The Mindset Mentor - The Way to Grow is Through a "Push"

Episode Date: May 13, 2021

In this episode, Rob and Dean teach you one of the most important strategies that you can use to grow your life and business. And it is something you have probably never heard of! Follow me on IG here: https://instagram.com/robdialjr Want to learn more about Mindset Mentor+? For nearly nine years, the Mindset Mentor Podcast has guided you through life's ups and downs. Now, you can dive even deeper with Mindset Mentor Plus. Turn every podcast lesson into real-world results with detailed worksheets, journaling prompts, and a supportive community of like-minded people. Enjoy monthly live Q&A sessions with me, and all this for less than a dollar a day. If you’re committed to real, lasting change, this is for you.Join here 👉 www.mindsetmentor.com My first book that I’ve ever written is now available. It’s called LEVEL UP and It’s a step-by-step guide to go from where you are now, to where you want to be as fast as possible.📚If you want to order yours today, you can just head over to robdial.com/bookHere are some useful links for you… If you want access to a multitude of life advice, self development tips, and exclusive content daily that will help you improve your life, then you can follow me around the web at these links here:Instagram TikTokFacebookYoutube

Welcome to today's episode of the Mindset Mentor podcast. I'm your host, Rob Dial. If you have not yet done so, hit that subscribe button so that you never miss another podcast episode. Today is Thursday, which means it is the business edition of the Mindset Mentor, which also means that I am joined by my newly shaven, freshly shaven faced Dean DeVries, who is my best friend and business partner. Dean, welcome to the podcast. I am feeling so fresh and clean. It's great to be here. Happy Thursday. For sure. Happy Thursday. Today, we're going to be talking about pushing yourself in the benefits of number one, pushing yourself and having a push period. Number two, for those of you guys that are business owners, how it's going to affect you, affect your business and the people who are in your business as well.

Yeah. Well, let's start off with introducing what a push period is and how we were introduced. And this is one of my favorite things. Like this is something that is, if some people who have businesses have never heard, actually most people have never heard of this. Yeah. And they don't realize how much revenue they've left on the table simply because they haven't put push periods into the business yeah and not only revenue that we'll talk about the greatest gift revenue is just a small part of it but um but yeah basically the uh the first time that we were introduced to a push period and

actually i remember starting cutco in the middle of a push period. It was the SC2 push. It was the biggest push of the year. So the idea of the push, when I first heard this idea of push, I'm like, what, what does that mean? Um, they're like, yeah, it's a push week. So the idea of push is there's a two week period and we like two weeks. I mean, it could be really any amount of time, but two weeks I've found to be the best amount of time. But for two weeks, it's basically, we called it a money-making vacation where if there's ever a time to be imbalanced, it's during the weeks of push during that two week period. And what we found is that after doing push periods several times a year for several years straight,

40% of our revenue came from four push periods, or I think four or five push periods throughout the year. So these two week periods, 40% of the entire year's revenue came from those two weeks. So the revenue is one, one aspect of it, but the, the idea of pushes is to push yourself to go beyond anything that you've, you've done in a two week period and, you know, really just amplify that as much as possible and go until there's no more gas left in the tank. Yeah, and the thing about it is we've implemented this into our business now

and blown our own minds. We've blown our sales reps' minds and we've grown our business massively. And if you actually take us, now that I'm thinking about it, our biggest weeks that we've had as a business come from push periods. Definitely. Well, yeah.

And the other thing too about when we do this, it creates a new normal after the push periods. So if you notice in our business, those times where, because there's always that push period where it's the spike. Those, those times where, because there's always like that push period where it's the spike and it's like, okay, yeah, of course we're going to have a spike because for two weeks we're just going all out where we're literally doing nothing but working for the most part. Yep. And, and, and really just doing, you know, it's, it's admittedly, it's unsustainable to do that year round. Right. So that's the idea of it is how can you just take this small moment of time and you could do anything for two weeks. Like the, if you really put your mind to it and that's why two weeks is a really nice, a nice chunk for a push is because you could literally do anything for two weeks.

