Welcome to Close it now, an H Vac sales training podcast with Sam Wakefield.

Here we'll build your reputation in residential H Vac sales to be the expert influencer in your market.

You'll get insight into the top minds in the industry as they share their skills and hacks to help you on your journey.

This podcast isn't just about selling more.

It's about understanding your customers needs and building efficiencies behind the scenes so you can sell more but work less while being top of mind when people think H Vac.

Now let's get started with your host of the Close it now podcast.

This is Sam Wakefield.

Welcome back to the Close it now podcast.

Sam Wakefield here.

I am stoked to have this guest on today.

We are branching out a little bit more than what we have in the past and this is part of the door to door con 7 speaker series that is going on right now.

This gentleman, he joins us from the mighty state of Florida.

If you don't know, Florida is one of the hottest markets in the country for, well, for H Vac, as you know that, but also for solar, for roofing.

All of these different things that are very driven by the need to get out in front of eyeballs and to connect with people.

And so I'm super excited to have my friend Jordan Adams on today.

He is an expert with Door to Door Experts.

He's the consulting expert there for them.

He also this is a fun side note which I'm sure that we're going to cover as well because it's about being a complete person.

He runs a podcast so make sure to go look this podcast up like follow, share and listen called the Stoic dad.

Which is, I haven't listened to any yet because we're just connecting on it.

But I am excited to dive into that because I mean if you're like me, anything, being a, being a dad is something that I'm very happy and proud of and the listeners very much.

Lots and lots and lots of family.

We do this to be the provider, to not only make an insane income, but also to the reason we do it is of course to provide.

Who cares if you make a million dollars a year, if you have a heart attack and you get divorced and lose your family along the way.

And so that's why we're raising the standard of this industry.

So everybody check out the Stoic Dad.

We'll make sure to get the links for that.

But also, he is just a total badass when it comes to mindset.

When it comes to consulting for solar, for roofing, for pest control, for H Vac and yeah, just excited to hear have this conversation today.

He will also be at doortodoorcon7.

So everybody that's listening will give you the links to that.

You can go to h vacdoors.net and click on the events tab.

You can get your own ticket and use the code SAM W10 for a 10 discount and.

But let's hop into this.

Man.

Super excited to have Jordan Adams on the line today.

Thank you for joining me, sir.

All the way from.

And he's literally hopped out into his car because he's doing an on site training right now.

And so thanks for breaking out, breaking away for a few minutes to talk to us today.

Yeah, absolutely.

I appreciate the intro.

And yeah, I'm, I'm, I'm on site.

Rarely am I in my home state of Florida, close to my wife and kids.

But today I'm on an on site here in Tampa.

I live in the Orlando area.

I was on on site yesterday.

Tomorrow I get a day at home and then I jump on a flight to Louisville and then next week, who knows where I'm going to be.

So I'm probably home about maybe seven to maybe five to seven days a month.

The rest of the time I am on site with companies, coaching, training, developing and, and really my main objective is, is twofold.

First, of course, you know, the reason they hire me is to help them increase sales and revenue across the board.

That's the win.

Of course, revenue forgives all sins.

But Sam Taggart and I always have, we kind of have this joke that we have the greatest bait and switch scheme in history.

And what it is, is people come to us and say, I want to increase sales and revenue.

But what we really do is we improve the person as well.

We improve everyone from the executive all the way down to the salesperson because I think you hit it on the head.

It's, look, you can have the biggest yacht in the world, but if you're unhappy, it means absolutely nothing.

And so doing our very best to coach people to have correct incentives, correct values, correct motivations, actually.

Motivations, and I'll explain why, but really kind of taking them to the next level as a human being.

And the natural byproduct of the improvement of the human being is revenue is, you know, money tends to fall in the lap the less you care about it.

And the more you care about the service to the people that you're, that you're acting in service to, the more those opportunities fall in Your lap.

And that's really what the end goal is.

It's as we improve these people, we improve the chance and the quality of opportunity as well.

Right, right.

Oh, I love this.

Yeah, absolutely.

You're totally right with that.

So tell us a little bit about how you got into this position.

Like, what's your history?

Why should people listen to you on this episode today?

Yeah, so it is a funny story.

I'm, I'm a little bit older.

I'm, I'm 40 and I, I've been around, man.

So my, my real first introduction to door to door sales was, was I was a Mormon missionary for two years in Michigan about 20 years ago.

A little bit before that, I had sold some pest control for like two months.

I was like, this sucks.

I'm, I'm 19, you know, whatever, screw this.

And so, and then I, I went on a two year mission as a Mormon missionary in Michigan, which if you know anything about more missionaries, we are the most hardcore door knockers in the world.

You know, like we've been doing it since 1830 and my dad did it in Germany, my grandpa did it.

You know, I had great grandparents, my great, great, great great grandfather was a missionary.

So a long line of, of you could call it door knockers or whatever, you know.

But yeah, so I, I, and I had been in sales after I missed, I sold insurance, sold some pest control.

And then probably about 14 years ago, maybe, I don't know, I was actually a working musician, I was a bass player and a producer and I was traveling a lot then touring, playing music with a couple different groups.

And my wife, we just had our first child and my wife was like, hey, we gotta make money.

Because the joke in music is like, you either make music or you make money.

And I was making a little bit of both, but certainly not enough.

And so my friend got me, you know, I'd done all this other door to door sales and so he basically was like, hey, come sell solar for me in San Diego.

And this is the early days of solar.

And so I was like, cool, I'll go down there and sell.

And I was, you know, I got down there and I'm like, hey, how many of you sold?

He's like, oh, none, zero.

Like we're just starting this thing.

Like, cool.

So I kind of, I didn't really have a mentor in solar specifically.

