The Home Service Expert Podcast - America's Top Sales Trainer Breaks Down The Perfect Service Call | Jeremy Miner

Episode Date: August 25, 2026

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com Can your techs close like a doctor prescribes? Jeremy Miner, founder of 7th Level and creator of NEPQ, the largest B2C sales training company in the world, joins Tommy Mello to break down why customers say "let me think it over" to salespeople but never to their doctor, the five tonalities that make prospects persuade themselves, how to seed doubt without pressure, the four types of people (wingers, dabblers, know-it-alls, and the committed to mastery), and why you probably don't need more leads, just better conversations. They get into recruiting people with a chip on their shoulder, the train station rule for growing teams, and the watch-write-rehearse path to actually mastering a skill. Get Jeremy's NEPQ Black Book of Questions ⟶ text 480-637-2944 Learn more from Jeremy ⟶ https://7thlevelhq.com -- 🕐 TIMESTAMPS 🕐 -- 00:00 - Introduction 01:18 - Why "7th Level" 02:40 - The One Skill That Rules Everything 05:03 - The Buy-Back Lens 07:31 - Creating Demand From Nothing 08:41 - "How Often" Beats "Do You Ever" 10:30 - The Zero-Cancellation Concept 13:05 - The 5 Core Tones 16:55 - Could He Sell Anything? 22:14 - Sales FOR People, Not TO People 23:41 - The Doctor Status Flip 25:50 - Deframe, Then Reframe 27:22 - The 4 Types Of People 34:38 - The Chip On Your Shoulder 38:50 - You Don't Need More Leads 39:26 - The Train Station Rule 43:29 - Songs Vs. Books 45:10 - Watch, Write, Rehearse 49:35 - Hiring People With The Chip 55:30 - The Final Round 01:10:20 - The NEPQ Black Book 🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com Check Out My Social Media: Tiktok ⟶ https://www.tiktok.com/@officialtommymello Instagram ⟶ https://www.instagram.com/officialtommymello/ Facebook ⟶ https://www.facebook.com/thomasmello/

I think there's always four types of people. There are those who wing everything, and when they don't make a lot of sales, who do they blame? The leads, the prospects, there's always somebody to blame. They never blame their own lack of skill. Then you have those who are in the middle, those I call the dabblers. If they just get enough reps, eventually they'll figure it out. That takes years, if not decades, right? Then you have the NOAA dollars.

And then you have what I call those who are committed to mastery. They want to learn from others' mistakes so they don't make the same mistakes themselves. Those are your top 1% or higher in any profession. Today I got a good buddy in town. Actually, he lives here. Good friend, Jeremy Miner.

He's the founder of 7th Level Sales Training, the author of The New Model of Selling, selling to an unsellable generation. The mastermind in sales psychology, your company's seventh level was ranked one of the top 10 sales training companies in the world, and you're building content across, it's an empire across Instagram, YouTube, and TikTok. I think you're like the second largest training now just catching up to Sandler, but you're

murdering it. Yeah, we're largest in business to consumer sales training. They're largest in B2B. Lovely. So let's just, let's get the audience here to know who you are, what your passions are, what you're up to. Oh, geez, that's a loaded question. What are my passions?

I like to read. I like to read books, you know. I'm kind of like the boring guy. You know, I'm like the guy on Saturday night that like turns on the history channel and I'm like, oh, ancient aliens. Oh my God, yes. I'm that type of guy. I like shows like that, documentaries, you know, things I can learn from, you know.

What about you? I'm a reader. I like the history channel. I like ancient aliens. I like to golf. Okay. I'll tell you this. I want to see the world.

You know, you're big into theology. Yeah. Like you gave me like a class about. religions and seventh level. Explain seventh level on how you came up with that and some of the the religion stuff. Yeah, hardly anybody ever asked me that. So I went to school for behavioral science and my minor was New Testament Christianity. I just, I like history. So it was really the study of Christianity before the rise of Roman Catholicism, like in the 4th century, Council of Nicaa type of stuff. And yeah, I mean, seventh level is a term that pretty much every

religion. If you study ancient religions, I'm not talking about Christianity today or Islam today or Judaism, but like ancient Judaism, if you talk about ancient Christianity or Islam or even religions all the way back to Mesopotamia, they had one core belief that they pretty much all believed in. Different versions of this, but they all believed, they actually didn't believe in one heaven or one hell. They actually believed that there were levels of the afterlife or levels of heaven. and God actually dwelt in the seventh level, the seventh kingdom of heaven. Legitia, you can look. I think actually I said, I told you and you're like, I'm going to look it up.

And then you send me a text. You're like, damn, you're actually right. Yeah, I'm like, I am actually right. Yes, you're like, it says it in the book of Enic. But actually it's a- They took out the book of Eni. Yes, they took out the book of it. A lot of different books of the Bible are not there.

But anyways, that's another history lesson. But seventh level just means perfection. So sales, persuasion, influence, communication, perfection, right? Because what's the number one skill set you can learn in life and master that's going to take you anywhere you want to? Your communication skills. Doesn't matter if you're in sales or not. If you don't master communication, you're going to set second fiddle to people who do. Like I look at people like Elon Musk.

You know, was he the only person that had the concept of the electric car? unlikely, but he knew how to frame that concept better. He knew how to communicate his vision better. That's why he got so big. You know, Jeffrey Bezo, was he the only person that had the concept of Amazon? Unlikely. He just knew how to communicate his vision. He knew how to sell.

He knew how to frame it better than other people. That's why he got to where he was at. It's all about your communication skills. You know, I always say there's 168 hours in a week. The thing that Elon Musk, Jeff Bezos, you name it, Trump, all these guys, they only have the same, the equalizer is ours that we all have. Yeah. And people are like, you just don't have time to work out.

I just, I don't have time to spend, like, whether you have kids, it's very hard for me to spend enough time at work because I got kids, Tommy. It's very hard for me to do. What do you say to people that use time as an excuse? Well, typically that's their belief system, right? That's their frame. So how do I take them out of that frame or belief system into a new frame? So one thing you might ask, like, let's say if you're selling a sales training program or you're selling something like that they need to learn from you from.

Like maybe you're selling a course on how to build a successful home services business. I don't know. You could probably ask them like, well, what do you listen to in your car when you're driving back and forth to work? And they're probably going to say, I don't know, the news, the music, my favorite, you know, country song or whatever. And I'd probably say, well, how much money is, you know, the news or how much money is, you know, your favorite rock and roll song, how much is that making you every month? And I think a lot of people just don't think about it, right? Because you're like, how much time do you waste on stuff that doesn't do anything for you?

Or when you do have time to your kids, are you really spending all that time? Are you really present with them? Or are you just looking on your phone? Or you're just sitting there watching TV? So it's just kind of asking them what they're actually doing at that time. And a lot of times people kind of find the time themselves. They never really thought about. That's what I would do.

Well, this idea, I'll tell you, Dan Martel, reframed a couple of things for me in a big way because I'm pretty methodical when it comes to business. You are. But he's like, how much do you drive a week? And I actually wrote down and I figured out on like 12 hours a week. Yeah. He's like, why wouldn't you have a driver?

And I'm like, dude, I'm too humble. I'm like, I don't need a driver. He's like, wait a minute. He's like, you get back 12 hours. And he's like, that's not selfish. That's not self-centered. and he just got me to reframe it out of a different lens. Yeah.

And he's like, do you love to cook? How often are you ordering Uber Eats? I'm like, it's probably the most open app on my phone. He's like, then you need to hire a chef. Yeah. He's like, and he goes, don't think about dollars anymore. Think about percentages, the money you've made. Yeah.

It's just this everything time. He goes, buy back as much. And he goes, here's your biggest, two problems he has with me, two big problems. Number one, he says, you, fill back the time. Like every time you get, you fill it back up. And he goes, you need to spend more time on you. And number two is, he goes, I want you to practice breaking your commitments. Really? That's what he said. He said because imagine Tommy, you said to, you know, Kathy down the road, 79 years old, that you're going to mower a lawn for the next 10 years. You know, you did that

and you made a deal with her. You're at year seven. You're busy, right? He goes, make it right. But you got to figure out, like if you say you're going to speak at something, two years from now, And it's 50 people. Yeah. And you got a billion dollar company, you know, like, you got to figure out ways to say no more often. Yeah. And I suck at that. I got to be, you know, I'm not very good.

It's almost like a muscle you got to build. Well, time is your biggest asset, right? Because you can be, you know, worth $10 trillion, but you can't buy more time, right? And once your time is gone, you can never buy it back. Right. 100%. I agree. No, I think it's, it's amazing when you look at that.

