96 Minutes of training that will explode your sales in 2024

In this video I'm going to share with you how I hit and exceed my quarter 13 years in a row and retire from corporate sales by 35 using what I call the M5 it's a way to hack your best self and to tap into your maximum potential hey I'm Marcus Shan founder vley Consulting Group in which we provide modern sales training and coaching for teams individuals to help you become the elite sales Pro you've dreamed of now the M5 Is something I usually only teach my highest level individual clients that pay me up to $25,000

to learn how to two three four or even 5x their sales income in their life but you're in luck because I'm going to share with you this today and I'm holding absolutely nothing back and you'll see in a second that this is the full presentation that go in heavy detail of what it is and clear examples I was record at my good friend Ian conak private Mastermind as leg side property At Lake Arrowhead all the people in the audience pay up to 25k to be there as well and you're going to be see the entire

presentation for free now my only ask of you is just hit subscribe if you're not already subscribed and of course if you stay at the very end of this killer presentation you even hear me share my investment strategy led to my early retirement enjoy all right cool Ian thank you very much um who here has ever felt the same way I to this morning Woke up I'm not worthy yes right how about I'm an impostor how about can I really do this how about maybe I just got lucky in the past maybe got the lucky

territory lucky opportunity I don't deserve this right me too the these are thoughts that plague all of us as you can tell and what's really interesting is when we all wake up who wakes up and says I hope I feel this way anyone say that anybody no Instead what are you really hoping you wake up and feel like shout it out what do you what do you want what do you want to through here amazing run through a wall inspired energized invigorated oh I like invigorate right that's what we're going to talk about today we're

talking about the M5 how to hack your best self now here's the thing sometimes when people they Hear me speak they see me what I am today they don't realize where I started they don't realize the background they don't realize I've been at this game for almost two decades of trying to be the best version of myself and failing forward all right so before I go into the M5 hacking your best S I want to give you a little context some of you guys know that some you guys don't but um I'm the middle child

of two Immigrants Chinese and Taiwanese they came to America with absolutely nothing I grew up very poor now as most Chinese families do I come from other countries we started a Chinese restaurant all right and there's no better labor than child labor at that point that's a reality at the age of five no kidding I'm already working the restaurant age of five I'm literally in the back I'm chopping mushrooms I'm peeling shrimp I'm peeling onions I would literally go be pouring water at the tables all for the best price of free right parents love that

Asian parents especially now so I grew up working pretty hard like working 20 40 hours a week was pretty normal at that age that was part of life you get off school you go to the restaurant and you're like cutting chicken in the back right and that's part of life so I grew up scared of being poor cuz every day I worry that we Go broke every month we had a rough month when people would hold the restaurant with with a gun and steal money in the cash register I literally wor we'd shut the restaurant

and we had to live on streets or my parents tell me stories of communist China and how i' worry about having like go there and live there so this is part of my life growing up now on top of this I didn't start speaking until I was four years Old I had a speech impediment as well I couldn't really speak English man or Chinese or Cantonese so what was interesting was because of that when you can't communicate first who has who has kids here anybody so if your kid's four years old and doesn't speak are

you a little bit worried 100% And of course my parents English was not strong enough to understand how to to deal with this problem you couldn't like Google stuff Back then you couldn't find resources so they're kind of like there's something wrong with this kid so growing up that's what I thought so I I remember going to speech therapy classes I remember almost getting held back I was nobody special I share that with you because eventually over time I figured it out and that's and actually if you listen carefully you'll still hear the impediment come

out it still comes out even to this day and what's interesting Is so I grew up working really hard and eventually you know a little bit I don't want to tell you the whole my whole story that's the point of it I go to bdb sales in 2007 right and uh fortunately I learned about grinding working hard that's kind of like the nature of the business I was like this is just what we do I'm used to this now so I started for a company it was a for 500 company had a startup division in

Oregon they're like hey if you work hard you'll be Successful who's ever been told that it's a numbers game it's an activity game I'm like hell yeah I'm a grinder I got this I outwork everybody and I had some other internships in the past I done pretty well because I just worked really hard it kind of worked out so my belief was hard work equals success so I go into this role this is uh June 2007 and this is again my parents wishes by the way because this is the lowest Paying job because it was

B2B sales and I was like I think there upside for this I go into this role and guess what I was terrible absolutely terrible I outworked everybody for 7 weeks straight other people were kind of closing some deals but I didn't close a single deal and I started getting really stressed I said I hate my boss who's ever said that my boss doesn't support me who's ever said that I have a bad territory I for zip codes okay uh there was no real training My boss had never done a job before there wasn't even pmf

it was like they're bleeding red like good luck if this fail if we keep bleeding r a year you're all fired that's our motivational speech we had but hold on I was given the gift of a manual written by people who had never done sales before that was amazing who's ever had that happen hey you're like this should make sense you know it was written from 1983 you know great so That's kind of what it was all about now seven weeks in I'm stressed you know I'm I'm getting no real guidance people say work hard

be patient well can you really work hard and be patient when you have bills to pay when you're stressed and then your boss says hey come to my office Friday at 4:00 never a good conversation right so I got threatened to be fired you don't turn this around you got want to fire You now at this point I was already really stressed and there was a level of shame that was happening because I'm like okay what's going to potentially potentially happen right I'm going to get fired and then I'm going to have to move back

home to my parents house they were already ashamed of me of going to sales now I'm basically validating going against their choice and on top of that like oh Z this girl is getting really serious I'm in love I want to propose And get a ring and do all stuff but guess what that stuff takes what money money I didn't have so I'm super stressed and on top of that you know her parents are she's Persian they have very high expectations so they're kind of like this dude that's in sales and now I'm about to

get fired so there's this level of internal pressure that I was creating who's ever felt that right and by the way it still happens to this day right so it's we're all human And that's how I felt and I was really really stressed now fast forward eventually figured out okay and I stayed in my corporate sales grp for 13 years I work for two major Fortune 500 companies and I was pretty fortunate I did okay I actually end up hitting exceed my quota 13 years in a row 250% in the first 8 years I was

PR 12 different times okay I got to the point where by time I was 31 at a sales or of 85 employees we delivered 150 million in Sales and wife was pretty good and eventually fast forward did really well in that role life was going great continue to scale that up and and I and I are very similar and talk about we talking about wealth building all these things because I grew up so poor I'm a little cheap I'm Frugal if you will fiscally responsible is a better term I I like to say right my

wife says I'm cheap I'm like I'm fiscally responsible fiscally responsible so anyways um put Put ourselves put put ours in a position where we can start our own business just like Ian right start our own business right did that at 35 and go all in and like even if we didn't make any money for like years and even with our monthly burn that's important know my monthly burn how much we spend not worry not just be stress free still take the number of vacations we did still do the stuff we wanted to do still go

out to eat so do everything we enjoyed right And be able to maintain right and I share these things not to impress you but to impress upon you the reason we able to do it was yeah I got better at sales by focus on the M5 the M5 is the principle I'm going to teach you today and I'm going to teach you guys step byep each of these things but what's going to happen is some of you might be a little skeptical so I want you to embrace this with an open mind okay and the

m Is how you show up as your best self not just at work and not just at home but to be harmonious in your life all right so you don't have to be like I need to be like daytime nethan and then evening nethan right you don't want that you you don't want to be like all right here's work Brandon here's evening Brandon don't like that that's inauthentic to yourself right would that be okay to teach you guys this yeah you Guys like that okay cool so before I teach you that little teaser I do

have to teach you two sub principles because if you don't internalize these two sub principles it's going to be really hard for you to implement not just the M5 but actually everything you've learned this weekend so far all right so first off and by the way um I go hard I go fast so if you have questions just raise your hand all right that's my style I wake up like this right there's something wrong With me some people tell me but I'm blessed okay so all right key principle number one who's ever heard of the

belief triangle the belief triangle all right that's okay good that's we're going to start with first the belief triangle so I want you to draw a triangle looks just like this just draw a triangle on your paper let cooperate just like this okay and this is a principle I learned years ago and Uh this applied the M5 and everything else that that I've learned all right we're just going to pull this off hold on so what I want you to do is on the bottom left I want you write belief now belief is also interchangeable

