The One Sales Skill Separating You From Top Performers (Full Masterclass)

Those who know how to frame the offer will always outsell anybody else who doesn't. So imagine you have two family pictures that are identical. Now you have to go out and buy two picture frames for those pictures. You go to one store and you buy this like golden frame and then the next frame you go buy it at the flea market. Two same pictures, two separate frames. Which one are you getting? The one that's what framed better. So it's not your offer, it's not your solution. It's how you frame that offer or you frame that solution where they perceive the value differently that matters.

You guys get to know him personally and I'm so excited. Let's give it up for Jeremy Miner.

It was October 9th, 2000, and I was sitting actually right over here, hallway 3B, Utah Valley U in my psych 3,300 class on what drives human behavior and how do human beings make decisions. And my professor wrote something profound. I'm going to show you that. Here's what he wrote. He said, "People do who they believe they are." Some guy named Sigman Freud. People do who they believe they are. And it went on to say that people make decisions based on the identity of who they actually believe they are. And when I heard this, this was like my first introduction to what has been a lifetime of study of understanding why human beings do the things they do.

Because I want to ask you this question. Have you ever wondered how well let's talk about your sales people that maybe sell for you? We're all in sales, right? Every one of us, right? We got to get clients. So why do sales people selling the same thing to the same type of prospects using like the same product using the same script how do they get completely different results? How does that make sense? What causes a human being to say yes compared to saying no? So this was always on my mind.

So how do I take and here's here's where this happens. This is pattern recognition. We're going to talk a little bit about this today. And I started to wonder because our professor was teaching us. I went to school to become a psychologist in case you didn't know and he was teaching us like how do you take a patient who maybe maybe they want to end their life unfortunately how do you take that belief system because that's their identity right and how do you take them out of that identity and reframe them into a new identity where they persuade themselves on why it would be crazy to take their life so as I started thinking about that if we can do that with patients What if we could do that with anyone? This was on my mind.

And about that time, I was going into my junior year of school. I got into sales. Okay. I got my first job selling home security systems door to door. Raise your hand if you ever sold anything door to door like right when you started, Dan. Okay. So, some of you, you guys know how it goes. Okay. And it was interesting because I'm like, can I do can I take if I can take a patient and do this? Can I take a prospect who is not a buyer and build them into the identity of the prospect who becomes a buyer? Because if we could do that, that would be a whole new evolution of persuasion. How can I take maybe for you guys a sea level executive who's a know-it-aller who likes to push back on any new idea you have and build them into the identity of the sea level executive that's a forward thinker who always loves new ideas. What if I could do that? That was on my mind.

Now, I was asked to talk about how to use people to leverage your time. Now, that is not something I've ever been asked to speak about at any event. It's always train you how to sell more of your thing, your product, your service, whatever you sell. Okay? Just like Dean Brilliant, he said, you're not selling the thing. You're selling the what, the results of what your thing does, the end outcome. Okay? So, how did I how can I help you guys with my expertise? I always say this, a magician never reveals all of his or her tricks. But today, I'm going to do something for you that I've not trained ever. Okay? I've not trained yet. I've never, you know, we do basic reels and YouTube videos, but never trained even our high levels clients. Never even trained this to any of our Fortune 500 clients that we train. I want to show you something different that I thought would be special for you. Are you ready?

>> You sure?

>> Yeah.

>> Okay. I'm just making sure. Okay. So, how can how many of you like how many of you speak from stage? Raise your hand. You speak from stage or maybe you like want to learn how to speak from stage. Okay. Several of you. Okay. Or how many of you would feel like if you could get your employees or your sea level executives to buy into your vision of where you're going and change your identity, that would give you more time because they could do more work. Okay? That's what we're going to talk about.

All right. Now, I'm going to ask you this very important question. This kind of tells me where we're at. And Dean said a lot a lot about this. We just we say it a little bit differently. If I thought about persuasion and selling, is that something that you do to people or is that something you do for people? Is selling or persuasion influence? Is it something you do two people or is it something you do for people? Two or four?

>> Why is it four? Because how does society view you? Let's say because we're all in sales, right? We all know that. We're always trying to move, persuade, influence others to our way of thinking. So how do you move like how does society view sales people in large? Would you say sales people are viewed in society as a high status position or more lower status?

>> Low status.

>> Low status. Now why is that? Because if nothing is sold, that means there's no such thing as the what? No such thing as the economy. If there's no such thing as an economy in reality, that means there's really no such thing as a society because there's always been an economy. There's always been things sold or bartered. So how do we raise the status? We raise our status by the way we communicate that. Because if if we have let's say a belief system that we believe selling persuasion is something that we are doing to someone like it's a bad thing like we're manipulating them. How good are you ever going to be at selling a persuasion? Not very good. Because when you try to ask them to buy whatever you're offering or let's say you're raising capital for firm, whatever it is, once you do that, what are you going to feel? You're going to feel nervous. you're going to have anxiety because it goes against your character, your identity. Selling is something you do for people because if you can't communicate your message, if we don't master how to frame our message, just like Dean was talking about, you're going to have competitors who have crappy products and services out sell you 10 to one because we haven't learned how to communicate that. So, we're always doing that for them because if we can't do that and they don't buy, their problems stay the same and what? Nothing ever changes. And whose responsibility is that? That's our responsibility to communicate that.

Okay. Now, I'm going to show you a few techniques you can do. We don't have a lot of time here. They told me 60 minutes, but they're like, "Man, you're only going to get 45 now." So, we're going

>> So, I'm going to

>> Okay.

>> You know a guy.

>> Okay. You know a guy. Okay. So, I want to show you a few things that you can do and and I'm going to show you kind of you can use these from stage. You can also use these on your virtual events. You can use these in person when you're talking with somebody. You teach your salespeople some of this stuff. Okay? Because a lot of us, we all have gold, right? Have you ever had an experience where you like you told somebody something really, really profound? Like it was like your really golden nugget and they just sat there and looked at you with like a blank face after you told them that.

>> Yeah.

>> You guys ever had that? You're like, "What the these people don't get it." So, how do we take the gold and how do we frame that gold where what you say is like the most profound thing in the history of the world? That's called a preframe. Okay. Anybody heard of like pre-framing, reframing, deframing, framing besides Dean? Yes. Okay. Says Okay. Where does that all come from? Anybody know? Where is where does those terms come from? Anybody?