You know, my team wanted me to ask them, they've got a lot of questions. But I'm curious, you know, there's one of the reasons home service, like garage doors, HVAC, plumbing, electrical were worth so much money. The multiple so high is because if the economy tanks and your pipe breaks or your HVAC goes out in 120 degrees, you're still figuring out a way to get it done. It's a necessity. It's a demand-driven necessity. Garage doors, you're stuck in your garage. The spring breaks, you're going to pay to get out of there. How do I build demand when it doesn't exist?

Let's say you don't have a garage door problem. You know, there's no issues. Well, it's, I mean, I can give you the answer. It's really how you see doubt in the prospect's brain using your tonality and your facial expressions in your body language. And if you're on the phone, your tonality. So it's how you, it's, see, here's the thing. Have you ever wondered why salespeople selling the same thing to the same prospects at the same price points using the same script get completely different results? because they're selling the same thing, same price point, same people, same script.

It's not the words necessarily they're saying. It's how they're saying it. The body language is. It affects your, everything affects your tonality. So if I'm, what's one question that maybe your guys ask to help a prospect find a problem that maybe they didn't think they had? Well, you know, it was the garage drawer noisy. It's starting to make, like really noisy garage drawers need attention. Yeah. The prospect could say, no, it's not noisy, though.

See the closed-ended question? Yeah. They could say, well, it's not nose at all. Or would they ask that because they heard some noise? Or where would that come up? I guess, well, some of the questions we ask is, have you ever left your garage door open? Yeah. How often?

How often do you leave your garage door open? See, that reframe, see, that reframe of the question now goes to their brain as like, how many times do I do this? Because if I say, do you ever do that, some people will just lie to you. They'll be like, no, because they feel like it. How often do you? Because they were embarrassed, right? So they might just say no because they feel embarrassed. They don't want to tell you they've left it open.

But if I say, how often do you leave it open? It trains their brain to go, how many times have I done this, not have I done it or not? It's a different thing. You see the reframe there? No, I love this reframe. I love the framing of the questions. So, you know, Chattini, I talked to you about the influences. Amazing, yeah.

He adds yet to the questions. He goes, so are you starting to get bugs in your garage yet? Yeah, because that implies that they're coming. Yeah, yeah, yeah. That is just these little, I love psychology, and you're like the wizard of it. Well, so I'll give you another example. Let's say, let's stay in the bugs, like pest control. And let's say you're in an area or selling pest control.

That's a big industry we train as well. And a lot of times, you know, salespeople are like, well, you know, the prosecutor would say, why? I haven't seen any termites, you know, and then the salesperson starts arguing with them. and so I would just reframe them like, oh, okay, so you haven't seen them yet. Okay, so you haven't seen them outside yet. So that means they're still in the wood framing the house then. Okay, well, in that case, see, same thing.

Okay, so you haven't seen them outside yet, like called in. You haven't seen them outside yet. So that means they're still in the wood framing in the house then. So what that means is, now what did I just frame that you haven't seen them outside yet because they're still in the wood framing in your house. So now I just see the doubt in their brain that they're there. You just can't see them, which it makes it sound. even more scarier. You know, one of the things you told me when you're like, dude, you get,

you let me work with you a little bit, you will get no cancellations. Because they're going to want it. They're going to see it. It's not like they'll never feel sold. Yeah. Can you explain that concept? Well, okay, the, the highest form of persuasion is getting a human being to persuade themselves, right? So Tony Robbins talks a lot about this. I like to take it a step further. The number one way to influence is to emotionally connect with that other prospect where they feel like you understand them, where you're going there first, where they feel like you understand their needs, their wants, their desires, even their fears without buying into their story. What is their story? We don't need it now. Come back later. I'm too busy. Now's not a good time. I can't afford it. See, those are all

story. So if you bind to their story, you offer them no value. So it's that emotional connection that gets them to open up where when you ask questions now, because a lot of times if you, if you can't master emotionally open up that prospect, what happens is when you ask questions, they'll give you vague, generalized surface level answers, right? And as you know, Caldini talks about the human beings buy on logic or emotion, 100% emotion, right? And they justify with logic. Like, I feel like you know, writing something on this piece of paper because I need to get it done, feel like. Every decision you make starts with your emotional side of your brain, right? So if you don't master getting them to open up, then they stay on their logical side of the brain

and that triggers uncertainty, which they don't typically move forward. Or they give you a ton of objections and then you try to push and pressure and maybe they relent and by, but then when you leave, then that emotion is gone that you transferred them. But if I can get them to internally, if I can put that emotion in them internally where they feel tension. So it's not sales pressure. Sales pressure is you externally pressuring them. Internal tension is questions you ask and how use your tone that see doubt. Like Calding talks about the word yet, that seed doubt that causes internal tension, where now it becomes their idea where they emotionally attach their problem to the future and actually wanting to get rid of that themselves.

Right. idea. Right. Not your idea. So there's no, there's no reason for them to cancel because they've persuaded themselves. It's just, it's just different. Yeah. Yeah. It's way easier to sell. You sell way more that way. I just eat this stuff up. You know, you took some acting classes, too. So you didn't know a long time ago, yeah. Communication and psychology, but how many different tones are there again? Well, there's a lot of different tones. I say you always want to, you want to master the five core tonalities. Okay. You've got the, get the curious tone. That's more fact-finding questions.

Okay, so what actually happened with the garage? You know, that's a curious tone, right? Your, like I said, your tone is how they interpret your intention behind what you're asking. That's how they interpret why you're asking. Then you've got a confused tone. Now, when I say confused, I don't mean you're like, you know, 105 and you've got dementia confused. I mean, you're confused, like you didn't quite understand what they meant by what they said. So if a prospect says, you know, let's stay in your industry like, oh, I'm just so frustrated with this,

freaking, you know, this door coming up and down. Hold on. How do you mean by frustrated? Or frustrated? Say, I'm confused. Like, I don't understand. Frustrated, right? So that facial expression, that confused tone, basically they're subconscious, immediately goes, oh, he didn't understand what I meant by frustrated. I need to explain that better. Now they start to open up and tell you about that emotion. See, that's where they start to become emotionally involved. In that context. Then you have a challenging tone. Well, what happens if you don't do anything about this and this gets worse, right? I can't use a challenging tone in the first couple of minutes of a conversation because I don't have much trust or credibility, right? But once I have that authority

with them and that credibility, I can challenge them because they trust me at that point. Okay, they look at me as the expert. And then you have the concern tone, a tone that shows empathy. I might lean in if I, if you can't get him to move forward, he might be like, can I, can I ask you something? Yeah, say that soft tone. Sure, yeah, go ahead. what's really holding you back? See that concern tone, that soft tone? It's like on Wolf on Wall Street, right? You see Leonardo DiCaprio do it.

He leans in and he's like, John, something came across my desk. See how his tone goes down? That's a concern. It's like you have a secret that you're about to tell him. That forces the brain to have to stay engaged. And then you have a playful tone, right? So, you know, you knock on the door, let's say you're selling garages and your HVAC, you got an appointment, and they're like, how are you?

doing today, you know, most salespeople, they say, oh, I'm doing great, really good, you know, just had a coffee. That doesn't really hurt you, but doesn't really help you. So how do I, you know, how do I get them to like laugh, you know, because that releases dopamine in your brain. It's a disarming. So I might say, oh, you know, just hanging out being the boring guy. What about you guys? Oh, I'm sure you're not boring. And now, you know, they start laughing. Dopamine's release, guard comes down. Those are the five core tones. Now, there's subcategories of each of those tonalities too. So the curious tone, subcategory that you really have to master as a salesperson is a familiar tone, especially if you're calling or calling outbound leads.

So they answer, you want to sound like they should already know you. Yeah, Jay, John, hey, it's Jeremy, Jeremy, Jeremy Miner, yeah, with XYZ company. We, I think we talked, what was it, three or four months? See, it's the familiar tone, right? Because if I'm like, is this John? Familiar is under the curious? Yeah, because a familiar tone, triggers curiosity. So if you ever had somebody like, call you, like, Tommy, it's Amy, Amy Smith. How are you? This guy got me yesterday.

He got me good. And I never answered numbers. I don't know. Yeah, but see, if somebody, it's Amy, Amy Smith, how are you? You would be like, who is this? You'd be like, I'm doing good. How are you? And then your brain is, who's Amy Smith?

