tolerate.

So you're tolerating making only eight to ten grand a month right now in income.

So if you want to raise that income, you have to raise your standards.

So your standards.

Eight to ten grand a month, like a thermostat.

So you have to Raise it up, you know, to 15 to 20 grand a month.

So it was double my income.

And she said, you know, hey, have you read Think and Grow Rich?

And I go, oh, yeah, I read it a while ago.

And she goes, okay, what's your major definite purpose statement?

I was like, my what?

And she goes, read me your major definite purpose statement.

And I go, I don't know what that is.

And she.

So she read out her major definite purpose statement, which is part of the whole confidence formula thing, where you talk about specifically how much money you want to make, when you want to make it, and what you're willing to give forward and all that stuff.

And so she was like, all right, I want you to go buy the book again.

Read the book.

Don't just do the audio one.

And don't buy the new version for the millennials or whatever by the original 1937 unedited version.

Right.

The one with the correct language.

Because it's so important.

Yep.

And so I bought the book, and I started seeing Bob Proctor pop up all over the place.

And I signed up for his PGI consultant thing was like, 30 grand or whatever.

And on one of the videos, he was talking about, like, a live.

He goes, what do you.

You know how Bob Proctor says.

He goes, what do you want?

What do you really want?

I'm doing my best Bob Proctor impersonation.

And he goes, you know, if I really wanted something, it would be a good idea for me to write it down a hundred times in the morning and a hundred times at night, right before.

Right when I first wake up in the morning and right before my head hits the pillow at night.

And I would write it out in the present tense as if I had already achieved it.

And I would feel the feelings of achieving that.

And I would write out, I am so happy and grateful now that I blank.

And you have to envision it and feel it as if it's in your possession right now.

And so I.

He goes, I would do that.

I would challenge myself to do that for 30 days.

You can do anything for 30 days.

And frankly, if you don't want to do it for 30 days, how bad do you really want.

You don't want it bad enough then?

And I was like, all right, this sounds like a major pain in the ass, but I'll do it.

And so I.

I was like.

Because I really wanted it.

And I had this, like, trip to Fiji to go to wealth and Life Mastery in Fiji for my birthday.

And this was.

I hired my first coach in December, 2019.

Okay.

And.

And in gutter business, that's a slow time of year.

And I'm thinking how the.

Okay, I don't know if I can curse on here, but how the heck am I going to be able to make $15,000 in December?

It's Christmas.

It's the holidays.

But I was tracking my commissions every single day.

I was laser focused on my goal.

I was reading my major definite purpose statement every morning and every night.

And I was writing out in my journal.

I am so happy and grateful now that I earn 15 to $20,000 a month.

In the morning, 100 times and at night, night.

Typing it, not saying it, writing it out.

Actual kinetic.

Putting the brain to pen to paper.

Yep.

And then what ended up happening was after the first month, guess how much money I made.

I'm gonna guess it was at least $15,000.

It was 14, 500.

And my coach, I was pissed.

My, my coach, you know, she said when we started this, she goes, come short of hook or crook, which means short of being a hooker, turning tricks on the street corner or robbing somebody or robbing a bank, you're going to make this much money.

If you don't make that much money, then you need to, you know, go, you know, do whatever you need to do.

And so I was so frustrated that I didn't hit my goal.

And when she.

For Everybody watching on YouTube, you can decide if that would have been a good plan for Jeremy or not.

Yeah, yeah.

So I, so we, I get to the call and she goes, well, and I was so dejected.

And she goes, jeremy, celebrate.

And she said something that was really key.

She said, it's not about the power behind goal setting, isn't the achievement of the actual goal.

It's about the man you need to become in the process so that you can earn that, you know, earn that goal.

Yeah, yeah.

And.

Or attracted is what she said, Attract that goal.

And so I was.

And so she goes, so you need to celebrate.

I was like, okay.

So I celebrated.

And she was like, now go do it again.

I was like, oh, it's January.

How am I going to do this?

You know?

And I go, well, I guess I'll just keep doing what I was doing.

And I, I did it.