I definitely did in sales and door to door, but kind of started on my own and really very quickly became successful in solar.

Was recruited by a company called Vision Solar, which became Ion Solar and from Ion, you know, made the connections to be able to start a company called Florida Power Management right here in Florida, which has been going for, you know, seven years strong, eight years strong as an epc, which is the contractor side of solar.

And then I co founded a company called Tefra Solar.

Both companies, 50 to $70 million in revenue.

Founded a software piece as well within that exited from all three and really up until about six months ago was only, I was only working within like the practical men's coaching space and so podcasting.

I have a fitness and mindset coaching program where we do like dad shreds.

So I'll take a 50 year old dad from 30% body fat to 7% body fat, you know, in a three to six month period of time.

And that's really all accomplished through mindset.

The really the mantra that we focus on is like look, getting shredded is 10% working out, it's 40% nutrition and then it's 50% managing your emotions and your mindset.

If you can manage your mindset and your emotions, you can do anything.

You can manage your hunger and all your bullshit excuses as to why you can't do something.

And so I was doing that and I still, I still own that company.

I've sold part of it to a partner slash client of mine who does more of like the admin day to day stuff with it.

And so I still lead some calls.

Great content.

And Sam Taggart from the DDD Experts was an old friend of mine and really kind of conned me into coming and consulting by really showing me that there was also a large.

Look, I'm a, I'm a human development junkie and addict.

I love.

One of my big core governing values is really helping men specifically level themselves up.

Because what men think they want and what they actually want are two very different things.

Men think they want cocaine and cotton candy and what I mean by that stuff and title and reputation and toughness and all this stuff like what?

No, what you really want as a man is, is we're all little boys still and what we want to do is we want to look at ourselves in the mirror in the morning and saying, say to ourselves, I keep my commitments to myself, my high level valuable commitments to myself.

And the only way to do that is to actually do it.

But the problem is as men, especially American men, we are so driven by these things that we think we should want.

We think we want sex and money and power and we think of our largeness as our power.

We, we measure Ourselves in numbers.

I deal with this a lot.

It's like we measure ourselves by how much we weigh, how much we eat, how much we can lift, how long our.

Our.

You know, our.

Our member is.

Yeah, you can say whatever you want on this podcast.

It's all good.

Yeah, yeah.

How long our dick is and all that stuff.

And it's just this big, like, this idea, like.

So, for example, in my coach, like, I weigh 165 pounds, okay?

I'm.

I typically float between 911 body fat.

I will outlift the dude who's 250 pounds seven times out of seven.

You know, my deadlift is 410.

My squat's 385.

My bench is 315.

I can press, you know, 130s.

I'm not saying that to measure myself.

What I'm saying is I weigh 165 pounds.

It doesn't matter.

But a lot of men will be like, well, I can't lose too much weight.

I'm like, why?

And they're like, well, because I'm like, 2:20.

I'm like, yeah, but you're fat.

Yeah, but they're like, well, yeah, but I can lift a lot.

I'm like, I guarantee for your weight, you don't lift nearly as much as you should for your weight.

What we want to do is create the optimal man, and the optimal man values the correct things, right?

And that is virtue for the sake of virtue, good for the sake of good money as a tool to serve other people and being a good father, good husband, not some dipshit who thinks that because he makes money, he's entitled to be a piece of shit, sleep in, eat shit, treat people like shit, lie to people.

How do we get you to a level to where you value the correct things?

And so that's why I love consulting, because these conversations happen often within this space, and that's actually what CEOs want.

CEOs are like, yeah, I want money.

And I always ask.

I go back to Socrates, right?

Socrates is famous for the Socratic method.

Socratic method is to ask, why?

Why?

Why?

Why?

So I'll sit with the CEO.

I'm like, what do you desire?

What do you want?

They're like, well, I want.

I want to make a million dollars, Ky. Oh, shit.

Because, well, I don't.

I don't know.

I'm just supposed to want to make a million dollars.

I'm like, okay, well, let's dig deeper into why what million dollars represents.

You may actually only want $500,000.

You may want $7 million, but unless we dig deeper.

So they'll say like something, for example, I'll get with guys often, I'll be like, what do you value?

And they'll say, I value my family.

Okay, why?

Because I love my family.

Why?

What does that mean?

What does that present to you?

And they'll be like, I don't know.

Okay, well what do you want for your family?

Well, I want safety and protection for them.

Okay, great.

What does that mean?

I don't know.

I actually don't know what that means.

I don't know, like I want a house.

Why do you want a nice house?

I don't know.

Because I'm supposed to always go back to this idea.

Let's define it, right?

Yeah, get granular and define these things.

It's okay to want a Ferrari, but it only works to want it if it fits within the core governing value of what you're serving.

If it's just to have the Ferrari for the sake of showing people you have a Ferrari, it's never going to be a long term incentive.

It's not a good enough reason why.

So that's why I love what I do.

I do a lot of this work, both on the personal and business level as well.

Oh my gosh, I love this man.

So you remind me so much of, I'm a massive, massive Jim Rohn fan.

And Jim Rohn, Brian Tracy, all the classics.

And he remind me so much of what Jim Rohn always said is, you know, work to earn a million dollars in a year.

Not for the million dollars, but for the person you have to become to earn that million dollars.

Yeah.

And you know, personally, one of my goals for years and years has been the custom order a Ferrari and deliver and pay in cash with one check.

Right.

That's my personal goal.

Not for the car.

And I'll tell everybody it's not for the car.

It's to be the person that can write a check for a brand new custom order Ferrari with one check.

Yeah.

And so, and then the car can come and go, but it's about being that person that can do that and not for the sake of having something flashy, but it's like, yeah, that just is the pocket change of where I'm at in life.

And dude, you're hitting on so many of my, the points that I love.