Who's Amy Smith? How do I know her? She sounds familiar. See? Familiar tone. That's a familiar tone. But if half the time, people do know me and they give me a hug. And I'm like, um, you're like, um,

Who is this? Was I drinking? Yeah, no, I get it. I get it, you know, with clients and keynotes and stuff. I'm like, oh, yeah, I think I know this. So the familiar town. So there's some categories, but those are the five quartons. So Elena told me to ask you this.

And I was like, listen, I doubt Jeremy would sell something. He doesn't believe it. But there's things out there that people, he's like, she's like, could he sell a, I think, like, I forget what she said, like a stinky pickle or something stupid. Sorry, Elena. I don't remember exactly what it was, or like a really old piece of junk car. And I said, you know, half the battle is,

I think 101 is believing in your product and actually, like, getting behind it because it's really hard to sell something that you just absolutely don't believe it. I don't believe in selling something that doesn't solve problems. The thing is, like, I'd sell the junkie car to maybe an antique dealer

who looks for junkie cars. Right. For sure. So it's all relative. So every product or something, service, anything that's ever been created was meant, was created to solve a problem and or an emotional need, right? Like a $60,000, what are they called, burkin bags or whatever, that doesn't really solve a problem because, you know, if, you know, your, your fiance wants to haul her stuff

around a purse and go to Target for $30 and buy purse there, but it might solve an emotional need, right? Because it's a problem or an emotional need? And or both, right? So like, you know, a burke and 50 grand doesn't solve a problem, solves the emotional need. Maybe she wants higher status. Maybe maybe she was picked on as a kid in high school and now she wants to show her classmates. She's really successful, right? So we're solving emotional needs. So it just depends on. But if it doesn't solve a problem or emotional need, I would say you shouldn't be selling it. Yeah. What do you think? Let's get to know you a little more here for the audience. You know, you've been very successful. You make...

I'm trying to catch up with you, dude. You make a great amount of money, you're building an empire here. What is a good outcome? What do you want your life to look like and win? Like, people ask me this and it's a tough question because it's like, I kind of live the way I want to right now, but I don't have kids yet. Yeah. And I'm not married yet. Yeah. But like, what would you consider like, man, that would be this is, where do you want to mold your future? What does life look like? I mean, to me, it's all about, I know that's going to sound cliche, but it's all about like leaving something, because I feel like at the end of the day when you leave this life and you go to the next life that you have to answer to the man himself. Like, what did you do

with your life? That's just my thought process, my opinion. I don't know what that looks like, where that's at somewhere. But I feel like you're going to have to answer to the man himself. And I feel like God gives us all talents and abilities. Not that you, when he gives you those talents or abilities, you're a master of them. You have to develop them. It's like that, what's that passage in the New Testament, talks about planting the seeds, right? You know, the seeds. I can't remember the parable. But most people, like, live in fear, and they never do anything with those talents. They never do anything with those abilities. So in my mind, like, because I mastered, someone said I'd mastered this thing when I was a salesperson, I feel like I have to do something with it to help

people. And God knows, I've made a lot of mistakes in my life. So I've got to, you know, at least pay back the world in some way. So that's a good. really important for me. It's important for me to be a good example for my children. So that as they grow up, they see success. You know, like we, let's say we go to Europe. My kids are always like, well, dad, why do you set in first class? I have to set back an economy for nine hours. And I'm like, sounds like you got a skill problem. You got to learn more skills. You got to learn more skills. And then you can buy your own first class ticket. I'm not going to give that to you, baby. You see, you do that your kids. But to me, it's all about teaching your kids how to be adults.

and how to be successful themselves, not just getting handouts. Now, I'm not a person that's going to be like, oh, you know, when I pass away, you don't get anything. I'm going to give it to, you know, 10 buck two down the road. But you got to do that responsibly, you know, with your prosperity you leave behind. And to me, it's just, it's teaching them lessons to be great people to give back. It's all the butterfly effect. I don't know.

Yeah, the Rockefeller. There's a good book about the Rockefellers on how they've set up their trust that you could borrow against it with a. the whole the policies. That's insurance policy and all that. Smart. That's why they're extremely wealthy. Are they trillionaires? Does anybody know their wealth?

You know, they've done a pretty good job of mass. It's very hard to kind of track that stuff down now. It's just like it's hard to find out all the corruption. Hunter Biden was doing because he's, thus to his tracks pretty good. There you go. Nobody will know. He's got a pardon.

So to me, like, you know, our mission of our companies to change the way sales is perceived in society. And I actually, that's not like. like, oh, it sounds good. Like, that's what I mean because you change, you know, one salesperson, one company at time. Not only does that affect, you know, them because they start making a lot more sales, but it affects their family.

Because now, let's say they double, triple their sales, which, you know, then they make way more money. They're paid way more money. Now their kids grow up in a different lifestyle. Now their kids might be taught different things because their parents, their mom or dad, are far more successful, right? And now those kids get out of poverty. Right? And they view, oh, dad's really successful. Mom's really successful. I need to be, it's like, it's like it just carries down.

It's just a domino effect. It's just a domino effect. And it affects the prospects too, right? Like, they want a great experience. Like, people love to buy. They just don't like all the, yeah, they hate to be sold. And to me, like, here's a frame. You know, selling something you do two people or selling something to do for people.

It's four people. Most salespeople have been taught that you do it to people. And that's the problem. See, I'm doing it for them because if I can't sell them whatever I'm offering, the problem stay the same. They stay in the status quo. nothing ever changes. So I'm doing it for them. I just have to learn the right skills. This perceived notion of sales, if I had, and I talked about this with a buddy recently,

I said, if I get a new class of 40, 50 people, technicians a month. And I told them one day, I said, write down what you think about when I say, this guy's in sales. What does that mean to you? Yeah. But write down what that perceived. So first you got to break the idea of it's sleazy, a car salesman, the guy's getting off on like just this evil person. Manipulation. Manipulation. It's just like they got me. Yeah.

And then the other idea I think that's broken in it, I think it comes from the Great Depression of our grandparents. This idea that money's bad is like, look, we're like rich people on Thanksgiving. They all came up with the rich families now. It's like that's what they used to say. They used to be hoarders and they keep everything. So the perception of money and sales needs to change in our minds because it's almost like a bad word. It's almost like a four-letter word.

You're in sales. Well, yeah, it's because, you know, like I always, he's asked us at like a keynote trim, like, you know, how are salespeople generally viewed in society as a whole? Like high status or low status? Low status. How are doctors viewed in society? High status. Well, why? Because if you're a salesperson and if there's nothing sold in the world, that means there's no such thing as an economy. And if there's no such thing as an economy, because if there's nothing sold, there's no economy, right? If there's no economy, that means there's no such thing as a society. So why wouldn't salespeople be higher status, right?

That's your job. It's because of the way they've been taught out of communicate. That's why they're viewed at lower status, right? Because why are doctors viewed at higher status? Like you, you know, you were just commenting on a real letter day. Like if you go into a doctor's appointment, they ask you a few questions and then say, okay, it's time for the exam, take your clothes off, put this gown on. Do you say, I don't know, I need to think it over.

Or would they give you a prescription? Do you say? Yeah, I need to talk with my spouse about this. Yeah. I need to do more research. I need to keep looking around. I need to go to different. You just don't do that because you already view them at a higher status

because society has taught you that belief system. So society has also taught you the belief system that salespeople have a lower status. So as a psychologist, I was taught that every human being, so every patient, you can say every prospect, right, has a way of thinking or a belief system. We call that a frame, right? You've heard of framing for NLP.

It's called a frame, right, or a belief system. Your belief systems primarily come from the ages of who influenced you from the ages of four to 13. Your parents, the cousins you hung out with, maybe the church you went to, your religious beliefs. If you're a kid now who you follow on TikTok influences your worldview, right? So what would be a belief system that pretty much everybody has? Like, what's one of the first things that comes to your mind right when a salesperson first starts talking to you? how much is this going to cost me? But why do you have that belief system?

Why does it come to your mind so quick? Well, I feel like I don't know that, but I know that... Because you've been conditioned. The sight is conditioned it to you. Is that Freud? Yeah, it's going to serve in Freud. No, BF. No, no, Pavlov. Yeah.

Conditioning. The Pavlov's dog with the bell. Yeah. Mel Erickson talks about it some as well. But it's your conditioned to have these belief systems. So every prospect you talk to has belief systems. Like, I never make a decision on the first appointment. I always like to think it over.

I always like to do research. I'm always thinking around. So if you can't help them, like, get out of that frame, that's called a D frame. If you can't help them come out of that frame, that's called a D frame, and then reframe them into a new frame or a new belief system, you're probably not going to make that sale. Right. So that's where reframing and deframing comes in. NLP talks a lot about that, but where did NLP get those terms? they just make them up in the 70s.

