How To Dominate In Sales with Daniel G

Guys, we're here for a big one. We got Daniel G. Anthony Nucci, the world's biggest collab in Miami. The highest energy you could possibly find. Daniel, I appreciate you doing this.

Yeah. Yeah. It's gonna be fun.

Listen, we need to talk sales. We need to get people more dialed in and we need to help scale their income. What What is like the big characteristics of a successful salesperson, even when they don't have the skill?

Yeah. They're just starting off. What do they need to be like focused on?

Yeah. They're delusionally good at working their numbers.

Okay. Like they're they're delusional about working their numbers. They they because this you manage expectations when you get inside of the business and managing expectations means this when a salesperson understands like skill catches up like you know what I mean skills catches up they train with you. Their skill will catch up in two different formats. Number one through talking to freaking people.

Y. Number two through learning. That's it. There's only two ways for skills to catch up. It's like if you want to get good at like having sex, what do you have to do? You can't watch porn.

Of course you got to do it.

Yeah. Yeah. So it's like the same as sales. Like you. And by the way, I'm the sales trainer saying this because I know a lot of sales trainers like, "You just got to focus on your skills." Of course, they're selling you a course on just to focus on your skills. But I will tell you one thing, like for me, I start off in hardcore door knocking sales and like I just outworked everybody. By the way, I consciously outworked people, which where I was like, every single time I knocked on a door, I would always ask myself this question like, "Okay, why did the person say yes and why did the person say no?" Like say yes. Like why the person say yes to me? Cuz like you find your own winning formula. Like you find like, "Oh, okay, I make a joke here and they kind of like that joke or they don't like that joke." Or if I was recording my conversations, I'm like, "The conversation didn't have like any flow. It was just a lot of me and not a lot of them." Or whatever the case was. So it's like it's working your numbers but consciously not being an idiot while you work your numbers. Right. But you're always you're like delusionally confident even when you didn't know. You were like, "I'm just going to do it anyway. Even if I don't have all the answers, I'm going to knock and I'm going to pick up along the way." Or did you have like a mentor or somebody guiding you?

No. At the beginning, I had I had zero mentor. Like I I mean, my my manager always just said, he's like, "Dude, you're the smallest and you're the fastest. You can get through a lot more lawns than everybody beside you." He's like, he's like, "And I and he's always said, he's like, "Let me drop you off in the shitty neighborhood." And I'm like, "Well, why?" Cuz like we were selling home services. So anything to do with a home, whether it was like their lawn, indoor, anything, selling the pet, anything you wanted.

And like my my list was huge. So, like I can like tee up one deal and then, "Oh, do you need a deck? Do you need a pool?" We had subcontract.

Okay.

And the reason why he said that is because he's like, "Okay, you just got to get the pit out of your throat." Meaning like you got to you got to get like that nerve. So, you just got to talk to a lot of people. He said, "And your lawns are shorter when it's the shittier neighborhoods." So, he's like, "You could just jump lawn to lawn to lawn." And then all my friends were like, "Oh, you have the best customers." I'm like, "Yeah, if you actually knew where my manager dropped me off." And cuz I He's just like, "Dude, it's not even about the money that will make you successful in this." He's like, "It's just about the small incremental wins that will build your confidence, build your confidence, right?" So, um, yeah, that that's what I think it is. The first one is like, you got to understand sales is a timing game and you can't force timing. You force your efforts, but you can't force timing. So, it's like, you don't know when a client's going to say yes, but that's that's the end result of something. So, like that's that's the timing game.

Yeah. Yeah. Yeah.

But you could you can control your efforts inside of the business, right?

We were Yes. Yeah. And we were just talking about these high ticket sales guys.

Yeah. How long do you think it takes if I'm brand new? Let's say I'm 25 years old. I was going through a couple different jobs. I see all these people making money online naturally the shiny light squirrel. How long does it take a guy to get good if he has our obsession? 90 days? Is it 120 days? Does it depend if he's got a mentor? Does he have a good community? Let's say he's completely isolated like you and I like to be.

Okay. So, I'll give you two factors in this. Factor number one is their building block.