So when you challenge yourself for two weeks straight and you have that spike in results when after those two weeks, it sets a new baseline, right? So like the normal weeks are now bigger than the pre-push normal weeks. Right. Cause if you have, let's say for instance, like one of our sales reps, let's say that the, the biggest week they've ever had is 10 sales. And they think to themselves, okay, that's my max is I can do 10. And we're like, all right, we're going to go all out for 14 days. And for us, what we always, there's, there's no, like during a push period, there's also no weekends off. Like it's all 14 days straight. It's not Monday through Friday, take Saturday and Sunday off. It's Monday through Sunday, Monday through Sunday. Right. And the point of it is to push yourself so much. And the way that we

say it is, is your mind is like a plastic bag, right? If you pull a plastic bag, it's never going to go back to the same size that it was before. So if you think about it, you're like, I'm going to fully push myself. I'm going to expand myself past the comfort zone and I'm going to find a new normal for me. And it's kind of like, if you think about the four minute mile, right? The four minute mile where Roger Bannister, nobody thought it was possible to run a mile in their four minutes. They thought people's hearts would physically explode if they went over, if they tried to go for a mile in or four minutes, then Roger Bannister did it. And then 200 people did it over the next few years. It's not that humans grew bigger hearts or better lungs or

anything like that. What happened was their perception of what was possible changed. That's what's so important about a push period is that our, you know, a sales rep. So for people out there who have sales reps, if you're not doing a push period, you're missing out on so much money. And the reason why is because it's the equivalent of the four minute mile where I was saying, if you have a sales rep, that's done 10 sales, and then they go Monday through Sunday, Monday through Sunday, and you know, sales rep, that's done 10 sales and then they go Monday through Sunday, Monday through Sunday. And you know, sales is, is commission-based. So, you know, they're gonna make more money if they go out on the, if they go for it on the weekends and they

go for it. And then they sell 20 in a week because of the momentum, because of everybody else, because of the energy of everybody else pushed himself and working towards this thing as well. And they do 20 in a week. They're never going to want to do 10 in a week again. They're going to go, well, I did 20. I worked a couple extra days. So what if I just did 15? Immediately your sales reps mindset around what is possible for them just went up 50%. Think about what that would do to your business. Yeah. Well, and it's with everything. So like we did this in our real estate team as well. And you know, the average, the average agent was maybe doing like 15 calls a day, 10, 15 calls a day. And during the push, it was like, Hey, the standard, if you're going to participate in the push, we're going to go all out for two weeks straight, literally no days off in those two weeks. And we're gonna make a hundred

calls a day. And if you're used to doing one or two appointments each day, you're going to do four or five each day. And like, you literally won't have time to do anything else. But that's the reason because the gift in that is you're desensitizing the suck. Yep. It's like, you know, when you go through an experience like that, that just sucks, right? It sucks to make a hundred phone calls and then do four or five appointments when you're

only used to doing 15 calls and one or two appointments a day. It's like a huge shift and it's like, okay, yeah, this is very uncomfortable. And obviously the, the fruits of that are, yeah, you're going to have more business, right? Your, your, your commissions and your checks and your income is going to be reflected in that for sure, which is going to be a huge gift at the end of all of it. But the, the biggest gift is what happens after that in two ways. Number one, what you think is normal, right? So the 15, you know, the 10 or 15

calls and the one or two appointments a day that used to be normal is like, well, shit, I just got done doing a hundred calls a day for 14 days straight. Maybe I don't do a hundred, but I can do 50, you know, which is literally like three or four times more. So like just overnight, their new normal is now three to four times more productive. So that's literally why in Cutco, in our business and, you know, in real estate, I've literally seen just by doing one push period that the new normal income literally increases by three or four times. And so like, you know, and this is, this is something that if you're listening to this and wondering like, Hey, should I do a push period? Hey, the answer is yes. What would it look like? Yeah. What would

it look like to, to have three or four times more income on a normal week by, by not feeling like you're working any harder, right? Literally because working harder, that's just a perspective. It's so, it's so subjective when really it's just what you believe is normal, what feels normal and comfortable for you. So this is really about who you become in the process and really establishing what that new comfort zone is. Yeah. And to give you an idea, as far as numbers go, I'll just be transparent. Before we did our first push period as a company, our biggest month was around $194,000. The very first push period that we did in total revenue was almost $700,000. And we're like, what the hell have we been doing?