They've been around for since Sigmund Freud. They've been around for 150 plus years, you know, deframing, reframing patients. Because let's say you have a patient that wants to commit suicide. That's their belief system. So if you just tell them, don't do it, you're just going in one ear out the other.

So how do I take them out of that belief system? That's a de-frame and reframe them into a new belief system on, oh my gosh, I would never kill myself because my mom would be like crushed if I did that. So I take them into a new frame, a new belief system. How do you, how long does it take if you're studying this? Well, first of all, what's the best way to study and how long does it take to not master it? Because it's, I think,

master's of crazy word, but at least to get good. Yeah. Well, it comes back to I always say there's four types of, I think there's always four types of people. So whether you're going to master sales persuasion influence, or you're going to master being a CEO like you, or are you going to master being a best doctor in the world? It doesn't really matter. There's four type of human beings. Okay. there are those who wing everything. I call those wingers, right? So if you're in sales and persuasion, a winger is one that just kind of shows up, says different things to every different prospect.

They have no process that they're following. They don't really know what's going on. One week they might do good. The next month, they're bad, and they don't know why. And they just kind of wing everything. And when they don't make a lot of sales, who did they blame? The leads, the prospects, my prospects are broke. The economy, the dispatcher.

There's always somebody to blame. April 15th, tax season. They never blame their own lack of skill. They don't internalize it. Those are wingers. Now, think about athletes. I want to be an athlete, but you wing everything. You're never going to go anywhere.

I want to be a great business owner, but you never do anything. You just kind of wing it. See, it's the same thing in life. Anybody that wings anything never going to be successful. Unlikely, okay? Then you have those who are in the middle. Those I call the dabblers. They dabble in everything, right?

So in sales, they might be the person that buys a few books every year because books will never teach a master. It's just words. It's an overview. So they buy a few books a year. They go to a free event. They follow, you know, somebody on Instagram or IG and, you know, the basic content. And they feel like if they just stay in long enough, if they just get enough reps, eventually they'll figure it out. That takes years, if not decades, right?

That's where most salespeople are. Most people in life, they stay average. If they ever get good in sales is because they work 12, 14 hours a day, play the numbers game and they eventually burn out. Okay. That's where most salespeople are. Then you have the NOAA dollars. Think about the NOAA dollars in life, right? So they think they know everything. They might have invested in sales or psychology or business stuff. Initially, then they got somewhat good. Maybe they start making multiple six figures. Maybe they become a millionaire. Then they stop investing because they think they know everything. The ego gets in the way. And where does their income go?

Usually gets capped. They never go back up, right? And then you have what I call. those who are committed to mastery. They're always investing in their skill level, whether it's sales, whether it's business, whether they're an attorney, always looking for the next edge. They're always investing, right? Think about all the people that you get on the show. I'm assuming they're all investing in their skill level all the time. Right. Right. They're always putting it. So they're putting the money. And so they don't, they, it's all about speed for them. Okay. So they're, they don't want to learn from their mistakes, because that could take decades. They want to learn from others' mistakes so they don't make the same mistakes themselves. Those are your top 1% or higher

in any profession. Okay, think about who's your favorite NFL player? NFL. Yeah. Tom Brady. Okay, Tom Brady. Biggest winner of all time. Winger, dabbler, no-it-allor, committed to master. Okay, could be something there. Who's your favorite thought leader, business leader? Inside yourself. Thought leader, business leader. You know, I really, really, I talk about this quite often as Elon Musk. I mean, just because he's able to do so many different companies. Now he's doing Doge and he's helping mankind. Yeah, same thing. Winger, dabbler, no it all are committed to mastery.

There's something to this, you know. Let me ask you something. When it comes to this stuff, because, dude, I'm, like, obsessed. Like, I read a lot. I'm building relationships. I never really feel like I go to work, but I'm always working. Yeah. Well, that's why you've been extremely successful.

I know, but then you look, look, people are like, man, I want what you have. I'm like, well, don't get married and don't have kids because you cannot work seven days a week like I had to do for decades. But I started to think about my success. Family, fun, finance, fitness, future. I don't know. Me having my daughter when I was 22 made me work harder because I had to.

No, I get it. And I'm not saying like, look, I just, look, the family came second. Yeah, yeah, yeah. The fun came second. The fitness got pushed off. Yeah. The learning got. wasn't as able to do it as much as I would have liked in faith.

The faith, you know, I didn't make it the church every Sunday. Yeah. I'm just curious, how do you look at these things to say, how important is faith and fitness and fun and these other things? Family, you've got kids. You know, I think it's important. I think it just depends on where you're, where you really want to be really, really great at, right?

If you want to have, I think that's why a lot of six, really successful business leaders and owners don't necessarily have great marriages because they don't really focus much on learning skills to be great in relationship. I know I didn't for for a long time. I'm doing that now. You know, now I'm buying coaching. Like, how would it be better in a relationship, you know? Because I'm like, I'm buying all this training and all this other stuff. That's why I've mastered it or I'm mastering it. But I think a lot of business people don't necessarily put money into that other stuff. Getting a better father or getting a great physical trainer. And it's not something you're born with. Like you don't have like,

like you're you know how to be the most, the best parent in the world, right? You got to buy, you got to buy training on that. You got to buy. that from people who've mastered it themselves who teach that stuff, you know? So if you don't spend any money on that, so it really is where you want to put your focus on. I mean, for some people, for them, success might be raising their kids to the most successful level and to them that is, if they do that, they're the most successful. So what do they want to invest in? Probably how to raise kids. So it really depends on where you're, where you want to, where you want that commitment to be, you know? I don't think you can be great at 17 different things. I'm not a person I think believes that. The Waffle,

Wolf of Wall Street, Jordan, or Belford said. You know, I've been rich and I've been poor. It was, it was Leonardo DiCaprio. Yeah. And I chose rich every time. Yeah, yeah, yeah. I mean, it's, look, look, you said it right on

a minute ago. You're like, you know, the people believe like, oh, if you have money, like the love of money is the root of all evil. It's the love of money that's the root of all evil, not money itself. Money's just a thing. It's like just a piece of paper, right? Or it's gold. See, money doesn't give you happiness, right? If that was the case, you'd never have celebrities committing suicide. Money just gives you more options in life. Without

money, you don't have as many options. It's a great tool. It's a great tool. You can help people. You can go see the world, right? It's hard to travel all over the world if you don't have any money. You've ever read the book, Acres of Diamonds? I have not, but I've heard of that. You'll like it. It's a great book. It's just explains like it's right in front of us. Like, you just got to, like, it's right there. It's like in the 1800s, this guy with his wife kicked him out of the house, basically, she was sweeping. Yeah. And he goes into his backyard and there's a river. And he catches this really big bass.

Goes out to the city, sells it for, like, way more money that he thought he could sell fish for. Yeah. And he's like, maybe there's some money in this river. So he sets up a net, doesn't catch any fish. Then he figured out how to breed the fish. He came like in his day millionaire, right? Yeah. And all these little things, like, it's right in front of our noses.

Yeah. Some people say, man, I wish that could happen to me. me. It's right here's what I don't like. People are always like, man, I want, I want your life. I don't think people take action. But why do they want, they're like, I want to do $100 million because you proved this possible. I was like, well, why? I always ask why. Yeah. What are you going to do? They just want the feeling of what the money is. That's a problem. They want the feeling, though. They don't, okay, so the reason, psychological, I'm, but psychology knows. The reason why is because they want the feeling of what a hundred million means, not the hundred million. That's what it is.

So if you don't have a passion to do what you want to do to get that hundred million, when times get tough, because they will, as you know, right, what was your life like 15, 20 years ago? Really hard. Exactly. But you were passionate about what you're doing. That's why you burned the boat. You never looked back. You only had plan A. But if you're not passionate about what you're doing and you just want to be rich because, like I said, you want to be rich because of the feeling of what it means to be rich. But if you're not passionate about something, you'll never do anything about getting rich. And that's what it is. People always ask me, they're like, what would you do if you were me? And I'm like, well, we all know how to get a six

pack. We all do. And you can tell people exactly what to do, like exactly step one through 100. Yeah. of what to do to get a six-pack or how to build a business. Why is it that they're like the 1% or some people say the 3-percenters, but why do you got to pull teeth? Like, most people are not business owners, by the way. They own a job. They had an LLC, but they don't, if they leave.