The best way to help the poor is not be one.

Right.

How do we help people?

It gives us choices and it gives us freedom to like make a bigger impact.

Right?

Yeah.

Well, you know, Money, money purchases opportunity to serve people.

And I think more than anything else, you know, my mission present when I was a missionary, you know, he, he was, he, he, he has money, you know, he's a wealthy guy.

And he said, look, you know, typically God's only going to bless you with money so that you can give it to other people.

Like people who are truly, truly wealthy.

They are the people who give money away.

And for me, one of my driving factors in business at least is to have so much money that can give most of it away, like literally 80 to 90% of it away from, to serve and help other people.

And you're right, like you could be the most able person physically, but if you don't have the currency to purchase opportunities to really help people, then you're really not being an effective servant of the people around you.

So, yeah, I think I love that, man.

I love what you said there.

It's not so much that like you want the Ferrari, it's the fact that I have so much disposable income that I can just write the check for it.

And you're not seeking that out because you, it's like the second that I can afford to make a payment on a Ferrari, I'm going to go buy.

It's like, no, this is just chump change.

Not for the sake of like somebody else noticing it.

Hell, I might store it in my garage forever, but I can write the check.

And it's for me, intrinsically, for myself.

I love that.

Yep, absolutely, man.

Dude, this is good.

So let's dive in a little bit because, you know, everything you're covering is, it's a lot of what I cover in, in a lot of my training.

But man, you're, you're definitely next level with a lot of, a lot of the, the CEOs, a lot of the different mindset things that you do.

So you, earlier, you mentioned something about how, you know, we're, we're talking about motivation and that kind of thing.

So let, let's dive on into that because I, this is the time of year because we're recording what is this?

December 5th.

Right.

So at least for H vac is very, very, very seasonal.

You know, some industries are more seasonal than others.

It's seasonal from the traditional perspective.

I mean, side note, right now I'm on a mission to prove that we can generate more zero or low cost leads in the off season than you can with your biggest marketing dollar spend in the peak season, which we're proving back to back.

But so much of mindset is, you know, we've got the peak season and now it's slow.

Now what do we do?

How do I stay motivated?

How do I stay driving forward?

Or do I just take it off?

Right.

So let's talk about motivation and the different.

Maybe some of the differences in like, motivation and inspiration.

And I'm sure that's going to factor into this conversation, but tell me your thoughts on that.

Yeah, so I actually have.

This is part of some of the work that I do with men.

Often I work with CEOs on this.

So kind of the misconception that we have is that motivation is somehow valuable.

Motivation is one of the biggest bullshit principles that we have.

And mainly because of semantics, the English language is somewhat limited in how we can express different ideas.

And the problem is motivation is kind of chosen as this word for what really should be another word.

And I'll explain what that is in a second.

But motivation's.

Because motivation disappears two hours into a task.

Right?

Right.

It's like, I'm really motivated, but now I'm tired, I'm hungry, I'm stressed, I'm frustrated, I have anxiety.

And so motivation is really only valuable when survival is not needed.

When survival is needed, the body will naturally, from a neurological and physical perspective, kind of recluse itself and protect itself.

And so it's really not valuable past the initial jump.

Right.

You can be motivated to jump into an ice bath.

And I'll talk, I'll say, why ice baths are bullshit here, but you can be motivated to jump into an ice bath, but it's really the next level that will keep you in there, which is discipline.

So people say, well, what you really need is discipline.

And I'll actually explain why discipline is bullshit too.

So people say you need discipline.

I'm like, yeah, you need discipline.

Discipline basically fades away once you have sustenance, once you have protection, once you have money, once you're successful, if you make millions of dollars, what happens to a lot of CEOs and wealthy people?

They get fat, they get lazy, they get complacent, Right?

Because the discipline flees once they've gained the thing that they have.

So people ask me, they're like, jordan, then what do you need?

Because I feel like I have motivation.

Sometimes I struggle with that.

I feel like I'm really disciplined.

But I kind of yo, yo, back and forth and I say, ah, what you need is the next level, and that's values.

What you need is you need to be values driven.

You can be motivation driven for two Hours.

You can be disciplined for six months to six years.

But to be driven by values is the only way to have long term sustainable success.

And what I mean by values is a philosophical definition of value.

Because people say like family values, value of money.

What is a value?

A value is a good.

And again, not like a.

Not like a good as in like a, an item or a widget.

I'm talking like when Epictetus or Seneca or Marcus Aurelius or Socrates talks about a good.

It is something that benefits you intrinsically.

And if you don't know what intrinsic means, it means something that benefits you on the inside, not externally.

So it can't be like Seneca says, a good can't be money.

A good cannot be sex or dopamine.

A good cannot be a car.

It's only something that within your soul creates high level benefit from a soul perspective.

And so values are things.

In fact, I'm convinced and I'll die on this hill, that there are actually only three values.

Because people mistake this.

They say, well, value can be like proving the haters wrong.

I'm like, no, that's not a value.

That's.

That's a path to a value.

And people will be like, well, you know, being the richest guy on the block is a value.

No, that's a path to a value.

There are three values.

Here are the three values.

Protection, peace of mind and prestige.

Okay, so protection can be something like a roof over your head.

That's a means to protection, right?

It could be money in the bank.

That's a means to protection.

Peace of mind can be very similarly linked and related to that.

In that money in the bank gives you peace of mind.

It cures some of the anxiety you might have of the bills coming due.

Prestige.

Another definition of prestige is self valued or self aware worthiness.

So looking at yourself in the mirror and saying, I am worthy of the value that I place in my life.

Prestige sometimes can be looked at as like, I'm the dopest dude around.

That's ego, right?

Prestige really is I am truly honest and consistent in the person that I claim to be.

