Why Most Sales People Fail | Jeremy Miner

AI unfortunately cannot duplicate love. Do you think sales people will have jobs in the next 5 years?

I believe that sales people that have a high EQ will be the most sought after and paid people in the world.

What kind of mindset does a saleserson have to adapt to make high six figure income?

Most sales people don't have the mindset of selling is not something you do to people. It's not something you do for people. Most sales people would probably never even know that.

Have you ever broken 30 million?

We're well above that. Collectively in 5 years we've done what we're like 35 or 40.

What keeps you motivated to keep working?

Um do you think being poor is a choice?

I believe people make decisions based on the identity of who they believe they are. That's what average sales people think. You're doing it to them to manipulate them so you can make money. Selling is something you're doing for people because those people you're talking to have problems your solution can solve. I've been experiencing AI replacing salespeople. Unfortunately, we've laid off all of our setters because now AI is starting to

Why do you think most sales people fail?

Uh, I think it's a pretty easy answer. Most sales people fail just like anybody fails because they lack the right skills to succeed, right? So, if I'm going to be, you know, a neurosurgeon, somehow I cheated my way through medical school, how successful am I going to be in brain surgery? Probably not that much. So the problem with most sales people is they believe this lie and it's not their fault just kind of the way they're taught that you get the sales job first and then you learn how to sell. But tell me any industry where you get the job first then you learn how to do the job like highle job like

Engineers like do you get like a a job building bridges and then you learn how to build bridges after you get the job? That'd be kind of disastrous, right? Yeah.

Uh do you not have to like Navy Seals? do you like get thrown out there like in the the deserts of Afghanistan and be like just duck you know before any training like

Um, you know, I could go on and on on so every profession is typically taught skills and that's why they succeed in that sales people unfortunately are not really taught those skills they get the job and that's why they have the highest attrition because they don't know what they're doing and they start and they kind of wing it and the rest is history. So, what I've been experiencing in my business is so I have a real estate flipping and wholesaling company and I've been experiencing AI replacing salespeople. So, we used to have setters and unfortunately we've laid off all of our setters because now AI is starting to do the initial outreach and engage with people.

Sure.

Like do you think sales people will have jobs in the next five years? I believe that salespeople that have a high EQ will be the most sought after and paid people in the world because AI unfortunately cannot duplicate love and empathy and that type of human feeling yet has to be trained how to do that.

Um do I believe it's going to replace like lowlevel stuff like setters and stuff like that? Yeah, for sure. Because it's more it's more basic. It's not as much of an emotional connection. But if you're selling like stuff that is higher than like low ticket stuff, you're selling like, you know, very sophisticated products and services that cost a bit of coin, you're going to have to develop a high EQ for sure.

I don't believe it replace there's going to be regulation on this. You like I think a lot of people don't understand that AI, like everything will be regulated. So eventually uh when grandma buys something 10, 15, $20,000 over the phone from AI and her son gets home and gets really really pissed off that mom got scammed, who's he going to call?

Government.

Attorney general, government, and it will start getting regulated. So eventually, I would say it's probably not even less than a year away. They're going to have it same thing where they, you know, these calls are being recorded for quality insurance. It's going to say, "Hey, this is AI agent 107. Would you like to continue talking with me or would you rather be transferred to a live representative?" And eventually people will start wanting to be transferred to live representatives.

Yeah.

Because they feel like AI is manipulating them.

I guess what kind of mindset does a salesperson have to adapt to make high six figure income?

I think it's mindset of like most sales people never don't have the mindset of like selling is not something you do to people. It's not something you do for people.

Mhm.

Most sales people would probably never even know that. Like you're doing it to them to manipulate them so you can make money. That's what average sales people think. Okay. You want to be the best in the world. You don't think that. Like selling is something you're doing for people because those people you're talking to have problems that your solution can solve. And if you don't know how to communicate your message and frame your offer, they don't buy your product or service. Their problems stay the same. They stay in the status quo. Nothing ever changes. So, it's it's about having that mindset of understanding that I'm doing this for them to get them where they want to go. You know, Tony Robbins a good mentor mine. I'm in his Zenith mastermind. He always talks about the emotional connection. I like to take it a step further in order to master, you know, influence, persuasion, sales. You have to get really good at mastering the emotional connection where that human being or human beings feel like you understand them. Their needs, their desires, their fears, even, you know, their wants. And you have to do that without buying into their story. And what do I mean by buying into their story? When they say at the end like, "I need to think it over." And you just, "Okay, I'll get back to you." Or, "You know what? I need to talk with my spouse." If you're selling to consumers or, "Hey, I'm busy. Call me back uh later." Oh, when do you want me to call you back? Saturday at 600. And then they don't answer. It's like, you're just buying into their story. And if you buy into their story, you offer them no value. You just wasted their time, you wasted your time.

So, having the mindset that you're doing this for them, not to them, to get them to a destination that maybe they don't even understand they can get to starts to uh starts to cause you to feel a little bit differently about each prospect you're helping.

Yeah. I think what I've seen like hiring and firing salespeople is like it's really hard to find people that are like consistent.

For sure. That's like for for me that's been super hard to find people that actually show up on time. They're here 5 days a week. They work 40 hours a week. They actually produce. And then finding people that become obsessed with learning.

Well, that's because like you're not going to be consistent anything if you doubt yourself. Because if you lack confidence in that thing, are you going to be consistent with that thing?

It's against human nature. You're always going to try to do something else to run the other way. But that all comes back to their skill level. Like if I get off a stage, sales people come ask me or business owners like, "Hey, how do I make my salespeople more confident?" Or a sales, "How do I get more confidence in sales?" I'm like,

"That's really simple. If you want high confidence, you got to learn higher skills because skills give you confidence to do the thing you want to do, right?"

Yeah.

Like if I'm a business owner and I don't have many skills running a business, where's my confidence level going to be?

No.

Where my skill level is? So if I'm a salesperson, I can get pumped up all day, but by the end of the day, if my skill level's down here, let's say I pump myself up, get highly confident, by the end of the day, where's my confidence go back down to?

Yeah.

Where my current skill upless. Yeah.

So by default, if I gain the right skills, I get up here. By default, I sell way more. Yeah.

I feel more confident. I show up because I'm confident with what I do. And my confidence level goes up to my skill level. Your skill level, your confidence level will always go to where your skill level is. Nothing more, nothing less. But that's the great thing about this life is that you can acquire those skills.

Yeah.

You can master those skills.

Yeah. But what about mindset? Because I feel like I've had great sales people. You met one of them. His name's Justin. Um, you met him at Wealth Con. Like I've met some amazing salespeople.

How do you know they're great?

Their income. Okay.

They outproduce literally everyone else.

Give Give me an idea of income.

Like say a few hundred,000.

That's good.

Yeah. But why couldn't they make five or 600,000 a year, 800,000?

So, they're good. They're doing great.

Yeah, I guess so. Yeah.

Yeah. Yeah.

Yeah. It's all perspective, right?

Yeah. It's all perspective and like opportunity, all all those things, but like again, I feel like I want to talk about just mindset specific like mindset. Let's say you're working on your skills, you're working on your tonality and all those things, but like most people just break from rather they don't get enough success as fast as they want or um they just can't stay disciplined. Like everyone knows, everyone knows for example, you need to go to the gym. Everyone knows you need to drink water. Everyone knows all these things.

Yeah.

It's not a skill issue. It's like, can you be consistent on doing the boring things day in and day out every single day?

But I I like that. I would just add on to it. You Yeah. You know, you need to go to the gym every day. You know, to lose weight, but it's different than going like you're going to the gym by yourself and wandering around aimlessly with no step-by-step plan on how to lose the weight taught by somebody who's actually knows how to get you to lose the weight.

You're just dabbling in it. Obviously, that's a dabbler, right? You're walking around the gym. I want to lose 50 pounds.

That's a great idea, but if you don't have a step-by-step plan taught by someone who's actually knows how to get you to lose that weight, how you lose the weight, you're just winging it.

Yeah.

That's what most sales people do. Not all of it, but yeah, you know, you if you have a step-by-step plan taught by someone, whether it's me or somebody else, I don't really, you know.

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Some step-by-step plan taught by someone who's actually mastered the thing itself and you are a committed individual, which we can talk about what is required to be committed.

Yeah.

It's pretty hard not to be successful in persuasion or influence or anything in life.

So do you think being poor is a choice?

Um, give me some context behind the question. I think if you're if you're a physically aabled man in America between 21 and 50, is being poor a choice?

Um, I believe people make decisions based on the identity of who they believe they are. Sigman Freud said that best, right? So, people will always take the actions of what or who they believe they are. That's their identity. So if somebody grew up in really really bad circumstances, let's say, which I was, I grew up on a cat ranch in middle Missouri. I was definitely grew up with wealthy. But if somebody grew up in poverty and they believe that they are destined for poverty, it's going to be far harder for that person to overcome that limiting belief than somebody who was taught by parents uh who were somewhat successful that they could do anything in their life. That doesn't mean they can't change that identity. For sure, that is a choice. But a lot of times it's the I'm just going to like as a psychologist, it's just the circumstances of the people they are around and associate with themsel. You always hear the thing, you are who you associate yourself with. So if you're continually around people who are never going anywhere and that's the identity you believe you are, it's going to be hard for you to feel like you even have a choice because you come across as like I'm a victim. That doesn't mean you can't change, but you got to be around the right people to start seeing different results. If you like if you grew up and let's say you grew up in complete poverty. I grew up in complet but let's say up until now you are still around the same people who were in the same poverty and you associate with the same friends you hung out with when you were in that poverty and they were in poverty and you're doing the same things that you're doing now.

You would not have the same mindset you do now. You somehow got around people who were more successful and you started to become more like who they were and your identity started to shift and change.