>> Psychology.

>> Yes. Got NLP. But where did NLP get it from? Anybody know? Yeah. Okay. We'll talk about that in a minute. This is good. Okay.

So, right before you say something, I could do something like this. And I'll just show you an example of what I do. And then I'll just take a couple of you and I'll just show you what you could say. So let's say you're on stage. You could be at a virtual event. You could be at a live event. You could say something like this. What I'm about to share with you is something that no sales trainer, no speaker has ever talked to you about before. Now, why do I say that? Because 99.99% don't know it. Because they have no background in human behavior or human psychology. Or if they do by chance know it, they don't want you to know it. They want to keep that to themselves. However, I know that you cannot truly master selling infant reation without it. So, I'm going to give that to you today. What I'm about to go over with you took me 18 years of highlevel selling as a rep like you in the trenches selling for companies training through all this and I personally invested a bit under $900,000 to master it. All right. Is what I'm about to say seem like next that it might be a little bit important what I'm about to say because I'm framing now Eigor I don't know if you did this on purpose but when you were up here I noticed a pattern you're really brilliant I don't know if somebody taught you this but you're up here and you're like before you went in all that complicated like googly googly stuff that you did anybody hear what he did he said I have heard rumor has it that this is a really intelligent room and because you guys are so intelligent I know you're really good at multitasking Did anybody hear what he did?

>> Did you feel it?

>> Did you feel maybe a little bit smarter when he said that?

>> Did you do that on purpose or somebody teach you that?

>> Intuition, I would say, but I know that it makes sense.

>> Okay. Yeah. Yeah. Yeah. So, I felt a little bit smarter. Okay. So, let me break it down for you. Okay. So, what I could do here? So, let's say if I'm talking about AI, I could be eager. I'm talking about AI. Okay. What I'm about to share with you today right now is something that no person would you what would you call yourself like what would you call yourself an AI

>> teacher

>> teacher okay that no that no trainer of AI has ever mentioned to you before now why do I say that so it doesn't matter what you do okay what see what company do you have you have a big real estate

>> real estate company

>> okay so you could say what I'm about to you know same thing what I'm about to share with you right now today is something that no business owner owner no speaker has ever mentioned to you before. It's the same thing. And then you want to ask a question right after that. You want to question your content. So I'm going to say now why do I say that? Why do I want to do something like that? Because if I ask that question, I'm questioning my own content rather than the audience questioning why I'm saying that. Rather than them being skeptical, I'm saying now why do I say that? You guys with me? Okay. All right. Let's keep going. Now, whatever your thing is, you could stay like this because 99.99% don't know it because they have zero background in

>> human behavior.

>> Well, not for you. I'm saying for you. Don't read that. For you, they have no background in what?

>> In connecting with people.

>> Well, you're talking about AI.

>> Oh, AI.

>> Yeah, you're the AI person.

>> Oh, you remember? Yeah.

>> Yeah. Yeah. because they have no background in

>> AI development technology

or if they do by chance know it, they don't want you to know it. They want to keep that to themselves. They're unethical. You see how you can position yourself against everybody else. You guys picking this up? Getting this down? Okay, starting to make a little bit of sense. Okay. However, I know that you cannot master

>> AI without it.

So, I'm going to give it to you starting today. Law of what? Repostity. You're doing something good. What I'm about to go over with you today took me how many years?

>> 10 minutes on AI.

>> 10 minutes. Don't say 10 minutes.

>> No. 15 years.

>> 15 years. Yeah. So, what I'm about to go with you today took me 15 years of highlevel training in the trenches developing AI. I personally invested a bit under

>> $8,000.

>> Oh, we got to we got to help that number. We got that number. Whatever it is. A bit under whatever it is. whatever whatever whatever you've learned. Okay? See what I'm doing right here? So, I want to this is really nuanced here. What I'm about to go over with you today took me 18 years. Like, if I'm going to offer something on stage, I'm offering that like Dean says to reduce their what? What am I trying to reduce? I'm reducing their time. Does anybody want to spend 18 years mastering what I'm about to go over?

>> No.

>> Does anybody want to invest $900,000? No. So, if let's say if I have an offer at the end of this for $1,000 or five or 10 or 20, and they can do all that in three months, 6 months, nine. Do you see I'm also price anchoring at the same time? You guys getting this?

>> Yeah.

>> Okay. All right. Fun stuff. Let's keep going here.

>> You probably didn't hear. So, I went to school uh to become a psychologist. I specialized in neurossychology, which is the study of the brain and how it works in conjunction with the human's nervous system. Okay. Anybody ever heard of fight orflight mode?

>> Yep. Anybody know what causes fight orflight mode?

>> You ever heard your mom say it's not what you say, it's

>> how you say it.

Your tone or your body language. Typically, in a sales situation, your tone or your body language trigger fight or flight mode or the person letting their guard down. Okay. So, I'm going to show you a few techniques to do that. Okay.

So, what we were taught is that every human being um has a world view. Okay. We call that a frame. So I want you to write down the word frame. So every human being views the world and what we call frames. Those are like belief systems. Uh belief systems primarily come from how we were raised as a child from the ages of 4 to 13. Could be maybe how the par how our parents raised us. Maybe the religion we grew up in. It could be your cousins you hung out with on the weekends. It could be hell if you're a kid now. It's it's the influencers you follow on TikTok. Like literally influence your worldview or your belief systems. Okay? You see what I'm doing there? So with the belief systems, how could I? So this is a belief system. Okay. So let's say I'm just going to give you an example. Let's say if I'm a psychologist, I have a patient has a belief system that wants to unfortunately in their life. How do I take them out of that belief system? That's called a D frame. So I want you to write down D frame. And then how do I reframe them into a new belief system? Reframing is just the process. And how do I get them into this new belief system? Okay.

So, I always say this. Most of us have been taught, and I was taught early in sales, that you have to qualify your prospect to see if they're qualified to buy your thing. Raise your hand if you ever heard of that.

>> Now, I like that. However, unless you're selling a $10 million solution to a homeless person, it's not like that person can't get the money if they really wanted to, right? It's just what you're suggesting to them, your solution, they're already spending that money on something else that is more of a priority to them, right? So, how do I take them from where they're currently spending that money, that priority, and shift that to where your solution is the number one priority? That's what I'm talking about. So, that is a frame I want to deframe them, reframe into that new frame. Okay.