Okay. So basically what that means by their building block means like if you take somebody like myself, I got into sales but I had a great building block and my building block was this. I sold every CD and DVD that you can think of like burn. We used to burn CDs and DVDs on like a wire and casette and then my brother would flip them at school. So I was already.

Was in your heart to be honest.

I was already a flipper without thinking I was in sales. Number one. Number two, I played every single sport growing up. So that's huge inside of sales. That's gonna beat the person that's a soft ass person coming inside of sales that doesn't know how to get hit, doesn't know how to get their ass kicked. Literally, I'm I was also like, I look at little factors like myself like physically, I used to get my ass kicked.

Yeah.

What that means like I was the little [ __ ]. So I'd go up to my big friends always and I'd like punch them because I always thought life was boring. I thought school was always boring. So I was always the instigator of punching a big guy and then like them kicking my ass. And I'm like, "Oh, a customer telling me dope." I'm like, "I just got [ __ ] socked in the arm by all my big friends." I'm like, "And that and that's why most sales people fail because they're soft behind the scenes."

And the softer you are behind the scenes, it's harder to play the sales part. So, first one is, okay, look at your building blocks, right?

Yeah.

If somebody doesn't have those building blocks, there they can still become successful in sales 150%. I I know a lot of them, right? They don't have to have crazy building blocks. And then the second one was the obsession part was like, it just it's more so of the question is how long it takes for that person to make a decision about their business that they can make $100,000 a year or a million dollars a year. It just takes people a while cuz usually what when people are like an obsession, it just takes them a while to be like, "Okay, you know what? I'm all in inside of this business. There is no plan B." Like, remember before the cameras were on and you're like, "Yo, uh, like how do you travel so much? Where the cases?" And I'm like, "Well, I just don't have an option." And now, by the way, I've already made a million dollars by the age of 24. And I'm saying, "I just don't have an option now. I'm already a millionaire." I'm like, "I just don't have an option." People look at me, they're like, "Well, you do. You have freedom." I'm like, "No. Like, I just I just don't have an opt. There is no other option." And people look and they say, "Why?" I'm like, "I made a decision to say I'm going to be world's number one sales trainer."

A long time ago.

And when you make that decision, that means like everything like that people give me has to align with that decision. And that means I cut out a lot of the BS. So, what am I what am I going to do at home? Like, play with my ass while I'm at home. When somebody says, "Hey, go go go go go to Italy to go to an event next week." No, I have to go. I made a decision. Most people don't make a decision about their business. So, I always say it's not the time it's going to take for somebody to become successful in sales. It's the time it takes for somebody to be like, "I'm going to cut the [ __ ]"

And focus.

And and and focus. And it sometimes that takes people a year, sometimes takes people two months, sometimes it's an experience that you know.

You you made a video like that the other day, like it takes some of you six years to figure out that you can become a millionaire one year.

Yeah. Yeah. That's it. Yeah.

Literally. So, it's just a mental. I think it's all mindset. Like in my curriculum when I'm coaching these guys, like the videos that I start off with are number one mindset that you can, that everything's possible, anyone's closable. Maybe not right then and there, but at some point, but how much are you a believer on how you do one thing is how you do everything?

Yeah. I think I think for me like I could just of course I could see everybody's the daily habits reflect of where they want to be inside of life. Like everything like just I I I try to train my guys that too as well. I say, "Hey dude, everything you do is a reflection of where you want to go. The way you dress, the the the people you talk to, the way your time, your body, everything you do is just a reflection to somebody else's where you want to go. You don't have to tell me that you want to be a millionaire. I could see it on you." Like, you know, in your eyes.

Yeah. I could see the way people the way people move because their actions and their habits are a reflection of the future of where they want to be at. I my favorite line it's in my office. I say, "You know, you you can never take opposite action of what you want to become inside of the future." Meaning like if you don't want to become a millionaire or you don't want to be a public figure, you'll go take a piss on the wall and you don't care if somebody films you because you'll be like, "I never want to be a public figure." You don't give a [ __ ] about it. So your actions today are a literal reflection of where you think you're headed. People may not even know this, but everything you do today, it just shows where you're headed. So imagine like, I don't know, if somebody's screwing around every single night, like 6:00 p.m. to 11:00 p.m. at night time and they live down here in Miami, it's just a reflection of where they want to be in the future. So when people say, "Why do you still travel, Daniel?" I say, "Please look at me and be like, that guy still thinks he's worth more and that's why he's doing that today."