with faith and I know I have the handwriting of a toddler so just bear with me all right and Faith or belief it could be low and it could be high all Right let me let me give you a really simple example example who here came here by plane few of yall right all right so think about the plane for a second how much does a plane weigh a lot hundreds of thousands of pounds I don't know I'm not that smart Okay 100,000 lbs did you have low or high faith that when you got on

the plane it would stay in the air and get you safely to where you wanted to go high right so you had Really high Faith okay now only if you because you have high faith in that or you can have this next Corner which is action okay action or effort all right now just like belief it can be low and it can be high all right it can be low it can be high right because you have high Faith the plane's going to stay in the air safely get you there you don't have to stress

you're going to take the high action you're going to buy that ticket you're going to hop you're Not going to worry like I'm going to get there is that fair to say yes yes now here's the cool part because you have high faith and you have high action you're going to have this top part of the belief triangle which is you're going to have success okay and I know talk about Detachment from outcomes but are you going to be okay if you're playing land safely in Ontario California or LAX are you going be okay with

that that's a Good outcome there's nothing wrong with outcomes all right so just like anything else before it could be low it could be high high but because you have high Faith you have high action what's your success like high okay super simple now here's the thing let's go a little bit deeper right whenever you learn something new and you're trying to improve your game in anything you're going to have to have level of Faith you join Ian's Program he's going to ask you have faith and belief in say yo-yo selling because he knows only

if you have high faith in yo-yo selling are you gonna have what type of action High action if you have enough High action what's gonna happen to your success it's gonna be very high okay and this principle applies to everything in in life if you're learning to you know coal punch for the first time or do yoga for the first time you're going to have to have a level Belief first ideal as high as possible so you can have a high action and only you have high action you're going to have high success so my

ask of you as I teach the other principles today and the principles you learn ready in the last couple days and the conversation in between is you have to have a level of faith and belief ideal as high as possible because only if you have high faith and belief you can have a high action and high and a high success is That cool give me a yes if you agree yes yes okay cool we're just getting warmed up all right so that's a first principle who's ever heard of the skill effort scale this is the

next buildup principle skill effort scale good cuz I made it up all right so this is is directly correlated okay it's directly correlated so on your paper I don't you draw like a cross like this this will be an arrow or just table what it's easier scale on one side Effort on the other side just like this give you a second and do it and basically just mirror this you'll see there's four dots on each side spaced out I thought they were kind of parallel but I guess I'm work my drawing skills so as parallel

as possible all right this will be success up top again this be low and high so just take a second just draw this out this principle is really really important okay beautiful all right So who here in the last 12 months has started a new rooll company or industry anybody for you guys right okay so when you start something brand new what's your effort typically like low or high high super high right and usually you're putting like more hours more work more effort but when you generally start realistically what's your scale level probably like it's

probably low it's probably like here okay and what's really interesting is I call rookie Energy okay and you like you'll put in like an insane amount of hours right so for example I start any type of new role I'm that guy because that unfortunate back that background I'm going to put in 80 to 100 hours a week I'll do whatever it takes early on because I know I'm I have this energy that's high that honeymoon energy if you will I'm going all in all right so high effort but very low skill okay and success okay

unknown depends on obviously the role you're in Whatever you're doing whatever you are learning all right but let's be real here is it sustainable to really do that level effort is it sustainable definitely not I don't encourage it okay so what's going to happen is your effort is going to go down just a little bit to a sustainable level a manageable level all right but the cool part is if youve done enough of the effort your skill level goes up a little bit so and by this is the rookie line call this rookie Rookie so

it's called rookie if you can't read it's rookie okay all right so then now what happens is you kind of like this okay so you have a good chunk of of effort still skills starting to go up your success might be the same might be above might be below might be around the same so we kind of put like right there all right so not bad okay now here's what's really interesting anything that do any new role is if you maintain this Level effort what happens to your skill it goes up right so what happens

it starts go going like this okay your success also is exponential all right and again the timing often depends on level of effort execution the role you're in but naturally success starts going up now here's what's really cool what's really cool when you're at this level people start saying whoa nethan what are you doing man like You're like the Sal cycle is normally like 12 months you're somehow moving down to six months how did that happen right whoa you said PE off for a third time whoa what's what's your secret sauce right who's ever had

that happen to you yeah of course right this is a really cool spot right so what's happening is if you look at all the people at the same level you are your status is increasing okay they're perceiving you at a different level this Is what I call the management line okay I'm going write MGMT cuz uh I'll probably spell it right MGMT management line okay so you high you have pretty good success pretty good skill right decent level e a sustainable level effort now if you maintain this level of consistent effort in that role doing

the right things your skill level gets really high okay and now again it's exponential right this is like a big big jump generally you are now separating Yourself in the pack in a whole new way and at this level people start seeing a whole new light and and this is what it looks like it sounds like this people say whoa I've been nethan right up front nethan you're doing a great job in the role we have this Enterprise AE role we have this midmarket team role for like a sales leader we have this role we

have that role would you be open to have a conversation about this you are attracting opportunities right and even External your friends family might say whoa you're a whole new person right I think L you told me that right you had friends like you're you're a whole new man your conviction your confidence the energy the happiness the Fulfillment I feel within you it's authentic and really a whole new we've never seen before wow opportunities are coming to you in a whole new way right you know like for example you know my the last company I

Was at you know typically uh it takes it takes usually about three to 5 years become a sales manager I did it nine months because they saw this level of effort and skill but it didn't happen overnight it was common from prior roles too but success is very high right this is why I call the leadership role okay or leadership line so leadership okay that's a very powerful place to live Now sometimes this happens obiously nobody here but you're going to start at a rookie you can drop this state this always will in this order

go to here but the management like manage at least effort level right skill might be here skill might be there right but sometimes you'll dip to here and this is a point when you say oh hey um I don't really need to prepare for my calls anymore I don't need to do account Research you know what I'm do I'm just going to write a generic sequence and throw them all in there that should work really well I I don't need to set my state State and energy I don't you know I only need to do

those things that basically may be successful to begin with right and what's Happening Here is with whether we realize it or not you're falling to Ego this is ego and again Skill level might be here success not great skill level might sometimes it's even here okay and by the way this can happen anytime you could be at this level the leadership Zone and still dip I've seen it happen time and time again they're like I made it finally I got promoted I'm the best I am awesome everything I've worked towards and they stopped doing those

things that actually made them successful and they're telling Themselves a logical lie right now there's a worst one the worst one is below this and at this level not only have you convinced yourself you try convin other people hey why are you working so hard you don't need a call prep look that email sequence throw in chat gbt it's perfect it's good enough it doesn't CT well enough just add some more context to the sequence you'll be totally fine Oh listen like let's just cut out early you don't need to do this work dude stop

blowing your number out you're raising number for everyone else heard that right yeah yeah like they're like I'm like like go [ __ ] yourself like like I'm on comp plan I to worry about right so like problem for the so what happens is and and they'll say stuff like what you invested how much into coaching yeah who's ever heard of that from somebody like and then they say you just Got to get some books on Amazon you know and then you'll be fine right all the redit trolls and bravado trolls right yeah I read

them I see what's up so this is why I call the Cancer all right this is the cancer they're impacting other people right and again skill level sometimes there actually a pretty good skill level I've seen it happen I've seen highly Elite people very skilled but again success mediocre at best or inconsistent Big swings right one year hit PE club they're feeling on top of the world Miss a couple years in a row next year get pretty close and it's like this it's like this this has happened to me right the key is identifying as

soon as it happens so you can change it right now I share this with you because obviously we got nobody here or here right this is the zone you want to live you want to live here this is a leadership management Zone that is the best place To live okay and the stuff I'm going to teach you about the M5 I'm going to ask you two things number one have faith and belief and number two start with the rookie but hit manageable effort level because all I know only if you do it are you going

to be able to break the threshold and get yourself to the management leadership line but here's the thing success is earned every single day so it's about maintaining it right like it sounds crazy but like getting a Six-pack isn't hard maintaining it is hard making money isn't hard keeping the money is hard so it's being able to do the right things consistently that get you to that point and that's what this is all about all right do I have your commitment yes yes okay cool all right I haven't talked about the M5 yet hold on