Let me give you an example. Dean, I'm going to give an example that I think me and you and somebody else were talking about last night. Remember the guy with the red shoes from the guru movie? You guys ever seen that uh the movie with Tony Robbins? The

>> Yeah.

>> I'm not your guru. Raise your hand if you've ever seen that. Just so I know who's seen it. Okay. Do you remember the scene where they had the intervention and the guy with the red shoes? You guys remember that? The guy with the red shoes.

>> Okay. So, it's it's it's kind of funny. Like I've been to maybe three of Tony's events or something and I go because I love all the reframing and deframing and framing techniques. Oh, that was such a good one. Oh my gosh, it was so good. I'm I'm like a weirdo

>> on this stuff. And so when I watched that movie, I was like, that is so brilliant. Think about that for a second what Tony did in real time. So you have this man here that says he he wanted to end his life. And if you guys remember the show, when he walked up to him, was he kind of did he kind of shake? He was kind of a little bit nervous. So that was his emotional state. Now, probably I'm assuming Tony right on the spot saw his emotional statement like he's nervous, he's scared. I can't really get this guy out of the state if he's like this. So, instantly on a dime, I guess he saw the red shoes. You'll have to ask him. I'm not sure. And he said he said something. He's like, "My mom is going to wash my mouth out with soap if I say this, but he's like, "Is it your [ __ ] red suit shoes?" And he kind of said it like jokingly, like in a playful tone. And then everybody started laughing a little bit. And what did you see the guy do?

>> What did you see him do?

>> He laughed.

>> The dopamine's released. His guard comes down. And immediately his emotional state starts to shift. Okay. What Tony did there, we would call that when he said that, is it your red shoes? In a playful tone, that is a D frame. Does that make sense? Just that little thing right there. And then what did he do over the course of what the next five or 10 minutes he started to what? Reframe him into an hour

>> or whatever. Yeah. Belie.

So he started to reframe him into a new belief system. But if he didn't do this first, it would have been really hard to do this. You guys with me? So how does that apply to you? If you're not doing interventions, it applies with everything you do and everybody you talk to. If you're trying to communicate a message or frame something.

So imagine this. Like I always talk about those who know how to frame the offer will always outsell anybody else who doesn't. Okay, so imagine you have two family pictures that are identical. Okay, you guys have the picture of your family up on the mantle on your desk. You, you know, your spouse, your kids, maybe your parents or something like that if you're not married. So you have two identical pictures. Now you have to go out and buy two picture frames for those pictures. Yes. Okay. You go to one store and you buy this like golden frame. It it looks like it came from like, you know, Trump's own Trump Towers or something. It's like all this gold and it's around this picture frame. And then the next frame, you go buy it at the flea market and it's got cobwebs and it's got holes and it looks tattered and battered. And you put that frame around the same identical picture. Two same pictures, two separate frames. Which one are you getting? The one that's what framed better. So it's not your offer. It's not your solution. It's how you frame that offer or you frame that solution where they perceive the value differently that matters just like Dean was talking about.

Okay, let's move on here. Okay, so I wanted to show you just a few techniques you can use when you're talking to your employees. Uh where is that? Hey, do you remember what was your name, dude? I can the financial advisor guy. you. Michael, that's right. I didn't know if your name was Michael or Mike.

>> Okay. Can you tell us that? Tell us uh tell us that little story about your guy that kind of took over the company and thinks they know everything. Can you tell everybody that for like 30 second overview?

>> I my exit plan 13 months from now, a successor in place who is substantially underperforming and difficult to take out.

>> Okay. But why is he difficult to take out? Because you're trying to give him some new ideas and he doesn't really want to do what?

>> I He's difficult to take out because of a contractual obligation that I have.

>> Yeah. But remember you said when you went to him to like, hey, make some changes. He kind of gives you push back. He doesn't really like the idea. He has his own way

>> completely.

>> The know-it-all. Okay. I did this for you. Yes.

>> After I heard that.

>> Thank you. Thank you.

>> Right on the spot. All right.

So, let's say you were meeting with him. And this could be anybody. Anybody have somebody on your team that's like a man, they just push back anytime you say something. and they think they know everything like reject ideas. They think the the the the old way will always work for the next hundred years. No new ideas. Okay. So, you can do something like this. Now, you you're not going to say this right when you walk into the office. There's going to have some chitchat things like that, but I might come in there and say something like this. You know, you know, you know, John, it's it's interesting. I was talking to some Now, this is called an indirect frame. Write down in I didn't put on here. an indirect frame. Cuz if I come in and start accusing them of being a, you know, you never do this, you're you're bad at this, what are they going to do?

>> Push back.

>> They're just going to push back. But how can I say this indirectly where they actually accept it? Because I'm not talking about them. I'm talking about somebody else. Okay, so write this down. You know, it's really interesting. I was talking to somebody on the team the other day and about some new ideas that I wanted to to kind of implement. And you you know you know you know I've never named name names uh but you know the type like just completely closed off to anything new. I mean you know what I'm talking about. Completely closed off always push them back you know think they know everything. We all know that just comes from fear. I mean we all know that type of person. It's like how are they ever going to get promoted because they believe that what's worked you know for the last 10 years is going to work forever. You know what I mean? Anyways, um I wanted to have the meeting because I've got I've got got some really good like new ideas to kind of go over like you know the XYZ situation and I love how forward thinking you are now. What did I just do? Is it going to be harder for your guy or your gal that always pushes back and is completely closed off? Is it going to be harder for them now when I present my new ideas for them to do for them to be completely closed off? Is it going to be harder for them now to push back? Is it going to be harder for them to think they know everything because of what? We all know that comes from what?

>> Fear.

Does anybody want to be the identity of that person?

>> See, they don't know that they're really this person. Otherwise, they wouldn't be doing it. Does anybody really know your weaknesses? I mean, you kind of know, but you just do them, right? So, I'm pushing them away against this identity. And then why? Here's the consequence. I mean, cuz I mean, you know, like how would anybody ever get promoted? You know, like always pushing back. You know what I mean? Do they want to get promoted? Probably. So, you see see what I'm doing here. Any questions on this? Raise your hand. You got to have some questions on this. Go ahead.

