How We Get a 90-100% Show Up Rate

Welcome to the stage once again my friend how are you doing dude I'm super good man I'm pumped to be here we're gon have some fun today absolutely hey thank you so much for your time I know you're a busy guy it seems like you're omnipresent I see your content all of your videos all over the place I'm like how does this guy turn out so much content maybe that's the way to start because there's a lot of people who are Struggling to put even one post one video yeah man I think the first piece

is how do you view content is really important so I view content as a way to actually bring in new leads to nurture leads and to move leads towards a close it helps the entire sales process so I see it as super high leverage because it's permissionless leverage where anybody can do it and it's really really cool to do so that's the first piece so when you understand that I think that's Important to internalize that some people see as a chore like oh I have to create content versus I get to create content I'm going

see incredible benefits as a result of it so that's important to just internalize because of that I have some systems in place and I'll share with you what I do now in no means it's not what I started like when I first started it was really daunting which is like oh man I wake up what am I gonna write today what am I gonna film Today what am I gon to put out there today and it was really overwhelming and then just over time as I studi other people and I saw what they did like

these content creators because I don't consider myself a Creator but I would see what they did I'm like how are they producing at this level and one of the principles I learned about was almost all of them had One Core pillar content meaning some sort of long form content it could be a podcast interview or a Live webinar or it could be a Long blog post or it could be a long YouTube video that pillar content then was then spun off into like multiple different like mini posts so they might take say for example a

YouTube video and turn that 60 Minute YouTube video or 30 minute YouTube video or even 20-minute YouTube video and cut that into say three five nine different video clips they might also the transcript of it and obviously tweak and adjust it and turn that into Multiple pieces like know text only post or image posts so before you know it that single piece of content that pillar content is able to create maybe eight 10 12 or even more posts off that single post so when I realized that's really powerful what they're doing that's what I started

to do as well so now what I do is every single week I create one pillar piece of content and then that spins off into Carousel post text post video post Etc that's spread over the next six Months so what happens is when you're really consistent it just ends up compounding because before you just basically snowball before you have so much content that you don't know what to do with it and the key is always getting head so for me on the 20th of each month I always plan ahead for next month so I know

what we're going to put out there I know every single even just LinkedIn by itself we're going to put out 19 different posts we'll do at least s to 14 every single week same with Facebook book and we'll have at least one YouTube video long form and we'll have seven different shorts as a result so we're putting out literally hundreds of pieces of content each month as a result of it but because I'm always ahead so for example on Tuesday my content day I batch all the work and I did my long firm YouTube video

and I I wrote the post but I'm actually writing for three weeks in advance so I'm always ahead if I have a a week on vacation or or just gets crazy I can't get any of my content done I still have a huge buffer so pressure of waking up and what to actually put out there and the cool part is because I've created the assist and buffer in place this allows me to be really intentional with the content so it's really high value it helps serve the audience it helps generate leads helps bring people into

my world it helps nurture people as well so this Becomes super powerful but the key is having the systems in place and then putting people in place to take care of that so for example all I need to do now is I I I create the content I put it's like clickup we use clickup to manage everything from project management I don't need to schedule it I don't need to edit it I don't need to do anything else my team takes over and they do everything else they wow they do everything else And they get

it all scheduled and then my executive system manages them to make sure they get all that stuff done so I don't need to worry I just need to be the creation of the core content to put out there for them and structure where if I want to maybe do a promo one week but for something it's structuring away with they they got to schedule it they don't need to think makes it very easy amazing that's genius and I think when you talk about Tuesday content and the Batch uh creation and you're three weeks in advance

you're always ahead of the game which is very different from most entrepreneurs how long are you recording is that like a full day half day is that one hour yeah I made a PIV with YouTube so before with some of the videos I would script the whole thing out I want be very tight and succinct and get down to 14 15 minutes but I'll say over the last month or two I've had a pivot where I really thought what do I really enjoy I personally really like longer videos they are just very robust and full

of content and I found yeah people say oh people don't have attention anymore they don't bad content that's what I found so the content is really good people will listen to a three-hour podcast this is why hubman Labs is like three four hours per episode because people find it very useful so my favorite podcasts are almost always super long and I'm like I want more people like that in my world That really do thate too so crate too now I'll take about probably an hour just at least get my bullet points my key points dialed

where I'll take time to write in the hook right in the intros writing the outros and getting my C bolts down and then I'll take about an hour or less to record the video so I just turn the camera on and I just go so Tuesday I record a video and end up being like 59 minutes long now I had errors in there so they're going to trim It down end up being like probably like 35 minutes in the in the grand scheme of things but sure it's about probably two hour just that but then

the rest of the time I'm also writing out the content posts and just making sure there's copy for all the videos as well so there's copy for all the main posts as well I've tried using AI to try different tools I don't see the name of the tools but like they're still not the level where it's Like good enough that I feel comfortable saying all right use just use a tool and just have it write me a post and put it out there amazing when you do the recording and you do the one hour recording

was that like just you sitting in front of a DSLR or do you have a camera crew that comes in and helps produce and direct great question literally this I find you have to remove the friction to getting started that's really really key so for example I have A DSLR right here it's directly streaming it's already plugged in so I can go right to OBS all I need to do is hit click and it starts recording and then it uploads automatically to Google Drive so I want to minimize any friction getting started so like I

found before when I was trying to create videos I'm like okay where am I going to put the camera let me get the lights mic set up versus I need to like I'm not trying to be a content creator I want to Prob massive value to people that want to crush it in sales so I'm like okay like I have a good camera already have a good mic hit record boom and let's go so when you say you did did you like zap it in terms of like you said OBS DSLR automatically uploads to Google