So, it's it's kind of like that's a hard one to answer because I I don't know if it's like I don't know if it's a I mean it sounds easy but I'm just saying psychologically people make decisions based on the identity of who they believe they are.

Okay. How do people change how do people change their identity? That's a deep question. But besides, you know, hang out hang around with the seventh millionaire, you'll be the

I don't think you even have to do that. Like I I mean, I didn't hang out with a bunch of millionaires when I was like my early 20s. I just started getting around people that wanted to be successful.

That's probably the first choice is like hang out with somebody that wants to do something with their life. They don't have to. Like if you're 21, it's unlikely you're going to be hanging out with like multi-millionaires or billionaires, right? Unlikely you're going to have that opportunity. Can you hang out with one of your friends? Like, hey, I want to go to university or I want to become an entrepreneur or like I've got this great idea. Like, what do you think about it? If you hang out with that person, by default, you're going to become more like that person.

So, as a young man or young woman, everybody has that friend or some friends that want to do something with their life, I would attach myself to those people and be around them for sure.

Yeah.

Because it's going to lift you up. There's always levels you get to, right? As you become more successful and more successful, your influence and your reach grows and you start to hang out with different people you might have not hung out with before and your level of learning uh accelerates. You know, I like to be in a room. The reason why um I joined the Zenith group with Tony Dean because there's only 25 of us in there is because I wanted to be in a room where I wasn't the wealthiest person there, the most successful. I wanted to be around there's three billionaires in there. I wanted to be around other people that have done more than what I have because I want to I want to learn from them. I want to become friends with them.

Yeah.

How much did you pay to join Tony Robbins mastermind?

250,000.

Yeah. It's it's only by invite only. It's by invite only. They invite uh industry leaders that they feel are industry leaders and you have to pay 250,000 a year.

So, I jumped at that opportunity because I want to learn I want to learn from those people.

What did you learn from Tony Robbins? I I've only like the first one is in next week.

Oh, really?

I just paid for it like two months ago.

Oh, okay. I thought I thought he had an event like I don't know a few a few months ago or something like

It was back in July. I I paid like two days before and I was already in Europe.

Oh, okay. Okay. Okay.

So, like have you even spoken to Tony Robbins yet?

Not Tony, but I've known Dean pretty good now.

Okay.

I've had him on the podcast. We've ate dinner a couple of times. He's a good guy.

Okay. What have you learned from Dean? Um, I, you know, I like Dean because he has the mindset and I, I think we're all kind of like this is that we're students.

We don't know. I always like Dean, I'm a student, I know nothing. And I think if you take that approach in life like I am a student, I am still learning. I know nothing. By default, you remove the biggest barrier to success in life and that's ego. That could be ego from somebody who's broke. M an ego from somebody who's already successful but doesn't know how to get to the next level because they think they know everything. But you can also be have an ego as a broke person be like I believe all rich people are bad.

That's just your ego saying that because you don't believe you can acquire that.

You want to put down people who have. So your ego keeps you where you're at. Whether you're poor or rich or whatever, your ego keeps you where you're at. So when you take the the approach like Dean does that I'm a student. I know nothing.

Mhm.

I'm just here to learn.

Mhm.

You know, the sky is the limit. As they say, you you can acquire knowledge very quickly. I like to soak up knowledge.

Yeah.

Sponge.

How much have you paid for coaching?

Uh, depends on what type of coaching you're talking about. So, I had a 17-year sales career before I retired at a high level, some would say, and then started sub level like about a year and a half later. Um, personally, I invested a bit under a million dollars, about 900 some thousand dollars in training and development for advanced tonality during my sales career. Uh, body language training for some of the best in the in the world. You know, Larry Larry Moss was one of my coaches. He trains like Leonardo DiCaprio and Helen Hunt and Jennifer Gardner, Toby Magcguire, Jim Carrey. It's a big Hollywood actor, a actress trainer.

Uh, but I I I went through his stuff with him. It was like $120ome thousands like early 2003 2004 not to be an actor actress but I read in all these books that you know you've read it 93% of communication is by your non-verbal right not the words but your non-verbal your body language or tonality but I was like where do I learn that what what do you mean about tonality and body language like what do I need to do and so I just you know I I found uh that guy and and paid a lot of money for a couple years of training was Yeah,

it elevated my career. I went from uh I was the number one rep in that industry at that time, but it even like I 5xed that at that point. Just got me to a different level.

So, yeah, about a little bit underneath a million dollars in just training, communication, persuasion, influence before I retired. Um after that, I probably spent at least that much or more, you know,

in business.

Yeah. I started the company five years ago. So,

yeah. Another 250 with Tony and Dean. Yeah.

There you go. Is Tony Robbins like the most expensive coach you've ever paid?

Um, yeah, I would say so. I mean, Larry Moss would have been $120 some thousand dollars in 2003. I don't know what that would equate to now. Probably at least 250.

Yeah.

You know, with inflation and stuff. Kind of crazy. Uh, but Tony, yeah, you know, I was in Russell uh I love Russell Brunson a couple years in his Atlas group. Paid like 150 or 200 for his stuff. His stuff is great, too.

Yeah.

You know, he's got a great uh program there. um, Atlas or whatever it was. So,

yeah.

Uh, I just I like Tony stuff because of the the background in like human behavior and psychology, the framing and deframing and reframing techniques. You can learn a lot from him just by watching him on stage if you know what he's doing.

But once again, he's not doing it to them. He's doing it for them.

Yeah.

To get them to be able to want to change your situation. There's things you have to do in a human body, in a human psyche to get them into a certain emotional state where change becomes permanent, not something that they just want to do and then they leave and they never do anything.

Got it.

Can you close that door just because they're allowed? Um, and you don't have to answer this, but how much money do you make?

How much money do I make? You know, it's interesting. This industry is very uh we talk about this all the time at my company because I come from you know like the companies I work for as a salesperson VP of sales we would we were doing five 600 700 million a year in sales.

Dang.

So like these are big companies you know one of them was recently acquired by um Blackstone for two rounds two extra rounds for 11 billion.

Oh my god.

These are not things you just sit around and talk about like oh I make all this money you know like it seems like this industry people like to to say their numbers. And

I think people want to know if pretty much they're legit or not.

Okay. But unless they're audited numbers, how do you know? How do you know somebody's not exaggerating?

Because I found that most people exaggerate.

I've caught people I've caught people.

I would say, yeah,

I would say 90% of the people that talk numbers, uh, I would say they're not accurate. Let's just put it that way. Yeah, I mean I can tell you what we're ranked as. We're ranked uh by our annual revenues by selling power magazine and other uh companies that rank sales training companies. We're ranked the largest business to consumer sales training company in the world and we're the third largest in the B2B space based on annual revenues. Those are audited like you have to send in your P&Ls and your tax returns. You have to prove it, not just say it. So

yeah,

we do fairly well, you know, but we're we're wanting to always improve and and do different things. Who's one and two?

Uh, Sandler's a big one. Sandler's number Sandler's number one in B2B.

Who is it?

We're Sandler Institute. Started 1971.

It's a huge company.

I've never heard of them.

Yeah. I mean, they don't I'm sure there Yeah.

Um, we're the largest in B TOC. I don't know who's number two. I don't want to Well, I do. I don't want to drop the hand.

It is what it is, you know. It could change at any time, you know. Yeah.

We never rest on our laurels. We're just always trying to be better. Um. Yeah,

it's been good. Yeah, we can't I mean I can't complain, but I'm not gonna I don't like give out stuff like that, you know.

Got it. If it's public, I'll freaking ask Chad GBT and I'll figure it out.

I mean, unless our P&Ls and tax returns are it would be by the agencies that rank us, but you know, you can find out. I mean, for a sales training company, we're pretty big, but yeah, I mean, I come from companies like Vivid, where we're doing 600 million a year. So, I I still feel like a small ant, but it's for a sales training company, we're big, you know, got 100 some employees, you know. Have you guys done over 100 million a year?

No, we've never got to 100 million in one year. Collectively in five years, we've done over like 135, 140. Okay. Five years. And most of that's come in like the last three, you know.

Okay. So, you've have you So, have you ever broken like 30 million?

Yeah. Okay.

We're well above that. Yeah.

Okay. All right. So, you know, your company makes over $30 million a year in revenues.

Yeah.

What keeps you motivated to keep working? Um, I didn't come out of retirement to just make money. I came out of retirement because like our mission statement, I actually believe in it. It's not a some fake thing that most people do. Not every I don't want to claim everybody's mission statements are fake. They're just kind of bland and generic. Yeah. Fine.

Uh, but our you walk into our corporate headquarters, there's a big plaque, huge plaque right there, you know, to change the way sales sales and communication is perceived in society. one person, one company at a time.

That's why I started this thing. That's why I wanted to partner with with Paul Allen with our AI launch and those type of things to get it more out to the masses.

Um, that's why I started more impact. I I don't really need the money. I was already retired, had a pretty successful career.

Um, I just like helping people. I know it sounds kind of cliche. I just like what I do. M

um we've we've already, you know, we've trained hundreds of thousands of people in our paid training, not let alone our free content, which that gets like 70 million views a month between our ads and social media growth and stuff like that, but I do it because I generally care about people.

I don't know if I don't know if the is that a bad thing these days, you know?

I think it's different.

I mean, I um in this industry, I'm just going to call it what it is. I see a lot of people that are amateurs that don't really never have done the thing they said that they're training how to do.