>> If you've already been getting push back from that person,

>> yeah, that's that's what I'm talking about. How do you how do you then come to them and say hey so I was talking to somebody else who is this way somebody else who's this way not you

>> don't say not you

>> but it's not you're not going to go in there and say this the first thing you're going to be in the conversation talking

>> I get it that it seems like that only works if they don't know that they're the person

>> does does everybody really know that they always are closed off does everybody always know that they always push back nobody thinks no everybody thinks they're perfect you see what I'm Everybody thinks you're perfect. You just bring this up casually. Okay. I know we're we're reading it on a script here, but does that help you a little bit? Okay, I'll rehearse it with you. It's got to be the right tone and everything. We'll do it a few times. Okay.

>> Now, yes, go ahead.

>> Oh, who? Yes.

>> Yeah. Question on if you're doing this for a pitch, are you preframing at all?

>> This is just for an individual. You're going to We would tweak this for like

>> I'm curious. Would this be at the beginning of a pitch or during objection handling when you're doing obviously objection handling it seems I would say do you ever open like that like when you're when you're having that initial conversation if it's Eigor's example for

>> that's more objection prevention

>> I want to prevent objections from happening if I'm talking to a person do I want them to be closed off from the very beginning

>> no

>> do I want them to be surface level when I ask questions no so if I wait till the end you've already probably lost the deal most of the time unless you've overcome the objective I' read prevent the objection perhaps in their mind. That's called objection prevention. So it could be um what do you what does your company do? SAS.

>> Yeah. Software for small businesses.

>> Yeah. So let's say one of your sales people would they have like uh appointments on Zoom.

>> See it.

>> Would one of your sales people have an appointment on Zoom? Yeah.

>> Inbound. They do they do it all

>> like an SDR?

>> Yep. Okay.

>> Yeah. And close at the end.

>> So okay, this would I'll just show you real quick. This is called an NPQ connection question. If you're not familiar with uh my methodology, NPQ stands for neuro emotional persuasion question. It's what I developed from my background in behavioral science and my career in sales. Okay. So, what I would do, let's say they get on, I'm going to ask a few connection questions, get their guard down. It's not going to be the first thing I say. Probably a couple minutes in, I could say something like this. You know, it it's interesting. I I just got off a call with a with another company, and you know the type. You know, the type completely closed off, one-word answers, thought they know everything there was to know. And we all know that just comes from fear. I mean, we all know that, you know, companies that can never open up about their problems, it's like, how are you ever going to get them solved? You know what I mean? Anyways, I'm happy to connect and then I'm going to go into it,

>> right?

>> So, I'm doing the same thing. I'm just rewinding a little bit. Did that make sense?

>> Totally.

>> So, when I say you know the type, that's a what?

>> That's an identity.

>> Yeah.

>> Okay. Nobody wants to be that type, right? Because like it's interesting. Like I said, you're not going to say this first. you're going to have some questions before this that lead up to it. Otherwise, it'd be kind of awkward. And you know, it's interesting. I just got off a call with another company. And I mean, you you guys know the type. You probably see this at your office. Like the guy was like completely closed off, like one-word answers, thought they knew everything there was to know. And we all know that just comes from fear. I mean, we all know like companies like that. It's like if they can't open up about their problems, it's like how are they ever going to get them solved? You know what I mean? Now, is that person going to be more likely to open up and tell me about their problems? Is that person going to be more likely to like tell me what's really going on than being closed off? Are they going to give me one-word answers?

>> Unlikely. So, that's a beginning frame. Yeah. Does that help?

>> Yeah.

>> Does that make sense for anybody?

>> Anybody want to know how to Okay, I could do it for any industry in here like tax, all that stuff. Okay, let's keep moving on.

>> Bor you guys to death. Okay, so here's some frames you can also do. We do these really really like you can use these in your company. Uh I actually just go to the next slide here. You can use these in your company. Uh you can use these and I'll show you where I got them. You guys will laugh about this. Use these in company. You can use this in a virtual event, a live event because I want them most people don't understand how they think, right? We don't understand who we are as an individual or an identity. I'll give you an example of this. Alcoholics Anonymous. Anybody know the success rate? The real success rate of Alcoholics Anonymous, anybody know? Anybody? What if I told you it's between 5 and 10%.

>> Five and 10%. And guess why? I don't know how they don't know this. This is like the easiest switch. I could go in there in 10 minutes and change the whole program. So, if I'm sitting there every day, if I'm sitting there every day and saying, remember, people do who they believe they are.

>> People make decisions based on their identity of who they believe they are. So, if I'm taught to say, "I'm an alcoholic. I'm an alcoholic. I'm an alcoholic. I'm an alcoholic. I'm an alcoholic. I'm an alcoholic. I've been sober for 20 years. I've been sober for 20 years." What identity do I still believe I am?

>> Alcoholic.

>> An alcoholic. And what decisions does an alcoholic make?

>> They go to drinking. I don't know how they don't understand this. We just solved the problem in 10 minutes.

>> One minute.

>> People do who they believe they are. Identity. Okay.

So, I want to help you guys with your industry. So, if I'm talking to a group of sales people or like I have one of my salespeople on with a prospect, it could be an individual. It could be a company. We're going to talk about there's four types of sales people, four types of entrepreneurs, four types of, you know, uh, AI people, four types of accountants, four types of anybody. I could say this for anything. So, I'm going to run through this and I'm going to help you tie it in. So, there's four types of sales people. And I want you guys, it might sound like something like this. I want you guys to really kind of see where you're at now compared to maybe where you want to be comparative. Okay, so the first type of person, this is the winger. You have to really pronounce that, right? It sounds weird if you don't. This is the winger. Now, they wing everything. So, they say something different to every prospect. They don't know what works. They don't know what doesn't work. And when they don't make many sales, who do they typically blame? The leads are bad. The leads have fear. You know, the the leads are broke. They never blame their lack of skill level. And where do most of these sales people go? They get fired. That's the winger. Now, I'm not saying any of you are a winger. And what did I just do?