Drive so you integrated an automation where once it does that you don't need to do anything it just automatically goes into a Google Drive actually even simpler really the DS SLR it's a cam Link like 4K connects right into this dock half for my MacBook so it's directly streaming already inside there so when I use OBS I set the camera setting to the camera but I just change where it saves the file so it saves a file in a very specific Google Drive I see so that way it's literally record and then boom it just

uploads right to Google drive automatically once it's done and then they all relabel it and I'll move it to a different folder so This way it's easy to find but that's how I do it I make it as easy and simple as possible POS I think that's how you got so good at sales is because when I I was at a shark tank pitchfest yesterday at my daughter's Christian private school and there was eight people who were trying to get investor funds and out of the eight only three of them won investor money and the

other five did not know how to make their solution their product Or service easy and the buyer Journey was just like it was not really that great so when you're removing friction that increases sales so I'm going to do a pivot because I I saw your content and I'm just thinking like you have a great system a framework that you could probably sell content or the valuable content that converts into high ticket sales right if you did a workshop 100K right there right because what you do it Works and people want it but when you're

removing the friction and you're talking about this high value it's super powerful like you said quality um and quantity when you do this like you said you're buying back your time before we got on this call how are you closing at 55% with a shocking 98% short rate this is over not one month two months three months I believe I counted six months and there was one month where there was a very low I can't remember What it was close rate and you even averaged that so it was very conservative numbers so how do you

do that how do when we look under the hood we I I just talked to a gentleman who has a company that's $24 million they're doing a lot of business and their reps are only doing 10 to 15% close rate what's going on what's the secret sauce yeah I wish I say it's one single thing but it's usually a multiple a lot of little Things that kind of add up to make you a really big deal and I'm going go in sequential order which is like you can't have a good clothes right if you don't

have a good show up right absolutely well said if they don't show up uh you're gonna be having a very lonely conversation on Zoom or in person right and I'm going to talk about from the perspective of a salesperson but also as a business owner what you can do what well so from a salesperson's perspective If they're doing outbound the first thing is when when on the phone live that person like just making sure it's really firmly locked down the meeting so meaning mistake some people make is they say the customer the prospect says okay

sure I'll have a conversation at Friday at 10 o'clock and the rep says great I'm gonna send you an invite I'm gonna see you later click hang up on onto the next thing right so instead of doing that take a few minutes and just really Relock it back down and make it just very simple so it sounds something like this hey so cool awesome so let me go ahead and let me send you invite right now for Friday at 10 o'clock I just sent over to this email whatever the email is did you get that

yes I did cool hey can you go ahead and accept that yes great awesome cool hey I'm looking forward to seeing you at Friday at 10 o'clock now if something pops between now and Friday at 10 o'clock can I give you my cell Number Cas something changes you can just give me a quick Buzz or shoot me a quick text would that be okay sure great my number is whatever it is again this is Marcus with Bley and again I'm looking forward to seeing you Friday at 10 o'clock boom that's the first phase a couple

things not notate there number one if you notice I said Friday at 10: that time several times yeah I burn into memory the second piece is I'm having them accept the invite on the spot yes So this way I know for sure it went to the right email number one but also it's a micro commitment to it and then I'm asking them to write my phone number down which is again another micro Comm commitment whether they do it or not if they do do it hopefully they're writing down Marcus my number then also Friday at

10 o'clock so again it's getting them to just take these micro commitments to do that so that's our first piece as aelf yeah yeah the second piece is once You get done with that it could be later that day or right after or after someone books a call we send them a personal video to put a face to the name really a personal video 100% this way it cuts through the noise a little bit the cool part is there's so many amazing tools out there like we just use Loom right now we a paid plan

but you can use a free plan so we literally pull up their LinkedIn profile we have our cameras on just like this we record a quick loom Video to put a face to the name and just to remind them about the call so you can say whatever you want so for example like if some if we get an inbound call we say something like this we say hey Jay Marcus here just saw book to call on account look forward to chat with you on date and time you probably S as W you booked a time

we sent a few different emails from a Google doc to some videos please review that before we hop on call next week or Friday at 8 or 10: because It covers some most common as question people us to have about potentially working with us and some free bonus trains there too looking forward to chat super soon if you don't mind reply that confirmed you get the zoom look in your counter that'd be great just in case there's any Tech issues thanks again this this reaffirms it and then like okay cool this is like a legit

real person right obiously you want to be somewhat decent on the camera you sound Like like hey my name is mar they're going to see that oh this guy's boring I don't have a conversation VI it's going increase the chances we do that and that's what we do as like a sales professional then again the day before you can also shoot them quick message confirm if you haven't heard back at that point confirm that they're good for the call right now as a business owner I also get the luxury and privilege of putting systems in

place That's going to help increase the show up rate right so for example like once a call is booked we have automation on the back end that puts them into a very mini nurture sequence so so that's really important so for example in the high ticket World once they book an inbound call on the thank you page there's a little bit of a video kind of tell show them what they expect there's a case study and we answer all the most commonly asked questions even on on the Thank you page so this way when they

