a commercial transaction a sale is very similar to a date you're sitting across a table from somebody hoping to close the deal i mean right and so uh you know let's pretend somebody goes out on a date it was a set up you know it was just like with work you know you're introduced to somebody um and that kid sits across the table with with this with his date and he says uh you know uh really rich i've made a lot of money i'm really successful um know a lot of famous people um uh i've
got a beautiful house you should come by and check it out sometime and i'm on tv a lot which is great because i'm really good looking i mean does that kid get a second date i mean it's such a bad date it's so obvious how badly that went why do we think that it's any better in business and let's look how a business transaction goes we sit down and we say you know we're very successful company in fact we're the biggest in the industry um uh very successful i am also one of their top one
of the top sales people one of the top brokers you know that um we've our corporate headquarters are beautiful you should come over and have a meeting there sometime you may have seen our commercials on tv we have an amazing ad agency and we have beautiful tv commercials which is great like if we thought one sucked why do we think this is good sure right um the irony is if you just learn to start with why if you actually have a purpose cause or belief underlying your work it makes it profoundly changes that whole sales
call yeah so that kid sits down again and says you know i'm the i love what i do i'm the luckiest person alive i get to wake up every single morning to inspire people to do the things that inspire them i mean it's the most it's like i love my work yeah and the amazing thing is i've actually been very successful at it and i've made a lot of money because of it and i got to meet all these famous people and i built a beautiful house you should come by and see it sometimes and
i get to go on tv all the time which is really fun because you know i'm good looking like you can say all the same stuff and now it's the the tangible proof of the philosophy of the belief yeah but it's not the reason you buy people buy into the cause and so it's the same at work tell us what you love why do you love this business why did you get into this business why is it worth the blood sweat and tears and the uncertainty yeah and the instability why do you keep doing it
is it just to make money because the money is good you know by product you know like do you and if you don't enjoy it then start asking yourself some hard questions yeah like why are you doing it if it's really that difficult if you really don't love it but to sit down across the table from somebody and say you know let me tell you why i love this business and then you can tell them all what makes you great yeah but we don't do that yeah we we sell sell sell sell and we forget
that relationships whether it's a date or a a business relationship are all built on the same things you