all right let's talk about this okay so let's talk about the M5 next all right because the M5 are five key components for each m stand for something it's Something you focus on every single day every single week every single quarter every day of your life okay I know it sounds intense and I'm pretty intense but if you want to change your life become the best version of you it ain't going to be easy right it ain't going to be easy all right being authentic is hard okay and by the way this is reflected in

your daily actions your habits your routines and your calendar I put a note for myself here I Have to give you a warning can I give you a warning all right I'm going to share with you stuff I do some of y'all going to be like you are crazy that is insane that is impossible I cannot do that I'm not like you you are special I'm nobody special right I want to remind you again this is 17 years of me working on myself so when I started it wasn't even close to this I'm going to

get like super Tactical for you Like I want you to be able to walk away like okay each Dam do these things right like I want you like to like cuz I love Mastermind I love getting together but sometimes I've been other masterminds where like I love these ideas and principles but how do I do it how do I make it a habit right we are what we repeatedly do Excellence is then not an act but a habit Aristotle so we want to be able to maintain L consistency all right so you got have faith

and Consistent effort all right so first off let's get started does anyone know what the hardest territory to manages your mind it's the territory right between your ears right between your ears is the hardest territory to manage don't tell me it's Greenfield don't tell me it's a different country don't tell me no one's ever solding that market don't tell me businesses are shutting down it's a territory between your ears right that is by far the hardest Territory to manage right and the key is identify and is doing the right things that's why when Ian talk

about this morning he had what I call an automatic negative thought an ant crawl in his brain and the problem with ants just like the ones in your house when one comes in more keeps coming until you start squashing those ants if you're not careful you have an infestation in your brain that drags you down before you know you're second guessing yourself and Now you're on LinkedIn think you should look for a new job right who's ever been there right like I was Davon he's like hey man like you know you seem pretty confident like

like you know how' your first year feel I'm like I want to quit every single day right I'm not even kid every day i' be looking like CR roles VP sales roles I'm like can I do this do I want to do this I'm like I'm basically 100% commission now that's what it feels like you know like it painful right so We'll talk about the Mind first right so your mind okay determines your focus okay your focus determines your actions your actions leads to results now it's not about necessarily the results we want to focus

on this type of stuff first okay because the results are a byproduct of doing what's required for Success so the goal here is doing things every day that feed your Mind that feed your focus right doing things every day that feed your mind feed your focus all right um and things that give you energy versus drink drain you so I want to give you some examples of things that I used to do and by the way if you do these things I'm not judging all right I just want you to have awareness to this so

first thing in the morning I would read or watch or listen to the news does the news actually make you Feel better no no is it ever really positive no so how do you actually feel when you read the news [ __ ] shitty stress oh my God the economy is getting worse oh my God this just happened Lay layoffs they're happening everywhere right and whatever you focus on expands so that did not make it feel good I used to I be in the car 45 minute commute listening to the news I'm like oh man

the economy is fall this 2007 I'm physically seeing businesses shut down And I'm hearing this I'm I'm telling myself a story all right I also used to read social media scroll aimlessly I'm like damn everyone's got the perfect life they got that perfect Christmas photo everyone's so happy I'm like struggling get my seven-year-old get in the photo just like smile it's like a thousand photos and it's like that's our Christmas photo I'm like how do they have matching PJ how do they have matching PJs and Everything else that I don't have right speed I'm like

you got speed though just a little bit you know um so I felt terrible right comparison the thief of joy and afor fortunately you are the product in social media so I would I'd be scrolling Instagram like damn everyone's in better shape than me everyone makes more money everyone's got a perfect house oh my god look those countertops in there it's so much wow look at that Island Dam what kind of Pool in the backyard oh my God I'm a failure ant starts crawling in right I used to uh let's see I used to oh

my phone be blow blown up notifications email slack news social media maybe vibrate my pocket you're going the Phantom vibrate you're like nothing well let me just check real quick let me just check Tick Tock real quick and of course uh you know you planed for like a minute but what what really happens 1030 who knows the rest Of the day and then you get that SL boss hey do you updates Salesforce like oh [ __ ] right now totally done right not good so and what happens when you get all those notification what happens

how do you feel crappy crappy stressed anxious so much to do where do I start overwhelmed right I also used to um make hundreds of micro decisions okay let me give some examples very small ones hey um what should I eat When should I eat what should I wear should I call this Prospect should I research when should I Prospect when should I go through my pipeline should I work on uh my qbr oh I got my expense report due I want to make sure I get my money you know like we do those type

of things um what to do at the gym what bills to pay what groceries to order what time to pick up the kid what time is sports practice what time is this what time is that right who's Ever felt that yeah how's it feel exhausting okay all these things put me in a negative state of mind yeah oh it's all good what's up what's up all right okay and here's the thing when you're negative State of Mind is it easy or hard to show up for your family hard right the people you love the most

is it hard to show up at work it's hard you do your best you put on your chameleon mask your robot suit right so you can be the Person they want you to be right ultimately my mind control me versus me controll my mind all right so I'm going to share with you what I do and again I'm not say you need to do all these things okay this just to give you hopefully just kind of open your mind to do some different things all right number one I stop listening and read the news like

my wife is like she still reads the news and I don't try to press upon her in my Personal development because you know I'm trying to stay married you know good good pick your battles is an important part we'll talk about that a little bit later later um so she'll like oh my gosh did you see this happen I'm like no I have no idea she's like it's terrible I'm like does it impact us directly be careful how you say it TCT tone and timeing okay all right so instead what do I do I replace

that Habit with something else I read books or listen to audio books uh I listen to podcasts things that fill me that make me learn grow expand my mind you know so for example for people in my coaching program I literally tell them you do the same thing Ian I'm like when you're driving when you're working out you pull up the kajabi app you play a video instead why fill your mind with junk that's not going to feed you so now you can feed your body and your mind at the Same time whatever you're doing

if you're driving turn your car into University on Wheels if you going for a walk listen to something that's going to inspire you listen to a pocket listen to a book do something that's going to make you grow all right that's what I do okay um I do I listen I listen to on daily walks during my workout in my car it's just part of my routine now it's part of my routine okay I'm literally brainwashing myself is what I'm doing I'm intentionally curating my focus for a reason because I want to have the best

mind space so I can show up for coold calls sales calls for people for myself for everyone else all right Cura feed we talk about social media right you get on LinkedIn you're like oh just be a second I'm just going know I'm just doing account research I'm going to look it up I'm going to map this account I'm use 100 handshakes plug do 100 handshakes and I'm going to go on sales now I'm Going be super productive this this meeting fry got three days ago I'm GNA do a really good job and you get

on LinkedIn what happens Doom scrolling right like that weird ball guy Marcus posting what again so dumb right block all right so I used to do the same thing just so you know right so instead what do I do Um if I'm on my desktop I use a Chrome extension it's called Newsfeed Eradicator I plug all social media to it YouTube Tik Tok everything Instagram Facebook LinkedIn when I go to my feed it blocks everything it shows me a motivational quote so I can go in there do and get done and get out nice I'm

on a mission to do what I need to do to be the best version of myself right I'm it's intentional design okay news feed Eradicator so it gets rid Of all the other content you're supposed yeah it literally it hides your whole feed nice it hides your whole feed all right it's amazing when you want to go dark mode like I'll do dark mode where can't get hold of me I'm just like four hours deep work building something out somebody's going to generate a lot of Revenue I'm dark mode right so I need I need

to be able to curate design of how I focus my energy we all the same amount of time in the day right the only Difference between you know you and the person you want to become the money you want to make is your focus your attention your energy actions so we want to curate the design um I got my phone on do not disturb 7: to 5:00 p.m. Monday through Friday automatically just turns on it's easy on iPhone same thing on Android set it up right I also use app limits so I know I have

an addictive personality I know that right like I Know like like for example like I know I love chips carbs I love cake I love sweets I love candy if it's in the house I will eat it all I'm not even kidding like it's like I'm a they used to call me the a CH animal for the reason right so I'm an animal before it was alcohol then became food it's the whole thing like I I have an addictive personality so I know I need to do these type of things so for example on my

phone right CU that the desktop is new feed Eradicated on my phone I use app limits on iOS so I choose all the social media apps one hour Max total for all apps so it pops up like yeah R your quoto for the day you know like you got to stop right so that it's again it forces me like oh you're right like who's ever like had like five minutes you grab your phone what do you do scroll you don't it's like it's they have trained you you are the product so I want to hide

that right I use another Another tool called one sec okay here's what it does I'll show you I'll show you it's kind of hard might be hard to see but you'll be see up front so if I if I open up any social media okay so if I open up LinkedIn like this it'll take a second and then something's going to pop up it says it's time to take a deep breath take a deep breath with me that's really cool okay it's forcing the intention now it says hold on three attempts to open LinkedIn within