>> You break it down. Okay. So, see how I went over an identity of what they do and I went over at the end the consequence if they stay that identity. And where do most of those sales people go? They get fired. That's the winger. And then what I say at the end, now I'm not saying any of you are a winger. What did I just say? that you are a winger. I'm not saying any of you are a winger. And then I move on. You see what I'm doing? So what happens is because I'm not saying like, "Hey, you're a winger. You need to step up." Cuz he's be like, "I'm not a winger. I'm awesome." I'm indirectly saying that there's four types. So they take that themselves and like that's me. Okay? That's my identity now. And there's a consequence to that. So I'm building this up. The second type of salesperson, these are the dabblers. You know the dabblers. They buy a few sales books every year, you know, maybe they buy some cheap sales course or maybe they follow, you know, somebody like me on the basic reels or, you know, basic YouTube and they believe the lie that if they just stay in long enough, if they get enough reps, eventually they'll figure it out, which we all know that would take years, if not decades, to ever do. And if they ever get good, it's because they're working 10, 12, 14 hours a day because they're forced to play the numbers game and they eventually burn out. That's the dabbler. So when I say that to an audience, anybody that does those things, what do they start to do? It's like that's me. I do those things. You you do who you believe you are. Okay. Now, at the end of that, I'm not going to Well, actually, I might say something like I'll go to it in a second. Now, the third type. Okay. And I got this. It's interesting because this was probably I don't know what event I was at for Tony's, maybe three or four years ago. And I'm like, "Oh, I love how he's framing that because it was like a it was like he he used the dabler and he used committed to mastery." What was the other one he always uses? Dabbler, committed to mastery. I think it was the stressors. Yeah. I was like, "Stressers doesn't make any sense for what I do." So, I'm like, "Wingers." And then I'm like, "So, here's how I came up with this know-it-alls." So, I had an event with one of our big clients. They're called Gradient. They're a huge financial advisory firm. And I was training their top like 800 agents at this like live event. top 800 agents in the United States. And I went in there because I I thought it was just all their agents, but it was like their top ones. Okay. And I went in there, I said like, "What's the worst sales? How much do the is the worst salesperson make in here?" I was talking to their VPs. He's like, "Oh, the worst one makes like 350 a year." And I'm like, "Well, they're not going to feel like they're wingers. They're not going to feel like they're dabblers." So, I had to come up with this new term, and we came up with the know-it-alls, right? Everybody knows the know-it-alls. So, here's what that would be. So, then you have the third type. These are the know-it-allers. They think, you know, they initially invested quite a bit of funding in sales training. They got good. Maybe they got to multiple six figures a year in commissions. Then what sets in? They got a big head, big ego, thought they knew everything there was to know. They stopped investing their skill level and their income gets capped. That's the know-it-all. And I'm not saying any of you are a know-it-all. See how I'm framing that? So pretty much anybody in that audience, I could be on a virtual event. I could be anywhere in the room are going to identify with one of these three. Very few are going to be committed to mastery, right? So I got to plan that, right? And then you have the fourth type. These are the ones who are committed to mastery. They're always investing in their skill level because they know for them to sell more, to get paid more, they have to increase their skill level because they're smart, right? They're like you. They don't want to learn from their mistakes. They want to learn from other people's mistakes so they don't make the same mistakes themselves. That's why they succeed so faster and they know that training is not something you did in the past. Training is something you do to stay in the top 1% and these your top 1% these are committed to mastery. Then I associate it with something else. Then I go out in the crowd or you could even do this, you know, if you're talking to somebody and I go out in the crowd. So let me ask you this. Who's your favorite actor, actress? Somebody tell me who's your favorite actor actress? Who?

>> Who?

>> Wahberg.

>> Wahberg. Somebody else. Just tell me who's

>> No. Oh, nobody watches TV in here. I forgot. Unless we're no TV watchers in here. I forgot. Never. We don't know who actors or actresses are.

>> Okay. Who?

>> Denzel.

>> Okay. So, Denzel, winger, dabbler, know it all. Committed to mastery.

>> Commit to mastery.

>> Who's your favorite singer besides this guy? Who's your favorite singer?

>> Brian.

>> Adele.

>> Okay. Adele. Sorry, man. I tried. Okay. So, Brian Adele, winger, dabbler, know it all, or are committed to mastery?

>> Which one?

>> Interesting. Who's your favorite like CEO or thought leader? Somebody besides Dean, besides Tony, who else?

>> Okay, somebody else. Somebody tell me who's your favorite thought leader, CEO? Who?

>> Am I in the right room? What's going on?

>> Who?

>> Bezos.

>> Okay, Bezos. Winger, dabbler, know committed to mastery. Who's the top neurosurgeons? Wingers, dabblers, noallers committed to mastery. Who's your top Navy Seals? Wingers, dabblers, noallers committed to mastery. Who's your top marriages? Wingers, dabblers, noallers, committed to mastery. So, there's something to this. See, I'm identifying back with this. So, anybody who gets anywhere in their life that becomes great at something is one of these identities. Do you see how I start to change? I'm starting to shift their identity and wanting to be the committed to mastery. And if I am offering something at the end, you know, Barry, you talk about the through line, it's the same thing. At the end, we sell them NPQ 2.0 mastery because if they buy into they want to be this identity, they buy into that, it's pretty natural that to get there, you have to have a step-by-step plan, right? To master anything, you have to have a step-by-step plan. We all know that. Taught by somebody or people who've actually mastered the thing you want to do. We all know that, right? So, see how we're shifting the M. Does that help? Make sense, anybody? Now, how could you do that for what you do? So, let's talk about your stuff. So, what do you what do you sell?

>> Tax strategy.

>> Tax strategy. Okay. So, uh we could even use a winger. What would a winger do? Like a client of yours, do you mainly sell to businesses or individuals?

>> Mail businesses.

>> Okay. So, what would a winger do? What identity do they do with their tax prep?

>> Think about it.

>> They're reactive instead of proactive.

>> Okay. But it's got to be more So look, look at I want you to So what I'm trying to show you is recognizing patterns, okay? Because I I heard Tony talk about stressors, dabblers, and committed mastery, but he said completely different things than what I'm saying here.

>> But I'm recognizing the patterns. You see the principles behind it. So a winger for me would, you know, say something different to every prospect. They don't know it works. They don't know what works. They blame the leads. Never themselves. They get fired. So think about a company that's like a re they're really bad. They just overpay in taxes like horribly. What do they do?