It doesn't run. Business should run when you're not there, just because you have an EIN number. But what is it about the 1% or is that, what's stopping the other 99? How do you make it a priority? Like, why is it health important? There's a lot in there.

I think a lot of it has to do with, you know, I look at people like Tom Brady or really anybody's successful in life. And typically they all had chips, like a chip on their shoulders. There was something that happened to them as a child. Or you look at Tony Robbins. Tony Robbins wouldn't be Tony Robbins without his dad being abusive and all these, his childhood being so crazy. He would never be who he is today.

He wouldn't even be in personal development, right? So that made him who he was, but that probably put a chip on his shoulders where he's like, I'm not going to let this happen to other people, so I'm going to teach him out of overcome this. Tom Brady, you know, I don't know what happened to him in his childhood, but, you know, he gets drafted out of Michigan's sixth round, last pick. He's pissed off, slower than molasses. So he takes that chip, and he's like he sticks it to every team, and he knows the defense is better than they know themselves because he studies and he studies and he does.

And he's committed to mastery, right? So I think a lot of it is just, I think everybody really has a chip on their shoulder. I just don't think most people activate it. I think that's the difference. I think everybody's a chip somewhere. You can come to the wealthiest family in the world, but your chip could be like... I want to make it on my own. Yeah, I want to make it on my own because everybody says you're just getting the silver spoon.

Hey, your Tommy's kid. Yeah, your Tommy's kid. That could be your chip, but some people don't activate the chip. Well, that would, yeah, so activating the chip. So here's my question. because I'm a big fan and I know this is probably the future of your business,

seventh level. Dan asked me, he goes, what would happen if you needed the 20 extra business X year? You know what my answer was? What? I would need to become the best recruiter on the planet. I would need to hire A plus players only

every day by the dozens. Yeah. And that means I would need a big funnel. Yeah. And I'd have to become really, really good at interviewing. Right. And the other thing I'd probably have to say thank you exponentially more than I do. Just really be appreciative and give them a mistake in the outcome. That's it, really, right?

What do you say? What do you say? Well, he really said to me, he said, I'm trying to get you to think more than doubling. He goes, you would have to change your complete brain frame, like your way of thinking. Because 20 times is way different than doubling. So that means you've got to kind of like get out of the box. You would have to, you'd have to hire 100 people and teach. them to interview like you do.

It would have to, you got to start, but you change the way you think. Yeah. So my question is, look, so many people are like, I need more leads, I need more leads. Everybody's calling me right now. Like I got messages on every social media for miles. Like I just, how do I get more leads? Yeah. And I'm like, what if you don't need more leads?

How do you get better at talking to the leads you have? Booking the call. Not missing the call on the weekends. You got leads. You got leads. You're just not converting the leads you got. Right. So, well, I think about this. a lot is I look at marketing for people, recruiting. So how can I identify that? So this is a

recruiting question. Do you believe in finding A players or do you believe you could build A players with the right canvas? How do you find people's chips on? I believe it's a, I think the truth is in the middle there because, you know, my first corporate careers of the company that's now called Vivint. And I remember, you know, you've met, you talk to Todd Peterson. He's the former CEO. And I I still remember him, I don't know when this was, maybe my fourth or fifth year in, we're sitting in a conference room. And he's like, you know, he's like, as a company grows, you're going to have like, you know, these people that's, imagine you're at the train station. Okay, you're all on board, you and your business partner, these 10 people, you start off on the railroad track, right? And you come to the first stop, a couple of those people jump off.

Some new people jump on. Then you keep going down the road. More people take off the train. Some people come on. And as you keep growing, growing, growing, you're not necessarily going to end this business with the people that you started with, right? I think a lot of people don't realize that. So as you start becoming more successful, as you get more cash flow, as you have more reserves, you're able to go out and hire people who have more talent in the area that you need. In the beginning, you kind of got to throw bodies in there because maybe you don't have the cash to pay the best people, right?

So as you grow, either your employees that started with you in the beginning, they're going to grow with you, meaning they're acquiring skills. they're always learning or they don't grow with the business and eventually they kind of get replaced because they don't grow in their skill level, right? So to me, the truth is kind of in the middle. You're going to have some people that will grow with the company because they want to be there. They want to grow. They want to learn. And then others who won't, which as you have more cash, maybe you bring in somebody that, let's say, I want to scale my business to $500 million a year. Well, do you have the CEO that's actually done that before or is he trying to figure out how to scale you to $50 million a year? going to be hard for him or her to scale you to 500 if they've never even scaled you to 50.

So maybe you bring in that person when you have more cash flow. So to me, it's kind of truth is in the middle there. By the way, words of the wise, don't pull a $500 million CEO to a $20 million business because unless you've got a treasure trove. I've talked to guys, they're like, I need three personal assistants, I need this. That's why we didn't hire a CMO because they want to bring their team and these people. And it's okay. I understand it.

But you've got to be ready for that. that. And usually smaller companies are not ready for the infrastructure you need to even keep these people. That is so true. We kind of made that mistake ourselves in the past for sure. And, you know, they might bring in some really good wisdom and stuff, but they had way bigger budgets. They, you know, they didn't, they weren't in that like startup phase, you know, or, you know, if you're doing 30, 40 million a year, way different than if you come in from a company does two billion a year, you know. Yeah. Do you have any regrets when it comes to, I know that you, they were getting you ready to be the chief sales officer.

Oh, my corporate career. Yeah, yeah, yeah. Corporate, do you have any regrets when it comes to, obviously seventh levels killing it? Yeah. Yeah. EDPQ. Yeah. Any PQ.

Any PQ. Sorry. I got to learn this stuff. Well, do I have regrets leaving my first corporate career? Yeah, for sure. You know, I had profit sharing in that company when they sold to Blackstone would have made a lot of money. Right. But, you know, maybe if I'd stayed there, you know, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I,

I know I wouldn't have gotten into my next career, which was B2B Enterprise Sales, which taught me so much, you know. Then I got a network marketing, high ticket sales, all that stuff. If I had made all that money and stayed there, maybe I would have never started the sales training company. So I'm okay with it. At the end of the day, you know, I'm here because I'm here, you know, from my decisions. And they've worked out well, you know. You, I want to go back to one thing with the sales mastery, becoming a master. Yeah.

Like this idea of commitment to mastery. Commitment to mastery. Yeah, that's the number four. So when learning your techniques, what's the best way to learn the technique? Like, do you got to watch it? Do you listen to it? Do you actually practice it in the mirror? Yeah. If someone was going to be, what's the fastest road to mastery with what you teach. Well, most people believe you can master anything by book. As you know, that's really hard. Books are kind of an overview. And books, you can't retain it because it's just words, right?

And I'll answer your question, I'm going to pre-fix it. A lot of people are like, I'm going to go buy a bunch of books. It's going to be hard to master anything with just books. Be like a neurosurgeon mastering brain surgery from a book, unlikely. So with books, there's typically about 330 words on each page of the average book. Okay, what's your favorite song? Your favorite song, that if I said sing this song, you get almost recited. You can just sing it.

You just drive down there, you just sing the song. Journey, don't stop a little. Okay, dude, I knew you're a journey. I knew it. I just, I knew it. Okay, so that song, the average song has about 330 words. So what's your favorite book that you've read multiple times? You just love it.

You know, buy back your times up there. That's a pretty good book. Yeah, that's a good book. You like Dale Carnegie. You talked about him, How to Win Friends. Yeah, that's a great book. Okay, so. I don't know any pages, a couple of quotes, but yeah, it's very, very rare.

I got the concept of what it is. But how is that? Because in a song, there's about an average of 330 words. yet you can remember the song, yet you can't recite one page of a book that has the same amount of words. Why? Because your brain retains

because it hears the melody and the tonality. The tonality and the melody forces your brain to retain it far more higher than if you read words in a book. That's why they say if you read a book

within 30 days, you only retain about 3% of the information. Can't master anything at the book. So you have to watch training courses like videos. And you've got to write down stuff. It's not enough to watch it. You've got to write it down and you got to rehearse it. So if you're in sales and let's say you always get this objection and let's say you're in one of my courses and I teach

you pre-framing techniques to help prevent that objection, if you just watch me 20 times, it's not going to be enough. You've got to write that down and you've got to rehearse it, right? I always say you have to have like 10,000 arrows back here. So anytime you're talking to anybody, No matter where they go in that conversation, you know how to tweak the next question because you've got all this back here. But that's because you watch it, write it down it, write it down it, write it downer, write it downer, and then you rehearse it. It's like a, it's like a Hollywood actor or actress, right? Like everything they see in the movie is 100% scripted. Right.