go okay cool this makes a lot of sense we provide them a document that also has a bunch of FAQs in there it just covers all the most commonly asked questions they're gonna have anyways so we're just covering in advance we also handle any objections in advance as well that they might be worried about and we prove everything so for example A lot of people are concerned about oh I get Results no problem so I think even the document's crazy it's like a 100 plus Pages we don't but if they do we G see like

you know probably at least like 50 or 6 different screenshots testimonials and case studies and then we also have links inside that whole doc to other videos to answer really commonly asked questions they're not sure about because again people are really skeptical so we want to make it easy for them to like just you call me openminded they're not If they get on the call they're not openminded it's really hard to have a conversation yeah for example the offer we sell to sales people sometimes they're like what's what's the platform look like so we like

it's inside the the dock they could say Hey you curious about what the platform looks like we show them so we walk into a 15-minute video and shows them like the ins and outs shows them people who's inside what's inside what the curriculum is so We're just removing that type of objection or they're like can I see what a coaching call is like no problem here link and we give them like a 2our session they can see the types of questions types of people on the call how it's structured and what's the environment energy like

w so my point is like any objections they have we're actually eliminate 99% of them before they even get asked so very intentional right so that's it's on a thank you page With that Doc and then that first email it's like hey you just booked a call here's also that same page and here's also that doc so now they can go through they can like it just helps reaffirm they they they're like hoping to see out of the conversation so it's really really powerful because again we're just eliminating objections in advance by simply doing that

and then we send them over next couple days other stuff like there a full Bor like case study written In email proof points screenshots and proof some value as well so this way it's like when they get a call they should be like all right look I'm open to this I just want to make sure like this works well for me that's it so like by doing that the show break is is wildly high and if if people can't make it they almost always Les Advance like Hey listen this popped up we had leak today

in my house like a water leak so literally I'm Deal with plumbers all day so I really have a call can we do lat this week no problem it's way better to be able to reschedule that versus just not showing up so this is something we've tweaked over the years so I took a look even including may I think we're like 100% show up rate so far and the rolling six months now quite High because of that so that makes it really really powerful all right now what's also key as well too as part of

that process is part of your Application part of intake form you have it needs to qualify people b a call so like this way you only get the best people on the call so you don't right yeah because usually I think I don't know what it is but it's been extremely high I'll say usually we're 90% plus so going like 9800 is is actually strange like this is crazy like all right is what it is Luck get a luck well the black belt is a white belt that never gives up yeah so let me just

ask a Question as they interject because that's astounding and impressive and I like the idea that you're not just getting people on the call that are wasting your time because there are a lot of Tire kickers that get on calls and we'll try to get I I've seen people try to get on free coaching calls with me because they know that I'm offering value and then I've had some people get on five six calls hey can we do offer Clarity call can we do how to close more Sales can you do a handling objection because

I had all these different five disco calls that I was rotating and booking you know where from five to eight calls a day and then one guy was basically like getting my coaching program with these five six calls right I'm like we can't do this so how do you like when you talk about the show break being 98% even 100% like that is unheard of how many points of contact I know you went through the process I really Appreciate it do you know approximately educated guest like from the verbal to the text to the emails

to the reminders if you were to take an educated guest how many points of contact nurturing sequences emails SMS messages verial confirmations happen between booking the call on the call yep cool let me just count give me a second so yeah yeah from a number so let take a look so I know they book they'll get em one em2 three then they'll get you'll get County Reminders one two three three TXS probably at least 10 I would say at least 10 touch and then there's a verbal part where you're actually confing call I'll consider that's

one of them as well but so some most of it's automated though oh actually there's I forgot to mention like we automation too where after they book a call they also get an automative voicemail drop from me as well so it's a ringless voicemail it's a very general one just says hey thanks For booking a call be on the lookout for this that helps as well so we probably have 10 or 11 right some of them are automations we built in as part of through like a zapier buildout some are just cly reminders as part

of it so that's Al also key too just having utiliz some of those too which they can they know it's obviously from cly because like notification we talked about Dan Martell shout out to Dan Martell from buy back your time and He says we hire not to grow but we hire to buy back our time and you talked about if you could go back in time you wish you could have hired your EA first yeah and they're worth they're key how has you know getting back your time and hiring the right people helped you to

grow scale your business yeah I first hired vas and just make sure every on the same page I'm talking about typically like overseas VA they're in like Philippines or they're in South America so you're paying really inconsequential amount versus an EA where you're paying them a decent chunk of money maybe it's 50 60 80k 100K a year and they're just use a higher level type person so when I first hired I hired vas first and vas are really great I'll tell you for doing something that the work needs to get done okay you you tell

them what to do they they do the work which is amazing they're amazing talent Resource the challenge I've always found is if I need someone had for lack a better term the critical thinking skills to make high Lev decisions about what the role is about it's a little bit harder to find in the VA role unless you're paying obviously a lot more so at first it was really good having the vas now I was still just doing a lot of little things here and there that was just like just take up my time just like

little things even like approving Content so when we started creating a lot of content I'm like oh my God there's so much content for me to approve which means like they got the YouTube video done I'm now watching a 40-minute YouTube video to see how they they did and provideing feedback back or they put the carousel now I'm reviewing the carousel to give them feedback want to twe and send it back to them and those things just really add up I just really think much about that and what's Interesting was like so then I did