24 Hours oh man I'm getting I'm getting judged here right all right last use 12 hours ago all right now it give your choice I don't want to open LinkedIn or continue LinkedIn what's that called it's called one sec so you can hack the automations with it and uh do for all social all right um that's great and I don't get paid for them my way I it's not affiliate like go to like you know like V consulting.com you know whatever anyways um but but here's it gets cooler So now okay I'm like I'm weak

I'm tired willpower is low continue to LinkedIn I got to choose my intention now what so intentional friction to the thing my brain is trying to pull me into right I'm bored stressed tired procrastinate anxious sad can't sleep toilet right right mental break work right so you have to choose the attention so it's like this friction that adds like extra 10 seconds so like it may not eliminate The habit but it it minimized drastically so before I had app limits and I would be like oh cool like I kind stop and then I'm like ah

ignore I'm GNA keep going you know like and then when I got one sec I'm like oh man I'm so impatient you know like I ain't got time for this let me just give back to work I guess God right so stuff like that very useful okay that's a very very tactical thing for you um oh I automate Decisions whatever and again this is going to so you going be like can't do that it's impossible you're just a freak true for the freak part but it's not impossible right so whatever I can aut to be

the same thing every single time I will do all right I give some examples I eat the same except for when I travel I eat the same thing every single day I don't think very simple very fast I eat the same thing every single day I don't want to think about it all right Throughing the day go I got a question please so um how does that work with your spouse and kid and all that because that's you know you got to that 100% 100% how do you deal with that so I'm making so I

cook six days six days a week for dinner um my wife does all the lunches I I make all the dinners so um I the dinners is pre plan I I I I make all the food so what happens is it's basically the same rotation every week anyways so it's the same grocery order Right it's the same meal it might be different days depending on what's going on in the week but we don't need to think right so it's kind of same thing so my and my kid he's picking has over 40 allergies so he

has very a very specific diet regimen we have to put him through so he has his own separ of foods but again it's automatic systemized please so I want to add something something my husband and I do so every s day we do our grocery shopping we Footprint for the entire week so because we're in back toback meetings we just pop that particular foot on the plate and we have that so no thinking love it you just have the break you go have eat and then I completely eliminate eliminate the decision making and then also

got some extra help so someone actually comes and helps me so if you want to make more of your time then probably that's also going to help you super smart Outsourcing time right some People order like like Factor meals or pre meal prep right you going to say what I was going to say is like I said yeah fiscal responsible see see beautiful I love that it's you build a simple system it's not complex it takes a little bit intentional planning you can make it work so for example like even like groceries it's like we

have an apple note my wife and I share but basically the same stuff so Also we had some tweaks here and there but like 90% of the time is the same stuff we just uncheck those things and just order Tam this is where you get into kind of what we talked about a lot which is the cost of your time the value your time if you're doing a task that is sub your value of your time that's when you start thinking okay I should automate this task 100% because it's not worth my time that's exactly

right that's exactly right and we're going to Come down a little bit I love right right spot um I wear basically the same clothes every day like some people dog me like dude Chen black v-neck again I'm like who cares like for me like shirts bring zero value to me right like it's just like it's just a shirt like it's not it's not important like I I'm not a fashion icon like I'm just trying to run a business here you know like I'm just a regular dude who am I getting impressed at home You know

so I were I literally buy my shirts and bulk I have like 20 black v-neck you know no joke right you know like and like my pants like I think I have like six or seven L lemon pants just different colors I'm like swap swap I'm like Homer Simpson right like same thing you know and again it works for me it doesn't work for my wife right but she's applied a similar principle in the sense of she has these Basics that's on rotation so she's like cool I'm like Great so she she's able to have

that level FL and obviously like your special occasion is obviously different but when I wake up I do not want to think I need to save that energy for a high leverage task that generates income very important all right um I had pre-planned workouts at the gym I go to the gym I used to take like literally hour and a half two hours and then I start to to monitor what I was doing and pay close attention and I realized I Could do the same thing in 30 minutes I realize I was I get on

there I do a set Instagram see things all feed together right you kind of see how it's kind of building together so it would take me out these rabbit holes so now it's down to 30 minutes right um but you kind of get my point and I'm not again you do not need to do all these do not that's not the message I want you to take okay Um everything is designed on a daily weekly basis just choosing specific things that will feed your mind okay all right um okay here's the exercise we're going to

do I want you to answer this question just kind of Journal out I was going to write this but my handwriting is so terrible you wouldn't be able to read it anyways so this is what it is answer this question and you can just make a list okay what am I consciously or subconsciously Doing that puts me in a state of anger Envy sadness depression or any other negative emotion just brain dump be brutally honest just dump everything on there please yeah cuz I know you replace the social media with a lot of like the

podcast like brain I've done that but sometimes I feel now listening to that stuff that I actually that gives me anxiety it's like oh I'm not where these guys are at or I'm not as good as these people who are inspiring me so it's it's Like I've been brainwashed but I'm also comparing myself to them now do you deal with that too 100% to me what that means is it's time to Pivot so that's a feedback loop right so there's an action there's a result there's feedback and if you keep doing the same thing it's

called Insanity right so instead you need the pattern so which the question asks is what can I replace that with that would fill me so for example for me personally all I switch to like you know Maybe psychology of money behavioral psychology right Ian look at my liist he like evolutionary psychology like this stuff you know like there's a bunch of other stuff too somebody's going to feed you it could be how to be you know a good husband just different things right so one of like just my personality structure feels for most people does

I'm like half Crea so how do you find a way to enjoy the structure I got to enjoy the that I'm doing the minute I stop enjoying it we can set all this [ __ ] up just be like y so like what is there do you have any 100% so let me let me share the mistakes that some people do when I kind of like teach them something is they say they walk away they're like dude I'm Juiced up now that was fire I'm fired up I'm excited that was incredible I'm ready to go

run through walls now and they go and they build the perfect Routine and they try to change their whole lives and guess what happens falls through yeah it falls you immediately so that's why especially if you want to make change you start with something small first something you feel you can commit to it doesn't have to be crazy right just something small you commit to you start building on that right and what happens over time is like it's a feedback loop so if it's like okay if it's getting a little stale how can I Maybe

I I I want to accomplish the same goal of the Mind space but what can I do instead that can give me the same result and we're only limited by creativity by the way so these are things I've done there's way more things you can do it just depends on on the person all right and on top of that you know like jao willing says right discipline equals Freedom like that's that's just a reality so like for me personally I know the more disciplined I am the more Creative I can actually be because what happens

is like when I'm trying to be creative there's too much stuff going I can't think I'm overwhelmed and I actually get weighed down by everything else if I do much too much context switching I end up having attention residue so attention residue is a residue from the prior tasks you were doing you trying to switch something new but now you can't focus takes you 15 20 minutes just to get the new thing that Makes it very hard right so that's why it's it's a little of balance right so that's a really good question all right

so next choose one and just circle it okay choose one have the greatest impact and write down exactly what you're going to do to change that starting tomorrow write down exactly one thing you're going to do from that list you chose that you can commit to it doesn't have to be Huge it could be small big does not matter small big count them all right doesn't matter and once you've got yours share with a partner next to take a second just share with your partner next to you remember we're in the circle of trust here

all right start wrapping it up all right let's bring it back let's bring it back I got four more to go guys I got Four more to go we're just getting warmed up okay all right who wants to share theirs I've actually picked two catch let's share two then we'll do it um like previously I would spend like half an hour going through the newspapers news going to cut it out and the second thing then is in terms of the LinkedIn scrolling yeah the one sec I love it awesome awesome super simple we're just going

to do one for now we're going to Keep going all right so cool all right now we're going to the next M okay give me a yes when you feel better when you're healthy let let me try again give me a yes when you feel better when you're healthy yes all right okay when you feel better is your willpower stronger or weaker stronger way stronger okay and does what we all do require tremendous willpower yes 100% 100% okay so um who here says I need to get better at time management Who's ever thought that okay