And guess how much money I made in the second month?

I'm guessing it was over 14,5.

It was 15,5.

So.

So officially I hit my goal, 15k in a month in commissions, in a down month, January of 2020.

And I was really happy because if you add 155 plus 14 5.

It comes out to 30, 000.

Like, even.

So you got dead on 15 for.

Those two months, I averaged 15K.

So I was like, okay, I this now, and I've done it two months in a row.

And she said, now go do it again.

I was like, oh, man.

And then I thought, well, hold on.

Like, I kept hearing Bob Proctor in the back of my mind.

He goes, what do you really want?

And I said, you know, I think I've been settling for just 15k.

I think I really want to do 20k.

And she goes, well, hold on, hold on, Jeremy.

Like, you know, you need to take things slow and build on this.

I was like, no, f that.

I was like.

He says, what do I really want?

I've been settling for 15.

I really want to do 20k.

Yeah.

So if you can go from 8.

To 10 to 15.

Yep.

It's going 15 to 20.

Right.

So I literally have the journal, and I just want you to see about how I wrote out the words.

I am so happy and grateful.

And now I want you to just check this out here, because this is pages on pages of what I did.

This, like, this is the writing, right?

I literally just went through, like, 30 pages there.

Like, literally pages on pages on Gorgeous.

This.

And so after the.

After the second month, I had, like, a little coaching client paying me 50 bucks a month from Guatemala as my first coaching client.

And she met me at the upw and she goes.

She was like, oh, well, I want to try that.

Because I told her of the success.

And I was like, I'm not going to make this girl do it by herself.

So I did it for the third month.

And then guess how much money I made in February of 2020 as the world was shutting down from COVID Oh, that's.

I'm.

It's.

I'm guessing over 20 in a short month in February.

Gutters.

Absolutely.

20K, baby.

No doubt.

So.

So that was like a law of attraction thing.

Like, and again, so if you add up 14, 5, 15, 5, and 20K, it was $50,000 in earned income over three months during the slowest months of the year.

And I invested $6,000 to this mindset coach that helped help me achieve this mindset that I needed to get there.

So, like, 80% of success is psychology.

She didn't teach me any sales tactics at all.

It was just this one conversation or two conversations that we had.

I remember and.

And the law of attraction stuff.

So I teach this.

So I've employed this strategy when I went from 8 to 10 grand a month to 15 to 20 grand a month.

I stayed there for about two years, and then I had something that woke me up and I was like, okay, time to raise my standards again.

15 to 20 grand a month to 30 to 40k a month.

Right.

And then I hit 40k a month in July of 2022 for the first time ever.

And then I did it again, you know, to become the, you know, number one guy in my office and.

And one of the top income earners in the company and hit that award over there.

And I've done it multiple times and use that whole law of attraction thing of 100 times in the morning.

Right.

As soon as you wake up, don't look at your phone first, pick up the book, write it out, and actually feel the feelings of it.

And.

And.

And then go do the work.

It's not just, I wish it'll come to me, and it'll come to me, you know?

Oh, my gosh.

Yeah.

Wish is just, you know, that's it.

That's all it is, is a wish.

Yep.

This is so good.

So let's get into the feeling part of it.

Good.

Because that is some of the truest power of what's happening.

Before we do, let's talk a little bit about how we're energy.

And you'd mentioned something a minute ago, actually.

So since we're attracting, this is attraction.

So for everybody listening, I know this is.

We're getting out there.

I want to remind you, your mind don't.

Your mind's like a parachute.

It only works if it's open.

So keep your mind open for this because it proves true in so many people's lives every single day.

And of course, if you're listening to this podcast, there's a good chance you're on this track anyway, or you wouldn't continue to listen to the Close it now podcast.

Because I'll talk about these concepts periodically.

So when.

When you were talking about.

To your coach about the.

The goals and writing that down.

Yeah.

And she was in.

Didn't say earnest.

You attract it.

Yes.

You attract the income.

Let's pause there for a second because I heard something one time that really, it's an easy analogy to help me remember this type of thing because I find myself chasing instead of attracting periodically.