a Time audit this is a couple about a year over a year ago I did a Time audit measured all my timeout and I'm using a pretty good amount my time I thought I'm like I'm pretty like strict with myself like I was pretty good okay this is like a 10x activity versus a 2X activity and I did a time off for two weeks in a row and I categorized about okay is this a $20 hour task is this a$1 th000 hour task is this a $5,000 hour task about 40% of my time was doing

these 20 hour wow come on no idea it's you force yourself to measure every 15 30 to 30 minutes horrifying what you found that's why I found out I found I was like horrified oh my God like I should be paying someone $25 $30 an hour so I don't have to do these things that's why I started looking for an EA and when I found my EA Ru she's absolutely incredible once I found her and she started working for me the really cool Part was she could take care of a lot of these things I

can put off my plate as I kind of trained her up and it gave me more mental bandwidth and that's the biggest thing as an entrepreneur you really don't want your days to be in back-to-back meetings there's two types of time that I think we have there's what I call innovator time which is like really big deep work things that really make the business move and then there is inspector time which is you be more of a Manager the little things you have to get done anyways and what I didn't realize was before I had

a lot of Inspector time so like back to back to back meetings and just approving things and doing all just making sure that the wheels are must didn't fall off I didn't have enough innovator time where I could really think about my offer I could really think about the business I could really think about strategy I could really think about what really needs to Be done and you need time large blocks of time to really think and digest it and because I was in this back-to-back World it made it really hard for me to have

deep thought so when I hired her this allowed me to really think about what do I really need to focus on what can I really improve how can I improve traffic how can improve the offer how can I improve other things I want to try out for the business so that was really powerful Because this allows you now to actually pause so I'll give you a really simple example so in earlier in q1 I I already had my EA I already had plans to spin up a new B2B offer let's test it out and I

tested it and it didn't work frankly just long story sure didn't work interesting but because I had time to think about it and really look at the data and really look at like why is this not working I it should be working this allowed me to take take a step back and Hey number one I don't like working with this audience anyways and number two this offer is not gonna be good enough for them anyways and what I need to do is go these type of B2B clients instead I need to create a different offer

for that instead and then it allowed me to completely pivot now and now we're building the software this company to potentially test out with this bdb offer so I share that because if I didn't have an EA I might still be Spitting my wheels trying to do this thing not having the time to really think about it and digest and when you have more time to think the best ideas come when you're in the shower or you're on a walk when you're when you at least entrepreneur if we're not careful we're so me back back

to back we don't have the time for our brains to free flow and think and get into that Innovation state so that's why for me it's been huge having that EA because now can like Really think through things be more strategic and do things that's going to actually help grow the business at a whole new level amazing let me pivot a little bit because when you talked about Rhythm and buying back your time and I think there's something that you have which is a gift of focus you're very good at auditing your time you did

that horrifying experiment where you did 15 minute Audits and you realize that 40% of your activity were $20 an hour Activities which is that is horrifying your wife you have two kids is that right just one yeah oh one son how do you balance the number of hours that you put in you're well known in the industry how do you go from being this busy guy who's growing and scaling a company and I would imagine there's lots of responsibilities to help grow and scale B2B businesses how do you manage the time because you talked about

the time audit with the business where does the Family front come into play and how do you partition or block time there are there specific times that you're not working or specific days that you're with your wife or your son how does that work good question so I think one of the most important things you can do is you have the crystal clear what's most important for you and you have to eliminate everything else out right I think the mistake a lot of people make is they Just try to do it all and you can't

do it all it's impossible literally have only so much time right yeah you uncover what's really really important for you years ago I came with a really simple principle I call the M5 M5 or five key buckets that if I consistently focus on these buckets every single day I'm going to live a very rich life and I'm talking about rich from money perspective right in terms of realizing I create happiness to create a very happy filled loving Joyful life right so the M5 is very simple every single day I'm doing things that number one fill

my mind so it's positive things right so that's making sure I read and listen to things that actually fill my mind and eliminate things that basically don't serve me number two is m is muscle so like doing things that physically make me feel good eating healthy working out getting proper sleep all things as part of the muscle right third m is Mission so doing Things of being clear on my why right being clear doing things that's going to really be really important to me so for me I my why is bck on three things which

is I want to make sure I leave influencing other people in a good way not like influencer I want to help other people number two is care know that whatever I do I truly do with care I actually want to help them and then number three is g to be love oh sorry meaning whatever I do it's not necessar Oh I like build build a crazy Legacy but more so that if I can help someone in some way shap for whether it's my content or my PID programs or a friend or whatever that they can

help other people and change their life have a kind of cool ripple effect I love I love that so because I'm clear on those things right it means every day I do the right things okay and then we got mind we got muscle we got Mission and then we got marriage right so marriage not just in The sense of your spouse but the relationships in your life so imagine if every person you were married to them this could be your best friend this could be your kids this could be but it's such a deep relationship

imagine the honeymoon stage how are you sh are you sh up that way now it forc you to get really clear on who's the most important for you in your life and the last m is money doing things that will I build wealth today And in the future right so if I know that to be true and the M5 is designed this way that means every day my calendar must reflect the M5 I live and die by the calendar so I'm one of those crazy guys that has literally everything in my calendar really like when