And so in some form or another, we're always chasing one of those values.

They can be negative values as well too.

Protection can be negative, right?

It can be, I want to be safe from, you know, risk.

And so I'm not willing to put myself out there and take actions that are required to produce that end or that good or that result.

It can be peace of mind from a false perspective that I think I'm having peace of mind.

But by not taking risks and not serving other people, prestige can easily fall into the error of ego, which is false confidence.

And so there are always going to be core values and poor values.

Core values though, seeking after what we call virtuous ends, meaning things that are good in and of themselves, meaning that they don't need any external thing to be good, to be the right thing.

That is the only way to be truly successful.

And if you talk to any billionaire or you talk to any truly good like, like a Brian Tracy or Jim Rohn or Tony Robbins or OG Mandino, all of them will say, if you ask them, in fact, Dave Meltzer, who's a mentor of mine, I asked Dave Meltzer, you know, why do you do what you do?

He's like, because I want other people to find the same level of joy that I have in my life.

And he's like, the best way to do that is to coach people in the various different ways he does.

I think if you would ask Augmentino or Jim Rohn or any of those other people, I guarantee they'll say, because what I'm doing is the right thing to do because I will serve other people.

So that's how motivation becomes when we first look, we look at it as, it's a great way to get the first step in the right direction.

And discipline will carry you six years down the road.

But unless you have some, what we call a core governing value that drives you further.

Because like here's kind of the, the, the, the paradigm here.

Like if you're out, let's say, let's take door knocking for example.

Let's say it's 8pm and it's dark and it's cold and everyone's told you to fuck off for the whole entire day and they called the cops on you and you had zero success the whole entire day.

Do you think motivation is going to drive you to knock more doors?

You know, discipline is going to drive you to knock.

Yeah.

What is that thing that's going to, that's going to push you to the very next level?

I'm like a 13 year old girl, okay?

I have my vision board as my background on my phone.

I have my kids, my wife, my house, travel books, Jesus, all this stuff on my phone.

Because when things get tough for me, I look to it and say, what do I value?

Well, I will serve this any day.

Because look, a crackhead, he never has trouble finding crack.

Why?

Because he values the high above everything else, right?

And yet you Know, people.

People wonder why they can't get it done.

It's because you don't have the correct set of values.

You're not looking.

We will always serve.

We will always.

10 times out of 10, we will always serve what we value.

So if you're not.

If you're not acting in congruency or in service to a thing you think you value, guess what, you don't really value it.

You don't actually value it.

Right?

Yeah, you can change that.

You can.

You can create better values.

You can create.

You can.

You can coach yourself through getting to that value.

But please don't say that you value something if you are not acting in service to it.

So I don't know if that makes any sense.

100%, man.

It totally does.

I actually take people through an exercise when we're, you know, I have the conversation surrounding, you know, kind of where we started in this conversation, the off time of the year, and people like, oh, I'm not getting any leads from the company, blah, blah, blah.

And I'm like, so what are you doing to go out and become that hunter?

What are you doing to go out and get in front of people, right?

And they're like, well, I don't know.

I was like, listen, and this just really proves this point.

I was like, if I had your family locked in a room and I had somebody holding a gun to their head, and I said to you, you have to make a sale today or your family dies, do you think you could make it happen?

And they all.

Of course.

Every hand always goes up.

Oh, yeah, of course.

Absolutely.

We could do that.

Then why don't you do that every day anyway?

Well, clearly, if you can do it, you can do it.

And so it's.

That's.

That.

That's those values, right?

You're not.

It becomes that cognitive dissonance if we're not following through with what we say that our values are.

Man, I love.

I love that.

I'm so glad that we took this road and we connected on this, because those core values, that.

That's what drives everything off before we started this.

And it's really.

Yeah, it really is everything.

And that's.

People don't understand, like, you know, what you value, it determines everything you do.

It literally determines the way you wipe your butt after you take a dump.

You know, I mean, like, you value all your actions, and yet we.

We struggle sometimes to be like, well, I don't know why I'm not being successful.

I'm like, well, are you putting your Values at the top of mind in front of your face.

If you're not, it's kind of like people expect it to come and punch them in the face.

Yeah.

And it's like, well, if you're not putting yourself in a place to where you can visibly see and place them in your, in your psyche at a, at a very, very real pragmatic level on a regular basis, you're going to forget them very quick.

We remember what we put in front of us.

The stage that is our mind is only occupied by what we continually put into it.

So people will get confused, like you said, where it's like, well yeah, I value my family.

Then why are you not constantly putting that in front of your face?

Why are you not constantly reprioritizing?

One, one exercise that I do, and it's become very habitual to me is every morning in the shower, whether I'm at the gym or at home, I self eulogize.

And what that means to the listeners is that a eulogy is what's given at our funeral.

Right.

And so I always think, I have three daughters, I'm a girl dad, my oldest is in high school, I've got a fourth grader, I've got a four year old.

And I always envision down to the very last sentence, very last word.

What will my children be saying about me at my funeral?

In fact, go further than that.

What are my children thinking about me as my dead, cold, lifeless body is being lowered in a box into the ground?

Are they thinking that like I, you know, I survey people sometimes just for fun, like, hey, you know, like if they had a deceased person, like what, what do you love most about your dad?

Or what did you love most about your grandpa?

Like, oh, he loved the show friends, he loved key lime pie, you know, he loved.

And I'm like, well that's not really like values like what?

You know, I want my kids to be like, my dad was a man of courage and faith and consistency and congruency.

In fact, he prepared us.

So his example and his value set that we are like generations to come, are going to be blessed and prepared by the action this, this man took.

And I don't want them to just say that.

I want them to believe that and think.

And so every time I take an action, like I had the flu today and I could easily been, I could have called this client and been like, it's not going to work out today.