So I think people really, you know, talking with Horoszi. I'm not personal friends with Hermosi. We've talked just a few times. We text here and there, but we were talking about there's so many coaches out there. They're like, I'm going to train you how to scale your business to 100 million a year. Like I'm going to train you how to, you know, sell so you make 50 grand a month in commissions if you're a sales trainer. But if you look at their background, they never did the thing that thing themselves. So, how in the hell are you going to help a business scale to 100 million a year if you've never done that with your own business? How the hell are you going to be able to you're a marketing agency, you know, scale up a company through your marketing ads if you can't even do your own marketing ads very good? Like, how are you going to be a sales training company and teach people how to make all this income if you never really did that yourself when you were in sales? So I see a lot of people want this like instant gratification where it's like they want to be rich, they want to drive the lamp or whatever, but they don't understand respect only is earned. Respect is never given. And so a lot of people like they don't put in the time to develop those skills before they start to actually want to teach people and train people, which is a good thing for us because I look at my company is more of like a mechanic shop. So, the more cars that are built out there, more sales trainers that don't really have the experience and never done the thing they've ever they're trying to get people to do, they've never done it themselves. They had six months of sales experience or a year of sales experience. How you going to be an expert? You're not an expert. You got to 500 hours worth of like uh expertise, you're not an expert. I mean, to even be an expert, to even start to be an expert, you got to have at least 10,000 hours, let alone more. So, it's like it's cool with us because they go do this training, they don't get very good results, and they have to go to the mechanic stop to get, you know, the mechanic shop to get repaired. So, it's actually a good thing, you know, but I just feel sorry for some people.

Yeah.

Yeah.

And I I just wish this industry was more honest with itself. And I think it's a good thing that it's being cracked down by uh by you know the FTC and stuff like that, because you got to you look you want to do something great like take the time to actually learn those skills and do it and prove that you can actually do it before you go teach it you know. Yeah.

And I think that's I think that's why people have associated with our company with Horoszi's company with probably your company as well. You guys are known for that and and some other companies but there's a lot of people out there that just don't get results that they say they can get and that's unfortunate for the end user. Yeah. What about Okay, I want to transition to like entrepreneurship because like I think a lot of people look at you as like a sales trainer.

We are a sales training company.

Yes.

But the soul of it, you are an entrepreneur.

Sure.

So like how did you grow as an entrepreneur to scale such a big company? Because you went from like a high producing employee to like a massive top three sales industry leader.

Yeah. Like how did you do that personally? Like what did you have to change as a person to grow?

Well, a lot of it was how I was raised in the industry as a salesperson, VP of sales, chief sales officer. So I I had experience like managing I mean at one company I managed 6,000 salespeople, trained 6,000 did you know 600 plus million a year in sales. So like I have experience running sales organizations. Number two, uh you want to have a good obviously as a sales trainer, you have to have a methodology that actually gets a lot of results. And there's a reason why we have a bit under 39,000 testimonials in the last four years.

Uh by clients, not just Jeremy looks cool or the training seems awesome, but like real tangible results like closing percentages, income, companies raising revenues by hundreds of millions, those sort of things. And I could say, sorry to cut you off. Our company, and again, we paid you had the best results with your sales training.

But you guys were just in the foundation program. You were like,

We got our monies for it. That was good.

Well, I I don't know. I think if you were in the high level program, you probably would have made three times as much.

Yeah. But I will say very clearly, we've paid I'm not gonna say their names, but everyone you see on social media, everyone. We've paid everyone and yours was the best. I'll just say you were literally in our like our fundamentals course. I looked it up. I'm like, "Oh my god, they're in the fundamentals course." If they had been advanced inner circle that's industry specific, you you guys would probably be triple the revenue, right? Not kidding.

I know our top sales guy was the one that actually introduced you to us and then I think Ryan reached out to you and then you did his podcast. I think he told you on that podcast. He's like, I'm like, "Oh my god, I can't believe you guys are in the basic course."

Yeah. You'd be like a $150 million year company.

Yeah. So, I'm another testimonial that Jeremy's minor I'm another testimonial that Jeremy Miner's sales training is the absolute best in the industry. Not because I know him, too.

Because he is absolutely the best. There's no too kind There's no one else that I could say has worked for us.

We put a lot of money into fulfillment.

Yeah.

Um, you know, fulfillment's important to me. Uh, because I want I if people pay me like I have a moral obligation to help them get the results. Now, can I guarantee they're going to get the same results? No. Because I can't guarantee that they're going to take the training seriously. I can't guarantee they're going to like actually use it and implement it in their sales process. What I can guarantee you as a company is we're going to train your team, we're going to train a salesperson the skills necessary to get to that level. But what do they have to guarantee us? That they're actually going to follow through and use it, do something with it. That's the guarantee, right? Because you can't guarantee results. I can guarantee I'm going to train you the skills it takes to get those results, but you got to follow through and actually use the training and actually apply it. Yeah. Follow through with it.

And how old are you?

I just I'm 48 now.

48.

Yeah. I had an 18 year sales career, retired for a couple years, and started this bad boy.

What about like where did you get your work ethic from? You know, I grew up on a cattle ranch um outside of a town called Oilola, Missouri about 15 miles outside of a small town called Missouri has less than 800 people in it 55.

Yeah.

And uh I just was taught as a kid that like I said, respect is never given, respect is earned. It's something my parents instilled to me, my grandparents as well. And I grew up on that cattle ranch. Uh we also had dairy cows. So for many years I had to get up at 4 in the morning, milk cows a lot of times then go to practice if we had practice before school.

Yeah.

Like in the winter like it was basketball or something then go to school all day then sometimes I practice after that then come back. So I just I as an early just a childhood I just just learned work ethic. You know you do something with it. Now did I like the physical labor? No. I hated it. By the time I was 18 I like went to school. I played baseball in college kind of like Ryan and just moved out and like literally I've only been back like twice. I just don't go back cuz I just got tired of it. Like I went from like like country boy to like city slicker. Yeah.

But I took that work e with me in anything I did, you know. I took that work eth played at a high level and played college baseball and uh when that was close to being over um I took that into sales when I got into I mean I went to school to become a psychologist. I had no idea I was going to get into sales.

Yeah. But it was such a blessing.

Hey, quick break from the podcast. If you're enjoying this podcast, make sure to give it a like, comment, and share. And if you're someone that actually wants to start investing in real estate, whether that be flipping, wholesaling, or rentals, and you want me to help you, go to the description of this video and fill out a link and we could see if we could work together. In case you didn't know, I've done hundreds of flips, wholesales, I own millions of dollars worth of rental properties, and I've helped hundreds of people rather start their real estate business or scale their real estate business. Right now, we're doing six figures a month flipping and wholesaling. And I want to be able to help other people who want to start or other people that want to scale their business. So, if you need help with leads, if you need help with raising capital, if you need help with building a sales team or closing more deals, I can help you. So, go to the description of this video, fill out the application to see if we could be a good fit. If not, just keep enjoying the podcast, subscribe, and I hope you guys enjoy

that. My mind was always curious about why human beings do the things they do. It's always curious like why does like why do people do the things they do? Like why does your brain

Yeah.

You know what? Why does the brain tell you to go left just because you see a sign that says go left? Like what c what triggers that? Yeah. You know,

and so um I studied neurosy neurosychology is what I really was in. uh study the brain and how it works in conjunction with your nervous system. And so I had an advantage when I started getting into sales because I viewed sales differently. I didn't view it like my first job doortodoor sales in college.

Most people knock on a door. They get rejected three, four, five, six times in a row. Slam doors in the face. Not interested.

Who do they blame?

Door.

The prospect.

Yeah.

The prospects are mean. Everybody's broke here. I need to go to a different neighborhood. I never did that. I was like, "Okay, what did I say? What did I ask?" ask her, "How did I ask that question that triggered that reaction in their nervous system?"

Yeah.

Because that triggers fight or flight. So, I just started figuring out and reverse engineering how not to trigger sales resistance and what to do.

And obviously, I went through a bunch of training high level uh with some very good people. And that's why I always say like if you're if you find a mentor and you pay that person, you are going to pay life 10,000 times less than if you try to figure all that out on your own. The lost opportunity money you are going to lose over the years and decades trying to learn from your own mistakes is 10,000 times more than just being trained by somebody who's actually mastered the thing itself. Because they're going to teach you how to avoid those mistakes. You don't make the same mistakes yourself. And by default, when you the person in business, the person in life, the person in relationships, the person in sales, communication, whatever, the person who makes the least amount of mistakes typically wins.

People make a lot of mistakes lose.

Yeah.

So, I I that's always I I know that hiring the right people to help you gain skills is like crucial in anything.

Yeah. I guess like So, I have kids. I got five kids. You have five kids.

Basketball team.

Yeah. How do how do you instill work ethic into your kids? Especially you being rich. I feel like that's always like the hard part.

I'm uh I'm kind of in the middle with this. You know, I've got some friends that are like, you know, I'm never leaving my kids anything. They're on their own. You know, got friends that are worth5, $600 million. Like, I am not leaving my kids a scent. I'm going to donate it to like the c the cat foundation or whatever. I'm just like, damn, dude. You're like, then I got other friends that are like, you know, buying them Ferraris when they're 16. I'm like, I think there's a middle ground. So, like, you know, when my kids were growing up, I would buy them a vehicle, never new.

Yeah.

Never some sports car crazy thing. I'd buy them like a a Volvo that was like 5 years old. I bought one of my daughters a BMW, 5 years old. You know, my son got a truck four years, 5 years old. So, kind of used but reliable, you know.

Um, but they had to, you know, I would make them go to school because they all played sports, most of them. And, uh, in the summers they had to work.

So, they had to work during the summers. They had to save up money. I would pay stuff for sure here and there. You know, when we fly to Europe, we go to Europe every summer for several weeks. Um, they have to fly coach. I fly, you know, first class. And they always say, "Well, dad, like why can't we fly first class?" I'm like, "Well, first of all, like respect is not given. Respect is earned. You have to learn skills that it takes to be able to afford flying first class to Europe, wherever you want to go." So, anytime my kids call me, like my son might call me like, "Dad, I need some money." Blah blah. like, "Sounds like you got a skills problem, son, if you're asking me for money. So, what are you going to do about what skill you going to learn so you don't have to ask your dad for money?" He's 18 now, just graduated high school, and I love him. But I'm kind of in the middle on that. Um,

how many boys do you have?