time management okay I want to shift the Paradigm a little bit because this next m is actually what I call muscle okay now muscle is not just like your physical muscle it it really means actually energy and I actually believe it's not about time management it's about energy management all right Energy Management energy Management in fact it's far greater Because the better you can control your energy the better you control the time and what you're actually doing in the time you've allotted all right and I'm going to show you really simple equation I came up

with it's energy I'm kind of a nerd if you couldn't tell okay energy times Focus to the time power equals results yeah right okay energy times Focus to the time power equals results all right If you think about this energy is going be the must we're going to talk about in a second focus is your mind you compound it with time you're going to get results you miss any of these elements you have zero energy pretty good Focus are you going to be able to really get results no if you don't give us of time

not can get results you have to have all these elements okay and from a muscle perspective for years now I grew Up competitive I played Sports not very good at most of them I was pretty decent competitive swimming I was competitive sing growing up for years like we swim like 60,000 meters a week um it was pretty intense and just for years and when I went to college I didn't get enough money uh for swimming because swimming is not they don't really give you much scholarship it's kind of crappy actually and I pay for school

myself I'm like okay I'm going to start like you Know working out the gym I'm going to lift weights I'm going to do this thing and you know back then it's a little different right you're in college no real responsibility got to kind of show up so I'm in the gym two hours a day it's great you know and fast forward I just kept doing the same thing right and graduated you get a real job hard work to hours a day I trim down an hour and a half right now fast forward a few years

25 26 I'm still basically working out The same way and I also had the same diet when I was in college Who members the college diet yeah I'm like crushing pizzas cuz I freaking love pizza I'm crushing pastas and I'm because I was a swimmer I used to consume between 6 to 8,000 calories a day wow now I didn't do that when once I stopped swimming that same level but I'll still consume at least four 5,000 calories a day right and I'll tell myself I'm working out totally cool Right and here's the thing when you're

21 What's Your Metabolism like incredible it's like burn it it just turns into a six-pack I'm like e don't I'm like oh my God this gu's stronger right like what is h how these calvs you know it's like it's crazy right and 25 26 I look in the mirror I'm like whoa I'm looking puffy like puffy Chan does not look good right I'm like oh my God and my wife's like yeah you do look puffy you Know she like yeah I kind of noticed that you know but I'm like that's strange I'm doing the same

stuff I've been doing for years you know so then I kind of started studying into and I realize that you know the muscle muscle just helps you kind of remember the M it was really Beyond just working out it was like nutrition it was sleep and all these things so my wife and I at that point we got really aligned in this because she's Like you know what like cuz she was eating the same she yeah I I feel a little puffy too I would never say it obviously you know what if you say it's

not true if they say it it's true right it's a marriage lesson right there all right so I made some changes all right and again I'm like I'm going to share with you what I do now right now okay um again I'm not saying you need to do this and I do my best to be consistent I'm not perfect I will mess up all right I Will overeat I'll still eat the wrong things like if my wife gets like sweets in the house destroyed I cannot control myself like I am literally just an animal with

it I'm like oh cool six cinnamon rolls gone right like not good very unhealthy okay it's like pure butter you know so here's what I do now all right and you you don't have to do this I'm just giving you examples of ideas again so typically I eat 90% veggies and lean meats high Quality organic stuff lean meats lean proteins um minimal carbs that's a hard one to cut but if I do have carb it's use a complex carbs so for example instead of white rice I have brown rice instead of white potatoes I have

a sweet potato or I use a quinox instead of instead of brown rice um but minimal carbs this is also a hard one relabels on everything so processed foods less than five ingredients on there if it has more than five Ingredients you're eating some chemicals okay who here has ever uh eaten International somewhere right like uh like who's ever eaten like a pizza like in like Italy right have you noticed when you eat pizza in Italy it feels very different than pizza in us like here you like a piz like you feel like your gut

you doubled over in Italy like I feel actually pretty good right you like another one right and you eat it like oh that's a new bicep oh Good tricep you you know so that's part of the rules we have right and we're not perfect there's some stuff obviously breaks a little bit but I usually intermittent fast six days a week right and basically what that means is I have an eating window you don't again you don't have to do this this is works for me so I basically I I only usually eat between 12:00 p.m.

to 8:00 p.m. that's kind of my eating window and depending on the day I might have to Adjust a little bit kind of just depend on meeting and stuff where I'm like oh if I'm back to back in the afternoon I'm going to have to eat in the morning it's just it is what it is right so it's not it's like it's just principles to live by right um I do one 24-hour fast a week where it's just a water fast but I don't eat anything just drink water I'll coffee right now that is actually

more mental than anything else it's more of a mental thing time I'm Doing hard things consistently that's one of the things I do I just I told like I will just set weird challenges for myself just to push myself do you feel like your work changes when you do that 24 hours like focus on energy and stuff yeah I definitely feel it for sure but I I still do it because i' I've developed the habit of just doing my best to do hard things like even it's not perfect even if I do like a just

a half ass workout I showed up right like Yoga was really hard for me today I've only done Yoga Yoga four times in my life like and that was really hard for me but I was like I'm just going to do my best to do the poses right like just try just try to push through try to push through right it's a mental game okay you do your 24hour FS what what day a week Mondays usually So like um so what happens is ask the S like to be super productive so even with the even

with intermittent fast this allows me to like I know if I don't if it's not crazy I'm eat at noon I can like I can just do deep work all morning Monday morning and not think about what am I going to eat what am I going to do should I make that smoothie now I have it all my counteraction when I have when I eat stuff so this way it's just pre-planned what is it starter what's that what is your 24 start so you usually it's it's actually relatively simple I I finish dinner let's call

if it's 700 or 7:30 I Just don't eat until the next dinner that's it so like it's relatively simple it's it's it's a 24-hour time period not necess a day right it it works for me you don't have to do it by the way I'm just saying like this is just a fun CH I can challenge myself push myself right um okay I usually yeah I think one thing mentioned with the inter fasting like I don't know about you but for me it was a thing it was for work not for the like the health

part is there but for me it Was like when I was eating breakfast in the mornings I couldn't work like my mind could couldn't focus I couldn't dial into the de 100% because I was so tired 100% and the food is really important so I found like when I was eating foods that didn't serve me like it just disgust lower energy yeah right like I eat like a heavy lunch not feeling great so like that's why it's it's like I I optimize for like energy so I do certain things like that right It's a hard

decision but you got to do what you got to do I typically have between one to 200 grams of protein every day it's part of what I do I will drink 120 200 ounces of water a day I drink a lot of water I need my to be C and C you know what C and C stands for clear and copious yeah clear and copious my sim coach taught me that I'm like how much water you how much protein I usually have one 200 grams of protein and just I just drink filtered water Usually that's

it nothing crazy I ain't fancy you know just water from my fridge a little you know that's it I'm simple uh I work out six six workouts a week like I've mentioned only 30 minutes each time everything is pre-planned it's very Target for muscle group 360 or 48 reps of a very specific muscle group pre go ahead marus do you go to the gym or do you do that at home so uh I have a home gym and I also go to the gym as well so kind of like someh the schedule's kind Of crazy

like and I just know if I go to the gym it's a whole thing because I'm going to go there go my locker I'm going to work out I got the Cal plunge after I got the sun I got the I'm going to just like be spend some time there so it's a commitment so I I can't I don't always have the luxury of that because of whatever what's going on why I asked yeah Ser so I have a home I have a home a home gym right and here's the thing like you don't need

to have extra Stuffff now these days you could just do a wh a hit workout from YouTube there's a lot of really easy ways like like I showed I have a an I have elastic band I bring when I travel because I don't always have luxury of having weights so the elastic band creates resistance so I can hit different muscle groups even when I travel right so it's just one of those things all right um 10,000 steps a day minimum 10K in steps every day Zero Excuses I do comprehensive blood panels every 120 180 days