And this quote will reset me every time.

It says, be the target, not the arrow.

Be the target, not the arrow.

And it helps me to reset it back into the attracting mode of letting it happen instead of forcing it to happen.

So expand on That a little bit for us, the attracting part of it.

Well, that's a, that's a very loaded question as well.

We could do a whole series of podcasts on this topic.

Totally could.

So right now, the book I'm reading is Letting Go by David Hawkins.

Dr.

David Hawkins.

He's the one that talks about the whole levels of consciousness and spiral dynamics and all that stuff.

Are you familiar with, like, the energy levels of guilt and shame and fear and all.

All the way up to, like, peace and all that and love and all?

Absolutely.

Gratitude is a big.

Yeah, yeah.

So I'm, I'm reading that book right now.

And so first of all, and you know, I, I did a podcast with my current mentor, Josh Lyons.

I've been with him now for about a year, a little over a year, and he told me something that he noticed on one of my call reviews that we uploaded to YouTube.

Pardon me, and he said, you're.

You're forcing things, you know, and when I went on to that call, I had been in a really down state, to be frank with you.

I was, you know, I wasn't having the success in February.

My ads kind of died.

I wasn't getting leads.

I was stressed out about money and stuff like that.

And, and I was like, trying to over compensate for my depression by trying to get, like, overly, like, jacked up on Tony Robbins stuff, you know, Know.

And.

And so I showed up to this call all, like, serious.

Like, you could see this crease in my nose and, like, holding them accountable.

Are you ready?

Like, blah, blah, blah.

I was really intense and, and it was like, you know, when you go to a family or a friend's house and they have pets, if you're like, all like, oh, come here, come here, come here, come here, like, or a kid chasing after a dog, oh, doggy, doggy, doggy.

The dog's gonna run away from the pet or from the person trying to pursue it.

But if you just like, sit down on the couch and you just chill, the dog will come up to you and sniff you.

The same thing goes for, like, sales if you're like, really, like, oh, I'm going to close this one.

I'm really, I'm on a hot streak.

I'm going to do this.

And it's just like, you just have to be who you are and go there with that service intention.

It's like things are just going to happen the way they're going to happen.

That's part of acceptance of that level of spiral dynamics.

And it's like you're just, you're just going to do, you know, whatever you can do and let the chips fall as they may and, and what you'll end up doing is you'll be attracting more sales than those people are like, oh, screw that, I'm going to close every deal I talk to.

You know, it's just going to be very heavy handed and it's going to be very, it's just going to be like difficult for you.

And the prospect like at the end of your appointments when you have that like kind of hardcore approach, don't you just feel freaking exhausted at the end of your day?

Like I said, I live a life, lived a life of that for a while in my early career and God, it was, it was awful.

You're closed a lot of business, but man, it was tough.

Yeah.

And you're like, you're like, I'm sitting in a car and I'm talking to people.

Why do I feel like I've been digging ditches all day?

And it's like, it's because you're forcing it.

So he talked about the book called Power vs Force, which is by the same author.

And he suggested that I read that book.

And so it was a good reminder because there's times when I'm in alignment, sometimes I'm out of alignment.

And like you said, when you're out of alignment, you think of that quote about being the target and, and just letting it come to you rather than just like, oh, I'm gonna go get it.

Oh my gosh.

Absolutely.

The years ago when I was still in the field, and this is a story I love to tell about, it really speaks to this programming our brain.

You know what, the writing it out a hundred times in the morning, in the evening, it's the science behind a lot of this.

Everybody listening.

This is your RAs, your reticular activating system.

It's that piece of your brain.

The old story is the red car analogy.

You're looking at your new car, the one you find, it's this exact make and model.

Not another car on the road.

Nobody else has this car.

Nobody has these.

It's so unique.

So unique.

Yeah.

The second we buy it, they're everywhere.

Yes.

And it's like, what?

Well, what happened is it wasn't on our mental radar before, but now that we've placed that into the bucket of our reticular activating system, now it's on the radar and we just, our brain searches for it and recognizes it everywhere.