I wake up what I'm going to do first to I'm to get my smoothie to yeah go pick up my kids to what I'm drop off to school events to whatever to when we have dinner to when we go to sleep I have it All on my calendar right it's all pred so this allows me to compartmentalize and do what's most important for me every single day so for me I have very clear boundaries so I know like later today I'm going my calendar this morning my wife did drop off right so this morning I

at 6 I did what I wanted to do in the morning I had my workout I did my morning routine I company metrics I checked in on clients I also reviewed some website copy I was Rew I want to Give myself one day to think about it I was on social media for about 30 minutes just making sure I engage with my buddies and then now we're here I'm have a smoothie then after this I'm gonna do some stuff for sales fors dream Force I'm going to create some content for this other podcast I have

a sales call at 2 and at 3:00 I pick up my kit and then I'm going be W so it's design intentionally and then I'm going to make dinner okay at 5:30 you going to make Dinner too come on so it's all built in so I'm like I'm G make dinner and then we're gonna have family time after dinner so it's all it's all preet because it's important to me now before I used to not do this so what happened is it would just bleed over I'll just be thinking my work all the time but

knowing having a system like this is really important for me now so for example it's like little things like I think it's important for example I know I work in here but once I leave here it's family time or it's other time right so like having these boundaries you have to create for yourself is really important and some people think it's really crazy you're overly disciplined but the truth is like Joo willing says discipline equals Freedom when you are disciplined to the schedule this allows you to not worry about certain things if it's okay what

am I gonna do the specific thing it's on the Calendar when you're going to do it but if it's not on the calendar you don't know when you're going to do it so of course you're going to stress about it do you plan the day before weeks in ahead like obviously you have your m5s I just put it on the uh show notes which is awesome and like Joo Williams said the discipline equals freedom and you live and die by the calendar like I I find I get either shiny object syndrome or I get distracted

by something how do You set those boundaries and stay focused I think that's a big problem that many entrepreneurs including myself face yeah I definitely struggle with that too I get I definitely get sh so people like oh you amazing Focus actually I get shiny thing syndrome a lot I engineered things in a way where it minimized a chance of that happening I'll give you a really simple example so like even on my phone it's not disturb like automatically from 8 to 5 Automatically really yeah no notifications come through unless it's a call from the

school or you know my wife or my parents or something like that no text come through except for that same thing as well so it's pre-engineered all social media is is basically deactivated on my phone so like I use an app called 1 second so if I have that instinct to open up social media for all the apps forced me to take like a 15-c pause and choose my intention before I open the App so like I create these barriers so even whatever I'm naturally getting pulled away from I've create friction to make it really

hard it's really intentional so I'll give another so I used what am I gonna eat I'm going hungry now I eat the same thing every single day I know it's boring for most people but for me it works so like I the same every single day it's pret intermittent fast because I don't have to eat in the morning so I just know Yeah I'm have my smoothie at this time I'm not going to think that's the first piece just like being able to create the environment to eliminate distractions is really import okay now in terms

of planning this is really important so every single night or evening the one of the last things I do is I plan tomorrow I plan tomorrow that's it so I L look at the calendar what's on the calendar I do a system called 12we year really great Book if you haven't read that 12we year where I Three core big rocks and there's multiple small tasks of feed into big rocks to drive towards a bigger goal for 12 weeks ideally whatever's in the in the gaps in my calendar I'm putting in things that's going to fulfill

things that drive towards the 12we year so they're helping towards the big rocks right I look at my to-dos for tomorrow as well and then I I might have to add some stuff because might be some small Micro have to get done anyways I put in the calendar as well and make sure all the tasks are completely cleared so now tomorrow's completely plann so now it's completely blocked out so I know exactly what I'm I'm going to do there's zero decision making so there's no what should I do now I got a little break nope

I know exactly what to do I stick to the plan and I run the plan wow that's the yeah you remind me of Steve Jobs how about your clothes do you wear The same thing and just buy five sets of them what you yeah so 20 block meex and like a bunch of DBC pants yeah it's just like sometime of wearing out a little bit so I keep like stacking more they're like $6 T's and again it won't work for everybody but like whatever you find is be like relatively low value for you and automate

it's really great so for me I'm not really a fancy clothes guy anymore so I'm like is really simple I don't want think about it great but I found Most people even with clothes they have the same Basics they always wear anyways yeah yeah I just took to Just One More Level above that's all I did like for me I'm not trying to impress anybody like I'm just wearing a block v-neck it works for me so something simple like that now in terms of other things I do as well which is important every night I

Journal this really helps really yeah every night just for five minutes nothing crazy so I'll review my life Manifesto Right which is right my big goals where I want to go so I get really clear on my future State I want to be at and then I write down what were my wins for the day this could be micro or macro wins and what decisions did I make for the day this helps me determine was it a good day or not it's not about how much money I made okay did I stick to my plan

did I get my steps in did I work out did I I plan to work write website copy did I did I do that big thing that's gon to Help me long-term wise whatever it's going to be like that do this thing if I made a decision about something what was a decision right so I track decisions too because you you often don't realize a decision today what the impact is in three six months so this help you have it one place and then how do I feel about the day this is a little more

subjective if you will just like how do I feel you know like put my feelings in there and then what's my number one Focus oh what's one thing I learn from I I could learn from today so my opportunity and then what's my number one Focus for tomorrow that'll drive the greatest results so again hopefully that one thing I'm put on there is going to line to what's already in my calendar right so I'm I'm constantly reminding myself what that thing is because we forget we have a plan we forget so either remind yourself but