I I I know. Yeah. Yeah. No, to me it does. I always I say in a different way. I always pretend to be the person I'm going to be. Like I'm I'm acting like.

As if.

As if like when I was 25, I'm 29 now. I started acting like, "Okay, what am I going to have when I'm 30 years old? What do I want to make?" So if I said, "I want to make a million dollars a year. I want to have two commercial properties. I want to employ 10 people." What does that person do when he doesn't feel like showing up to work on a Monday or a Tuesday? What does that person do when he has a headache at 2 o'clock? I've had I've been cutting the last few days. It's killing me. I'm intermittent fasting. My head is pounding. And.

Why can't you do that?

Yeah, dude. Yeah, but you run like [ __ ] a 10k every day.

Yeah. Yeah.

How much do you run on average? One session.

I don't know. Today I ran like six miles. Seven. I'm trying to be more American now cuz I always put on my stories ta people like, "What does this mean?" I'm like, "Wait, you got to put six miles GPT. How many?" But no, the the only reason why I can't do the whole fasting thing or or all that like crazy dieting is because I always say to me, you got to have something that's sustainable. So like as long as somebody can sustain their diet and they're happy with how they do it, like like think of this. A lot of people that do like the the what is it called? The fat loser, the biggest loser.

What if you know what I'm talking about?

Yeah. Yeah.

They they they cut weight so quick, so fast.

It's not sustainable.

Yeah. And they they end up gaining it all back cuz they don't like they just they just have this 30-day or 60-day game plan.

No, I'm doing it because I, you know, Anthony Rhodess, you ever see his stuff? He he does training with like, um, what's his name? Uh, Poppy Steak and Live Live Miami Gruntman and Michael Jordan. He trains all these guys. So I started doing this. He's like, "Look, you're going to do intermittent fasting. You'll cut your calories by 20%. I'm not going to kill you, but like you're going to cut your calories." Dude, I got ripped.

Wow.

And then I just started like purposely eating a lot so that I could cut back. But it's always a constant battle. Anyway, I'm trying to figure it out. But my point is going back to like acting as if.

Yes.

What is the I always tell people in my coaching, I'm like, "What is the person that you want to become do today?"

Right?

"How does he act when the decision gets tough, when there's pressure?" I also think an ability to handle pressure is a direct correlation if someone's going to be successful or not.

Sales.

Yes. And and part of the reason why I met Shaya too is like that day I told myself that year, no girls, no party, but I was it was December, like it was the end of that that cycle and I changed my whole year from like focusing on me and not going out and not partying. But then I that voice in my head was like, "Oh, no, no, she's probably not the one. Don't do it." And I'm like, "No, no, you're being a little [ __ ]. You're going to do it just because you don't want to do it."

Every big client, every girlfriend that I've had, any person I wanted to talk to, I saw them at Prime. I saw him before he was crazy. Antonio Brown, I saw him at Prime one day. Went up to him, paid for his meal while I was working on like a thing that we were gonna do together. Um, Jason Derulo works out at Equinox at the gym that I go to. I went up to him. Like every single time I see it's uncomfortable, I do it. Because my thing is I can't live with knowing if it would have worked out or not.

Like if I saw you in public and I was like, "Oh, should I say hi to Daniel G? It may not be the right time for him. He may be upset." I'd rather him tell me, "Fuck off. It's a bad day."

Yeah.

Right? Like Drake says, "Sorry to all my fans who call me at a crazy day, then not try at all." Because when what are the odds if I didn't live here, let's say, that I'm gonna have the chance, especially if I wanted to work with you or collaborate with you, that I'm going to run into you again in public?

Yeah.

What has a better chance? I have 3,000 followers, you have 6 million. Am I going to have a better chance in person or DMing you?

Yeah. That's why I said it's a timing game. You don't you don't try to think of the timing. You just do the efforts. That's why I said it's a timing game.

With everything.

Yeah. It's a it's all a timing game. You never try to focus on time. You just do the effort. You don't know if the person's going to say yes or no, but you can control going up to the person. You can't control the person saying yes or no.