So that's so much of what the writing it out a hundred times does.

It's programming our computer.

Our brain is just input in, bad input in, bad, input out, good input in, good input out.

Our brain's like computer.

It's that sub.

Your subconscious mind is so much more powerful than your conscious mind.

So if you're like trying to like go out there and force things, you're working on like 10% of your brain's power or less.

And your subconscious, when you're writing it out, you, your program, your self image and your subconscious mind through repetition and emotion, and that's what the repetition is.

But also feeling the feelings of what it would feel like if you had that, because it's going to create a more strong neural pathway.

Yep, yep.

And then, oh, this is so good.

And then the brain goes to work for us.

And now these synchronicities start to happen in our life.

It feels effortless.

All of these coincidences just start to happen over and over and it seems effortless.

Years ago, when I was in the field and this was, you know, gosh, 2016, 2017, you know, way before the COVID boom or any of that, you know, all of our, our team, they would, they were like, how in the world are you selling what you're selling?

Because they come in and it was just like dead out there.

And all of these be backs and all these things.

And I'm like, well, I.

It's because I expect it.

They're like, what are you doing?

And I was like, you finally one guy took me to lunch.

He's like, they're like, what are you doing?

I was like, you wouldn't believe me if I told you.

Yeah.

And so I was like, well, every morning I set my alarm, you know, I get up, I'll get ready for my day and I'll go outside and I have this place that I sit for 20, I'll set my timer for 20 minutes.

And I sit and I meditate.

And my affirmations are, I always get the best clients.

Everyone I meet wants to do business with me.

No one gives me the runaround.

I don't get the clients that you know.

And just constantly, over and over, every single person that I see is excited today.

And they're going to say yes.

It feels so good that at the end, I'm visualizing the end of the day.

It feels so good that everybody I saw today said yes at a higher ticket than they even thought possible.

And they.

So nobody on my sales team believed me and said, well, they're like, no, no, they can't be it.

They've got to be hand picking your leads for you.

I said, let's prove it.

And so I started trading leads with them.

I was like, you got yours for the day, let's trade.

And sure enough, the same thing happened.

They're like, no way.

And it's like, because I just expect it.

Where your energy, where your focus goes, your energy flows and it pulls it right to you.

Right.

So tell us more about this.

So you're writing this down, you've achieved now $40,000 a month and what, Give us another story.

I'm sure you've got plenty of other law of attraction stories.

And tell us a little bit more of where your head is at now around the emotion and the feelings of feeling it real in this type of, this type of concept.

Yeah, so like last, well, January, I had a goal to hit 50k in a single month.

And I, I was doing the exercises and all that for a part of the time.

Honestly, I wasn't being as diligent as I needed to.

And about halfway through the month I was at 35k and I thought, okay, yeah, I'm on, I'm on track, you know, and leads were coming in and buying and stuff like that.

I was like, yeah, I'm going to hit this goal.

And then I went for like a 10 day like spell where I didn't sell anything.

And then it got to like the last day of the month.

And I was like, well, I guess I'm not going to hit it or whatever.

And I was, I was kind of accepting it.

And then it was weird.

As soon as I accepted it to where I was like, it's okay, you know, I'll do 50k next month.

Month.

An idea popped in my head and I was like, it was like an inspired idea.

And I was like, you know, Lee Filter, what they would do is on the last Wednesday of the month, they would do what they would call an international push day, where they basically just pushed and pushed and pushed and called all their rehashes and tried to sell them at cost and do all these things.

And then the last Friday of the month, they wouldn't have meetings, they'd just be pushing, trying to cram as much business into, into the pipeline as possible for the month.

Month.

And I was like, well, what if I did that approach?

And then as soon as that thought came to my mind, a customer who was one of my first clients, he was actually a platinum partner with Tony Robbins as well.

I met him at the relationship trip in Maui in October.

He.

He calls me out of the blue and he goes, hey, how's it going?

I was like, good, man.

What are you up to?