Why have we not thought of this? Right. So our biggest month was then followed up by our second biggest month. And it hasn't gone back down to what it was simply because everybody who's around us, ourselves included, our mindset shifted on what the normal is. Our new normal came in and it shifted from what normal was for us. price. Everything from coffee to toilet paper, shampoo to pet food, Public Goods is your new everything store, thoughtfully designed for the conscious consumer. And rather than buying from a bunch of single brand products, Public Goods members get all of their premium essentials in

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and more. Their goal is to compound your wealth on average of 15% or more annually, which implies the potential doubling of at least every five years of your investment. Titan manages hundreds of millions of dollars for over 25,000 clients. And with Titan, you'll get front row seats to your money, helping you become the smartest investor you've ever been. To start investing with Titan today, you get three months free. Visit titanvest.com slash mentor. That's three months of investing for free at titanvest.com slash mentor Titan first class for your capital. Yeah. Yeah. And also when we have that experience, then we can create a vision that feel that's not only bigger, but it feels more realistic too, because, you know, like just to

continue going with that example, you know, we thought like, you know, having, having 10 sales in a week was like a big thing, but then we like knocked out like 20 sales in a week, you know, like pretty much per person. And we're like, Oh, that's possible. Okay. Well well 10 was the goal before but then when I hit 20 okay well what would it look like just do maybe 15 a week for 50 weeks in a row you know for throughout the year okay that could be exciting and so it created a new vision that's like that that with historical data we could say yeah I already did that right I can do that. As long as I, as long as I just keep showing up, continue growing myself, maybe throwing a few pushes,

you know, along the way I could totally get there for sure. Yeah. And one thing that that's super important as well for people who are out there who are business owners, listening to this and thinking, how can I implement this into my business? It's super important to realize that the speed of the leader, the speed of the team. So what also happened is you made more sales than any of our sales reps in that time, which is important because he was the one who speed leader, speed the team. Also, we went from having a morning meeting to have a morning meeting and an afternoon meeting every single day for 14 days straight. And it was a whole new level where we both ran

these meetings and we did breath work. We pushed them, but also at the same time, like if I go back to my Cutco office, literally what I would do every single push period is I would open up my office doors at 7am. And I would say, anybody who wants to come in at 7am, I'm going to teach every single week or every single day for the entire push. And actually, if I could think back to it during the push periods, it was required to come in at 7am for people who want to be a part of it. And we would be very upfront and say, listen, you don't have to be a part of this. And in reality, we don't want you to be a part of it unless you're a hundred percent in, but if you're ready to push and you know, you're going to, there's some people are gonna be like, yeah, it's not for me.

Perfect. The people who are like, that's for me. I want to be able to push myself. I want to expand my mindset. I want to make more money. I want to see what's different. Those people, there's no turning back. They come completely different people. And so we would have in push periods in Cutco, we'd have 17, 18, 19 year olds, 20 year olds

show up at our office at 7 a.m. Do you know how hard it is to wake a 17, 18 year old at six o'clock so that they can drive to get ready, drive to the office to make cold calls at 7 a.m. in the morning and learn first. And then, you know, by eight o'clock, start making cold calls. Like it was the perception of every single person who was a part of it completely shifted, you know? And so, all right, so let's, let's dive into it. So let's talk about, you know, what happens during a push period. Yeah. Well, one thing that,

we'll start off with the morning meetings because like what we took, what was normal for us was an 8 a.m. huddle. We have an 8 a.m. huddle every morning, Monday through Friday. So what we did is we shifted it. We're like, all right, what's the exaggerated version of that that really would push all of us outside of our comfort zone?