100%.

Right? So that's why I always never try. You play the timing card. You never try to be like, "Okay, this is the exact time."

There's never been.

That's why you always follow up with people. That's why you always contact people. One day he's in a [ __ ] mood, one day he's in a bad mood. You know.

Like I I started off sales not cuz I needed to. Like I Well, sorry. I started.

How did you get into?

One guy tried to recruit me into this sales job and I was like, and I told him I said, "Man, I don't want to do freaking sales. I'm making money like selling CDs. I don't want to go work for somebody, whatever." And then he's like, "Oh man, but this, you know, this door knock." And he got an override, of course. Like he got a recruitment override if he recruited me. And if I sold for him.

And that guy told me the day I joined high school, it's like the second day I was in high school is my brother's older friend. I was 14, he was 16. I'm like, "I'm not going to."

That early.

Yeah. Yeah. My first sales job full-time was 14. Oh, and then he uh I said, "I'm not going to do this shit." And then I remember my first girlfriend in high school, this was literally like 3 months after. My first girlfriend in high school, she's like, "Babe, where do you uh where do you want what do you want to do this Friday?" And I'm like, "Well, well, like let's just go to like the park or something." Like, I don't know what the [ __ ] I said. Like doing something because I didn't have like a lot of money. I'm just like, "Well, what do you what do you want to do?" I'm like, "I don't know. [ __ ] go for a.

Some cost free. We'll go to the park.

Yeah. I'm like, "What the what the [ __ ] we going to do?" I'm like, "I don't know. We'll go to the park." And then she's like, "Oh, okay." I'm like, "Shit." She didn't like that. Like, I can't remember what I said, but I knew I was just being cheap. I just said I'm like, "I don't." And then I said, "Okay, let me up this. Like, let's go to like a fancy restaurant. Like, let me go like find a fancy restaurant." In Canada was called like the Keg, right? It was like the Prime 112. I said, "Okay, how much does this cost?" And I was like calling them like, "So, how much does like an average meal cost?" Like, "Oh, it's like 150." I'm like, "11 150?" I said, "Holy shit." So, then I'm my brain just starts thinking it's a Monday. And then there's this sign in in in my high school. It's like, "If you want to make $500 in commissions, sign up here." So, I go to the guy right away. I'm like, "Yo, does commissions mean money?" And he's like, "Yeah." I'm like, "Is this legal?"

You didn't.

Yeah. You didn't. You never heard of anything like that.

Like, what does this mean? Like, commissions? Like, I was already flipping stuff since I was young. But I said, "What do you mean? Like, give me the job." He's like, "Yeah, we have this home servicing thing. Just show up to this interview on a on a Saturday." I'm like, "Yo, listen." I'm like, "Here's the problem. It's Monday." I remember this. I'm like, "It's Monday." I'm like, "Is there a way you guys can pay me $150 by Friday?" Because I'm like, "I have a date on Friday. There's a point of the story." And he's like, "Well, yeah, but you're in school." I'm like, "No, it's good. I I'll skip two days of school, like Wednesday, Thursday, but can you guys pay me my commissions in cash?" He's like, "Yeah." I said, "Sign me up, dude. I don't know what the hell this [ __ ] is, but sign me up." So, I sign up. I got addicted after like my first Wednesday evening. I remember I started 2 p.m. knocking on doors to like 9:00 p.m. I made like $600, $700 my first day working. The guys paid me all in cash, right? But I ask for it all in cash. I'm a millionaire inside of my head. I go take my girlfriend on a date. A year later, I'm working this job for one year. A guy comes up to me. He's like, "Yo, bro, do you remember me?" And I'm like, "Yeah, you're my brother's friend." He's like, "Dude." And my name was Mini Blood. I had to use a fake name cuz I was underage. So like my name couldn't be Daniel cuz like I'm like, "Yo, I don't want to give people like my alias. Just call me like a fake like stage name." So they called me Mini Blood. He's like, "Yo, Mini Blood, do you know me?" And I said, "Yeah." He's like, "Bro, I told you, you know, this was the best freaking company, dude. You're like the rock. I was a rock star." Like, my face was all over the wall within the first year. I was the kid that would sell 20 homes a day. And he's like, "Bro, I told you about this shit." And I said, "You're so stupid." And he said, "Why?"