Hadn't heard from him in six months, you know, and he goes, well, you know, I got this new guy here, and he's looking at nepq and Jeremy Minor, he's not really a fan of.

And I thought I told him, well, why don't you talk with Jeremy?

And so.

So I had a quick conversation.

Easy sale.

And, you know, so I woke up that day, I think I was officially $15,000 away from my goal.

So that $7,500 sale was like, boom.

That was halfway to my goal.

I was like, God dang, I'm.

I.

I could actually.

And I could actually hit this.

And so I called up a couple of my clients who were getting close to expire and ask them if they wanted to extend or whatever.

And some said yes, some said no.

And then I got to the point where I was pushing so, so hard and pushing and pushing, pushing.

And it got to the end of the day where it was like 4:00.

I was like, well, I guess I'm not going to hit this goal.

And I was like, I'm so exhausted because I've been pushing so hard to hit this goal.

I was like 4k away from it.

And.

And then actually I was like 2K.

I was at 48, 000.

I was like, damn, I'm gonna fall this short.

And I was like, all right, let me offer a ridiculous offer to a couple of these clients that I have.

And I offered it to them, and some said no, and then some said yes at the last minute.

It was like 6:00 at night.

I was like, thank God.

And I ended up hitting 52k in income.

But it was one of those things where, you know, I know it's not necessarily law of attraction, but it was like, to do.

It was $17,000 in business is what I did.

And on the last day of the month, on one day, in order to hit the goal.

Yeah, exactly.

And cash collected.

So I love this.

And so now the next goal, I'm at 50k.

The next award that this marketing mastermind I'm in, they have 100k a month award and you have to collect a hundred thousand dollars in.

In fees.

And so far, I'm.

I'm a little bit behind the pace, but ironically enough.

Oh, hey, look, I actually got a text message from one of them.

He said, run it for 5, 500 right now.

So I guess this is real time.

While we're recording the podcast, everybody.

It was eight minutes after the podcast officially started.

Look at that.

It was supposed to be $15,000, but we're breaking up into three months, so 15, 5500.

So.

Oh, so good.

It was.

So this is.

This is powerful.

So I do want to camp out on the.

The.

Our.

We are.

So everybody understands we're energy.

Right.

Our bodies are made up.

I mean, ask any scientist.

Every human body is a big magnet.

Right.

We've got all.

It's not even just our bodies.

Like, this table is not solid.

It sounds solid, but it's not.

Yeah.

It's mostly empty space.

It's the molecules that put it together.

Yes.

And all the energy surrounding them.

Even sitting on the chair you're sitting on, we have faith that it's going to hold us.

Otherwise we'd fall right through it.

Yeah.

So we're getting really esoteric here.

And I love this because it might.

Be over my head, but I might also have a funny story about it.

So we'll see where you're going with.

So what happens is.

And there's.

There's really simple ways to kind of explain this, but our.

Our head and our heart, they work together in this process.

And basically our brain and our heart, our.

Our feelings and emotions, especially our feelings and emotions are really just a big radio signal.

Right.

That sends all of these radio waves out into the world that starts to attract us.

And.

And there's positive thoughts and there's negative thoughts.

That's why we say, you know, that gratitude, depression can't live in the same moment that gratitude does.

Gratitude.

Yep, exactly.

And so.

And everybody listening, we've felt this before, you know, when we focus on positive thoughts and somebody enters your space, and they're the negative Nellies, they're the downers of the world.

It just feels icky.

You can feel the negative energy.

Even if you've ever thought about it or not, you can tell that that's a negative person and vice versa.

When you're having.

How many people have been having that bad day?

And it's the, you know, the morning grogginess, and it's like, oh, you're too perky in the morning.

Don't talk to me before I've had my coffee.

Well, me and my girlfriend.

You're the negative one there.

No, no, the girlfriend.

The girlfriend is.

Yeah, yeah, exactly.

It's like, yeah, that person is the negative one.

Yes, she is.

So this is just real practical proof of this.

But when we start to focus on those positives, especially when we can start to visualize the outcome before it happens.