I use a third party company get my blood they measure 45 or 50 biomarkers it measures my inner age my biological age versus my actual age Compares it so I can like work on improving and optimizing whether the supplements or food or diet or exercise or sleep um I used to drink a lot like Mike I never admitted I had a problem I just thought it's totally normal to binge drink four nights so we can block Out that is totally normal right this is part of the culture I thought that was normal right uh eventually

kind phase that out so I don't i' actually I very rarely drink so I drank last year in December 2023 and I don't think I drank for four years prior to that so it's just decision for me and it could because I found it impacted my energy levels like my sleep is jacked up I could see the patterns okay how do you fit in the 10K step where you when and When so in the morning as part of my routine if I wake up at like 5:30 or 5 I'll get 2K before 6 if I

wake up at 6:00 I'll get 2K before 7: so so um if it's nice out I'll walk outside the weight vest if it's raining in Oregon which is often I'll literally walk in my house just to get the steps in right so I'll have an audiobook in or whatever and I'll just be walking to get my steps in think about like if you get some like how great did you feel getting a workout This morning pretty good like you feel like I I can conquer the world I did something hard and you know your confidence

level is like a bank account the more deposits you can make it which is commitments to yourself the more confidence grows but you when you make a commitment you break it you withdraw from that bank and now your confidence bank is draining and every micro decision you make that you don't follow through just range your bank account so That's why these are all based off habits right I'm curious on a lot of us being in sales end up traveling a lot to meet our customers and personally I got a personal trainer I told my personal

trainer in day one I will commit to this four out of five not five out of five sure because I travel so much that will I will prioritize y um and I like all this sounds amazing but then as soon as you get on that flight every other week how hell do you keep you know a roue Place I'm glad you asked so I used to sleep in a hotel room 100 nights a year what was that I slept in a hotel room 100 nights a year I travel every single week every single week very

hard my family I was gone and actually at First super hard right keep going you turn oh I get stressed like oh my God like you know I could feel like I was losing energy right so I had a pivot so there were certain things like for example food was really hard so I'm like the Food was really a hard part so I started having my EA assistant I would have her like pre-planned like dinner restaurants I like I need you to look at the menu number one it fits within budget so I'm go out

of pocket for the team and number two it has to follow these parameters right so I could at least do my best to like have like a relatively healthy meal you know like it when you order appetizers game over man I'm like oh man Tamari it's squid it's fine it's healthy right Lobster esaro Lobster escargo right so you got be careful right so that was number one so like pre-plan but also like I'll pre-plan what eat during the day so like I'm like okay like for example like I'm like I'm always going to stay in

Mar like only book Mar outs the mar must have a Starbucks inside the Starbucks inside must have uh it was like this like little carb wrap with like eggs inside I can't remember what It's called exactly exactly so I like okay yeah but see boom so I like all right I'm going to get like three of those okay like that's going to be my thing and then uh I'll pack protein bars with me so during the day I could just like run hard and then at night it took was harder but then the workouts I

had to adjust the base off the gyms so I looked at all the gyms at every Hotel I need specifically these things for the gym All right now it's a little hard when you're in Yakima Washington okay if you never been there right so I just do my best it's not perfect right so had the band I just do like a hit work do do something different right so like my point was like it was just doing something I much rather instead of just doing nothing even if it's like a partial way better right that

does that make sense yeah and it's not I just want two things Where's uh where's Latif okay Latif how old are you 50 you look great brother he looks amazing so Latif yesterday I'm on a run ma passes Me by he's on a run because it's his identity yeah that's itel stand D let's go baby look at them look at those guns right what's up baby 56 in competing in the world Championships of Spartan incredible this in a few months same thing running on the trail so it's an identity youve been on vacation Hotel traveling

you have to do it because that's who you are yep it's not a choice it's not like oh I'm not gonna this is who I am wherever I go I make a commandment so you're exactly right if you don't brush your teeth how do you feel all right for those who didn't say Anything at that as a habit all right that has a habit uh I don't do drugs anymore I smoke a lot of weed right I'm from Oregon what do you expect come on you know it's like it's just a quick bong rip before

I make some coold calls um it's legal now come on no I stopped that years ago seriously um it Jacks your sleep up and tell you get weird dreams so um sleep that's a big one I've been working really heavily on my I have A sleeping disorder I I do my best to get 6 and a half to 7 hours of sleep it's not perfect it's really hard supp we have kids and stuff right um but sleep tracking so some of you guys I've seen how we have whoops right Daniel's got a whoop Ian's got

a whoop you got I'm or I'm an AA ring guy right um sleep tracking so I can I have a tight feedback loop um I on my phone I have an auto red light filter at 730 p.m. it kicks on turns red it helps minimize the Light to my eyes and helps start to activate melatone in the brain that helps a little bit um no screens in hour before bed up it's not an app it's just actually it's part of iph phone you can add a color filter you can just set you can use automation

I also have like if I double tap it's Hit or Miss oh there you go it turns red so it also number one makes it less appealing to look at your phone and number two it's tread light right so it Helps with sleep okay I got turn it off now oh there you go okay um this is goingon to be kind of crazy red lights upstairs after 9: we sleep upstairs in my house way this design red night lights the lights turn on red bulbs it's kind of creepy actually like a horror horror movie right

right but I'm used to it now right so red lights after 9: why it helps to helps to activate melatone in the brain Which helps you start to relax so like just like like who has kids again kids remember the nighttime routines how important that is yeah same thing like most adults don't have a good nighttime routine it's like oh kids are in bed watch TV watch TV feed the brain with whatever negativity you know watch whatever I don't that's on TV anymore right love is blind or something that is that thing still I don't

even know right um so we have red lights instead um you Sleep better when it's cooler so Auto temperature drops down to 68 degrees at 900 P p.m. so it's I'd actually go colder but my wife would kill me again I want to stay married right compromise um 66 see I would love 66 so um I I use a weight of blanket that helps a lot I sleep apnea so I like kind of I'm restless so I got a CPAP or I got got the thing man I got the machine Darth Vader wildly sexy very

sexy right got that baby on right Um the food I eat is also really important so I found if I eat bad I Break The Rules my sleep always not good my heart rate variability drops down my resting heart rate skyrockets my body temperature increases I'm more Restless the sleep is not as deep or Rich my REM sleep is Jack ja up my deep sleep is jacked up I don't feel good I don't like that right um so like for example like I have one sheet meal a Week zero rules I eat I destroy it

say that again I have one sheet meal a week There's no rules and no judgment in my house right how long does that meal oh well remember I'm an animal 20 minutes it's gone I'm not even kidding it's like you know I'll Crush like a whole pizza four cinnamon rolls a bunch of candy like I'll consume like 6,000 calories in a Sitting yeah please yeah see yeah I didn't have I didn't use the started after but I that Oneal I one meal a day an extreme form yeah oh yeah I sleep better for you yeah

you measure and track it all right so here here what's really important use data to make decisions yeah that's really important everyone's there's genetics involved as well how your body Processes it it's kind of true what you said because I stopped eating carbs and I stopped falling asleep then I had to bring carbs back to dinner so I can fall asleep so it was very different so take but I'll measure it right so sometimes fall yeah I'll be all about that let's go baby let's come on come over my house let's do it it's like

I have pasta yeah like yeah now how much time you got just keep okay um so um okay track track it Measure it because also you fall asleep too early or too easily also a problem it could actually mean you're actually over tired so your latency is actually very very important all right so for example I got sleep aftering it so some like you know my wife takes a little bit longer she's like what is wrong with you I'm like well you know is what it is um okay anyways you don't have to do all

the things I'm not saying you do again my point is every day I do things Consistently that give me energy not perfect I mess up I'll break the rules I just do my best because if I can stick the rules even like 50% of the time pretty good actually and the more I can increase the better it's going to be okay so um we're GNA we're GNA uh we'll do one quick exercise we're not going to share but I want you to do the exercise anyways WR down what am I doing right now it's hurting

my body or for physically draining my energy let's make A big list and after you make the list just circle one that you're going to work on tomorrow what you're GNA do all right cool we're gonna you can work on this later I also make sure we we cover the other three M's so we're cover for all of them okay so let's kind of think about the first two we covered number one's what mine number two is what right so so now we got the we got the mind right we're get the energy right so

we're going good the third m is Mission right Mission this is your why now if you're unclear in your why are you likely to do what's hard when obstacles show up you're like don't need to do that right for anything okay now I'll tell you right now actually for years I didn't know my why I operate out of fear right for years until 2015 I just didn't know I'm like man like I like I was so worried about being poor being Broke being ashamed you know like let my parents down I just operate out of