I said, "You asked me once to join your team, and my manager last year made $13,000 in overrides off me off selling." I'm like, "But you only asked me once." I'm like, "Little did you know, 3 months down the road, I freaking needed this [ __ ] and the right time, right person. I'm like, you should have kept asking me to join. I'm like, you lost Mini Blood on your team. I'm like, imagine Mini Blood was selling underneath you." So, I give this story in context to people where it's like, you never control the timing of your client, but you could keep following up with your client in different ways that are not aggressive and assertive by just having fun and adding [ __ ] inside, but there's never enough follow-up. And there like that to me is the time of game.

Do you ever test your students or people and ask them like how many times you should follow up? I always ask and people like put in the chat, they're like, "Five, six, seven, eight, seven, seven's the number." I don't know why. I go, "No, no, it's as many times as it [ __ ] takes." And if you block me, I'll have John at my office call you. Like, if you were a real estate client of mine and we had a meeting and you gave me a little bit, bro, you're in my radar now. You have like a [ __ ] F-16. You're on my radar. I will get you. I'll be like, "All right, Daniel blocked me. I'll try a different number." I'll be like, "Daniel, it's Anthony real quick before you hang up." No, hang up. John, call Daniel. Pretend you know we have no affiliation to me. If it works, we'll split it 50/50 because he's paying, I'm giving him information. But like I never give up on the deal, dude. Because you could be having a bad day. Your dog could have died. Your you and your girl could have broke up. Like something could have happened that day. You lost a brand deal. I don't know. But I'm I'm going to follow up because the last thing people want to hear from is a salesperson.

Most of the time.

And you don't do you use the word follow up ever? I mean for me like look your your demeanor even if it's like you know one word by the way never kills or makes a deal and I know a lot of people think that I know a lot of people are like, "Oh, this word you will die using." I said it and that's why it doesn't talk to me anymore. No, no, your your mindset. This is your mindset when you're following up with a million people or a million times. It's like because your mind knows you've closed one deal by following up with somebody 11 times. That's it. Now you'll follow up somebody 11, 12, 13 times because your mind already knows it's already happened once. Or dummy would like.

Follow up with somebody 45 times, they close a deal and then they're like, "Yeah, but that was just an anomaly, dude. It's already happened once." Boom. Now I know I can do it every single time.

No. 100%.

That's where the game gets interesting because now it's like, wait, if you prospected somebody and that led to an appointment, shouldn't that just be a sign that it freaking works?

100%.

That's it. Like sales. You got to prove it to yourself one time.

Yeah. Or or have again belief in the people that you you work with. Like you you have to have you have to enter the organization that you work with being like, "My leader is not a lying liar. He's followed up with somebody 75 times." And if you don't believe that, you're still standing inside of an organization that could pay you millions of dollars, but you still have freezing nipples cuz you haven't jumped inside of the pool. So you're standing out there like, "Should I jump?" So like like you you don't even know but you you you already you still have this disbelief about your business and that transfers inside of your clients. That's why you do extraordinarily well. So when people are you know making videos and telling you, "Oh, but yeah, that that that thing doesn't work inside of sales." Like whatever you're saying it doesn't work inside of sales. Whoa pal, what you don't understand and I get criticized for that too as well. "Oh, well, well, that would only work for somebody like you." Wait, you're right. So why don't more people think the way I think and have conviction the way I have conviction? What you're not telling them is that, hey, by the way, he has a certain level of belief of the words that come out of his mouth that allows him to articulate the way he articulates the message. Right. So so that's why for me it's always like I always think I get a deal done. I think everyone is prospectable, recruitable, and closable. I don't care when they are. I just think they're going to buy from somebody. Yeah. They're going to buy from somebody. The market is never saturated. The market is always booming. You're inside of real estate. Everybody's going to say, "Oh, the market is high. The market is low. The market is high." Are you kidding me? I have my besting years when everybody's having a [ __ ] storm inside of me.

Dude, yeah. You just said like three things. You just have three things.

I create the.

And by the way.

Say that again.

You create the economy.

I create.

There's no bad time. Hail, sleet, snow, rain, suction, doesn't matter.