And when we visualize that outcome, and not just visualize it, but we start to put some emotion into it, that's where the brain, that subconscious part of the brain goes to work.

And it works all night.

It works constantly working behind the scenes to cause that reality, to pull that reality into our lives.

This is how we pull the future.

Like we pull ourselves directly into the future.

We're creating it.

And so we're basically the way they like to say is we're co creators with the universe for the life that we want to have.

So I love this concept.

Never in an entire show ever dove in this far.

Well, I want to, but I think.

The time has come for it.

I want to touch on some of the heart and the brain stuff and actually give people a tactical thing to help them.

And I think this will be really helpful for any salesperson.

So let me ask you this.

Has there ever been a time for the listener?

Has there ever been a time when you felt stressed?

Has there any been a time, ever been a time when you felt anxious or nervous?

And.

And when you feel these moments of stress, it could be anger, it could be fear, it could be any of these things that are not empowering emotions to you.

That is a warning sign that your head and your brain are out of alignment.

Literally.

They run on electrical impulses that can be measured and printed off on an EKG and an ecg.

So when have you ever.

That's the negative state.

Have you ever been in a state where everything is like, just looks like you've got the Midas touch, where everything you touch, like turns to gold, where it's like you've gone 10 for 10 on sales.

Like you were in this flow state.

You hit the game winning shot, you scored the game winning touchdown.

It was just like you powered through it and nothing could freaking stand in your way and you felt unstoppable.

That's being in a flow state.

So there's two things.

Tony Robbins says that when you're in this angry state, this, when you're not in this flow state, he calls it a beautiful state.

When you're not in this beautiful state, you're in a state of suffering.

And anytime you're in a state of suffering, it's because you are doing two things.

Number one is you're thinking only about yourself and you're not thinking about anybody else.

And number two is you're focusing on what's missing.

Rather than what you have in your life to be grateful for.

So you can literally change your state in an instant by switching your focus.

Instead of thinking about, why am I focusing on myself?

Think about how can I serve this other person?

Number two is, well, I'm thinking because he said no.

Now, I missed that sale and now miss.

You're focusing on things that are missing.

Focus on the things you're grateful for.

Man, I work for a good company that provides me with leads every day.

I made $150,000 in the last six months or whatever.

Like, whatever it is, focus on what you can be grateful for.

All right?

And then there's a little exercise you can do, and it only takes two minutes.

And it's been scientifically proven at Stanford Medicine, where you literally put your hands on your heart, you close your eyes and you breathe in.

And you just imagine breathing into your heart.

And the whole time you're.

You're feeling the breath go into your heart and you're feeling the power of your heart.

You're feeling this heart beating in your chest.

And as long as this heart is beating, you are still alive.

And if you're alive, then that means there's a purpose for you here on this earth and that your mission's not over yet.

And you didn't have to do anything to earn this heart that's beating inside your chest.

This was given to you for free.

And you don't have to do anything to keep it right?

You don't have to do anything to earn it.

You just, you are worthy.

And.

And if you just focus on those things and you switch your focus from what is missing in your life to what you have to be grateful for, and you focus on those things and you breathe deeply into your heart.

What ends up happening is your brain waves go like this and then they end up, like, syncing up and then they're like, like this.

And then you're back into a flow state again in literally two or three minutes.

So good.

So anytime you're in that state where you feel like just things are not going right for you, change the focus on what's missing to what you do have that is going right for you.

Maybe it's your family, maybe it's, you've got a roof over your head.

Because when it boils down to it, there's other people that got it way worse than you.

Would you change position with them if not be grateful for what you got?

Because here's the thing.

I think of it like God is like the cosmic dad taking his son into ice cream.

And if the, if the son, you know, he.

Dad buys him ice cream and the son goes, this isn't the flavor that I wanted.

I wanted chocolate chip.

And throws it down on the ground is ungrateful for the ice cream that you got him.

Is that dad being a good dad?

If he's going to be like, okay, let me go get you the chocolate chip, he's like, you're, you're not being, you're not grateful for what I got you.

All right, you can just go without ice cream.

Right.