I have one son.

Okay.

Four girls.

So, yeah. So, my daughter, she's good for life. I don't care. I have one daughter. She's good for her life. the boys.

I'm trying to figure out what I need to do with my 14year-old cuz now I feel like he's at the age where he could actually like work.

I'm trying to figure out something to do with him. What would you What would you have?

I'd make him work in the summer. I don't know what the laws are here and you know compared to where I live, but typically you can start working at 14 and 15 part-time or something where I'm from Missouri, but I'm in Arizona now.

And uh I'd just make them work. I mean, all my kids work for my company now, but they're over 18.

Yeah.

So, like, they all work like hard for the company. They put in the time.

Did you make them work at 14?

Um, part-time in the summers. Yeah.

At your company?

Uh, no. No. I didn't have the company and they were 14. I mean, I started the company 5 years ago. I've got a 24 year old, you know. I got like I'm divorced now, but I got married. I was like 21. Like straight off the, you know, didn't know what was going on. Junior in high junior in college going to my senior year trying to figure out life, you know.

Yeah.

So, I have a 24-year-old. She graduated from ASU in journalism and English. So, she's our reputation manager. She started about a year year and a half ago.

Uh my my other daughter, Quincy, who's 22, she's been at the company since she was 19. She's like a supervisor in customer service. She dominates. Great.

Uh my 20-year-old Shel's on our social media team.

Uh like she's I I have my kids do different things because I want them to learn all aspects of the business. Yeah. What they really want to do. And my son's about to starting the business as like an SDR. Dang.

Gota start from

The bottom, man.

Dang. You got to work your way up. Like I said, respect is earned. It's never given.

Yeah, you're a good dad. That's a good dad.

Well, I'm trying. You know, I make my mistakes for sure, just like you do, right? We all make our mistakes.

Um, but I try to instill in them uh good ethics and good like work principles and skill level and see it's their choice if they want to take advantage of it.

Yeah. I think um I want to get back to entrepreneurship, but I want to tell you a quick story. So, my wife grew up Mormon. So her mom and dad, super LDS like legit everything.

Yeah.

So long story short, he's from California. He immigrated here from Mexico.

Okay.

He owns a company in Louisville. He makes all the bottles for Lucas Oil. He almost made the bottles for Prime. Prime. Yeah. But all the bottles for Lucas Oil. All of them he makes.

Right.

Yeah.

So he has like seven kids. And but this is your sister's brother.

No, this is my father-in-law. So my wife's dad.

Okay, got it.

So he's 80 years old. 85 now. I know. He still works.

And I went over there. We spent two months there this year. And it was the first time I've seen like a father from beginning to end just do a great job. He's dying right now. He has a brain tumor.

Yeah.

But all his kids live 15, 20 minutes away.

Yeah. They all work at the factory. They all have their wives and husbands that work at the factory. I'm like the only husband that doesn't work there.

Right.

But yeah, very similar to you where like he grew this massive company and instead of like giving them money, they all have a job like one's the CFO, one's the COO, one does the packaging, one does XYZ.

Do you feel like he's fulfilled?

Oh yeah, that's what I'm saying. When I was there, it was I it took me forever to finally go over there and see it. But once I was there and I seen it all, I was like, "Bro, that's the dream to build something so your kids can work in it instead of like, oh, here's a car and here's a house and here's money and then they have a drug problem." It's like, "Hey, you here's a thing for you to do and you could work within it and grow within it."

Yeah, I love that. That's what that's what I'm trying to still maybe not to his level, but uh doing my best to instill that in my kids, have them work different parts of the business so they learn it. You know, we have a plan uh in five years to sell half the the company, especially with our AI stuff.

Um, but, you know, we'll probably have another uh sell the company 3, four years later. Obviously, we got to prove it. I always say, well, we'll see, you know, until we get there. It's all talk until you get there.

Yeah. Um, but we'll, you know, I always plan on leaving portion of the business, you know, there for my kids and stuff. So.

What about Okay, so did you see Alex Hermoszy's hundred million dollar book launch?

I did. I watched it and I text him a week later and I said, "Congratulations, and here's what I loved about what you did and the framing and stuff."

Yeah. So, what was your biggest takeaway from that?

Um, I can tell somebody has taught him a lot of those framing techniques, the law of reproposity where he positioned as you get all this stuff for free, right? So, I'm doing you like, he didn't say it, but like I'm doing you a favor. I'm doing your thing.

And, oh, by the way, do you want to be part of this movement where I want to get all these books into the entrepreneurs hands? You can donate.

Brilliant move. I've never seen that type of frame, but I guarantee you somebody's taught him that.

But it's good. But see, he's smart. He's freaking smart. He doesn't want to figure out himself. He wants to learn from other people that have that skill set at a high level and incorporate with the skill sets that he has and that's why he's dominating.

Got it. Yeah.

What about like

It was brilliant.

Yeah. Yeah. I think I mean I bought I I paid like 10 grand to go to his workshop.

Okay.

And uh cuz I was just like you know what this guy's already done so much for me on social media for free. Like

He told me the price. It wasn't him his salesperson. I was like okay sure like no negotiation no whatever. I paid like extra on his book launch. I bought a bunch of books. Haven't used haven't used not one of them. But if somebody wants those books, send me a DM on Instagram. I'll I have like 50. I bought all these.

He's smart. I mean, he knows he knows that books are like the window to the opportunity. It's like an overview what is possible for you. But he knows that you don't master anything from books. You master things from like what happens after those books like training and different things that you have to go through. He's smart.

What about you? So, you have a new AI system out, right?

Yeah. So, we So, we partnered with uh Paul Allen. He's the founder of ancestry.com.

Um, so he's on a we're on a big podcast tour here pretty much everywhere. Yeah. Three days a week. So, he's at another podcast right now that I'm here.

And, um, Paul and I I I never knew Paul. So, my corporate career was in Utah.

I worked first part of it. I worked for a company that's now called Vivant. And our campus was right next to ancestry.com. And literally as a college kid, I drove by Ancestry's campus every single day.

And now 20 years later, I'm his business partner.

God works like that.

After he after he uh was acquired, you know, uh out of ancestry,

Um, he started a company a few years ago called Soore.ai.

Um, and I what I love about Paul, and I wish we could have had him on here,

is he's a genius in platform building. M

And if you if you I won't tell you his whole story about how this idea of ancestry even came to him but like he's ancestry that platform is focused on your past like your relatives and being able to see where you came from and like like for like hundreds of years if not over a thousand years you can go back and find out where your relatives came from what their lives were like and that to me is amazing to understand where you came from but now now that he's exited out of that now he's focused on AI and learning learning in the future. So it's like he's building this platform for the future and he already built one from the past. Like the guy is just like a genius when you talk to him. He's like a sant. He's like Einstein.

And um so we were reaching out to some different AI companies because I saw it as a vehicle like how do I mass produce myself? I'm only one man. I've got a bunch of sales trainers, but how do we get to 250 million a year? How do you get to 500 million year? How do you do that? And you know the the biggest company in the B2B space is Sandler. They started in 1971, okay? They got big like 30 years later because they started a licensing program where they would train their methodology and then hire trainers that would learn that methodology and they'd have their own little things, you know, like little companies that all were underneath this umbrella. I'm like, I don't want to take 20 or 30 years to get to that level.

Uh, how do I do that now?

And um when I saw AI, I was like, that's how you do it now. Mhm.

So, like I don't have to have we've got core trainers that that work with our advanced clients and companies, but like for anybody that wants to learn how to persuade, influence, sell, whether you're a salesp person or not, now they can go through my training with AI where it's my brain. I already have like 30ome thousand hours of training in that.

Um, not just free resources. We're talking about industry specific stuff that we do every week uh for every industry, all the scripts, everything. So, one part of it, ask Jeremy.ai, uh, is they can go in and ask any question. So, askjeremy.ai would be for you if you like have this burning question like, "Oh my gosh, what would Jeremy do in this situation to build the gap?" Like, what questions would he ask? I sell real estate.

I'm a real estate agent in Cincinnati.

And you can go ask that question and it will text it out to you. It will come in avatar in about four months where it's video form. that text out the answers industry specific and then says for further training click here and it will take them to a training where I actually taught that very subject could be a five minute could be a 15 minute could be an hour it will take them to that training where they can actually learn that

So they get all so they get training from you plus like all the coaching you've ever done

Yeah. In but they have to know how to prompt it and ask you what to do if you if you haven't gone through courses you're not going to understand typically how to prompt it the best

That's Just the ask jeremy.ai feature. They get we give it away almost for free. It's like a 10 or 14 day free trial to mess around with it and it's like 47 bucks once that

I thought it was going to be like 10.

It's like a steal.

I thought it was going to be like 10 grand.

Ask Jeremy is a steal because I want millions of people to go through it. I want them to have access to it. Okay. Now, there obviously are a lot of people that want just more than that.

Okay. That's just kind of the starter. All right. So, then we have um things that we built that are very specific to us. How familiar are you with like Gong?

I've heard of Gong. Isn't it like a dialer or no?

Yeah. It records your calls. It gives you feedback. It's very generic. It'll be like you need to get better at asking questions.

Yeah.

Really? Well, which which ones and why and what type of tone should I use? And you know like how should I have asked the question? So, uh we have a very advanced program in our advanced inner circle for high level clients where we do call reviews. They have to submit it. We can only have like 20 submissions a week or something. different sales trainers go through. I go through like six or seven myself on a training call to train everybody.

How do I duplicate that?

Well, I can now duplicate it through AI.

So, on our I basically can review every single sales conversation you're ever going to be in for every industry. Whether you sell in the home, you can sell HVAC in a home.