>> Blame their CPA.

>> You know the W. Well, more than that. What do they do? What do they not understand?

>> Not much at all. Really anything.

>> Okay. But but go I want you I'm trying to show you the patterns. What would they not understand? What would cause them to like overpay? You know, the wingers, they don't understand what this this this.

>> Yeah. The implementation of strategies.

>> It's got to be it's but implementation. See how that's kind of broad and generalized? You need to like specify. You remember Dean was talking about sometimes you use like these broad words that our industry has that don't necessarily they don't really know what you mean by that. It's like if you're selling solar and you're like how much do you pay per kilowatt? Does anybody know what a kilowatt is? No, you would. You're like, "What the hell is a kilowatt?" So, think about that. Like what strategy do they not understand?

>> I can name strategies all day right now.

>> Okay, so name some. I'm trying to help you.

>> Uh Augusta rule, accelerated depreciation.

>> Okay. Would they even know what that meant though? If they're wingers

>> and they like overpay taxes all the time, they would even know what that means. So, you got to break it down to like

>> remember Dean talked about the seventh grade level.

>> Yeah.

>> Yeah.

>> Okay. What would that be?

>> How to take basic deductions, how to income shift.

>> You know, the wingers, you know, they never they never save they never save their receipts. They never

>> see

>> they never document.

>> They don't document. They don't do this. And when they get overpaid, you know, and then at the end of the year they what what's the consequence?

>> They they have to pay a big tax bill.

>> Okay, but I need to make it sound dramatic and really bad. Like they get fired. You know, you wouldn't get fired, but for your industry and they were

>> a huge check

>> and they have to write this huge check and they're forced to pay like and they're forced by the IRS to overpay. Forced

>> sounds better than like and they have to overpay.

>> Yeah.

>> So I want to use that emotion. Does that make sense?

>> So yes, Dean. So, as I said, this is great. I love this. And it might a winger might be a terminology that's throwing you off, right? For but it's the it's whatever the frames are. So, for me, if I if you said to me right now, tell me who that is. It might be the person that's just oblivious. Like the first one is they're just oblivious. They work really hard. Like I would instead of making them feel degraded, I would actually lift them up that you just don't know what you don't know. The ones that are oblivious, they're working hard, they're finally making money and they get to the end of the year and they're so disappointed that most of the money they make goes to taxes or a big portion of it. They don't even know why they blame their accountant who has no clue and they're not even aware.

So, who in here is that? Like, that is a that might just be the, they're just, you don't even call, right? They just call, like, your first one could be just being naive.

Mhm. Right. And then the next one, like the next one as you go up the ladder, could be you're you're aware, you finally got a CPA or an accountant or someone in your house room that's doing it, but you don't realize. You're thinking they're a tax strategist. All they're doing is paying the taxes on the on the money that you make. And you're you're blind to the fact. Like, so you can see that you have this escalation because I know I've been through every one of those phases. When I started making money, like, what the hell, I got to pay that much? I thought I hired an accountant.

Right. Exactly. And then when I even got better, I'm working with you right now. There's a whole another level on what we're doing right now. So if you see those, it's it's really practical or dabbler or no committed mastery. It's just you want to come up with. Cuz what Dean's describing is like the actions, but you want to come up with an identity. So I'm just show you don't have to use those terms, but you want to use like an identity. So, whatever that first person is that don't that are oblivious, like, what is that identity of that person? You can call it a name. It's like a label. Does that make sense?

Yeah. It's really good. Dean's really good. Okay. Here's a couple others that I'm going to show you guys. Anybody of you ever get somebody that's like, "Oh, I've tried that in the past and it didn't work out."

Yeah. What do you sell, Jake? What do you do? Or Josh? Yeah.

Real estate. Commercial real estate.

Okay. And where would you get that with commercial real estate?

Maybe buying a property or even researching a property. um and spending all the time to underwriting to find out either you don't buy.

Do you do that for them where they don't have to do that?

For some of my clients or partners? Yeah.

Okay. So, and let's go a couple more examples. Anybody ever get this like, "Oh, I've tried that in the past. It didn't work out."

Anybody get that? What do you do?

I sell health.

Sell health. What type of health?

Uh, personal one-to-one.

Okay.

Getting them healthy. So, for mine, it would be I've tried this diet.

Yeah.

Uh, I've I've tried to work out. I've signed up to this coach. Nothing ever works. So, if I hear that,

what possible objection do I probably think they're going to have at the end? They're probably going to be wondering, "Well, will your thing work for me?" They might not say that to you. Okay? They might say, "This sounds great. I need some time to think about it." And then you never hear them. Or, "This sounds great." If you're talking to a consumer and they're like, "I need to talk to my spouse." And then they're gone. Okay? But the real objection they just told you is, "I'm not sure your thing's going to be any different than other thing." So, what I can do here is I can start to reframe them into a different way of thinking, a different identity. So, if they're talking to you right here, let's just go with with you. Like, "I've tried that in the past, never works out." But they're talking to you about it. You say, "Wow, it it sounds like you're the type of person that never gives up." So, you see, I'm refraraming them to a different thought process.

Yeah. Does that make sense? Okay. Wow. It sounds like you're the type of person that never gives up. Okay. I could do this. If you're selling to a consumer, your spouse, I mean, let's say I'm talking to a male, your spouse, she's lucky to have a provider like you that is that responsible, that never gives up and knows they have to make the hard decisions for their bodies themselves. Cuz I talked to a lot of people and you'd be surprised how they let some negative like experience or coaching program completely keep them from actually like being healthy for their family. You know what I mean? I mean, for you like being being like that committed where you never give up, is that something you were like born with or something you had to learn? See, I can frame them into different ways of thinking.

Yeah. You see what I did there? Did everybody catch that?

Yes. Go ahead.

So, it's you're taking something that could be viewed as ne Oh,

yeah.

You're taking something that could be Thank you.

that could be viewed as negative or self-limiting.

Yeah.

And you're refraraming it

where it's actually a good thing

in a positive.

Yes.

So, I'm thinking about our guys. Okay. Some of our brokers.

Yep. They're petrified of social media.

Why?

Well, you'd have to ask. Well,

because they are used to doing it a certain way.

And what way is that?