So if you're not grateful for the life that you have right now, what makes you think that you, as a spoiled little brat throwing a temper tantrum, that your life isn't going the way that you want it to go, is going to change that you're going to be blessed with what you.

Because you're not grateful for what you already have in your life.

You have to be more grateful so we can pour more into us, right?

Yeah.

And it's not just about you.

It's about so you can give to others.

Because that's the big thing when it comes to, like, mindset on money.

A lot of people think, oh, you know, 300 grand a year, 400 grand a year.

I don't need to make that much money.

I just want to make enough just to be comfortable and pay my bills.

Again, listen to what you're saying.

I just want to be comfortable enough so that I make just enough money so that I can pay my bills and not help anybody else around me.

Right.

What a selfish thought process it is.

You know, if you made four times as much money, think about how many more people you could actually help rather than just focusing on you and your little bills.

Powerful.

Something I've said for a long time is the best way to help the poor is to not be one.

Yeah, great point.

Because we, you know, when we don't have the resources, yes, we can give time, but we're limited in bandwidth, especially when we're constantly working our face off to try to pay the bills.

Yeah.

And when you have the abundance, we can start to leverage things and invest more and just make, make such a bigger impact.

Yeah.

I mean, it's like, you know, this little business I've got going on, you know, okay, 50k in a month, that's great.

You know, but here's the thing.

Like, then all I'm really doing is I'm just helping myself, you know, like, how selfish of that.

I.

What I need to do, I Went to a event with my mastermind group, with my mentor, and he said something in passing.

He was like, you know, talking about networking in the group.

He goes, because you never know when, like, Jeremy's offer is going to take off and he's going to need closers.

And I'm like.

I was like, man, I hadn't even been thinking about that.

And I was like, yeah, dude, here I am playing selfish.

I.

There's some guy out there that might want to make 20 or 30 grand a month, and he's stuck in a job where he's making five or ten grand a month.

I was like, I could be helping more people, like in my community of closers, right?

You know, it's like, so I came back to go get this award and go get the 100k award and build my business up.

Not just because I want to go make a insane amount of money for what an uneducated, no college degree guy should be earning.

It's because I want to be able to build up a business that is helping other people, you know, have a career that they could be, you know, passionate about.

And more importantly, the.

It doesn't happen without helping the clients, you know, like the people that are listening to your podcast here, like, helping them reach their goals.

So there was something you said in the very beginning of this, and I meant to circle back around to it, and you said something about, like, your motto, and it was that Zig Ziglar quote of, you can have everything you want in life, life if you just help enough other people get what they want out of life.

Absolutely.

So if they're a business owner that's only making 100 or 200k and they want to make half a million or a million, if I can help enough of those company owners build their business up to the 10, 20 million mark and sell their company and retire and go, you know, build churches or whatever.

That's what they want.

Cool.

Let me help them do that.

If I help enough of those people do that, then I'll be able to have whatever I want in life.

Life as well.

Well said, man.

You could not have wrapped up this episode any better.

I know that we could talk about this for a long, long time, and I.

I definitely hope we will.

We'll have to do some more episodes on some of these topics because, you know, in home services, in the trades, it's.

It's been so blue collar for so long and such a stifled mindset around this type of thing.

It's a middle class mindset.

It's a middle, yeah, it's a middle class mindset and everyone that listens in our communities have a degree of growth and personal growth and leveling up.

And I'll tell you, everybody, the masterminds and things that Jeremy and I have been involved with, you don't get to that level without having a modicum of this type of concept.

Now call it, you know, if you're very devout in your faith and you know, spirituality and your specific religion.

Absolutely 100%.

But I'm saying do the things that you know, you need to do there to be in alignment with your beliefs.

If it's, you know, if we're source or universe or whatever it is that your specific is there's universal truths that carry through every single thing.

Even in the Bible, Jesus said let the poor say I'm rich, let the weak say I'm strong.

Right.

It's the same thing but just through a little bit different lens.

So that's what we're, that's what we're talking about today is these universal truths are universal for everybody for a reason.