Yeah. You're the leader. And by the way, the moment you think it, it's the moment your client's thinking it.

No. 100%.

When you're thinking about it, you're getting that objection. "Oh, we're going to wait till the prices decrease." [ __ ] Because you go to bed every single night thinking about prices. "Oh, I can't wait the interest rates drop."

And do you believe you what you put out comes back? If you cancel on friends, if you no-show your friends, or you [ __ ] or whatever. You don't contribute or you don't invest in yourself. I'm like, "Dude, you won't invest $1,000 or $2,000 into a seminar or a mentorship, but you want a guy to buy a $500,000 investment property with you when you slept in the last two weeks."

Right?

And you've you've said no to that opportunity 25 times.

Um, another thing you said, like you said, "I'm going to be the number one sales guy." You committed to it.

Yeah.

That's it. I I have to. I have no choice.

Yes.

If if you were a client of mine or you were trying to be a client of mine. If I had followed up with there was a guy I followed up with 45 times in a span of two years.

Yeah.

My sales guys under me who maybe sold like $2 million a year. They get 3% 50, 60 grand their first year in business. They're like, "Why are you still calling that guy?" I'm like, "Dude, I committed. What if I'm one more call away?" Do you know how stupid I would feel if I called him 46 times to stop on the 47th? I'm committed till he dies. I die. By the way, if you listed with somebody else, I circle I cold called you, whatever. And you're like, "Anthony, I really appreciate it. I went with John. Daniel, all the best of luck with you and John. I'm going to call you every 30 days and I'm going to give you an update. I'm still following up with you." Nobody does that.

Yeah.

Because I'd rather if I stand in second place in enough lines, eventually I'm going to get moved to the front.

Correct.

Yeah.

And another thing you said I was going to comment on, uh, or I'm going to comment on how how bad does it piss you off when someone's like, "Well, Daniel, it's easy for you. You're high energy and you're confident. You weren't always like that."

Yeah. Yeah. Yeah. And I tell them, I said, "You're right." I said, "No, you're right." Like I have to build I Yeah. Yeah. It it is easy when you're high energy and high confident. So the question becomes, how do I get in this state?

Because everybody like listen like by the way if I go to a comment on my if you if people were to actually see my comments on videos that people that don't know me, it's always just like, "The guys on cocaine and blow. Never done a date in my life." Oh my dude. Never done a day in my life. And you get comments like this probably too sometimes, right?

Everyone thinks I'm I've never taken Adderall. I wouldn't even take. She tried to hand me a Tylenol out of a pill. I'm like, "Dude, or a bottle." I'm like, "I didn't see the bottle." No, I'm weird.

Like, let alone Coke or Blow.

No, I My guys would be like if they they would be like, "That would be scary to see Daniel on it."

Oh, dude. Me and you would. Oh, god. I don't know.

So.

We'd be flying.

And the reason why I bring that up is cuz I'm like, damn. I'm like, well, it's just a reflection of everybody has just a shitty internal energy state. You know what I mean?

Well, where does that do you think that comes from? Like their family, their friends, their their their environment. Like if you grew up, I feel like some people, you know, my friends are all doing drugs. I my family works a 9 to 5, but like I also see Daniel G and Anthony, maybe there is another path. But then I feel like within 18 to 25, if they don't make that leap, it even get it gets harder and harder and harder and harder.

Sure. Sure. Of course. Yeah. Yeah. You have an identity. You form an identity. Of course. But do you agree that like it has like a certain time frame like you should start sooner?

Yeah. Yeah. Of course. Like your but your subconscious is like almost like capped out at like 18, 9. So you are the person from 1 to 18 years old. And that if you go watch people for the rest of their life, they are just who they are from 1 to 18 years old.

1 to 18. Yeah.

Yeah. Like 1 to 18. 1 to 20. It is the same person. You go back to your high school friends, whatever the case is, just who they are. 1 to 20. 1 to 18. But yeah, the the the whole energy thing, it's like if I were to boil it down when people watch us online in social media, um, I always tell them I say, "Listen, you know, there's no like even caffeine or whatever the case is." They're like, "Well, he probably slams like 45 coffees a day." Sure, I have like three, four espressos a day or whatever the case is. But I'm like, the average person probably does too, but they don't even come close to my energy levels. So, I'm like, there's no coffee in the world, there's no drug in the world, right, um, that will ever outperform how good you feel about yourself. So if you really want to have a lot of energy inside of life, it's just how good you feel about yourself. And how good you feel about yourself means this. I'm like, most people walk around in life, they have no energy cuz they feel like [ __ ] about themselves. So if you think of energy, all energy is is just like how good you feel about yourself.