I'm like, you know, I made a commitment to be out here with this client.

I don't want to be on the doors right now.

I don't want to, I don't want to go into that.

I mean, I don't make any money from this sale.

I'm literally about to go close for a sales rep and it's like.

But I committed to do it.

And I want my children to look at me and say, my dad, my dad keeps his commitments.

That's.

That's the highest level of, of, you know, values.

I was about to say discipline and motivation, but they're right.

But, but I, I do these things because I want more than anything else that prestige of that worthiness to myself and, and for my kids to be able to have that same level, too.

This, this is, this is so, so good, man.

You know, and personally, I've gone through that, those up and down periods, too.

I've.

In fact, you reminded me that I have a person I've coached with off and on through the years that originally taught me this.

His name's Bill Mayer.

He was, years ago, was like Oprah Winfrey's coach and some different things.

And he originally taught me about the core values and establishing your day according to the core values.

Plan the night before, establish your day according to your core values and then let everything else fill in, in between that.

And when you, you set your schedule according to the things that fit your core values, then that's how we have a happy life.

Right?

And if it's like, really, if it.

That's our navigator is like, if it's feeling good, if it's easy, it doesn't mean there's not work.

But if you're in flow, then things happen.

And if you're having a struggle and you're fighting against your values, man, then that's where things get off track.

So where does somebody who.

So what this podcast is really known for, too, is having something very actionable and immediately implementable by the listeners.

So say a listener is in that place of.

When you say the classic, when you first start working with somebody, right, they maybe don't have an established set of core values.

Maybe they're the person you described, but they want to move to that next level.

They want to start to establish this.

They want to start living by the values that we talk about and what's an exercise they can do?

How would you get somebody started and get them on the right path for mindset and for the rest of this?

Yeah, so there's.

Excuse me.

And I'm still getting over the sickness here, but so there's two things really, Number one, I want to preface it with this.

You know, sometimes when people meet me and this is a mistake that we all make when we're looking at people that are maybe doing better than us or that are, are successful or people that we like, you know, like one of you know, I, I do 120 burpees as my workout.

My warm up to my workout every single day.

I lift every single morning.

And people will be like, dude, you, you're just good at burpees.

I'm like, no.

When I first started doing burpees, I could do three in a row, and now I can do 120 in a row.

But it's taken me a long time to get there, right?

So I want to preface it with that.

I was expelled from two schools by the time I was in seventh grade.

I was asked to leave high school.

I tested out of high school.

You know, I, I'm supposed to be a statistic of the state of California.

I'm supposed to be in prison.

I'm supposed to have kids out of wedlock.

I'm supposed to live in poverty.

All of my siblings are highly educated.

I have nine of them.

My parents are educated.

I've always been looked down on by family.

I have several siblings.

I don't care if you hear this or not.

You guys treat me, you know, very, very subpar because of my past.

And that's, I, I forgive you.

But one of the motivating factors for me, and I say this because I want to connect with a lot of guys out there, because a lot of guys would be like, oh, he must have some education that, you know, allowed him to do this, some upper hand.

One of my big motivators is to prove to myself that I, that I'm worthy, that I'm worthy of the life that I desire.

Because we all desire a high level life, but some of us feel very unworthy of it.

And so that's what keeps us from acting incongruency to those high level values.

So first and foremost, when I meet with a person, I like to get on their level and help them understand, like, it doesn't matter where you've been or what your background is or what your past is.

The past is dead.

Memento mori.

Right?

Death is real.

And the, and the past death.

So we've got to stop looking at the past first and foremost and saying, I couldn't, I didn't, I shouldn't, and just start focusing on the now.

So that's step one is really bringing them to a present.

Moment and kind of commiserating with them and helping them understand that I'm a total fuck up.

And somehow amidst all of that, I've been able to achieve high levels of success only because I have this desire to prove to myself intrinsically, in and of myself, that I am valuable and worthy to myself.

And then the second thing, I always use an exercise and you actually did a better version of it.

I like the locking the family in the room concept.

But what I'll do is I'll typically like take them through an exercise where we talk about an I beam.

And I'll start and I'll say, hey, look, I'll give you five bucks to walk across this I beam right here in this parking lot.

And they'll say, yeah, easy, $5.

And then I'll be like, hey, let's put the I beam across these two trucks here.

Would you still do it for five bucks?

I'm like, yeah, maybe not 25 bucks.

Yeah, sure, I'll it for 25 bucks.

And then we'll take the I beam, you know, on top of a mountain eventually across the Grand Canyon, eventually.

And there's no way for, for no dollar amount will they cross that, that I beam after a while, right?

Because it's like, it's icy and it's raining and it's snowy.

And then I'll say, look, you know, hey, you've got a daughter, right?

You got a daughter?

Yeah.

Okay, good.

Yeah, I've got your daughter on the other side of the Grand Canyon, on the other side of Ibeam.

I'm about to push her off.

What are you gonna do?

And they'll somebody kill you too.

Like, I'm gonna find you, I'm gonna kill you and I'm gonna save my daughter.

I said, look, this is the beginnings of a core governing value.

We have to define what that looks like though.

So what, what are you willing to do across the IBM?

Because we've just determined that money won't do it.

Money, money's going to end somewhere, right?

I won't do that for money because my own protection, my need for survival is going to trump that.

What is it then?

What, what are we willing to put our own safety, our own existence at risk for.

To be able to, to, to protect or to, to rescue, Right, right.

So we start there.

Easier for men with kids, because if you're not an asshole, you have a really good default to go to.

But what it really comes down to is when I reveal their need for worthiness.

Most men break down.

Yeah.

When I, When I say, like I'm actually going to tell you what you value, you actually want to look at yourself in the mirror.

Doesn't matter.