Because it's the way this, this entire planet was created.

So that's it man.

So tell everybody who, so who, who do you work with?

Who's what, companies, what individuals and let everybody know how to get in touch with you.

Yeah, you know, it's basically I've sold Windows for Renewal by Andersen.

I've sold walk in bathtubs for safe step walk in tubs.

I've sold solar for safe or for sun pros.

I sold water filtration systems for Eco Water.

So what I've found is that all in home sales businesses that are operate on a one call close is basically the same process.

And I feel like Leaffilter's sales process, the 12 step closing sequence that they have is the best that I've seen out of all those great companies I worked for.

And so that's what I do is I train folks to employ those processes.

And then also the way that Lee filters compensation plan was, you know, built it was I wasn't the seventh highest income earner because I had the seventh highest close rate.

I was the seventh highest income earner because I was able to sell it for the seventh highest best profit margin, you know, and, and the guys that were number one sold, you know, ran a thousand leads, I ran 433 leads.

So it's one of those things where teaching them how to sell jobs at a higher price and not being competing to be the low price but being, being One of the higher prices so that you can make more profits, so that you can afford to put more people, hire more people, do more ads and all that.

So it's pretty much anybody that's in the, in home sales, one call close kind of space.

But I just want to give an experience of who I've actually worked for.

So I have practical, industry specific knowledge.

Yeah, good, good stuff.

And how does everybody get a hold of you if they want to know more about.

Learn more about Sales Pride and follow you in your journey?

Yeah, you can follow me on Instagram at Sales Pride Coach.

You can go to my website at Sales pride coach or salespridecoaching.com I think is what it is.

I'll make sure and have you in all the show notes, everybody.

Yeah, you're driving.

Don't try to remember.

Just.

Yeah, I think it's salespridecoaching.com and it was more geared for the gutter guys because it was, you know, it was what I had the most success at recently was because of my evolution and development in my personal development.

But you know, just to be able to say, hey, seventh highest income earner out of 2,000 sales reps, it sounded a lot more impressive.

So pretty much anybody that wants to close more effectively and sell at higher prices to make more profits and being able to not have to overcome objections because you learn how to prevent them from happening in the first place.

And understanding that 80% of success is not just is is is not just tactics.

And oh, how do I.

What's this word track?

How do I overcome this?

Objection.

It's about the psychology and the mindset.

Otherwise those other things don't work if you don't have the mindset in place.

Right.

Love this.

So for everybody, when you reach out to, to Sales Pride, when you reach out to Jeremy, make sure you mention that you, you heard him on the Closing now podcast.

Yes.

Because this is you.

We'd love to share, help, help build each other up, you know, there.

For everybody that would like to hear.

Oh man, we'd love to hear you guys do some more stuff together.

Reach out.

Let us know if we get enough people reaching out.

You know, we could put together a, you know, we'll put together a co TR to specifically address some of the things that you all want us to work through.

If you want to hear more on.

On Law of Attraction stuff, definitely let us know that as well.

I'm working with, I'm reaching out to some thought leaders in that space to bring them onto the show and, you know, really dive in as well, so.

Well, Jeremy, it's been awesome having you today.

I appreciate it.

Pleasure as always.

Yep.

I've always enjoyed our conversations, so.

Absolutely.

Same here, for sure.

I'm grateful that you made time for us today and for everybody out there.

I hope you got some massive.

There were some massive nuggets in this episode.

Go back and there's actually several exercises Jeremy took us through.

Go back and actually do them.

Don't just let it become knowledge in your head.

Actually apply it.

Remember, success happens at the speed of implementation.

Yeah, people love information, but they hate implementation.

So they're like, oh, yeah, that sounds like a good idea.

Until they start doing it every day.

People hate implementing it.

And that's the difference between what makes you a top 1% person is the speed to implementation and the consistency of implementation.

100%.

Well, thanks for that.

And, man, thanks for such a good episode, everybody.

You know how we wrap this up?

Everybody go out there and be somebody worth buying from.

I love it.

You've been listening to the Close it now podcast.

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