And it comes from doing.

Yeah. Yeah. And it comes from doing things you don't want to do.

Yeah. It's it's just like I say, "I want to be this person." Even though I don't feel like waking up and going to make a million dollars, I'm going to wake up. I'm gonna do a million dollar dials because I said I want to be like Anthony. So, I'm gonna do [ __ ] even though I don't want to do it today because it aligns to who I want to be like. When I do that, watch this. I feel good about myself. I feel good about myself. My self-esteem is high. When my self-esteem is high, which is your energy core, boom, you feel like on top of the [ __ ] world. So, when I have bad energy days, I'm not like, "Well, let me go have another two shots of espresso." I'm like, "Why?" like what is happening inside of my life where I'm unaligned where I say I want one thing but I'm not acting like that person like you started off this show. I feel like [ __ ] about myself. When you feel good about yourself, you're on top of the world.

100%.

That's normal. Like, but it's just people don't understand the process of energy. I'm like, if you understood why you feel like crap, you'll go a layer deeper and be like, "I'm a liar." Like I say to everybody around me, "I want this," but I don't show up like that person. I'm a freaking liar. And it kills me inside to be a freaking liar. Like this is what happens. Kills people inside to be a liar. They know they're living in a version of themselves that is a complete freaking lie. Their self-esteem is low. Their self-esteem is their energy. Their energy core is low. And that's why they have a [ __ ] sales day.

You know, I always said like a couple years ago, I couldn't agree more with you. Like two or three years ago, I had a pivotal turning point in my career where every day I wanted to cold call and work out. That's it. I knew those were the two things that would make me happier and get to where I want to go. If I cold called and got no responses, Daniel, nothing. Yes. I still felt I won by 10:00 a.m. I had that cocaine energy, the natural feeling, because I did the [ __ ] I didn't want to do. And I know if I keep doing it, eventually the math will math. It's it's math. If you call a certain amount of people, whether you suck or you're me or you in you're it might take you 50 dials, it might take you 10, it might take me 10, but it's going to get there. But the only way you're gonna get from a hundred for every hundred people you dial a set of meeting to 50 people or 20, you have to dial more people.

Yes. Yes.

So I'm like I started picking up on that. I'm like, holy [ __ ]. I used to think that was all weird. By the way, I'm like, people talking about energy and all this [ __ ]. I'm like, that's so weird. And then I'm like, no, no, no. I did. It's real.

Yeah. Yeah. Yeah.

And then when you get a listing and you get a closing and something come I'm like, holy [ __ ]. Dude, I just did it. It worked. That guy told me no. I showed up at his house anyway. He listed with another agent. I actually got him out of that contract. He gave me the deal. I muscled the the buyer's agent into giving him what the seller wanted. I made this happen. It took me 3 months and I'm looking at a $90,000 commission check.

Correct.

I took me 10 hours and total time to do this deal.

Holy [ __ ]. I need to do this again.

But if I didn't do what I was supposed to do that following day, I'd be like.

I'd get in that little depressed state like, "Fuck, you didn't work out today. You were supposed to. You didn't cold call today." Even now, I'm like, "I got to make content. I got to do something." Every day I have my checklist. I got to work out. I got to do my content. I got to do my 10k steps. I want to start running. So I got to put that on my list.

But like I do you have like a like a certain.

Yeah. I just I.

What are your two or three things you have to do?

Even if I don't like that's that's every high operator. Listen, every high operator, they always they they feel they feel anxious when nothing's happening. So they just create something to happen. Like we do, we we have a saying like we just always have to have something happening 24/7.