And you can lie to yourself and you can tell yourself all the fantasies in the world, but what a man really wants, what you really want when I'm talking to a client is that you want to look at yourself in the morning and say, I kept my commitments that I made to myself yesterday.

And that is by far the most satisfying feeling that you could ever feel in existence.

So that's kind of how we start.

That's how we.

We kind of start the building blocks of, of what we should value.

I love this.

It's so good.

So everybody listening too.

This is the time of year.

So if you're.

You may hear this podcast later, do this exercise whenever you hear it.

But this is the time of year in December.

This is gonna.

The episode's gonna go up on 6, 7, the December 8th.

And take time for yourself right now to and 1.

Let me give you permission, everybody that's listening, I give you permission to take time for yourself.

Step one, because it's okay without.

You have to put your oxygen mask on first before you can help anyone else.

So do take time for yourself.

Do this exercise and start that.

Find out what your own core values are.

It.

And I mean Jordan's totally right.

It's protection, peace of mind and prestige.

I've never heard it broken down so succinct.

Succinctly.

But I, I love that it's.

I would agree with you and second that, that it's absolutely true.

Those are the, the values, especially as men that were.

That we're after and everybody is listening.

I will tell you because you are who you.

Because you are a person, because you are valuable, you are worthy.

So let me just speak that into your.

Into your psyche right now, but find out what your values are.

Take the time to do this exercise because this is what everybody asked me about sales training all the time.

How do we get better?

How do we get better?

How do we get better and multiply our numbers, et cetera.

And the real answer is this.

It's mindset.

It's work to become someone worth buying from.

The sales skills or a trained monkey can follow a script.

It's everything else that makes the difference between a top performer and somebody who can barely make it.

And so that's.

That's what it's all about.

So, man, I love it.

So what's the next step?

Then this starts to define their core Values.

And then how do you start to implement those to lit.

To live by those and constantly keep them in front of you?

Yeah, that's.

That's a great question.

That's a little bit harder.

You know, it's.

It's really.

It's actually quite easy to kind of get a guy.

It takes a little bit of thinking, a little bit of journaling maybe.

It takes a little bit of a.

You know, on a piece of paper, you can.

You can easily kind of draw it out and figure out, excuse me.

What your core values are.

But then you have to understand one real key principle.

And it all goes back to that Latin phrase, memento mori.

And memento meaning remember, and mori in Latin meaning death.

So it's remember death.

And so, like, I'm a practicing stoic, and people say, like, why are Stoics so obsessed with death?

Real quick, too, before we.

Before we get into it.

Yeah, so.

So stoicism is.

And I could give a whole podcast on what stoicism is, but it's an ancient Greek and Roman philosophy founded by a guy named Zeno of Citium, who was a Greek philosopher.

He's a Greek merchant.

He was a business owner, literally one of the OG business owners out there who lost everything.

His ship sank.

And he was basically homeless in Delphi and basically started following a disciple of Socrates or Plato.

Excuse me, who was a disciple of Socrates, and all of a sudden was like, hey, I figured some shit out.

And so he started teaching this school of philosophy, which is really how to not let outside bother you.

Right, That's.

That's a real layman's term for Stoicism.

He named it Stoicism because he wanted it to be the.

The antithesis of egotism.

So a stoa was a porch that they sat on when they would talk.

So he's like, this is the philosophy of the porch.

Which means, like, I don't want.

I don't even want my name associated with this because I want to be so simple.

So Stoics are people who literally practice not letting outside bother them.

There you go.

I love it.

Love it.

Okay, cool.

So continue with what you're.

So everybody understands what the rest now.

Yeah, sure.

And so memento morai is one of.

Is.

Is kind of one.

It's not a pillar necessarily, but it is one of the most important focuses of really, philosophy in general.

And all philosophy is for you guys who are, like, zoning out.

I didn't know I was going to go to a community college course.

Philosophy literally means the practice of how to live.

It's like we.

Philosophy has been kind of conflated with like sitting in the.

A dark basement room in a.

In a college reading, you know, Michel Dumont or something like that.

No, it's really like philosophers are trying to solve the problem of like, how do you live with happiness?

Which is what everybody wants, right?

So memento morai is remember death.

And what that means, it's a twofold piece.

Number one is remember that death can come at any moment.

Like when in five seconds from now, you and I could both kill over from a heart attack.

Driving home tonight, a semi could run us over.

Death, we have no control.

Even if we think we have control, we have no control over when death comes.

Right?

Death can come at any moment.

So excuse my friendship.

Why the fuck are we wasting so much time, literally on bullshit and stupid stuff?

Not forgiving, not working, not developing, not building.

Because death is going to come tonight.

We think tomorrow is going to come, and it's just not.

That's not guaranteed.

So the stoic always says, tonight, I die.

Tonight I die.

When I go to bed tonight and close my eyes, I'm going.

I imagine that I'm going to die.

And if I wake up tomorrow, that's a bonus.

So here's the question that the stoic asks himself every single night.

Did I do what I said I was going to do today?

Did I keep my commitments to myself that I made to myself today?

And if I didn't, I'm not dying happy, I'm dying upset, I'm dying frustrated, I'm dying with.

With disappointment.

And I don't want that in my life.

So the stoic is always looking to say, like, I wake up 4:30 every single day.

I do my burpees, I do my workouts.

I go balls to the wall every single day, all day.

Because I always imagine that my death is going to arrive tonight.

I go balls to the wall in forgiveness.

I go balls to the wall in love and service and commitment to my wife and my kids.

Like, if you're.

If you're a douchebag that's thinking about cheating on your wife, guess what?

Imagine yourself dying tonight.

If you're a guy who thinks that, man, I just want to eat all the shit in the world.