Yeah, you could because we have apps that it connects to your CRM that goes through the the recorder app on like your iPad or your phone goes right in your CRM. You could sell Cyber Security Bank of America and be in a boardroom meeting and that will be recorded. Go into your CRM and it gives you a grade and shows you what to do. You could sell what you do for your coaches and it reviews every single call and it gives a grading system to you that's a little bit different as the business owner or leader compared to what they get.

Okay? So they see different things because we don't want to give like an A throughF system to a salesperson where they get an F in something because it's demoralizing. You might want to see that they're really struggling in this area. And so you'll see different reports and it's very specific.

So it might say, you know, let's say they lost a sale. Okay. Do you see? It'll come back like, hey, you lost a sale right here. Not at the end, but at the 3 minute and 35 second mark. When you asked that question and you asked it in a defensive tone, did you see how that prospect's guard went up?

Yeah.

And from that point on, he was surface level and he gave you vague generalized surface level answers. That's where he lost the deal. You should have asked that question with this stuff or concern and you should have reframed that question with this question. It gets very specific.

Got it.

Because why? How is it going to help you if you're generalized? If you give generalized advice, it's not going to help. So that's a part where it actually reviews calls to give them like know where they're doing well, what they can improve on. I always say what's the biggest problem in sales?

The problem that you don't know you have.

Yeah.

Because if you don't know what your problem is, because so many sales people like, oh my gosh, I need to change something. and they'll change the beginning of the conversation thinking that was their problem, but that was actually the best thing they ever did and now their sales get worse because they don't know. It's like they're like asking for adi for advice for people who are not qualified to give that advice.

Yeah.

So, that's one part of it and then it also gives um

It'll be available in real time here in about four to five months, Paul told me where right now it'll actually show you like even the tonality. It'll read the tonality of the prospect. M.

So it'll tell you what the prospect means, not just what they say.

Oh, wow.

Now, in about 4 months, that's going to be available real time.

So if you're in phone sales or you're selling virtually, in real time, it will show you what the prospect means by the shift of their tone.

Wow. Dang.

And their body language. Pretty deadly. In home, it's going to take a little bit longer because there's like different things they have to use to Yeah. like glasses and stuff to read the body language. But the tonality, it'll read it in real time and tell you what they really mean, not just what they say. And most sales people like don't understand that. If I asked you a question and you gave me kind of like, well, let's just say I was asking a commitment question like, hey, you know, do do you feel like this could be the answer for you and you're like, yeah, maybe. Yeah, I I think so.

Yeah.

Most sales people do what? Well, great. Let me show you what to do.

Yeah.

What did I hear? I heard uncertainty. I heard a hesitant. I had a hesitation.

Yeah.

So, if I know them, like, you seem a bit hesitant when I ask you that last question. What's what's behind that? You tell me what's going on.

Concern tone. Well, it's just a big decision for me and I don't know if I have the money. Now I know I got a concern I've got to deal with. Whereas the other person would have tried to rip it in a sale. So does some pretty pretty boring stuff. But from what we heard it's pretty effective.

Got it. And I'm guessing that's going to be like 2030,000.

No, that's uh I think we'd make that available for individuals for like $150 a month.

Oh wow. for for companies because we trained some companies that have thousands of sales people on our platform.

Yeah.

It'll go all the way down to like 99 bucks a month depending on how many sales people we have on it. So, we're going to get it to the masses.

Yeah. Got it.

I need to charge 30,000 for that. Now, there's other training programs where I'm more involved that are obviously a little bit more. But AI is a tool, right? It's a tool to learn much quicker and to have information accessible at any point because you could go to Chad DP and try to ask those questions.

Mhm.

But Chad GP doesn't have a license agreement with us to pull from our client training. They wouldn't have any of that. They're just pulling from like free basic YouTube videos or like a 60-second reel.

And the problem with Chad GP in the generalized models is that you could say, "Hey, how do I disarm a prospect?" Well, if any other sales trainer in the world has ever used that word disarm, it's not only going to pull from my free content, what I said, but it's going to pull from their content and it's going to mix it together. So now you got a blur. So, like if I go to CHP, 80% of what it says I would say, I've never said in my life. I'm like, I would never say that. That wouldn't work.

So, I think you're going to see, and Paul uh talks about this all the time, is that AI is going to get more specialized. Like I had Donald Miller, you know, the brand genius on my show a couple weeks ago or maybe a month ago, and he's got storybrand.ai, but it's all of his stuff. Like so you're going to see like experts or like certain subjects and it's going to have an AI just for that subject that's going to get very honed into that expert's opinion, not pull from everybody else's opinion into a blurb. And that's the problem with now is that it pulls everything into like a mixture and it doesn't really come from the person you think it's coming from.

Got it. That makes sense.

Yeah. Anyways, it's exciting stuff.

Yeah. I mean it's exciting. It's also kind of like makes me nervous because then it's just like dude, how good is AI gonna get? And like how many people are going to be laid off once AI gets so good where like you don't even need a salesperson. It could be Jeremy Miner on the call talking to the prospect.

It's the EQ though. AI does not have human feelings.

Doesn't it doesn't know how to show empathy or love.

Mhm.

And uh do people make buying decisions logically or emotionally?

Emotionally.

Not logically. That's why a lot of AI stuff right now unless it's trained how to do that. Like unless we've trained it, which nobody we have no licensing agreement for that yet. Um, can't duplicate that because they don't have the emotional connection.

It's all logic. That's why you'll get like small sales for sure. One thing that human beings see all greats All great psych recognize there's patterns.

So if I look back at patterns in this world from thousands of years ago, there's always been technology that has been introduced society like in the industrial revolution. If you look back at their writings, they literally thought it was going to wipe out everybody's job because machines will build everything. Machines will build everything.

And what did the industrial revolution do? It created hundreds of industries that never even existed until the industrial revolution. The industrial revolution caused more problems which then created more jobs.

Jobs and industries are only created by problems.

Nothing, no product or service ever has ever been made or invented that did not solve a problem and or emotional need.

Name me one. A Ferrari solves an emotional need.

Doesn't really solve a problem unless you're a race car driver.

Mhm.

So like AI is going to create hundreds of more industries that do not exist right now because it will create more problems and people solve those problems. Human beings are adaptable. They always adapted. When the internet came out in early 2000s, do you know what they said? It's going to wipe out all sales people. It's going to wipe out all these jobs. All it did was create more industries and create more jobs.

Yeah.

It's always it's a pattern that's been around for thousands of years. So somebody thinks that, oh, this pattern is different. That's what they said every time before.

Yeah.

So if I if I recognize patterns, I know that there'll be regulation most people don't think about and there will be problems that will cause and it will actually have more industries now and more salespeople.

Do you think young people should go to college or get a sales job?

Depends on what you want to do in life. If you're going to be an attorney, you probably got to go to college.

Yeah. Let's just say they're don't know.

Let's say they don't know but and they don't want to be a doctor, a surgeon, or an attorney. Would I say that learning how to persuade and influence and communicate is the number one important skill that every human being has to learn? Well, if you want to be successful in life, probably. Yeah. Because I could be in the operations department and have nothing to do with sales and let's say I have a great idea about to, you know, how to scale the business better and I've also got co-workers that have great ideas.

Well, who's gonna who's going to win with the C COO on the greatest idea? Is it the greatest idea that's going to win or the person who knows how to communicate their idea better going to win?

It's the person who knows how to communicate that that idea better will always outwin the person who does not know how to communicate their message.

It's how they frame the message. You know, it's like you're say let's say you have um uh I was talking to Dan Henry about this a while back. Say you have two family pictures. You know your family pictures on your mantle.

Yeah.

You you knew the whole family, the kids, you know. Yeah.

So you have two identical pictures. Uh-huh.

Now you got to go out and buy two picture frames.

So one picture frame, it's immaculate, it's gold, it's shiny, look like the best frame ever. You put that on one, this one, the next one, you go to the flea market, you buy one that looks cheap, it's tattered, it's got cobwebs, holes in it, looks like it's been beat to hell, old, and you put it on that family picture. Well, which family picture are you picking?

Yeah.

The one that's framed better. M

So in a in a consumer's mind or a a business that your son's mind, your competitors, they all kind of sound the same to everybody else. This is just normal human behavior. They don't know all the cool things your thing does over everybody else's.

But the company who outsells the all the other companies, the sales people out sell all the other salespeople, it doesn't really have anything to do with the thing they're selling. It has everything to do with how they frame that, how they communicate that. Okay, that's called the POV, perception of the value. Most people says, "Oh, you got to give more value." No, you got to give better perception of the value.

That's a big difference. So, going back to operations, you got three people that have brilliant ideas. Who's going to get their idea across to the firm to implement the best? The one who knows how to communicate it and frame it better than the others. It could be an idea that's not as good, but because they know how to frame that better,

Yeah.

they'll always go with the one that is communicated better. Yeah. It reminds me of like Trump, how Trump has an idea. He's like, "Build the wall." And people are like, "That makes sense."

Well, yeah. I could have I should have showed him how to frame that better where he didn't piss off so many people. So, I think most people even back when he said that would have agreed with, "Hey, we have to have a border."

Yeah.

It was just the way it was communicated. And a lot of it was communicated. Great.

Yeah.

But let's say instead of I'll give you an example. Let's say when he came down the escalator and he said, you know, there and I don't I could be off by some of the words. So don't don't get angry. And I'm I'm not even into politics. I kind of I'm just independent. I just vote for whoever's going to charge me less taxes.

Amen.

Which that's why I voted for Trump because I'm like he's going to charge less taxes, that's my man. If the other person said less taxes, that's my person, you know, like less taxes, I'm good. So anyways, um he comes down he comes down the escalator and he's like you know they're they're you know I can't remember all the words like we got to build the wall you know all this stuff you know they're not bringing their best they're bringing in rapists and murderers and gangsters and all this stuff

and they are but probably like 1% that most of them are probably just good people that want an opportunity. So then you you piss off the other side.