then the end of the week I do the same thing I do for The whole week though I AR it myself how do I feel about the week what gave me energy what took away energy if someone came in and want to change the business what would they change immediately what's my biggest frustration right now what challenge am I running to right now which will be a story I'm tell other people to inspire them in the future was my number one Focus for next week so it's very similar even on a weekly basis this help

me plan the following Week so again what I'm doing is I'm I'm planning today for tomorrow this way in the moment I I don't make a weak decision so a lot of time what people don't realize is like our willpower is usually pretty weak spread the rest of the day yeah so we can like you know plan in advance and like anticipate our own weaknesses then we have a higher likelihood of hopefully show them do what we wanted to do and the cool part is like when we're consistent with Making a plan sticking to it

we more confident in ourselves in our own skills and that's so key for success in life relationships sales anything wow that's super valuable I was listening to a video where it says a 321 principal and I think it was a billionaire that was talking and it was three hours before sleep no food two hours before sleep no water so that you don't have to take a pee break at night and one hour before sleep no screen time And people would probably argue higher than that and there's like yellow and red glasses UV glasses that you

can get to help minimize that stimulation two questions you said you eat something daily that's the same thing which is boring I love that I'm I'm curious as to what the Smoothie is or what that what the thing that you eat is I intermittent fast Monday through Saturday when I do church because I'm usually pretty active in my church with music some reason I'm Starving so I can't resist eating breakfast because it's a long day for me um what is it that you're eating daily and when you have willpower that's weak with maybe the fitness

and the nutrition whether it's a workout or whether it's your son's about to get an ice cream or some sort of sunde that from the ice cream truck is going to not be good for your body how do you manage that so the last question was The Willpower which is weak you said and then the second one is What do you eat and what do you what smoothie I think the first piece of the willpower is I think it's first you have to create the identity of being that person so that's really important it depends

on whatever you do so for example you told me you go to church right that's that's part of your identity now so I'm sure if you don't go now you like this is really weird it's become who you are or if you brush your teeth every single day if you Stop brushing your teeth you're like that's just not who I am like that's I don't feel right yeah whether it's eating clean or working out it has to become part of your identity I think the first thing it's just like building any type of habit the

first thing you have to do is if you want to say eat clean back up I used to eat really unhealthy I didn't know much about eating clean nutrition Etc and I just love food I GRE grew up working in a Restaurant yeah yeah I didn't know about counting calories or any that type of stuff so and I could competitive swimmer so I was used to literally eating six to eight to 10,000 calories a day because I SW that's a lot yeah I'm a teenager and I'm I'm working out I'm swimming like 10,000 meters a

day like smokes destroying food so like just being young and also working out a lot makes you starving all the time yeah so as I got Older I maintain a lot those same habits and I didn't obiously eat that same level but I was still eat like four or 5,000 calories which still quite a bit of calories and I wasn't like burning at the same level wasn't didn't have the same metabolism and I remember suddenly being like 25 26 actually maybe little older than maybe like 27 28 and I remember looking in the mirror and

like oh I got puffy right I'm like you know I'm about A decade out from that competitive swimming life anyway at that point I'm like whoa like I'm just like not really happy with it my workout hasn't really changed I still work out quite a bit but my diet hasn't changed and I think that's what's causing it so I'm like interesting like my wife and I started getting really serious about diet and first it's the first thing we had to do was like we had to eliminate Temptation so we literally got rid of any type

of Sweets candy any type of processed foods chips Etc in the house really yeah a first piece so that must been hard yeah so just make creating friction so if we wanted that we have to go get in this is before instacar and postm we have to get in our car drive the store so we made it hard to even do that that's the first piece now then we also created Like rules to live by so this is what I found for successful people they always create principles and rules to live by so we Just

create some simple rules to follow that we live by for how we ate now they were very extreme at the time they're way too extreme but like we started to do it and we started seeing progress like we started getting like really leaned out like melting fat off like wow really this motivated us right W now and we kept we did 60 we did a 60-day challenge we maintained it now was probably too extreme so we loosened up the the the rules since then but we Still pretty much live by that point so at that

point it became a habit it just became part of who who you are so now we just eat clean even even we off time we eat a little bit something unhealthy in the grand scheme thing it's not really that unhealthy because it's not that bad it's not as bad as what we used to eat so that's my little PR my buildup to that if you're trying to work out same thing like the first step you have to remove the friction so let's just say For example okay to work out I got to go to the

gym yeah get my stuff Drive the gym like get myself Drive the gym do all this stuff start to workout that's really hard versus okay let me start simple what I'm become a workout person but what if I start off with 10 push-ups a day and 10 setups a day start with that first once you do that okay cool hey you know what next week 20 you start building up so I think if you start thinking this way you can Stair stack the wins and over time you will become that person so for me now

when I don't eat clean when I don't work out I feel guilty because it's part of my identity now so that's how you want to start thinking like how can I become the person by creating that identity and this is for anything in sales same thing if you want I remember I mentioned before I used have a speech impediment I had trouble really wow so I I didn't start speaking till I was four years old Come on and I go speech to thery class for years in fact it still pops out even to this day