Yeah, does it sound scripted? Learn the script. That's what I talk about with actors. They master. They master. They master the tonality, the facial expressions, the body language, the tone. It's the same in sales. Like what's your number one thing?

If you're a sales professor right now or a business owner or you're trying to persuade anything, what's the number one thing that determines how much you're going to make, your skill level? So you might want to spend some time on developing that skill level and money if that determines how much you're going to make. Most of my states people don't. They're dablers or wingers. Well, it's interesting because one of my mentors always said, don't let them practice with the homeowners. Right, yeah. Don't let them practice on people's houses.

Why would you practice? You know, I talk a lot about you played baseball. I played a lot of football, wrestling, a lot of stuff. We used to do two a days. Practice twice a day, five days a week to play one game. Yeah. Why is it in business? They throw you in the game 100%, no practice ever again.

But in sports. So if you're an athlete, if you, you know, D1 athlete, it's all it is is practice. Kobe, every great player of all time did 100 times more in practice than they did in the game. committed to mastery. The only difference between Kobe Bryant and some other person that never made it is he was just far more committed to mastery, whereas they were a no-it-allor or a winger or a dabbler, and that's why they didn't make it, right? It wasn't like there's not other kids that were just as athletic as Kobe, but Kobe was just far more committed to mastery. So instead of just practicing, you know, and then at the end of the practice, all the kids go home, Kobe stays another two hours and shoots, you know, 500 more jump shots. He was just committed to mastery. That's why he became the master. Well, it's the same thing. This concept, like, let's go golf. Yeah.

Let's go to golf real quick. Yeah. What I've noticed about the best of the best, they're very analytical. They say, fairways hit, greens hit, puts, chips, like they understand 60 yards in. They're looking at every shot saying, how could I get to a lower score? What's the best? What game should I be focused on by game? Yeah.

People think putting, but if you get good with your wedges, it's short putts. Well, they weren't born with those skills. So more than likely they hired some type of coach or somebody that trained them all that stuff, right? They did. They probably just didn't read a book. Plus a mindset coach, right? Yeah, yeah, yeah.

So I guess when it comes to these things, knowing the numbers, understanding where you're at, you know, I had a guy I walk up to me from Northern Arizona. He lives in Prescott. And we walked out of a meeting

and this was about five years ago and tear ran down his eyes. And he goes, I'm sorry, I let you down. And I go, dude, you're number two in the company. It's a big company You know, we've got over at that time Probably 100 technicians And he goes, yeah, but I promise you had to be number one

And I'm like Then after that day I said There's certain people that need to be number one And there's the people that hate to be last And they look and they go At least that wasn't the last I'm not rock bottom Dablers

And there's other people that are like crying He cried like it wasn't like full blown But it was like I'm better than this Yeah I'm really trying to figure out how to identify these people because I'm not Starbucks. I can't fix people. I don't have a decade. I want to find these people with the chip on their shoulder that want to win so bad like me.

Like I don't play. Like if your grandma came here and played cribbage, I'd kick her ass. I mean, I'd play as hard as I could. Yeah. Or even your dad was, what, four? Yeah, six. My young star six. She's a small.

Beautiful girl. Thank you. I definitely wouldn't play easy if we were playing Scramble or Candyland. I'd go a little bit harder than most. You'd probably be like, what's wrong with you? Yeah, yeah, yeah. But how do you find these people? What are we got to do?

You know, Tony Robbins talks a lot about this. You know, I went to his date of Destiny, Six Day, Ben. I was talking to you about it. I was like, you should go to that. It's crazy. Like 10 in the morning, you're good and you go all the way to the next morning at 2. You're like a zombie. But it was amazing how they kept you engaged.

And he talks a lot about, like, a lot of people feel like, oh, you know, when you're hiring employees, you've got to find the right fit. that's going to be really hard. Like, oh, they're not a good culture fit. I was like, how are you going to scale your company if the only people you hire are a right culture fit? Like, that's just going to be hard once you pass maybe 50 or 100 people to actually do that.

I believe, kind of like Tony talks about, that you can quickly reframe people into different belief systems that maybe they didn't realize they had before. I don't necessarily believe that, you know, there's only this one type of personality that's going to be great at sales. I've seen introverts be great at sales. I've seen extroverts. I've seen people in the middle. It's all about, you know, just taking them out of a belief system because maybe they have a belief system that, you know, I wasn't good enough.

So, you know, I'm going to, you know, do this, you know, at this job. And they just, they're chaotic. So if I just fire them, you know, because they weren't a good culture fit, it's my responsibility to find out why they're like this and how do I help them overcome this or whatever this thing is in their mind that causes them not. to pick up the phone. How do I help them overcome that fear and reframe them to a new belief system that you're doing this for the prospect, not to it? So to me, it's not necessarily just, I find this one personality. It's just like the personalities that you have, how do you manage them, and how do you shift them into different belief systems or personalities? It's just psychology. I have a different viewpoint on this. No, I like that. You know, I like this line of people overestimate what they can do

in one year and underestimate what they can do in five. It's just, I guess for me, I like athletes a lot. I like people. Athletes are great because they just understood what was like to be infatuated with something. Whether you played the trumpet. It's competitiveness. Competitiveness is a big thing. But then the idea of honing a skill.

Like, I watch people that just, if you play the saxophone, you play it every day for two hours. Yeah. You got good at it. True. So, but athletes, the competition. Commendment. I've created a very, very competitive environment here. Yeah.

And I think kind of, it sounds really bad. but this old thing of monkey say, monkey do. Yeah. Monkey see monkey do. I'm like, they see me. Yeah. And I walked into my COO's office and I took off my shirt like an idiot. And I said, what's your excuse?

The dude is more chiseled than me now. That got him. I love that. Yeah. To get him motivated. Yeah. He's a competitor. Yeah.

I think sometimes it depends on the position they're in, right? Like if you want salespeople, you're probably, I mean, we try to hire more competitive people, right, for sales, right? That doesn't necessarily mean that somebody that wasn't maybe necessarily competitive, you can't flip a switch on them where they become competitive, right? I don't know necessarily if you're necessarily born with that all the time. If they're a creative person, you know, maybe I put them in marketing. It just, you know, I'm seeing where the personalities lie, where I might put them in different places, but it doesn't mean you can't shift personalities quickly. I mean, the best psychologists in the world do it all the time. Tony Robbins does it all the time.

There'll be someone that stands up that says, I want to commit suicide. And 10 minutes later, they're like, why would I ever do that? Yeah. Completely switched their belief system. Yeah, he's, I got to, I think I want to go to something with the, the Tony Robbins here in the next year. He knew they were in a frame and belief system, so he deframed them, usually with a pattern erupt, right? You ever see the, you ever see the, you know, the guy where the, I'm not your guru, that movie? Did you see that documentary?

No. where there's a guy that stands up and he's like, I'm thinking about committing suicide. The guy with the red shoes. Yeah. And he's like, well, was it because of those fucking red shoes?

Yeah. You know why I did that? He's interrupting his pattern. So that's a pattern. That's why he did that. So he immediately took him from thinking, my life sucks, I'm horrible,

and he basically interrupted his pattern where now he's like, what do you mean my shoes? That's a pattern interrupt. That he did that on purpose. That's part of deframing him. And then he started reframing him into a new belief system.

Yeah, Yeah, this is, it's extraordinary. There's a book by Daniel Pink called The Sell Us Human. That's a great book. And I tell people all the time, like, everybody's in sales. Whether you're getting your kids to go to bed on time or make their bed. If you're trying to get, what I've learned is if I want to go where I want to go to eat. Yeah.

If I ask her, we'll never get to where I want to go. Yeah. So, like, there's a few ways to do it. But she'll always say, I don't know. I don't care. But then I'll say where I want to go. She's like, oh, anything but that. So usually I'll give her three choices that I want.

And I know what, like, I know the ones she hates the most, the two she hates the most. And I know the one I want to go to. I got to know, which one are those? Which are the two that Brie hates the most? Well, everybody wants to know. What is it? Well, I love Peter Jungle. The most.

You would. What else? But she just, she doesn't. She doesn't because I go there so often. Okay, but what else besides Peter Jel? She doesn't really like anything. I mean, I tell you this. Like, it's very hard.

Well, you got the chef now, man. You got the chef. You got a private chef. What are you going to do now? The chef has made life easy. Exactly. But she hates this place right by the house on the lake. I forget the name of the restaurant.

What's it called? Is it out of that country club? Yeah, it's right there. The lake right north of the house. They're actually building a steakhouse there. But, you know, she likes steak 44. She loves what's the newest hottest spot. A global ambassador.