fear like just like out of lack right and it got me results right I can't say it didn't work but got me some results right um and then 2015 I read a book by Brendon brashard every heard Brendon brashard okay really good book high performance habits and when I read that book there was a really interesting point in there and he talked about his simple question for his Why which is if I was to die tomorrow what three words I want someone to remember me by what three words I want someone remember me by and

that really hit me hard that hit me really really hard and I as I really thought it took me while kind of figure out right it wasn't like overnight but kind of vasate on this idea and as I thought through it I realized even prior to the fear thing there's other things that that really drove me and for me if I had If I had to think of three words number I don't tell you the first one was influence so I'm like huh but not like I want to be a sales influencer pretty stupid actually

it was more so like whoever I encounter the server at the restaurant you know the garbage guy that bring does the garbage you know everyone here anyone in my life that get to interact anyone online can I potentially hopefully influence them to be a better version of them right doesn't have to be A sale could be just hopefully maybe I can Inspire them motivate influenc them in just a good way that's it and really that was a big part of just why I've done things the second thing was Legacy and it wasn't like I want

to build a huge Legacy build a crazy business it was more so that hopefully that level influence that person I encounter can pass it on and help other people and I'll give a real example and I was at dinner Friday night with Ian and S you amazing guests and we're out of dinner I get a text from a guy that used to work for me over 10 years ago and he was a guy who he wasn't his authentic self he would show up trying to be all machismo that's how it was part was cultural and

it was very much like you got to be a certain way I got to act this way very egotistical like no joke in the bullpen he'd be like chin push-up contest now like dude let's Make some calls what why are you doing this now younger version of me was kind of down and we did a push-up contest and obviously obviously I won obviously right just say one like how many did you got get back on the phones just kidding um but what's cool was like he started changing himself right and he actually had like a

ton of like 50k in debt uh and part was he like kept trying to date these girls and you try to buy their love like no joke couple First Dates Louis purse I'm like whoa yeah I know I know I'm like he was like cuz he wanted to impressed them right some sort of status it was it was insecurity is what it was so um was interesting was like he kept he kept doing that and then like um he started working for him started changing how he sold start being more authentic seller which really being

a good human being started get better at selling and a few months in he's like hey Marcus like I know like you're Pretty cheap I'm like fiscally responsible yeah he's like I got all this debt I need your help can you help me get rid of my debt I'm like yeah dude like we'll sell more we'll no no no no he's like I need you to hold me accountable for my debt and my ask is this I have a whiteboard home it says 50k every Frid Friday if I don't text you by like 6:00 p.m.

with an update how much debts left if it should be hopefully going down then I want you to Call me on it I'm like are you sure it's kind of weird dude like he's like yeah do it please like okay so excuse me every week if you didn't text me I text him hey bro where's it at oh God I hate I can't believe I told you to do this I'm like ah you told me man I commit it to you you commit to me right so he's he was doing that 6 months later de's

gone okay fast forward hits presence Club years later now happily married been promoted hit presence Club four kids Right got the dream like making the money he wants to make right and he still texting to this day and the really cool part is like he'll text me he'll like hey like dude like I told this rep like you got to do this thing like because you told me that so to this day he is he's that's the Legacy I'm talking about that's like the influence I'm talking about right to me that's really important and selfishly

yeah it makes me feel good It does it selfishly it makes me feel really good when people get results you know I'm not I'm not I'm not scared to say that right now um then the last one was um love which is for me personally again this not to be yours mine was love it was just whatever I do people know I do love care and attention whether it's with a stranger talking to any of y'all with my spouse it's done with love that's just worked for me all right um and what's interesting is like

once I Got really clear with this this definitely changed how I looked at life all right cuz this is 2015 okay and um I'll tell you at this point like I was feeling pretty good my career I was 31 years old Salesforce 85 employees got some power some influence some like you know people are kind of like oh you're kind of a I don't want to say big deal it's kind of stupid but like you're respected in what you do I'm like oh wow like life's pretty good but I felt like I could do more

I felt like my potential was not tapped right right I wanted to open it up more and that's when I first started my first side hustle at that point and then that led to building a course and trying to do more it led to me do wanted to influence people beyond the company right it was really interesting was this and I'm going to kind of draw a graph for you let me go like this so you can see [Applause] it what's that Legacy and love what was the first uh influence influence all right so all

right so it was kind of like this if this was like if the bottom was like time and this was like the now and this was the future called f future and this was influence just like that in the opportunity vehicle I was in Runing a large sales org I'm like yeah this is pretty cool I'll for sure be able to do This right I'll continue my as time goes on I'll know get promoted I'll be able do more things I'll build a strong stronger reputation not go like this good that's pretty good but what

if like I can go like this right I can get far more right and didn't draw enough space but go beyond that and that's why I realized I had to go all in my business because I knew my why it completely changed the decision I was making on a day-to-day Basis but when you are unclear in your why you live for the now you live for the quarter you live for the month you live for your quota you for the annual presence club and I want you to expand your time Horizon to be beyond that

okay so Mission drives what you do for the future Beyond quot number okay and drives what you do even daily we're not going to do the exercise to save time but I want you to write down this exercise okay which is very simple you Just do later today if you die tomorrow what's one or three words you ought to be remembered by that's it and why and you don't have to do right now we're not goingon to have time right but just think about that and by the way this is a This Is A Hard

Exercise by the way who thinks it's hard I think it's hard I'm going to teach you a really simple model it's called inverse problem solv mental models teach you principles that you can't do with just tactics so Anyone know inverse problem solving is very simple well you write down what You' hate to be known for if you die and people like oh man Marcus is a real POS and this and this and this and like he was selfish he was greedy he was this you write all those adjectives first you write all the negatives first

then what's the opposite and they'll give you a Guiding Light towards that you do for solving any Problem like oh if I want to miss my Cota what would I do what's the opposite right okay we're going we're going to handle these next next couple ones all right cool so all right so now we have mind the Mind dialed we got the muscle dialed we're clear on the mission life's going good the third m is marriage but not in the way you think all right this is for all Relationships so it's treating every relationship that's

important to you like you're married to them so who's Mary raise your hand what's the honeymoon sage like great did you do things you probably wouldn't normally you don't do now right this is what I'm talking about okay when you're dating early on you're doing different things right okay so I want start thinking about this way all right now I got read this quote to you Esther perezz she's a relationship psychotherapist she says the quality of your relationships determine your quality of life your quality of your relationships determine your quality of life es Perez Esther

Perez e s t h e r and you know we all have people that we have certain people we talk to and we talk to get invigorated right anybody have people like that yeah oh yeah I feel good I'm I'm Juiced right how about the opposite you're talking you get Drained energy vampires like just sucking the life out of you right sometimes we have prospects like that let's be real you know so this m is about how you show up for the most important relationships in your life okay and and it's it's really think about

this are you show up at the best possible call spouse okay to them on a consistent basis daily weekly monthly and this is not just your actual spouse if you're married this is this could be Your parents this could be your friends this could be your family this could be your kids the relationships are most important the M the marriage just helps you kind of remember relationships that's all all is all right so are you showing up okay and then cutting out those who stop your energy now I'll give you some examples what things I

do all right um I'm Mar as one kid and there are certain things that I do to show them that they're really important to me And that I love them and most of these were uncovered because I wasn't doing these all right like the feedback look was tight like if your spouse complain about you that's a sign all right like there there's micro signs so for example um I used used to work all all the way through dinner right maybe even through dinner same did did spouse complain yeah they're like what's wrong with you I

want to spend time with you or you're at dinner you're on your Phone it's vibrating like hold on really quick it's it it might be this person right 100% guilty I come home like I love be traveling all week I'm come I'm in the garage I've been gone for three days not being president not being a good dad it's 800m I'm on a call walking in the house kids trying to come up to me I'm like let me go to my office I need to like do this right those are all examples of things that

is a feedback loop so now this is what I do I Shut off work at five or six done close it done or not I'm done with the family okay and I spent time with them dinner together present no phones we used to have a box for phones very powerful yeah and anyone that kids yeah when their friends come over they have the oh see I love that brilliant everyone's like your mom's gonna take our phones but you know what is hilarious they go and they have so much fun they're like kids that's right And

it's so nice if you you're going to see a huge change in your kids now they come in and just everyone put them on the counter good habit good habit right um dinner together and present we don't do no no TV no screens nothing present time after dinner together we hang out together um I get to do school drop off pickup 50% of the week this is really important to me because I wasn't able to do before I would travel all the time I just Couldn't be just couldn't be present just couldn't do it um