no way but I knew I want to be a good speaker yeah I knew I want to be a good conversationalist so I had to work on it just like anything else so it became part of my identity to work on it so ultimately who you are who you want to become is determined by you so you have to decide that so you do these tough things that's first thing so now in Terms of what what do I eat now again like this worked for me you don't have to do it no one El has

to do it this this works for me so typically six days out of the week I'll intermittent fast so meaning I usually will start eating around like 11 and then stop eating by 7 7:30 roughly it's it's a rough rule I'm not I don't perfect to it right spot it's like roughly a 16 hour eating window roughly or eating window okay one day a week I do a 24-hour fast every Week yeah once a week now last year and I just really enjoy the mental it's more of a mental challenge that's all it is there's

there's something to be said when you choose to do hard things that make you uncomfortable to see how well you do it wasn't about Los weight can I do it like and now I've been doing it now for almost six months or five months now wow who I am this what this is what I do I just fast once a week for 24 hours it's not crazy it's just once I Have dinner I just don't eat till dinner the next day that's it going back to what I eat so typically the first thing I'll have

is I'll have a smoothie right so it's around use 11 or 12 kind of depend my schedule right it's a pretty big smoothie though I have a vitam mix which pretty big blender that whole thing is Little Smoothie okay so it is is I don't measure it out it's probably like half its frozen blueberries uh a handful of spinach a Whole avocado I'll do two scoops of vegan protein powder so that's about 40 grams of protein right there and then a banana that's the the general thing sometimes I'll add in some like some flax seed

some add in some Pine sometimes add some Greek yogurt but that's like usually like that by itself is that's like meal number one it's huge it's it's full so I'll that around 12 wow couple hours after that I'll have a handful of almonds usually between 7even To 14 almonds right yeah they just fills you up very easily couple that I'll usually have usually one to two cups of Greek yogurt with honey depends on my Hunger that day so again this is this is a very high protein diet so by that point it's 8 GS of

protein by probably two 3:00 and then if I'm still feeling hunger pains I'll get a can of tuna which is usually another 20 to 30 grams of protein just by itself maybe put some Hot sauce on top of it and then at that point we're getting close to dinner then because I make dinner six nights out a week so what yeah so you get the husband of the Year award I make sure go back to the M for marriage I'm Going Back part I'll have we'll eat relatively clean so pretty much all our dinners are

like lot of veggies lean meats or tofu we only eat meat maybe two three times a week and then usually minimal carbs right a lot Of veggies and a lot of lot of meats so like the carbs could be if it's carbs it's going be complex carbs so it'll be quinoa it'll be brown rice but for most part it's gonna be and we have legumes as well so we'll have maybe caranzo beans mixed in or black beans something like that just so has it's a little more filling as well but that's pretty consistent like it's

become who we are now we do have one sheet meal a week though so yeah we one sheet meal a week So this helps offset because I'm human I I love candy I love sweets I love salty snacks I love all those things this allows me that opportunity to be able to have that sheep meal so for example if I know it's like K wants scam or something we out somewhere he wants it I won't get anything you know you I won't get anything because I know I something to look forward to on Friday night

I'm like I might have ice cream Friday night then so what happens is again it it's become Part of my identity but on top of that this trains you to have more mental discipline to do the things that are really hard to be able to delay self-gratification so that is just one of those little things that that I do but this works for me I'm not saying anyone else should do this but this just works for me I think the key is to find something that works for you or people watching or listening to this

so this way it fits within their lifestyle so You feel good and on top of that because we eat really healthy this improves my Sleep Quality drastically as well because when you eat clean you sleep better and you also think better as well if you eat something heavy in process your brain is foggy you can't think as well when eat clean completely different so in terms of Sleep Quality and I know we I I'm taking your time so what do you want to land the plane Sleep Quality like how much sleep are you getting what

Time do you try to go to sleep what time do you try to wake up and how do you get that Sleep Quality to be at the highest level so sleep is like my hardest thing because I have sleep apnea so I a seap and everything so I'm not a great sleeper so working for years so typically I try to go to sleep about 10 o'clock a lot of on when my kid goes to sleep so he goes to sleep late 10 10 usually about 10: to 6 I used order I track all my sleep

but we do These things like I'm one of those guys yeah we red lights upstairs in the bedroom area after nine o'clock I got red light filters on my phone yeah oh yeah I'm aut temperature drops down to 68 at 9 I go even cooler if I can my wife would kill me though to 68 at 900 PM so it's cool in the house down warms up excuse me and then we have blackout curtains lights every yeah so it's i s like a way to blanket as well and really consistent our routine so every night

go Sleep at the same time I track everything so I track my M5 I mentioned I track my sleep I have a whole separate like tracker for this that I actually use chat gbt to actually process the data that's a whole different thing this past month I think I look today I think I'm averaging like six hours and 45 minutes so I'm at least seven hours yeah but you can kind of see even though I'm in bed for about eight hours I can't get that full amount of time most people Don't actually my resting heart

rate's been averaging 44 beats per minute whoa that's low so it's actually a little higher than usual so usually I run 39 to 39 to 40 so I'm not really sure why it's actually increased this past month and I put little data points I'm like why it actually increase I'm not really sure why and it's still very low in the grand scheme of things and then my REM was U I think it was like total minutes was like 38 minutes and ideally for me it's yeah Yeah it's supposed to be 60 plus so I struggle