The traditional way of real estate, which is you um send out mass emails. You have a listing and you have your inbox or your email list of brokers and you do a mass email to all of them. Hey, I have this listing. You go to broker functions, you might uh put your sign up on a property and hope someone calls.

What you're telling me is they don't have the confidence yet to actually talk to human beings from what you're saying.

Well, you refrain that, but they they're they with social media where I'm going with that is what you just did is what I would say to them for social media because they don't

they haven't learned yet how to do it.

Say that again.

I'm just I'm just showing how to start to reframe.

Oh, okay. So, you just haven't learned how to do social media yet. Yeah, that's that's one of the biggest reasons why so many brokers actually come to us because they actually want to learn that so they can keep up with all the, you know, they they don't want to be like all the brokers out there who just kind of do it the old way and they just get left behind. Is that why you came into the Is that is that why you came to me?

Mhm.

I already do it. So,

but do you see do you see do you see what I do you see what I'm doing?

Yeah. And so

I'm just taking whatever you say and just reframing into something really good.

Let me be them. Let me be them.

Nick's like, "Stop preframing me. Let me

I'm going to be I'm going to be them.

I'm one of our brokers at our company.

Yeah.

Yeah. I don't want to do that social media stuff. That's a waste of time.

What don't you do in social media?

How do you mean? Well, I mean, I don't know how I'm going to get clients from going on social media and talking about it. Like, all the people that follow me aren't my clients.

How did you How did you get used How did you How did you used to get clients?

Well, I get them by talking to the people that are my audience, other brokers,

um, people that have an interest in my listing.

Yeah, that's one way for sure. So, are you asking me like you just haven't learned yet how to use social media? Is that what you're asking me?

Yeah, I don't know how it'll work for

Yeah.

for me as a broker.

I mean, like I said, it's it's probably one of the number one reasons why brokers come to us is because they want to learn how to actually use social media because I mean, you're smart, you know? They don't want to be like all the brokers out there who are still using like old traditional ways when they know that everybody else that's really scaling their business is really using social media. Is that one of the reasons why you were coming to talk to me?

It's very good. So, but I want you to understand the the principle of what I'm doing, not the words,

right? Is right.

Because I'm You might say that

same thing to me in 5 minutes and I might say something like 50% different, but it does the same thing cuz I'm I'm Does that make sense?

Totally.

What What did you guys get from what I just did there?

I love it.

Well, okay. You're too kind. Hopefully, you don't say you hate it.

Come and work. Come and have me to work for your company.

Yeah. That's all I'm doing is I'm taking what you feel is an objection or bad thing and I'm refraraming it into where it's actually a good thing. Like if I I mean it's the same thing like you can do this anything. We do this all industry. Like if I sold pest control and they're like if they if we sold pest control and if they were like we haven't seen any termites. Oh okay. So that means they're still up like in the attic in the wood framing then. Well in that case

and I just go I don't see that as an objection. I just change their thought process to something else. Does that make sense?

Yeah.

Yes. Go ahead. Yeah, what I saw you doing with Nick, I don't know. What I see you doing with Nick was a new potential broker coming into the firm, but I think what maybe, and correct me if I'm wrong, he's got some older school guys that are resistant to learning the new way.

Yeah.

So, how would we reframe that? Sorry to put you on the spot, Nick.

No, that's all right. You're not going to put on the spot. It's okay. Let's do it again. Let's do it again. You've been with me for a year.

I work You're me.

Yeah, of course.

And I'm a broker that works for you.

Yeah. Okay. So, you work for me. You've been doing it for like a year with me or something. So, we already have a relationship.

Oh, no. You've been you I Our guys have been with us 20 years.

Okay. So, they're old school.

Totally.

Okay. And then they come like, "Oh, I don't want to do social media."

Yes.

Okay. Say whatever you want to say.

Hey, Nick. Nick, I mean, you you go out there and you do all that stuff. I I don't want any part of that. I mean, for for my business, that's really not going to help me.

Yeah. It just depends on how you look at it. How long um I know you've been kind of like out and about. You do really good. It just depends on like where you really want to go with your business,

like where you feel like you really want to go compared to where you're at now.

I do the stuff on LinkedIn and and you know, I go to all the different broker networks and stuff. I just don't see how you know Instagram talking about some space in St. Louis is really going to do anything.

If you just talk about a space in St. Louis, it ain't going to do it at all. What So, what do you feel like some of the new brokers cuz what are you what are you making now? How much you making per year with us?

A few hundred.

That's not bad. Where do you where do you really want to take it though?

Well, I'd like to be at a half a mill year. Half a mill to a mill.

So, how do you feel like you'll get to half a million with doing what you

Well, I just got to get new accounts and keep hustling. Like, I don't think social is going to do that for

you've been doing that for you've been hustling for a long time, haven't you?

Yeah.

Where's that u Where's that kept you?

Come again.

Where's that kept you?

Well, I'm doing about 300 right now, but next year maybe I could get to five.

It's fairly decent.

Yeah.

So, what do you feel like you're going to have to do to get up to the some of the level that these guys are that are now doing social media?

Well, I don't know those guys that are doing social in our industry that are

Yeah.

Or like George, he's here in the office. I mean, he made 900 last year. What do you I mean, you're you're obviously really talented. What do you feel like he's maybe doing differently that maybe you haven't learned how to do yet?

Well, I think I had to land some big listings.

He doesn't really have many big listings, though. So, what do you feel like he's maybe doing different that maybe you haven't learned how to do yet?

I don't know. What do you think on that?

Well, I mean, I could tell you what he says

because he when he came to me when he came to me two years ago, he was right at the level you're at, but he didn't really understand how to use social media. Is that kind of why you're coming to me is like, "Hey, I don't really understand this, but is it something that maybe if we taught you how to do, you could do it?" Like if it helped you get to that level.

Yeah. Now, what you just did, there's no George, but I could do that.

Yeah. Okay. You can do that. Yeah.

Meaning, I could explain to the broker what I've done and where it is, where it has directly paid off.

Well, I could show you what I did, but I'm not sure if you'd want to learn about it. I mean, you do that. You just you don't say, "Well, here's what I do. You should do it, too." because then they're going to push

it's too direct.

It's too direct. So, I'm indirectly saying it. If I indirectly say that, especially coming from somebody else, it's easier for you to buy into that.

I'm intentionally trying to avoid getting hooked into social media.