Are you going to feel content with yourself tonight after you eat a whole entire freaking cheesecake?

No, you're not, right?

So this is.

This is what drives people to make good decisions by putting the reality of their mortality in front of their face, right?

So that's kind of the Next step is like, you want, you want to see how to act in regard to this.

Start pretending that death comes in the next.

What are you going to do if death comes in two hours?

Man, I'm.

Some guys will totally go debauchery, right?

And that's the wrong way to go.

But most guys are like, man, I got to make the phone calls I got to make, I got to situate the finance, I got to make sure my family's protected.

And so that's probably the next step in that, in that work that I do with men, to be like, hey, let's recognizing that.

Right?

I love that.

You know.

Interesting.

I'm kind of thinking of it through this as well.

When it comes to holding to the commitments and the things you said you were going to do and then looking back throughout your day, that also kind of as a side benefit will help us to get better at saying yes to things and saying no to things.

The things that we commit to, that we know that we can accomplish and.

Or not overloading ourselves with things that.

Because traditionally I am the.

I'm the type of guy that like, yes, I can do it all every single day.

I'm going to accomplish this massive list today.

And then at the end of the day, half of it was done.

And then I beat myself up about it.

Instead of taking that more stoic look at it and saying, okay, what can be accomplished today if I work my ass off right at the end of the day when I look at this list, what will I be happy with?

Instead of being like, yeah, I'll just try to do it all in whatever, whatever doesn't get done, we'll just push it off or push it off.

And then a week and a month and six months later, you have these important but not urgent tasks that are still on the list that never got done, right?

So, man, I can see how that would totally help to reprioritize those things and for our own self evaluation there.

Well, and to speak on that just really quickly because a lot of people are like, man, this is too abstract for me.

Like, it's like, you know, I don't know how to put that into place.

And so they kind of avoid it, right?

They're like, well, that's too woo woo for me.

That's too philosophical.

I can't really do that.

It doesn't have a wrench associated with it.

And so people say, how do you actually implement this?

And I say, well, look, it's.

It's really the same thing as going into the gym and, and getting up to two plates.

Like if you want to go and hit 225 on a bench, you're not going to walk into the gym the first day and bench 225.

If you haven't lifted weights in 10 years, it's just, it's not possible.

Right, so how do you start?

You've got to start with the bar and you've just got to act.

You've got to put an action plan into place to go to the gym every single day and then you're going to hit the 25s and then you're going to put 35s and 45s and a 35 or a 45 and a 25 and eventually you'll get up to those two plates.

So in regard to some of these, these are actual practical tools that you can use.

I have, I have a necklace that of course I'm not wearing it today, but I have a necklace that has memento mori on it.

It's a, it's kind of like an amulet, a coin and I wear it every day because it reminds me, ah, that practical tool.

If I can just remember that death comes tonight and I can, and I can flee the fear of that my death comes tonight, I can really use this as a practical, cool, practical tool to bring myself to that reality.

The other thing too is I have, I have a ton of tattoos.

I'm like the most tattoo to the experts, right?

All these tattoos represent things that remind me of my core governing values.

I have a lot of Japanese tattoos, my grandma's full Japanese and you know, a lot of my personality, a lot of my drive comes from those members of my family.

And Japanese people are, you know, crazy stoics naturally.

Anyway, we're very emotionless and driven and you know, quote unquote discipline.

So these are all things that drive me that I continue to look at over and over again to, to remind me.

So putting it at the front of your vision, top of mind again like the 13 year old girls vision board is, is going to be key to constantly drawing that back to your, your, your line of sight.

Love it, love it, love it, man.

Well, it is, it has been a great conversation here.

I love this.

So everyone that's listening, you will get to connect to Jordan at door to Door con.

So get your butts there.

And I do you have a session or you're just more MC in or what?

Do you know what your involvement is yet?

You know, I never, I, I do have a session.

I have no idea.

Sam doesn't tell me anything until like sometimes the day of like it will be at like an event and he'll be like, hey, you got a breakout session.

It's like 30 seconds before go talk on this.

And I'm like, okay.

So you know, really my wheelhouse is personal development.

So or, or like solar and roofing.

So I assume something within that in that topic.

But I'll be there maybe doing some emceeing, maybe some burpees, maybe some jumping around.

I'm, I'm kind of like a squirrel on cocaine.

And so, you know, whatever is presented, I'll be doing.

Love it, love it.

So I excited to connect with you in person at the event.

For everybody listening, it is just a serious, a hit list of incredible speakers.

The keynotes this year.

Lance Armstrong is one of the main keynotes.

We've got Sean White, multiple, multiple Olympic gold medalists.

We've got.

The one I'm most excited about is Chris Voss.

He is the founder of the Black Swan group, wrote Never split the Difference.

We've got of course Sam Taggart who is an incredible speaker as well.

There's another keynote.

Um, do you, you know the other keynote off the top of your head?

I think you hit it on the head actually.

I don't, I don't, I.

We had, we had, we had Phil Heath for a minute but I think he had to pull out.

Oh, gotcha.

Okay, cool.

Yeah.

So either way it's going to be incredible.

Of course I, I'm gonna, I'm gonna be speaking to some degree, I'm not sure exactly how much yet as well, Jordan Adams is going to be involved there and man, I tell you what, these events are awesome for the speakers but everybody listening, if you've never been to a big conference or a big event or if you have, then you understand what happens in the room and outside the room.

Getting around like minded individuals who are focused on success.

The difference with door to door con, unlike other events is this.

The focus here is you've got a room full of hunters, a room full of carnivores who are, have decided to take things to the next level.

They're not satisfied with just what the company can do for them.

They say, you know what, they took radical responsibility and said, you know, I'm going to provide for myself, for my family.

I'm going to make an impact in my community and the world.