The global investors. That place is great. I love that place. It is good. That's a good place. I got some last minute questions. I was listening to Pat Pat Pat, David, Patrick McDavid. Yeah.

And he had this little glimpse where he said, you know you want to tell the true character of somebody's when they make all their money and then see what they do afterwards? And I just smiled because I'm like, I flipped the page and I went back to work. Yeah. Nothing changed. I mean, I did a lot of stuff for a lot of people. Yeah.

But ultimately, I'm like, I got this scarcity mindset. Like I could lose it all. Yeah. Like, I'm walking with my buddy the other day and I'm like, man, after this next cell, I'll be able to do whatever I want. He goes, you already can. You got more money than anybody I know. Yeah.

And I never, like I sometimes, like, I don't know what's wrong with me. But I came from zero, right? Yeah. And it would suck to go back to that. And that, that internally drove you to become successful in the person you are. So you can radically, as Tony Robbins says, you can radically blame your family for putting you in that situation. because if they hadn't, you probably wouldn't be where you're at financially. No, I wouldn't have changed much.

And the nice thing is that having nothing, there's nothing to worry about. Nothing could go wrong. I'm like, when you're broke, you can't take it because I don't have it. Yeah. You can't lose anything. What car? That's about it. I don't have, like, there's nothing to take.

Yeah. Money can change people. You know, it's just, it's just how you react. I mean, it's just, I've seen people that, you know, were making hard-lating money and then became, you know, multi-millionaires and then got arrogant and cocky and thought they knew everything and eventually lost it all, you know?

So you got to, to me, I'm always just trying to learn from other people who are above my pay grade, you know? That is. I feel like if you're always doing that, then. If you're curious, yeah. And you know how to get in the rooms? Like, people ask me, they're like, dude, how the hell are you exponentially growing every year?

I'm like, like you. Yeah. A buddy called me about you. I immediately got a hold of you. It wasn't easy. and, you know, I, I, no, was not an option. Like, that's the deal for me is like, I just, I know how to get in the right rooms and then I absorb. Yeah.

And, like, I'm still getting, like, we still haven't figured out everything, but I still want you to build a custom program for home service, specifically garage drawers. Well, we're talking about this AI thing. I'm pretty excited. Yeah, no, that's going to be, that's going to be fucking badass. You ask, it's like, it's like chat GDP, like, hey, I sell, you know, we're going to take this to all the industries. Like I sell, you know, I sell IT services to trucking companies. What would Jeremy say in a cold calling, I solve this problem, this problem, this problem, what would he say that would actually trigger the prospect to let their guard down and become curious?

Boom. Training will pull up where I show them what to do. As we continue to feed it the model. Yeah. AI is in. So right now they call it the Magnificent Seven. The top seven tech stocks on the planet. Amazon.

Amazon, you know, Amazon, meta. Yeah. I got to think through. There's like, I got to go through them all. There's Apple. Nvidia, Apple. So, 55% of all their future spending it for the next decade is going into AI. Chips, development.

So this is just the beginning, but here's the deal. Early adoption will win the biggest. Like there's so much, we're talking about the largest thing. way bigger than the natural like the industrial revolution is what they compare it to yeah but this is like this is this is this is nutty this is gonna go inner galaxy like this is crazy i agree i think you'll have people in the in the metaverse or whatever they call it in you know five six seven years from now that have already passed away that you won't even know they're passed away because they're just there they're everywhere it's kind of already it's kind of already there with reels and stuff

but like especially with AI and how they develop that with where it's going i'll tell you this And I thought about doing this. I'm curious your point of view. Like, I thought about getting my dad recorded a lot of like just every day sending somebody there to video him for an hour. Yeah. Because I'm selfish. And I want to be able to ask him questions in the future. Yeah.

And look, he'll be gone. But at least I'll have a little bit of his voice. Say, goodnight, Tommy. Yeah. You know what I mean? Is that sound crazy? No, I think people will. I mean, I would, you know, I still have a voicemail, one of the last voicemails of my mom before she passed away from breast cancer that I play here and there.

just to hear a voice, you know. So I would love that. That would be amazing. And it's going to happen for sure. We're just a start of AI. Giuseppe needs to go video my mom and dad then for a while. You know, my dad made these tapes for me. He read to me most of the New Testament.

And he told me what each chapter meant to him. And they were all these cassette tapes, and they were freaking in a storage unit that got taken. And I never got, I was like, all that wanted was those tapes out of everything in there. And I just wish I had those. much. I mean, he's still around. I should have him remake him for me. Get on it now.

I better get on it. He's in the 70s. Remind me Giuseppe. Seppi's my videographer for those that are listening. Hey, Dad. Or for the next three months, we're just going to follow you around. You know, there's this book. I'll tell you, this guy called me up. And this is a good idea, probably, for most people listening. It's like, why I love you, dad or why I love you, Mom. And it's read a blue book. You'll buy them on Amazon. And it asks questions every three pages. And you just write in, like, my favorite. memory with you, the reason I want to be more like you, why people say they remind me of you.

And I wrote one for my dad, and then I made like a collage for my mom a different. And he said, my son bought this for me. And we had a really bad relationship. We hadn't talked in five years. And he bought this book. And it changed everything. He's like, I didn't know that he was even proud of me as a father. And he goes, that book met the world. So the minute he told me that was a podcast, I bought the book and did it for my dad. We already have a great relationship. nothing changed. Yeah. We read it.

That's cool, man. No, your kids, I mean, as you start having kids, you'll notice this. Like, my oldest is 24 because I had her when I was really, really young. Like, like, 21, I think, 22 in college. Well, got me into sales. Like, I did, like, get a job, right? And, you know, she gives me this book that her day that's, like, this thick book where it's, like, asking you all these questions.

Like, you're almost about to die or something. Like, Dad, who was your first love? And it's like this whole journal that you fill out all these questions. She's like, Dad, have you filled that out yet? I was like, I don't know. Can we just like maybe do a video or something? And we'll put an AI. I think that's a better idea.

That's more likely to happen than me right out a 150-page journal about all these questions. But, you know, as you get older, you start getting your 40s. You start thinking about it, you know. Life is good, man. You know, so Dan asked me this question too, and this is a great question for you is like, you're 75, 80 years old. I want you to manifest what you did when you were 42. If you went to Italy, who'd you go with what kind of plane?

like really start manifesting, put it on calendar, time blocking, right? Like, start really like, when you're dead, first of all, what are people going to say about you? And how do we build that life? So I'm starting to get very intentional with what I want to do. Because right now I'm just kind of, I'm drinking out of a fire hose.

Yeah, yeah, I noticed that. It's intentional right now because, dude, I'm writing three books. I started a second podcast. I'm running a lot of businesses. But ultimately, you know, I'm engaged. I know I got kind of this time horizon that I don't want to be. You know, the cats in the cradle and the Silver Spoon song?

I don't want to be not around for my kids. So I figure I got a little bit of piss and vinegar. Let's go hard on the paint. Well, you're focused on income producing activities. I think a lot of people, they're like, I'm working 14 hours a day. I'm like, no, you're not. You're on social media half the time. You're talking to this person, that person.

You're probably working four. You're just at the office 14. So if you're working, you probably get way more done in eight hours than somebody does in 14 because you're just income producing activities the whole time. You're not just set around doing nothing. I've got three executive assistants. I don't do email. I'm getting rid of my social.

I'm actually getting rid of my phone number. You'll have my new one. But they're like, listen, I don't want any distractions. I want to be hard on the pay. Like I am super, super focused. It's true. As you know, man. Like when you start having a brand and everything, people start to text you, they get your number.

number, like sometimes, you know, I have, I don't know, probably a couple thousand unanswered text, and it's not that you're doing that on purpose. It's just like literally sometimes you just don't have time. Like my dad will text me while I'm driving the car. I'm like, oh, I need to respond to when I get back in the office. Then I get back in the office 10 minutes later. There's 46 texts above him. And then he texts back three days later.

Hey, did you get the message? I'm like, you know? Yeah. It got buried. So sometimes it just is the way it is. Well, that's why, look, identify your Achilles heels and do something about I have several. One of them is Fox News, like I like to watch, especially what's what's going on.

Yeah. So, like, what's my rule now? I've got to do it on the treadmill. Number two, like, I've got these Achilles Hills that I know my life is more productive without them. And I'm a human, but tracking that stuff, what makes a difference for me. And, you know, I do have a lot of fun. Like, like, my EA's like, Tommy, she's like, you do too much. I'm like, yeah, but I'm going to Disney World.