with that my deep I've been working on so I think I'm like an hour a little over an hour so but like some people are just better at that as well so I've been trying to hack it like my wife an incredible sleeper so she could sleep less time she could sleep five hours but she may have two hours of deep two hours of rep she's a really efficient good sleeper yeah yeah yeah and that's really important for mental Recovery mental health cleaning out the brain if you will so I'm always trying to hack and

try to improve in different ways and I think a lot people make is oh I'm good sleep I fall asleep easily whatever oh I sleep like a that's how you feel what's the data tell you did you truly go did you TR have or ring what are your ready and sleep scores okay let's take a look here my Readiness score let's see last night was 78 okay last yeah and then last night my sleep Score was 72 okay 78 yeah my restfulness was was all over the place Ram was uh 51 minutes last night deep

was 38 minutes last night oh hold on this wrong day last night my R was 51 minutes and my deep sleep was an hour 21 minutes yeah yeah so this is the a ring for people who don't know what this is can you just uh describe in a very short concise man what this is and because people think it's just a ring they don't know that's a smart ring yeah it's basically a Nutshell It's a sleep tracker that is on your finger at all times there's many some people have Apple watch some people have a

whoop I like the or ring personally just because I think it's really SLE and really clean I'm not really a smartwatch person so I like some clean that works really really well for me but I personally love it my wife loves it too so she's a big fan too because uh it has other benefits for women so there's oh there's like uh Period tracking and other things as well so she can see when her Cycle's like going when things are on and off it's really actually quite amazing so it's wow she and she's it's accurate

yeah it's very accurate so she's been she's been using for three years now I once I got mine I love it so much I got her one your resting heart rate and we'll just bring this to a close 33 to 44 I think that's what you said 38 38 39 usually what's what that's like a marathon Runner someone who's in top shape Minds that I think last night was like 49 that's what I'm usually in 50s and sometimes even 60s so how the heck do you get resting heart rates at that low are you doing

three hours of cardio a day what the heck no so I I think there's other things that kind of impact that like which is important like for number one yeah I do eat pretty clean so that I've noticed like if I eat a heavy meal almost always or if I don't eat Clean it's like a cheap meal oh yeah it's like definitely way high for me yeah that's number one number two is the bedtime routine stuff is really important as well helps well number three working out so like I'm pretty consistent my workout one of

my theories why my resting heart rate is actually a little higher this month than usual is is I was us swim at least once a week doing I don't do that much cardio actually I cardio really I swim once a Week and I get 10K in steps every single day that's really all my cardio at the max this past month I haven't really swam it for one time I just SCH a little off so I've run instead it's not the same level so I'm like maybe maybe that's I don't really know and I think the

last piece is genetics I think gen next I'm sure probably plays a big part right I don't know how much but I'm sure it plays a big part as well actually also probably the next to last pieces I've also been like actively working out since I was nine years old like what nine yeah so I start competitive swimming at that age so I'll s an hour a day at that age and since that point I still I don't really take any days off I'm working out so I literally work out every single day really seven

days a week seven days a week right now I'll if it's not at the gym I'll get movement in regardless so I'll make sure I get movement that day as well regardless so I'm sure just a compounding effect it's not like I'm running like 20 miles a day just like the consistency now for 30 years of doing this I'm sure has some sort of compounding effect Maybe genetics eating healthy that maybe gives me this like kind because I'm not I'm actually a non- cardio guy I hate running I hate to I can't remember last time

I ran over a mile just like not into that at all plus I like foot problems I'm like I'm just not into it Oh okay really yeah so probably all combined together has G me kind of a relatively low resting heart rate that's incredible I think that's a great way to wrap up because we talk about discipline we talk about Focus we talked about delay gratification we talked about leading into the pain and this is what has all made you in this journey of the sales Master the sales coach this four-time Sal Force top sales

influencer Wall Street Journal Bestselling author and so many more you've put the work in clearly the compound interest with delay gratification the intermittent fasting if you haven't tried melatonin gummies my gosh they're doing some pretty amazing things for my rim an hour and a half to hour 40 wow so pretty efficient so that's pretty cool I should test yeah test it see if it works but I I just really appreciate you know the time the care the M5 strategy the six nights a Week that you do with the the cooking the stuff that people actually

don't see and hear about is the things that really stick stand up for me in addition to your sales Mastery skills obviously and I really appreciate you sharing your life your tips your advice your strategies from life to marriage to sales to how did you get to the secret of closing 55% of your sales and get a 90 80% if not even 100% show up so any last words for any entrepreneurs online Course creators and or B2B business owners that are listening that you want to encourage them with yeah I'll say one last thing and

I think some people who watch like wow that's crazy do all these things I think one of the most important things is I've worked really hard on myself for the last several decades which is trying to live authentically be the best version of me right so it's not just not trying to separate okayy I'm a a bu business owner or I'm this typee of Person what are the values and Mission who what type of person do you want to be and how can you show up every single day in the activities and things that you

do and I found when you work really hard on yourself that's when the amazing start to occur start to happen for you as a result I love the Jim R quote which is if you work hard to your job you only make a living when you work hard yourself you make a fortune and I found to be really true that's why with all These things we Shar today it's like it's doing all these right things consistently so you can create the identity of being a top performer in whatever it is that you do and when

you are really congruent across the board with everything in your life it's amazing how opportunities become far more become attracted to you as a default so it's an absolute pleasure my man I'm glad for thank you so much for having me on today