Yeah. Because you say that. Now if he said you know and they're not bringing in their best. They're they're bringing in people that you know that that rapist and murder. Now most of these people are good hardworking people just want an opportunity. 99% of them.

What about the 1%.

Yeah.

What do I tell the mom who that rapist raped their daughter because we didn't have a border wall. What do I tell the dad who lost their son to an illegal alien that was over here illegally in a drunk driving accident? Like, what do we tell them?

See, it would have been It's just a different outcome.

Yeah. He would have got the same message across, but more people would have accepted it.

Do you think Donald Trump is a good salesperson?

I think Donald Trump is one of the best uh negotiators and best person to like keep the limelight on him that I've ever seen. And that comes from more of a Mavelian principle. So M are you familiar with like Macabellian?

Like Tupac?

No. No.

That's the only Macablian. So he was a philosopher. He was a a public orator. He was uh I mean he he wrote the one of the most famous books in the world called the prince. So he was uh a political adviser to most of the like several kings for about 30 40 years in uh Florence, Italy back in the was it 15th century. His book is like world famous. It's called Mabelian principles. Like go to go to YouTube, you'll just see hundreds of millions of views.

Yeah.

And he taught that it is better to be feared than loved if you can't be both.

And a lot of people fear Donald Trump because they can't predict him. Does that make sense? He's a mystery. He never he does something like he'll be the nicest person in the world one day to one person and to the same person next day he's like that person sucks. Like he's unpredictable.

Yeah. And

so, Mabellian taught that people who stay typically who people who have the most power and influence are always a mystery. And that's why so many people are gravitated to them, both good or bad. They're feared, but they're a mystery because you can't read them.

He doesn't spill out enough about his personal life and all of his feelings and all this stuff. Like he he keeps the mask on very very well when he wants to and that makes people not understand him. So, he's unpredictable.

It's very powerful. Do you think that's why he's so popular?

I think he's definitely studied Mcabelli for sure.

Really?

Oh, for sure. 100%.

People are not born that way.

Do you think Kamala Harris was a good salesperson?

Um, somebody taught her how to frame Donald Trump in that debate that she had. Somebody taught her that framing technique at the beginning. That's not something she would learn. I don't think she's a great sales person. No, that's why she lost.

Um, I don't think most politicians are great sales people though, but you got to pick between one or the other.

Yeah.

Um, she had a great frame at the very beginning. She's like the first thing she said everything you're going to hear from Donald Trump is going to come from this going to come from this he's going to say this he's going to personally attack me this he's going to do this he's going to do that and it kind of stole his thunder where he couldn't use that because she framed it that he's going to do this before he said anything that's why he lost that debate.

Got it.

She somebody taught her how to do that frame. That's not something she would know how to do.

Got it.

All right. We're gonna do rapid fire. Is that all right?

Let's do it, baby.

All right. Some of these you could just say pass. I'm just gonna ask stupid questions. But um how do husbands get their wives to sleep with them more? Actually, let me re ask that question. How do husbands sell their wives on sleeping with them more?

I believe you get them to Gosh, this is a this is an interesting question. It's not rapid. This is not a one-word answer, man. Um well, first of all, I I think that the husband needs to be attractive. I think that they need to get in shape because you can't expect your wife or your girlfriend to be all like hot and like in shape and then you're just like 50 pounds overweight. It's not really fair, you know? Like I think they're attracted to people. So, first of all, I think you need to get in shape. You need to get your mind in shape. You need to be successful and want to go places in life. And I think by default, you're more of a provider and you're more of a man that like men, we were built to genetically to provide and protect. Women were built to to nurture and love and those are things we were both built. Doesn't mean you can't do both, but like genetically that's how a man's built to provide and protect. And if you're not providing for them, she probably doesn't feel that safe, right? Women want security. So, if you help with security, if you have a vision and you stay in shape, I think your wife is probably going to be pretty attracted to you.

That was a good answer. That was a really good answer.

I don't know if that's the right answer, but that's my belief for sure.

Yeah. I think women like are want to be with somebody that's, you know, kind of in shape.

Yeah. Do you think women are better salespeople than men?

I would say no.

I would say no. I I think a woman a woman can be a better salesp person than man, but I think a man could be better. I think it comes to the skill level. I think what women are better at than men is showing empathy to a prospect, like using a concerned tone. However, that can be that can be something that kills them though because they show too much empathy. Like if a prospect gives them an excuse on why they can't start it and they're like more more empathetic to that excuse than I'm concerned about the consequences of what happens if you don't do this. That's a different type of empathy. Like when I train empathy like we're concerned for them about the consequences of what happens if they don't buy because I know the problems are going to stay the same and nothing's going to change. But sometimes it just has to be taught a woman because genetically they already have more empathy, right, than a man. We have to teach men how to have empathy and concern to literally you do.

Uh so a woman uh can be very dangerous if she's taught how to use empathy to help that prospect. Not to buy into their story about why they came, oh, I'm so sorry you don't have the money. Okay, we'll get back to me. That did not help them. That's empathy in the wrong direction. But showing true empathy about like you know say if I sold life insurance and like you know I'm looking for a policy because my brother you know passed away six months ago most insurance would be like oh I'm so sorry to hear that happens now let me ask you and they just go to the next question like there's no empathy like you you just didn't give an F and they feel that. So I'm like oh what what actually happened to your brother? You seem so young.

Yeah. And I go into that I'm showing more empathy but I'm doing it for a good reason. So

it's all in the skill set. So men we have to teach them how to have more empathy. Women already have that. So, you know, statistically speaking, you'd have to look at the income of men versus women in sales. That would the data would probably show you that.

But, you know, I don't know if there's any data that I just don't know what the data shows. But, you know, 75% of all of our clients are men, 25% are women, but that's normal because only about 27% of all sales jobs are women and the other 70 some% are men. So, that's pretty pretty balanced.

How do you persuade people to do what you want?

Get them to persuade themselves. I don't believe you can be a master at persuasion by trying to persuade somebody. I believe that's what average people do. Um, you know, Sigman Freud said it best. Um, people do who they believe they are. Basically, people make decisions based on the identity of who they believe they are. Okay?

So, if your identity is a prospect, like I never make rash decisions when I talk to a salesperson. I never make a decision on the spot. If you're selling to a consumer, if that's their belief system or that's their identity, what objection you're probably going to get?

The same one.

So, how do I build them into the identity of the person who makes quick decisions in a sales conversation? So, I can shift and build them into that identity by what I ask them and how I frame that.

Yeah, got it.

There's a lot more to that. That's a very g generalized answer I gave you, but a lot goes into that.

Okay. And you don't have to do this if you don't want to. So, I have a water.

Yeah. Can you sell me this prime?

Uh, well, I'm not quite sure you would need the prime, the cherry freeze. What type of uh what type of um drinks do you typically drink now?

I drink water. Sprite.

You drink Sprite?

Yeah, a little bit.

What cause you to drink the the Sprite with all the caffeine and stuff in?

I just like how it tastes, you know, it's sweet.

Yeah. How much sugar is in the Sprite?

I don't even I don't even like to think about it. Well, I mean, you're asking me. I'm assuming you think about I mean, you're smart, right? You think about what's I mean, you think about what you're giving your kids. Like, how much sugar would there be? Like, if you really thought about it.

Um, when I look, it says like 40 There's probably two or three servings. So, geez, probably like two or three spoons of sugar in there, I think. So >> I don't know. Probably like 140 grams in a bottle of Sprite, I'm guessing. 40 is like three spoons, I think. So

Could be trouble for you. So you you've already been drinking the Sprite. You're drinking the water, which that's really healthy for you. I mean, what what would cause you to even want to look at drinking something else in the first place?

Maybe taste.

Hydration. Better hydration.

What is hydration? How do you mean by hydration?

Um well, I don't know. Like, you know, on commercials, people drink Gatorade and that's supposedly supposedly helps you get better.

It just depends on what you're looking for. Like what type of what type of taste do you feel like is maybe missing from like the Sprite and the water you're drinking now?

Probably something sweet.

In what way?

Something like fruity or something?

Well, that's typically a big reason why people come and drink Prime and stuff. Is that why you were asking me to about the Prime because you're looking for something more fruity?

Yeah,

I would start I would go in that way.

There's a lot we could say for 15 minutes. I can sell it to you.

Yeah. But all it is is you're just getting them to basically see doubt with what they currently have or are doing and and find out instead of saying,"Well, you know, what are some problems with your drinks?" They might be like, "I don't have any problems at all. They're nice." I'm just going to reframe it with that. This a problem question. I might say, "So, you've already got you're already drinking the water. You've already drinking the Sprite. I mean, those fairly decent drinks. What would cause you to feel like you might want something else and now you start to

I would say I would say

tell me why you want something else.

I would say probably because maybe I want something healthier. So healthier. So how when you say you want something healthier, what would cause you to feel like what you have now is not healthy enough?

I know Sprite has a lot of sugar for sure. And I hate drinking water.

How long have you been drinking Sprite?

10 years.

Yeah. What have you noticed?

I'm fat. It'd be trouble. See, so I'm I'm seating doubt. My mind by the way asks those questions. So, it's just reverse engineering. So, you've already you've been drinking this Sprite, you know, you've you've been drinking the water. What would cause you to feel like that might not be healthy? And you tell me, but more importantly, you just told yourself.

So, you're starting to persuade yourself on why you're open to change. I'm not telling you why you should be.

I think that was good.

Sweet. Okay. I have another question, but we'll probably chop this into a different video. So, I started I'll show you. So, I started a Christian page.

Okay.

Last time you were I was with you.

A Christian page.

Yeah. Look, you're gonna think it's funny.

What is it?