And we said, what would make you guys uncomfortable to our team? Right, exactly. And so we all decided that really would push all of us outside of our comfort zone. And we said, what would make you guys uncomfortable to our team? Right, exactly. And so we all decided that what would be just past the comfort zone would be 6 AM. And so we pushed the meeting to 6 AM. Which, FYI, I'm an hour behind everybody. So it was 5 AM for me. And I still showed up every single morning because I'm not going to speed a leader, speed a team. I'm going to show that it's important to me and I'm going to be there. They all know it's 5 a.m. for me. So me showing up at a 5 a.m. call shows them, oh, this is serious.

Yeah. And leaders, true leaders. And, you know, I love what we talked about yesterday, which was leadership isn't, you know, a hierarchy or it's not a, you know, who's in charge. It's really like who you are, you know, that like people are like, okay, yeah, that's somebody I want to follow. It's a behavior. It's not an act.

It's not something that you, it's not like something that you're given. It's a behavior that you have. Yeah. And a characteristic of a leader is you've got to be willing. If you're, if you're going to push your people, you've got to push yourself as well. You know, you've got to show up, you know, and that's why being the number one, you know, the number one in sales for that week for me, even though like they do more sales than I do on a normal week. But I was like, Hey, I've got to, I've got to get my hands dirty. I've got to, you know, really show what is possible.

And, uh, and same thing with you showing up like, Hey, this is more uncomfortable for me than it is for all of you on Eastern time. I've got to get up at 4.30 to be on at 5. So I think see what you do on a normal basis and then exaggerate that. What would be the uncomfortable version of that? Also the KPIs, right? if your job is in sales, uh, making a certain amount of calls, uh, doing a certain amount of appointments, whatever those, those key performance indicators are that are going to move the needle forward. What do you normally do? And then what is like the most exaggerated version of that,

that is very uncomfortable, um, that will push you, right? Because if, if you set something that's going to be too comfortable, the gift isn't there, right? It's not only are you probably not going to make, you know, make more revenue, not going to have that increase in business like we're talking about, but the most important thing

is who you become in the process and you need that challenge. You need that resistance to be able to push through, because that's the true gift, which we could talk about that in a second too. Yeah. And it's like, you know, even if you're a solo entrepreneur and don't have a team, this still goes to you where if you're like, all right, you know, in order to sell my services, whatever your services are, normally I knock on, you know, 10 doors of other businesses to go sell

it. What would it look like for you to knock on 30? What would that look like? What could it do to your business? What could it do to your mindset? If you, you know, are a solo entrepreneur, you normally send out seven emails in a day. What would that look like if you sent out 30 emails in a day? Like whatever it is that you do, even a solo entrepreneur, like what can you do to push yourself? What is something that you could do that is outside of your comfort zone? And the number where you're like, ah, shit, that's a little bit too much. That's the number you should go for. Yes.

Yeah. That's, that's where the gift is. And so, um, the, again, the idea is that for two weeks you're going all out, but you could do anything for two weeks, go on a money-making vacation. So let's talk about how to set, set that up, how to go into, because the mindset as well as the preparation that happens before the push is really important. So, you know, preparing the mindset. So yeah. What are some thoughts that you have that are important? So, you know, it's, I've seen people go into pushes completely unprepared. I've seen people go into pushes a hundred percent prepared.

Here's the first thing it's going to, there's going to be a lot of variables. There's going to be a lot of changes. It's not going to go the way that you want to. It is super important to plan as much as you possibly can to have the mindset to it. One thing that I, that I always tell people, I think is super important is your, if you don't want to quit at least once, you're not pushing yourself hard enough. You should actually want to push. You should actually want to quit pretty much every single day. Right. And so one thing that I think is super important is when you're going through a push of this sort is you should figure out why you're doing it in the first place, right? Sit down, figure out why you're doing it. And then what I want you to do is I want you to write a letter to yourself when you're about to give up as if you are talking to that version of

yourself. So the thing that I love is now that you're in that state, you know why you're doing it, all of that stuff, write a letter to yourself that you're going to read that you need to read, knowing that you're going to be at the point when you read this, that you want to give up and you want to stop and write a letter to yourself, telling yourself how important it is that you don't give up, that you keep going, that you believe in yourself. I think it's super important for people to do that and to be on that level so that they read it and go, that's right. Because it's like the phrase, when you think of quitting, remember why you started. Right. Yeah. The why is so important. I'll give another pro tip around that. So you've got the letter that basically, and just to frame this and complete this, the way that you write the letter is from your future self that has already