Yeah.

And you're it's you're doing a good job of it.

Well, that's typically why people come to us for sure. They never they never want to learn how to sell less. They always want to learn how to sell more. Right.

Okay. There was just Okay. Okay. Okay. Now, there's there's a there's a couple other things here. We got eight minutes. Okay. So, here now this is really important here. Okay. Nobody wants to be this person that gets held back by the bad experience or the See, I could use this for anything. So, positive identity is is any male going to argue with, nope, I'm I'm not a provider. I'm not responsible and I always give up. They're always like, "Yep, that's me. I'm responsible. I never give up and I provide. I make the hard decisions myself." Now, what if you're talking to a lady boss? I'm not going to say that, okay? Cuz men are more biologically wired to be providers and to be protectors. Doesn't mean women can't be, but women are more wired to be nurturers and loving and kind. Doesn't mean they we can't be both. But if I'm talking to a woman, let's say about her husband, like I mean your spouse, he's lucky to have an independent woman like you that is that responsible, that committed. No, sometimes she's got to make the hard decisions for herself because I talk to a lot of people. See, it's just the principle. I'm just I'm just showing you the principles. You can do this with anything. if you if you understand what I'm doing here, okay? Cuz she's never going to say, "I'm not independent." She's never going to say like, "I'm not responsible." She's never going to say, "I always give up." That's not an identity she wants to be. Even if they do those things, they're not going to admit they do those. Does that make sense? Okay. So, this is the negative part of the identity, the positive. Then I need to reinforce this identity down here. Notice the question. Doesn't matter which way they answer, does it? I mean for you like being that responsible where you never give up. Is that something you're born with or something you had to learn? Does it really matter what they say there? I've always been that way or I had to learn. See now they're buying into the new

I didn't. Now that's not the only thing you do. I don't want you to be like Jeremy I tried the one thing and they didn't buy or you know my conversions didn't like quadruple. This is a series of things you're doing throughout that conversation or through that stage presence that you're doing. Okay. All right. Here's a couple other things that I noticed. Uh, and I noticed actually that Dean, you were doing these and you probably do these like you just kind of do them. You don't even think about doing them and it's all this indirect stuff that you do where you start talking. Does anybody everybody seen Dean or Tony? Like they'll tell a story about themselves and then they tie it in is any and then they'll say has any of you ever felt that way? See, he's tying them into that story where he gets them to go into that story. So it could be something like this. You could be presenting from stage. You could be doing a a live or whatever whatever you're doing. And let's say you're talking to business owners. I don't know. You know, there was a there was a time in my life when I felt like giving up and I tried to start a business. You know, it seemed like every decision I made just didn't work. I'd buy a course that was supposed to show me how to do something and it just never worked. And maybe you've had that same experience where you've bought a course or you tried something and it just never worked. Like raise your hand if you've ever had that experience yourself. See what see what Dean is doing. Do you guys see him doing that up here?

I. Say I. Yeah. Say I. So, it's the same thing. So, in he's indirectly telling a story about himself, but then he's tied in to how it relates to them. Okay? And I was talking to a mentor one day and I was always complaining talking about like never, you know, it just never worked out for me. And he looked at me and he says, "Jeremy, you never give up. You're the type of person that never gives up." And then I could go in the same frame. We could do the same thing. Okay. Now, let's keep going here. All right. Then he told me like for you like being that responsible you never give up. is that something you were born with or you had to learn? And I thought about it for a second. And in my mind, I was like, you know what? That's something that that I've always had. And him saying that and me coming to that realization like it changed like the trajectory of my life. It it changed my family's life. And that's why I love working with highle people like you because you're not like all the people out there who always give up. You're the type of person who never gives up. You're the type of person that stays committed. And that's why I'm grateful that you're here with me today. Now, I want you to raise your hand right now if you're the person that never gives up. See, all I'm doing there is I'm taking the story of myself, okay? Or I could even say a mentor, you know, you could say something like this. You know, I was talking with a mentor one day, uh, you know, one of my mentor friends, very successful, and he said, you know, Jeremy, you've got to be committed. You've got to be more committed if you want to change your life. like you have to do something different otherwise you're your life is going to suck. He said, "You know, if you're not committed, we all know people who don't commit are never successful in anything, right?" And so I thought to myself, like, am I really committed? Because have you ever thought that to yourself? Have you ever thought that am I committed? Like, see, I'm just tying it back in. But I'm not saying, "Hey, you need to be committed. I'm saying my mentor told me." Do you see how then I'm transferring that to you? Any questions on that? Raise your hand. What questions do you have? Let me ask that question. What questions do you have on that? I know you have some questions. What questions do you have?

I have a question.

Yes. Thank you. Thank you for Yes.

Hi.

Hey.

Hello. Hello.

So, I would like to change my own identity with some things. How do I do this to myself?

Well, I guess we could talk.

What identity?

What I what what identity do you believe you are?

What

What identity do you believe you are? Who are you?

I'm Sar. Yeah, I know. What do you want to change?

I want to be always with self-positive talk.

Well, it sounds like you're the type of person that's here for a reason. What brought you here?

Hope. And

hope for what?

Um to grow and to be my best self.

Why? Because I love life.

Yeah.

And I want everybody around me to be happy.

Yeah.

I'm definitely the person that never gives up.

You are. What's behind you wanting to have everybody be happy?

Um, so I can be happy and not have to worry about them.

Why do you worry about them?

Um,

because I'm an extrovert and I feed off others energy

and if someone doesn't look happy near me, then it affects me and it's not as fun to play.

That's true. It would suck, wouldn't it? Where does that come from in your life? It's not knowing how to play by myself and just

How do you not know how to play by yourself?

I do know actually.

Yeah, you do, don't you? So, why are you really here?

I think I'm here also to learn the skills how to help others play by themsel and be happy with themselves.

How does that help you though besides just making you happy? Why? How does that help you in life or something else?

Um to be the best mom I can be, the best partner I can be.

Okay. Why Why is that so important to you now though?

Well, I have urgency

from

from how much time I have left on this planet.

How much time do you have left?

We don't know.

That's true.

Do you have kids?

Three.

How old are they?

Almost 10, almost seven, and four and a half.

Yeah, I mean, you seem like a great mom.

Like feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel feel 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