We're going to cut all this, but it's going to be the next Protestant talks to Catholic priests for the first time. Protestant goes to Latin mass. Protestant reacts to Catholic miracles. Protestant goes Are you Are you a Protestant or Catholic?

Uh, I'm a Protestant.

I'm a Christian. I would

I'm like a Christian, but you know,

would you say Catholics or Christian?

Uh, yeah. I would say, yeah, I think anybody that believes in Jesus Christ would be considered a Christian in my mind. They might have different interpretation beliefs, right?

Yeah.

Um, this is awesome. I love this, man. What gave you this idea?

Um, dude, honestly, like you see the views like

This.

I just know that I'm more interested in it so I don't have to force myself to like do anything.

I love that. That is so cool, man. What's your end goal with this? What are you

Um honestly just spreading the gospel. That's literally it. There's no there's no

I think it's great to go to other churches and even religions and see what other people believe because I I believe every religion has truth in it.

I don't believe any religion unless it's like satanic is

Yeah.

is uh bad. I I believe everybody has different interpretations. I mean, hell, we could all be right and wrong. Yeah.

Maybe maybe we're I feel like we all know about this much.

I feel like that's like you got the Bible. I I talked to Ben like the Bible in Latin means library of books.

Mhm. They're just a library of books. It's not like Moses handed it down to Jeremiah and Jeremiah's like, "Here, your turn." You know, Abraham. Like, they didn't hand it down to each other. Like, they were just different scrolls that were later compiled by who? Well, who who decided what was going to be in the Bible?

The Catholics.

Yeah. Exactly. Which Protestants don't agree with the Catholics?

Yeah.

But you definitely, but they agree with like, oh, the right books are in the Bible, but you don't I'm like, well, there's a lot of missing books.

Yeah.

Biblical scholars. The first and second Enoch, you know, Gospel of Thomas. It's like there's so many different writings that the earliest Christians used for three or 4 hundred years after Christ was here on the earth that were canon to them. Yeah. That are no longer in the scriptures. Well, why? You know, so I I just believe we have such limited knowledge. I mean, the knowledge we have is great, but I'm looking forward to the next life where you learn everything.

Yeah.

Yeah. So, are you still like this is all going to be in a completely separate video and some of this might not even be used, but like

Are you still a practicing Mormon?

I'm LDS. I don't like the term Mormon. I mean, it's it's no I don't care. I don't get offended. It's just not a term that like what does that mean? You know, it's like the Church of Jesus Christ of Latter-day Saints. Yeah. So, when it's like, you know, it's like a if I'm a Baptist and I'm sitting in my living room in Alabama and I see a commercial that says the Mormon Church, I'd be like, do they worship Buddha? Like, I don't know who they worship, you know? But if I hear an ad from the Church of Jesus Christ, Latter Day Saints, I'm like, oh, Jesus Christ, you know, so it's more common. But, you know, am I a practicing? I don't practice. I go church here and there.

Yeah,

I should probably go more. I'm sure I'll probably go, but I I grew up in different religious backgrounds. I had family members that were Baptist. I had some that were Methodist. So, I went to sometimes the Methodist church.

Yeah. Sometimes I went to like a free will Baptist. I wanted to see what everybody believed.

That's what I'm doing right now.

Uh yeah, I aligned with the LDS church on a lot of things. Um,

Would you say that's like your main

I would say that's 70% 60 70% but I also have a lot of other beliefs that are probably outside of mainstream uh LDS Christianity like well, I mean, there's a lot of things that the LDS church that used to taught that maybe they don't teach anymore but that's a lot that's the same with a lot of churches you know.

Yeah.

Um I believe that you know one eternal round doesn't necessarily mean that you have this one life and you live in this one life and then you die and that's it. I believe that there could be I could be completely wrong. Like look, anything I say right now. I could be completely wrong.

No, I thought you were going to be completely right, Jeremy. I literally thought

I could be completely wrong or right. We could all be wrong right now. Like literally like I'm just giving you my opinion. So don't don't take it as advice or anything like the disclaimer.

This is not going to be in the sale.

There's a disclaimer here. But I um

I I believe that that human beings live multiple lives. I believe that that um I believe that God, you know, we are born. I believe that we are spirit children of God. We came here to this earth to inherit flesh, to learn to be like God, to go through trials and tribulations, to grow.

You know, without evil, there is no good.

Yeah.

You know, in the in the biblical record, it says that Satan was a son of the morning. He was cast from heaven. Well, son of son of the morning in Hebrew means son of God.

That's

literally what it means. He was cast from heaven. He was a son of God. God didn't just create some evil spirit to like, you know, make us bad. Like he was a son of God who had a different plan than Christ. He was cast to this earth. And his goal is now is to to to lead people astray from God's plan.

So I believe that we're all born here for a special reason to learn and grow. I believe that God loves all of his children. I believe hell is more of a separation from God than like fire and brimstone. I think fire and brimstone is more symbolic, especially with the way that the translators like put things in the scriptures from the ancient writings. Like fire and brimstone, what does that actually mean? I think it's more of a burning like I could have been with God had I done the right things in my life had I accepted Christ. But what I have a hard time believing is like people going to hell and they've never even heard of Jesus Christ. I don't I don't know if God would do that. I think God loves his children a lot more than what his children really believe.

But Catholics believe that you could be saved from ignorance. Like if you're one of those people that you are saved and you're just going to be judged on your works or your heart.

Yeah. And maybe they do. I don't I don't know it well enough to I'm sure that I'm sure it is. But um I I believe that everybody in the next life will have an opportunity to accept Christ or not. But if they've never even heard of Christ here, how can you say they're going to go to hell if they never even heard of Christ?

Yeah. A lot most people haven't heard of Christ. Yeah. you know, and so I believe in in the next life. I could be completely wrong, but I believe part of the what the scriptures talk about Abraham's bosom where there's a spirit prison and and a separation, a gulf. I believe that that's where our spirits go to await the resurrection when we're uh ultimately, you know, like Christ said, we'll be judged by our works, but we're not saved by our works, but we're still judged, you know, like that's why there's commandments. So, judged on what we did or did not do in this life. And I believe that when we die, our spirits go into that spirit world. You know, just like um Christ said on the thief, "Today thou should be in paradise." Well, Greek doesn't say paradise. It says world of spirits.

It literally says in Greek, today thou shalt be within the world of spirits. The world of spirits doesn't mean heaven. It just means where your spirit goes to await the resurrection. And I believe when Christ sat in his body sat in the tomb for those three days, I believe like Peter talked that he went to those spirits who were in prison to teach them the gospel because they didn't have the opportunity maybe here or maybe they can accept it there. Like I said, my opinion.

Um, but I believe that I think that people who do not hear about Christ would be able to accept it in the next life if they didn't have opportunity here. I think God is fair and I think he loves his children more than than what we know.

Yeah. Yeah. Okay. So, like what I was going to ask, so the video is going to be I ask wealthy people about Jesus.

Okay. Um, who do you think Jesus was?

What's the context behind your question?

There's I I just literally like the son of God, the only begotten son of God, but just like just like the just like Christ said he was. He was the only begotten son of God.

That's what I believe he was. Our savior.

I mean, that's a I would say every Christian should know that. Yeah. What do you believe he was?

I believe he was God. The part that I always think about is like how did he have such an impact with like no writing, no photos, no video, like social media.

No social media. He never wrote he never wrote anything down that we have. We don't have any like we have like some articles. The apostles wrote the gospels 20 to 30 years after he was on there.

Yeah. Yeah. Yeah. So that's what like as a secular mindset I always think about that. I'm like if Jesus was not God then who was he?

He was the son of God for sure. Um that it's all about presence. I mean obviously he had a presence that affected tens of thousands of people who then took that presence and affected tens of thousands of people. If Jesus was not the son of God, I don't know anybody in this world that has impacted this world like Jesus Christ. Not even 5%.

Exactly. I think it takes more faith to not believe in God than it does to believe in God. To believe everything happened by accident, especially a woman's reproductive system. Do you know how complicated that is?

For it does to believe that it just all happened by accident. I think it takes a lot of faith to believe in that. Compared to actually believe in God.

Yeah. I guess like what is what are some of the biggest lessons you've learned from Jesus that that have helped you in business and in life?

I mean, it's it's going to sound common knowledge, but like if you say you're going to do something, do your best to do it. There's certain circumstances where you can't do it because things change or shift. But as long as you do your best to to do what you say you're going to do to the best of your ability, what you can control, I think that's a principle that Christ taught.

Um where is that from?

Uh to do do what you're say you do. Well, you don't lie to your fellow man. That's how I would interpret that like thou shalt not lie to your So I would say that if you say you're going to do something, you do it to your best of ability. That what you can control because circumstances can change sometimes on the other side. you can't control everything.

Um, I believe that man is that they might find joy. So, I believe this life is all about finding that joy. It could be in what you're fulfilled with work. It could be with, you know, being fulfilled at home. It could be with your fulfilled in your community or church. And I believe that that Christ showed that example by what he did, the miracles he did, the people he helped. He wanted to give back and help people more than you know himself. So I believe those are those are really good principles from what we know about Christ. But just like what is it the last verse of the gospel of John or is it first John that says if there were if the world could not contain the books that could be written about everything that Christ did and this is all we have.

Yeah. It's like hardly anything. Yeah. You know, so if we had all the books about all the stuff he did, and you're talking about a three-year period, like age 30 to 33, so what did he do from age zero to 30, we hardly know anything?

Yeah. You know, I'm assuming from the age of 20 to 30, he did some really cool stuff, too, but we have no record of it. Why do we only have a record between 30 and 33?

You know, I'm assuming by the time he's a teenager, he's probably already doing miracles, but we hardly have any of it, you know. Yeah. It's kind of fascinating. Maybe one day they'll find more, you know.