achieved the goal. So that in those moments of challenge, you say, Oh, this is the reason these are the feelings that the version of me that has already achieved the goal at the end of all of this are experiencing. So, okay. Yeah. That's the reason why I should continue pushing through. But the other thing to do that's really good at the beginning of the push is to write an apology letter and fill that letter with all of the regrets on the regrets that came about as a result of you giving up. Right. So because we're always moving towards, we're either moving towards pleasure or away from pain. And so if we can connect to the why this is important to actually do it and move away from the painful aspect of not doing it, then that can get kind of,

you know, speak to both sides. So two letters, the apology letter that's like, Hey, I'm so sorry that I let you down. Dear Dean, you,

I gave up on your future and I gave and because of that your entire family was impacted your entire future was impacted your legacy was impacted and all of the things that you wanted to get accomplished are now not possible so for that I just want to apologize to you for giving up it's like damn when you when you're about to give up and you read that, it's like, holy shit. Yeah. I don't want that. But then you back it up with the possibility letter where it's like, Hey, dear Dean, I just crushed a two week push period. This is what I created. I created a new normal that I never even thought was possible. And for that, in those moments of where you wanted to give up, you push through.

And I just want to thank you for that. Yep. Love that. You should know that there's going to be challenges. It's going to happen. There's always at least one to two really big challenges that come up for everybody. And the other thing that I say is this, like if you're, if we're talking sales, for instance, you're going to have a streak of no sales.

Like it's just going to happen. That's just the way that it goes. There will be streaks of no sales, no matter what, but it's almost like the universe is testing you. Like there's so many times that we would have had push periods where, you know, a sales rep would want to sell $10,000 in Cutco. Right. And they would just be so committed and so committed. And then they literally be at like the first 14 days, the first 12 days, like day one through 12, they sold like $3,000, right? There's $7,000 off. They could give up. And then out of, out of nowhere, the next two days they sell like seven, eight grand. Yeah. And it's just so crazy how that happens. And so it's like, you should anticipate that there will

be challenges, right? You're going to want to give up. There's going to be people around you that are telling you to give up, but you have to remember how important these things are for you knowing the challenge i mean there was so many challenges come up people are getting car crashes and then they'd literally take the bus to their appointments to go to them so it's like you have to really make the commitment that no matter what happens you're going to finish these 14 days yeah and that actually is the greatest gift right there in the midst of the challenges, because when you're two days away and you are like only 10% of the way to your goal, you've got another 90% to go, but you've only got 10% of the time. That's, that's

when you can observe how you show up. Right. And this is where we can build the awareness of like, okay, who am I in these moments of challenge? And who do I want to be in these moments of challenge? Read that, read the apology letter again, remind yourself who you are in the midst of all this, because I've seen it so many times. And this is why I believe that anything truly is possible, because I have seen that so many times where as long as there's unwavering commitment and they just continue to believe that it's possible, it almost always happens, you know?

And when we can just continue to have faith and, and believe it's the, the people that give up on it that don't actually, they don't get the fruits of it. But you, and even if you don't fully realize the goal, but you're committed until the end, it's like, you will not let up. Like you did not. If you can look back on the push and say, I honestly could not have given any more effort,

right? I literally put everything on the table there. That's how you know that you, you have been changed as a result of that for sure and that's the the greatest gift going into the the new normal so that's it for today's episode if you love this episode please share it on your instagram stories and tag me in at rob dial jr r-o-b-d-i-a-l-j-r the only way that this podcast grows is from you guys sharing it so i greatly greatly appreciate you from the bottom of my heart for always sharing it. I always see hundreds of people share this every single time an episode comes out and you're the reason why we're always in the top 200 podcasts in the entire world. And with that, I'm going to leave you the same way I leave you every

single episode, make it your mission, make someone else's day better. I appreciate you. And I hope that you have an amazing day.