And that is the difference at this conference.

So yes, you're going to learn all kind of, you know, great speakers.

They're going to there's lots of practical application though.

And this is what I love so much about this conference is when you go, you're going to leave with an action plan to go back and be able to implement immediately.

It's not something that well, here's your three months or six months to build up to be able to do this.

You're going to leave with things you can start right away.

And the numbers, the way people's metrics change after this type of a conference, after this conference specifically is second to none.

I haven't seen any other conference like this in the country except for maybe like a, you know, full blown Tony Robbins waking the power within type of transformational change that happens in individuals and so super excited about it.

Give us, give everybody a little sneak peek at door to door con.

Essentially been to some and then we're going to land this plane.

Yeah, totally.

It's, it's really, it's, it's more of a mindset event.

Right.

I think like Sam was saying, like, you know, everything is mindset in business ownership and so for you and that goes whether you're a sales rep or a business owner.

If you're a sales rep, you are a business owner, you're an entrepreneur.

So coming out and getting the correct mindset shift to have a successful year, to have that belief in self, to find worthiness in self, it's all there.

As well as some really awesome events.

We're gonna have like a soccer tournament, a basketball tournament, there's gonna be after parties, there's gonna be so many opportunities like Sam said, to connect with high level individuals and, and like minded people as well and be able to elevate together.

And so you're gonna hear from some great speakers, there's gonna be all kinds of vendors, free stuff, swag, you know, opportunities for growth.

And if you love skiing or snowboarding or honestly like throwing snowballs at each other, there's going to be tons of snow there, which I'm not stoked about, but I'll deal with it.

This Texas boy, I'm kind of excited to see snow.

I haven't seen any in a bit.

I'm in Austin so.

You know, I lived, I lived in Utah for 10 plus years and I, I thought I escaped when I moved to Florida and I'm just, I find myself back in it.

But you know.

Yeah, just, just a really cool opportunity.

Feel free to connect with me while you're there.

You'll probably see me around.

I've got a lot of tattoos and you know, I'M usually pretty high on caffeine at any given moment of the day.

And, and that's pretty well known and announced, you know, from, from the group.

And if you have any questions for me, I, I am, you know, I'm not to, like, puff myself up, but I am like Socrates in the sense that Socrates was, like, willing to talk to anybody at any given time.

Like, he was.

He.

I'm not afraid to, like, if you want to sit down and talk about values and talk about leveling up, like, I will totally devalue my own time almost to a fault sometimes where I will totally sit down with you and talk to you about it and help you.

And Sam Taggart's always telling me that I need to charge people more money for stuff.

And I'm always.

I forget every single time because I'm just so passionate about you leveling up and you becoming better.

So find me, get at me.

You can follow me on Instagram hestoicdad to see, like my fitness and, and mindset, content and program.

You can listen to my podcast on all platforms, the Stoic dad, where I have, you know, a different array of professors and philosophers and actors and musicians on there.

We talk nothing about money and.

Or you can come find me at dddcon and happy to connect with you guys.

Love it.

I'm following your podcast right now because I'm excited to put this in my rotation.

I am a podcast junkie.

And are you.

Are you on Facebook?

I think I have a. I have a personal Facebook.

I, you know, my business coach told me to pick a platform and die on it.

And so I went with Instagram.

That's kind of the route I went.

I got you.

No worries if you are and want to.

So the Facebook group is where we land everybody off of this podcast and you are now have a new follower for the Stoic Dad.

There we go.

So the Facebook group is where the close it now.

Facebook group is where we land everybody, all the listeners because it's just a great community and meeting place to be able to have a good conversation.

A living room, so to speak, like Facebook likes to call it.

And so if you are open to the idea, I shoot you a an invite to hop into the group.

That way people in one more avenue to connect with you there.

A lot of the speakers from or guests on the podcast have jumped in there so that everybody watch for that.

If we'll make a big announcement if Jordan joins the group.

If not, follow him on his Instagram.

But man, you got to go listen to the podcast everybody.

This is, this is incredible.

Also as a quick side note, say somebody, we have a lot of business owners and sales managers and different levels of leadership that listen to this podcast, give a super quick highlight reel of how they can contact you to maybe open a conversation about some of the mindset coaching you do, working with their teams, that kind of thing.

Yeah.

From a high level executive coaching perspective.

Feel free to reach out to me through the DDD experts and so you can, I mean really, if you want to message me directly, you guys can have my phone number at 7605-216365-76052-16365.

You want to contact me directly?

I'm totally not afraid of that at all.

Give out my number.

This is my business line.

So there you know I have limits on it.

And or reach out to the DDD experts.

You can go to dddexperts.com or, or any of those avenues and I'll totally give you the rundown of my executive coaching all the way up to like my high level business coaching.

You know that I act as fractional CRO for different companies and stuff.

So happy to share.

Like I said to a fault, happy to share, you know, good stuff.

Well man, it has been great.

Thanks for hanging out with us today and chopping it up.

I know that I am glad that we connected because I, I can feel some synergy here for a lot of things possibly in the future.

So you and I have very similar beliefs when it comes to core values and how we coach and train which is super exciting and no surprise because of how we connected to start with.

So yeah man.

So again thanks for, thanks for hanging out.

I know you've got to get to your next on site and we are going to sign off like normal.

So again everybody go to h vac doors.net you can grab your event ticket for door to door con there and use the code SAMW10SAMW10.

That'll get you a 10% discount on those event tickets.

Get your team there.

It will change everything in your business immediately.

You have to slept through it to not come back and things to dramatically change.

But that's it man.

We're going to sign off.

And again thanks for joining us for everybody listening.

Go save the world one heat stroke at a time.

Go save the world one frostbite at a time.

Thanks for listening to close it now with Sam Wakefield.

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