I I go to 100% school events 100% every single one now Grant I only one kid right I do all sporting events but I show every single one uh we take three or four vacations a year so we're fortunate to have that type of luy we take vacation every single three four minimum and we go in tons of weeken getaways um I face at my parents every Friday right my dad kept my parents kept Saying hey why don't you call me I FaceTime every single Friday and night vism every 30 to 60 days right like

I I I broke it down like it sounds morbid but I know I probably have about 60 visits left in their lives yeah so when you think of it that way versus years it's not it's not 10 years I'm like I probably have probably 60 visits if I'm lucky God forbid something doesn't happen right um I keep tidy I cook six days a week I do family laundry I shower I use deodorant right I put the toilet seat down it seems so microw but those are type of things and habits that can really help ex

your relationship right I put coffee out for my wife creamer mhm and I make it's not cold so it sits cuz I wake up early so she has room temperature cream or cup a mug every day she's so happy just it's just a little thing right um my point is is is doing daily things right that feed let's call it the marriage does doesn't Have to be a spouse by the way this could just it could be friends okay wrap wrapping this up okay uh intentional design and uh yep okay all right so I I

just wrap up now or keep no when I finish I'm just finish the last M we got to eat too we got all right okay sorry I'm sh I'll keep going all right cool all right last them money money okay right once you get rid of money problems you're just left with problems that money can't solve show me the money show Me the money okay and I understand like we want toach from the alcome but here's the reality when you do have to wor about money is a little bit less stressful a little bit easier

100% right like I love money I'm not afraid to say that because I know money is a wonderful servant but a terrible Master right because I utilize it yes it's a master so that's dangerous we can talk in the breaks kind of walk through but It's like you have to otherwise you'll become a slave to it okay um okay so this is most this is about doing the right things daily consistently every single day that will either generate you income now or in the future all right Ian calls them what rgas right good students I

call them ipas income producing activities same type of thing right um and like tamri said not every task is the same okay a $1,000 hour task is something like you're having a Boardroom conversation with a CEO you putting together a pretty slide deck ingesting fonts $10 hour task and every time you do a $10 hour task you're cost yourself $1,000 so you have to audit your calendar that way okay um so you want to think about are you doing the right RGS and ipas okay and by the way this is beyond just that this is

actually about running your personal finances like a business all right right so and building long-term wealth let me Give you some examples of things I do all right and by I did this even before I had my own business it's kind of crazy I'll tell you anyways you don't have to do this all uh so now every day I review cash flow bank accounts credit card expenses and business kpis every single day I don't memorize I just look at it I just need to make sure we're up and to the right okay if we're going

down why I need to uncover that okay I invest every Friday I don't schedule I I manually do It I want to see where the money is going to make sure I'm going to Dollar cast average right every Friday um I regular reviews My coun to discuss and Implement tax reduction strategies your biggest cost in life are opportunity costs and regret the third taxes okay I like this it's true I track my net worth monthly okay I track assets minus liabilities I've been doing this since that's since 2014 any tools Google Sheets some people use

tools I I'm Google Sheets yes do you consider Primary Home in asset or liability so um it depends I I take the actual value and I Min have my debt on it so I take the it doesn't make you Mone liability ious but here's the thing it's the same concept whether you want include it or not it's just it's a habit right so for some people if that's not you're Thinking then don't include that but I know I got that debt I got to pay still right so I want to see the trend right whether

it's house value or everything else right so like you know like I'm pretty blessed I feel very fortunate I went from literally completely broke almost getting fir from sales by 30 at a million dollar net worth assets mind liabilities it wasn't by accident it was by intentional design of doing stuff like the M5 consistently and having a Tight feedback loop right and the cool part is is it's exponential as you know I've talked about like you got to make the you have to make good big money you gota be good with the money you got

to invest opportunity Vehicles Etc okay I invest in the assets that generate more income so you know coaching programs you know sell for the business right uh two weeks ago I bought a six unit rental property right like I'm doing things that's going to help build my wealth Okay um I oh this is a big one I plan tomorrow today I plan tomorrow today it's in my calendar okay with clear time BL I look I literally like last half an hour I look I want minimal white space it needs to be PL intentional because that

next day I know if I make a decision on spot it's never good it's never good okay um I do a Friday review and calendar audit every Friday I look at the past week what gave me energy what drained my Energy what do I need to remove what's my next week look like ended Friday or I use end day Friday because that that's low energy and that doesn't a lot of willpower I need my highest L stuff in the morning right um it's crazy because then you look at Monday like oh [ __ ] like

I got wh space what am I going to do Monday and if you if you wait till Sunday you get that Sunday itis all right doesn't feel good oh this week look like like oh my God I didn't Prepare this I didn't do that Etc this allows you to be strategic with your timing right uh okay now let's put it all together how do you make it a habit all right you take all the things I mentioned so far okay just going go like this save all time you take you pick you you don't what

I don't want you to do is try to change everything okay let's say if you can pick one for each thing one thing for each M5 and what you Do is you put it into your calendar okay you put it right into your calendar where where is it going to be soor this should be daily but just you know time time block let's call like six this is like you know 10 p.m. whatever it's going to be you plug it in for each component make it a habit like you can't gener family put it in

your calendar it sounds crazy but like I'm telling you like you need to force the Intention if you don't force intention you become reactionary to your life and often times what happens is it's never one big thing that makes us like lose control of Our Lives it's thousands of little things it's death by thousand paper cuts that's what it is and before you know it you're not happy with your energy level you're not happy with your finances your relationships are down the toilet it's about the daily stuff you just and add in whatever it's Going

to be you just plug it in all right you plug it in okay um okay at least one thing you plug it in if you want to get super crazy you track your M5 every how you show up so I have a Tracker I track my M5 I actually have all my AA stats in there I track it I have measurements and I put notes so I have a tight feedback loop on what's going on in life so I can make pivots and changes because I'm not perfect all right how do you track that super

simple So literally it's a Google sheet I have like M5 each bucket I have like all my sleep stuff activity stuff I have some like stuff like clean diet or not question would you be willing to share it yeah I can show it temp yeah I can show yeah I can share yeah I think a lot of us yeah and then you just like it's it's it's a one to 100 scale so like I can share it out with people here Co so you just plug it in how do I show up so it's kind

of similar to the scorecard For 12 week year that you guys have I do a com I do a modification 12we year plus EOS entrepreneur It's Kind same type of system and I have tracking systems like this where I can look every day and a color codes for me that's so I know oh man another yellow there sleep stuff like what what did I do how do I show up and by the way I if it's M5 stuff I never give myself 100 it's not about an outcome it's about the process now for me folks

on the Process okay does that take you update the tracker a minute I mean it's not it's like to build oh okay it took me like at least 20 minutes to build a Tracker you know you know and then like now it's like upda easy right okay so discipline equals Freedom blah blah blah okay and by the way some of you I need I need to deal with objection before it h happens this is a good sales people deal right Some of you going to be like that's too rigid my spouse won't like that they

will not like that who thought that come on that's fine okay that's fine here's the reality you don't need to change all at once okay you don't change at once right now I took a look I'm pretty fortunate I know my wife for 21 years okay uh I've been together for 17 married for 14 years okay based on my mortality clock I know I have 39 years 9 Months and four days left on this Earth okay based on the average death of a male okay I like to be with her the rest of this time

that's that's my goal right I want to be with her right so I'm willing to do these things to give us a fighting chance this helps us become better but I'm not going to change everything for it I'm going to do stuff for me first right and the cool part is you start do some these things what's your spouse start Thinking wow you're looking sexier I don't know what it I'm feeling your Vibe is like bringing me in baby like I don't know what it is I'm feeling it right right you're like you're right I'm

just saying like so you don't need change everything right but the reality the better you show for the M5 the better me serve Hur him as well right so this is how you hack yourself to a better future so all right I don't think we have time for question but that's time Presentation am five all right