Yeah. I think about too like uh in the scriptures it talks about you know with Jesus being God, he never like came here to just sit on a throne and just be worshiped all day and like pretty much talking about humility like how we need to be humble because Jesus was humble.

Yeah. That for me is like what I'm really focusing focusing on right now personally.

That's good. I have a question for you. Something came to my mind when you said that. Um, why do you believe God even created us?

Why do I believe? That's a good question. Why?

I believe he created us because God is a creator and it's in his nature to create. And I think that's why we like to create because I know for me, I don't know about for you, but I love to like have ideas and then like make it manifest and like, oh, let's try this, let's move this, let's like do all this. So I believe God is a creator and that's like in his nature.

Why is it in his nature though?

I think that's just like who he is. I don't know. That's that's but who we are always come from things we've learned.

Yeah. So, I believe there's one God and that God is a creator and he's like energy and he likes to create, manifest, and like multiply.

Well, what's the purpose? I I get that. I'm just I'm just thinking deep.

Yeah. No, I I want I want to I don't know the full answer. I'm just asking you. I just always ask that type of question because, you know, he already had angels. So, does he need more angels? Like, what why does he need more angels to worship him? like why does he did he create other beings on other planets or other humans on other planets? Why did he only create these humans on this planet?

Yeah. Opens up a lot of questions. I I also think probably similar to you where I'm like I feel like we're going to die one day and it's going to be so different and we're just going to forget all the stupid little things that we thought here. And like I do believe Jesus Christ is going to be there, the Holy Spirit is going to be there, all the saints are going to be there, but I think there's going to be Have you ever had any like enlightened moments where you felt like an overcoming of like the Holy Spirit or just like God's presence?

Yeah, for sure. Yeah. I feel like it's going to be like that but like 10 especially when my children were born really new spirit coming into the world, inheriting a new body like I think that's very spiritual experience. Yeah. really like giving life is the most amazing spiritual thing I think there can be, you know.

Mhm. Like a new life is born. Why this there has never been nor will there ever be anybody that's ever been born on this planet born right now or will be born. There's no there's never been anybody that is the same as someone else. We are all different. Even identical twins are not 100% the same with their DNA with their personalities. Like just fathoming like hund like billions and billions and billions and billions of people who have been born died born now going to be born and nobody's the same is a miracle in itself.

How's that even possible? Like literally how is that possible? You think about it, you know, are there other See, I believe there are other uh people on other planets. I don't I don't necessarily think they're aliens in like weird forms. I think they're just like us. I think God made man in his image and his image and likeness. I take that, you know, if I look back at um ancient Christianity because that was my minor in in college was was New Testament Christianity. So we studied ancient Christianity from the time of Christ to like the rise of the universal church in 325 AD, the Council of Na where all these little Christian factions that had splintered after the apostles were killed. They had their own bishops and different beliefs. Ethiopian Christians believe something different than the Roman Christians. The Roman Christians, you know, church was fragmented and Constantine was losing political control of the Roman Empire. He saw Christianity as a way to unify his empire. So he brought all these factions in Jets and some that they didn't like because he was a pagan worshipper. He worshiped the sun. He wasn't even a Christian till like on his deathbed. And so they came up with a lot of the doctrines at the council of Nika that Christians believe in today that for hundreds of years they Christians didn't even know what that was. You know some crazy stuff but that's a whole another story.

People still don't know what that is. I barely learned what that was like last year. Yeah. The cancel my like really decided like what Christianity looks like today and then it morphed over time you know.

Uh it's fascinating to to go through the writings of the early Christian church fathers that were literally taught by the apostles themselves before they were killed or whatever. But that's when the universal church sprang up. And obviously we all know about some of the stuff that the universal church did to cause people to want to convert like at the sword at some point. So the pope was like literally having people massacred. Not every pope.

Yeah. But I don't know. It's kind of interesting. Yeah. To think about. So yeah.

Why why are you LDS?

Um, it's the church probably I most identify with. Uh, especially from what I learned about early Christianity, I feel like it's very close, not all things, but I feel like some of it is very close to ancient Christianity and what they believed and stuff. I believe in a lot of the values of the LDS church.

Um, I do believe I don't believe in a close cannon. I don't know if God ever said that because once again, when the prophets wrote in different scrolls, it's not like the Bible existed, you know. So, I believe that uh, you know, there are 12 tribes of Israel. Just like the Bible says, the Bible is a record of how many tribes? Two. The Levites, tribe of Judah and the tribe of Le the Levites. Levites and where are the records of that are 10 tribes that were led away.

Mhm. So, I don't know. I think there are other records out there that haven't been discovered. Um I think one day, you know, God will reveal those. But I don't know, man. It's crazy thing is like everybody's like the second coming is coming tomorrow. Well, the problem is the apostles thought the second coming was in their time. Yeah. And 150 years ago, they thought the second coming was then. And like God's time and our time like have no relation. They literally I don't I mean I don't know the facts, but like a thousand 2,000 years and God's time might be like two hours.

Yeah. Or nothing. And so we're just like Christ is coming tomorrow, but it could be another thousand years away. We just don't know. You know, you got to be prepared. But you just you just don't know. You know, there's so much unknown out there. It's just crazy. I just try to do my best, help as many people as I can.

Yeah. And hopefully, you know, because I believe in Christ uh as my savior and I do I try to help as many people as I can, you know, maybe maybe I'll inherit maybe not the biggest mansion up there, but maybe I can get like a little house, you know, maybe on the golf course, a little little house. I don't need the I don't need the golf course view like just maybe in a house in a suburb. Maybe I'll get there, you know, good enough to get there.

Yeah. Okay. Uh, last question. Do you um do you believe God has ever spoken to you?

I think God speaks to you through his spirit. Yes, I do believe God's spoken to me. I believe he speaks to most people, but I believe that most people ignore it.

Yeah. I believe he loves you just as much as he loves Ben, just as he loves me, just as much as he loves the criminal who was just locked up for 30 years. I believe he loves all of us the same, just like any parent would. Now, there are consequences for our actions. It doesn't mean he doesn't love you equally the same. I believe he literally loves all of us the same.

What is like the clearest message you've ever gotten from God?

That there was a reason why I was born at this time in this world and I'm following that. That's a clear reason for me.

Did you hear it like audibly or was it just like a were you like in deep prayer or was it like a dream?

It's just in my mind it's just a feeling that I've always had. Oh, okay. You know. Yeah.

But I believe that the the spirit influences that. Yeah, for sure.

That's crazy. And circumstances always work out, you know. It's like Kevin Coer, if you build it, they will come. You know, if you do the right things, you help as many people as you come. I I believe that God um opens up pathways. He does. And I believe a lot of times you you you know like to me I've been in business for five and a half years. You know in next in about six months it'll be six years. And sometimes I get frustrated about where we're at. I'm like we should be 10 times bigger. But what you don't see is like all the trials and tribulations he put you through and the things you learn from that that are preparing you for something bigger. And anytime I've ever gone through like major adversity in my life, I know you're probably the same. Anytime I go through major adversity where it seems like the world is against you, it's like there's a breakthrough on the other side.

Yeah. And it's like they're ju you're just being tested and I've I just recognized these patterns over over my years, even in high school and college and stuff and things that happened in my family. Like there's major adversity, but just on that other side, you just have faith and you do the right thing on the other side is just another level you get to. But you have to go through the adversity first.

Yeah. To get there. Yeah. And Yeah. There's like a little sign there or a little line in there. You said, "But you have to have faith." It's like Romans, I think it's like 8:26. Like, we know that all things are good for, you know, those that love God. I'm paraphrasing the whole thing, but like no matter what the circumstances is, it's for your own good. And like after I got saved, I'm like, "Oh, okay. Like, everything's on fire, but watch." Like, okay, this is going to happen, but I already know. Like, I said, without without evil, you wouldn't know what good was. Yeah. Without darkness, you wouldn't know what light was. Yeah. And so there's always an opposite. And I believe that I it comes back to that principle. Respect is earned. It's never given. And I believe you have to go through adversity. You have to earn it. You earn it by overcoming that adversity and doing something with it. It he takes you to a next level. And I believe that that is part of the purpose of life. That's why you're born here. That's why you you go through trials and tribulations. Everybody has them. It doesn't matter if you're the raw child's, the richest family in the world. You will go through trials and tribulations and different things and it's meant to teach you lessons and it you know like Tony Robbins says life doesn't happen to you it happens for you and it depends on how you react when it happens and I try to you know I go through adversity just like everybody else and I've always seen on their side adversity was a new level to get to and so I'm I'm grateful for the last year of adversity that that I've gone through that my company's gone through that you know relationships I've gone through because it teaches you a lot.

Yeah. And you can grow and learn from it. And I, you know, I choose to grow. Yeah. I Yeah. Not to keep going, but the last thing is like it it really makes me think of like Philippians 4:4 through like 16 where it's like, "Rejoice in the Lord always. I will say it again. Rejoice. Do not let your gentleness be evident to all. The Lord is near. Do not be anxious about anything, but with prayer and petition, present your request to God, and the peace of God, which transcends all understanding, will guard your hearts and minds in Christ Jesus. I know what it is to be in need, and I know what it is to have plenty. And just Paul in jail writing this letter, you're like, "Bro, this guy's getting beaten up, freaking shipwrecked, freaking going through adversity."

Yeah. And then he's still like tested. Yeah. 100%. They're all tested. Yeah. 100%. They were tested even with their lives at the end.

Yep. You know. Yep. All right. Thank you so much, dude. I really appreciate you. I really look up to you. I love how you're you're a great father. You're always in shape. You're always so many weaknesses. We can talk about a podcast of all my weaknesses one day. But yeah, I really look up to you. So, I really appreciate you a lot, dude.

You're too nice, man. Thank you. Thank you. I'm going to be here tomorrow, too.

All right. Yeah, you're coming podcast.