I'm going to Hungary. I'm going to Australia. I'm going to Mexico. Like, we do a lot. Like, Bree expects me to show up and go 110% when we're having fun and for her. Yeah. So I'm like, to be able to have this life, I got to be 110 at work too. Right.

You know what I mean? I think that that's, and so she's like, Tommy, here's the hardest part is like, we're building a beautiful house in Idaho, building a new one of PV. And I know one day I'm going to tell her I did all this, everything you see is for us. And she's going to look at me and say, it was for you. You wanted this. Depends on her love language.

Yeah. Well, yeah, no, that's true. If her love language is quality time, she would say that. If her love language is gifts,

she would think you're amazing. Yeah, material. It's, ah, the psychology. I love that stuff, man. I love it, too.

Let's go to the final round three questions for the podcast. What's a piece of game-changing advice you wish you knew in your 20s? Higher people that... Wear a condom? No. Oh, my God. You would say that. No, the game change advice, you got them dying. Game change advice, speed to success faster, hiring people that have done the thing that you want to do, and you just get there 100x faster. Sometimes you learn by, you think, oh, I'm just going to learn by trial and error. That's the fool's game. That takes forever if you ever master anything. So to me, it's like hiring the right people even faster. And I felt like I hired people really, really fast. I could have done it probably a few years faster. That would, that would be a thing for me. I love that one.

I mean, listen, I'm telling my TMV team, the family office, like, go find the number one person to just hire them. Whatever we need to do. Go on up work and find the most expensive person, project-based stuff. Like, just figured out. Yeah. Get there faster. Knowledge is power. It bugs me.

The right knowledge. Even this place we're getting all this demo work done and redoing stuff. I'm like, I hate it because city permits slow shit down. It's just so annoying. Yeah. So I'm, I'd say I'm pretty big in the habits, but I like what Alex from. Moses says. He's like, I drink all the time in my 20s. I didn't get up early. I didn't work weekends. I didn't hustle. And I'm still a millionaire. But I'm really, I do think it's millionaire

habits do exist. I think he had certain disciplines there though. Disciplines. He might have done him at different hours, but he was disciplined to actually accomplish those things. You can never be successful without discipline. This was my favorite word. I mean, yeah, discipline. So what Are your millionaire habits that set you apart? What's your routine? What's something that you think is a must that if someone's going to really live a life of abundance, they need to incorporate some of these? The biggest thing for me since early 20s was always learning.

And I don't say like I get up at 3 in the morning to sit in front of a computer to go through a training program about something to learn. I might, you know, get up in the morning and I've got a 10 minute ride at the gym. What am I listening to that? 10 minutes, something that's trying to get me ahead and whatever I'm doing. 10 minutes back from the gym I'm listening to that So I just learned something

For 20 minutes Then you know Maybe while I'm ironing my shirt My pants Maybe that takes five minutes I've got my earbuds Listen to something Maybe I'm eating breakfast

For 10 minutes I'm listening to something So it's constantly learning And that time that you just waste Just watching bullshit Or you know I'm listening to your favorite song I mean I'd like watch movies and stuff

What movie? What's your favorite movie? Oh god That's a good one that came out recently Man That new Tom Cruise Tom Cruise is a great actor, man. I love watching great actors and actresses.

Like, they don't make, like, Maverick. That was such a freaking great movie. They don't make it like they used to. That was a great movie at Tom Cruise. Tom Cruise is great in anything. I like Leonardo Capra, of course. Yep. I like, you know, sometimes like funny movies,

like Ocean's 11 or whatever it's called. Like, you know, Brad Pitt and George Clooney. I like Nicholas Cage, but half of this stuff, like kind of 60 seconds, that was a good one. Yeah, like National Treasure. Like I love shows like that, and I love documentaries. National Treasure was really good. Indiana Jones. Yeah, Kevin, is Kevin Costner?

Kevin Costner, what's his name? Or Harrison Ford. Harrison Ford is. Yeah, Kevin Costor. I just, I love watching great actors. I just love watching people that have mastered their craft. I don't really care what that is. I love sports.

Danzell's really good. Yeah, Morgan Freeman. The Equalizer, or whatever that was? Yeah. You know, the actor that just passed away, Neil, what was his name? Oh, he was 95. Yeah, what's his name? Gene Hackman.

Yeah, yeah. It's a Superman. Remember that? that he's. I didn't even know he was 895. I thought he was like 60. Oh no. He told me he was 95. He was old than the old Superman. What is going on here? So here's one of the final questions. If someone gave you $10 million tomorrow, what would you invest it in? What would I invest it in? Good. That's a tough question. Yeah, I probably call Pace. People that are smarter than me in investing. I'd probably diversify. I'd probably call Pace. I'd probably call Pace. Real estate. I'd, you know, my financial guy is really good. Ameri Prize, invest some there. I just kind of diversified. I'm not a big, I took a lot of risk

in my late 20s and early 30s, and I lost millions of dollars on friends startups. And so I learned from those mistakes and a little bit more conservative with my investments now. That's what I do. I know that was a boring answer, but that's probably a way of it. No, no, it's a good answer. It's an honest answer. Last thing we'll do here is, talks about a lot of things. Lots of psychology. I love this stuff, man. I really, really appreciate you doing this. I'll just let you close it out on anything maybe you want to tell the audience. I forgot. How do people get a hold of you? Yeah, you know, we're going to do this. So we're going to give them a copy of this. This is called the NEPQ Black Book of Question. This is a second edition. I just redid this a while ago, added about twice as

much content, more industry-specific examples. So my team told me to give out this phone number for them to text us to get this. So it's 480-6-6. 37-2944. I actually am really good at memorized numbers. Oh, that's really good. Yeah, because when I was in outbound, you know, sales, I memorized every area code. I'm like, oh, 302, that's, you know, or 310, that's Oakland, you know. So 480637-2944, and we'll get then this black book of questions. The black book of questions, NEPQ, you guys need to get this. There you go. We don't, we don't sell this at Barnes & Noble or anything. Like this, you know, that book, we sell at Barnes & Noble and Amazon. This is only, through us. This is internal. So we don't sell this on Amazon or anywhere. You're going to want that,

guys. Seriously, Jeremy is by far the best sales trainer out there. Well, at least my grandma told me that. If I had to close us up, whatever you want, just give us a final thought. I really appreciate you, man. You're a good friend, and I love coming to your Super Bowl parties, and you got a birthday coming up, so happy birthday, my friend. We both are. You know, my birthday's tomorrow, your birthday's in a couple of days. Oh, that's right. We're Pisces. See, this is why we get a lot. long. We're Pisces. We're like, we're like blood blood. It's just a couple of days apart, you know, the weird. But you know, do you believe in the astrology thing?

Not really. I'm like 50-50. Are you 50-50? Well, when I look at it, they're like, well, you know, I look at it and I'm like, with the Pisces, they're visionaries. They're also depressed all the time. They're lazy. I'm like, well, I'm a visionary. Definitely never been depressed. Definitely not lazy. It's like half of its true, half of it's not. Maybe that's how it's designed.

But that's what people can do. You know? Like, if I was to. read your palm, I could say a bunch of stuff. And I'd like, dude, you're, you love the journey. You, you're, like, they're just very like, oh, like, oh, right here. Did you lose money in your past, you know, somewhere maybe, or someone in your family lost money? Like, it's so vague. It's some broad, yeah. Yeah. But, you know, then, you know, it's like, oh, well, you're, you know, you're this or that. But the reason why you're different is because cancer is over the Jupiter

sign, over the sun and the moon now. And I'm just like, I have no idea what that means, but. maybe it's true. I don't know, you know. No, it's great, man. But I appreciate your friendship, dude. No, dude, this has been fantastic. Sometimes I just, I like talking to friends sometimes about nothing about business, just talking about stupid stuff. I love that, dude, the concept of the seventh level.

I'm going to have you close out with one thing. I want you to sell the audience on leaving me a review for this podcast right now. If they listen to this podcast and they really enjoy it, it and it brought them some value, I really want them to go on Apple and leave a very true review. Yeah. Guys, I need you to help him do that because he's, if you don't leave that review, like, his videographer, like he's going to get pissed at his videographer. He's going to get pissed at his videographer.

I'm looking at the wrong camera. He's going to get pissed at his videographer and some of his employees, and he might let them go if you don't. So if you want to help them, keep their jobs. make sure you give them a really good review. Ha ha! You're doing it for Giuseppe. Doing it live.

Do it for the team, baby. Do it for the team. Thanks, brother. Appreciate you. Appreciate you. Anytime.