100%. Like so so I don't I I think my my day is always a priority. So priorities mean like over agendas. I prioritize. So I'm like, "Okay, my priority is this." Which by the way is if you're in sales, number one priority is making money. And people think like, "Yeah, obviously." And I'm like, "No, no, no." Like you have to wake up and say, "Today my priority is to make and produce money." And if it doesn't happen, that should like that should almost like haunt you. Be like, "Okay, today I got to focus on making money and producing money." That should be on your priority list. Like some people don't have the creation of money making and producing money on a priority list. That's it. Like I even if I make $50, I'm like, "I have to make money today. I'm in sales. I have to learn how to produce money some way, somehow."

Some people when that's not on their mind and they're in sales, they get so far away from it that it's okay not to make money for 7 days. It's okay not to make money for 10 days. Yes. Okay. It might take you 10 days, but you should be like having this like competition with yourself being like, "Shit, it's been 10 days, 11 days. Let's keep going. Let's keep going. Let's keep going. Let's keep going."

You're closer.

Yeah. Of course.

But like don't let it don't let it go on there.

Yeah. Yeah. Yeah. Of course. And then the second thing is obviously health. Like for me, I I started realizing this just lately in the last two years because I said, you know, the only way I'll probably beat people and have more stamina, stamina, endurance is if I'm like, I have endurance and stamina outside of this game. That's why I love.

You're running.

Yeah.

Because people people always ask like, "Why do you run?" I'm like, "Man, because if you start doing it more, you'll you'll have this mind game with yourself when you're on the 10th kilometer, it's the eighth kilometer. You'll be like, [ __ ] another two kilometers." Oh, dude. I know. Running sucks.

Yeah, it just sucks. And people are like, "Oh.

You like it?

No, people are like, "I'm like, "You only like it when you're done doing it."

So, I I I a salesperson, so I'm I'm never I'm always thinking like outcome outcome outcome. That's why I'm doing the freaking activity. I'm like, we can't feel like [ __ ] after we're done our run.

Never.

You push yourself those last two kilometers where the case.

Or or like I I wanted to dial for two hours. I used to look at my if I dialed for 2 hours and I was at 192. I'm like, "I got to do 200." Right? And then I would dial to eight more and it was at 214, 2 hours and 14 minutes. I'm like, "I got to do at least 2 hours and 15." And then you just keep chasing and keep pushing the boundaries.

Yeah. I like that you said one thing though like right now before you came in I just dropped the video like fast. I said, "Steve, pull out the camera." My mind was on like, you know, we're in this space when you're like, "I made $90,000 in a 10-hour span."

Yeah. Some people like when you said that like maybe it just flew over people's head but for me as a business owner I just made a video saying like, "Hey, you want to make a million dollars fastest? Like get into sales. Stop trying to like create this product and be this innovator and you know buy into this business and try to start this business. Like just become really freaking good at finding people um and just fulfilling their happiness and you make a commission." And then when you send $90,000 in 10 hours like to some people the reason why they don't go all in is because their identity is attached towards. And I I'll give you an example of this like I always say you sell based off your identity and I I'll I'll break this down.

Yeah, explain that.

So for example, your identity is your past experiences. That means for us growing up, I was middle-class family. So for for somebody making $1,000 an hour, $1,000 an hour, you're a doctor, engineer, lawyer, dentist, a,000 an hour, right? So my identity when I got inside of sales and business was like, "Wow, like if I had a $1,000 day that would be freaking incredible because my identity was no, like I'm just in sales. I'm not a doctor, lawyer, engineer." And my identity was also people pay for time, which they don't. They pay for outcomes. So you always sell based off your identity because it's your self-worth. It's your self-worth. And I'll show you how that means in two aspects. Number one, your self-worth basically means this. Some people you could see when they're stuck inside of an identity when they had a $5,000 week in commissions. $5,000 week in commissions.

Yeah.

And I ask that person, "What's your goal towards the end of the month?" And they say, "10,000." I say, "Why?" I say, "Why didn't you up it?" And they say, "Well, what do you mean?" And then say I do a stadium of people and I say, "Guys, how many people here, and I don't give a [ __ ] what you've done. How many people in this audience have figured out a way to make $1,000 in one day? I don't care if it's from selling drugs, from babysitting, and doing your commission. How many people here, like one day, have you ever profited selling your Jordans, selling a coach, how many people here have made $1,000 one day?" Everybody's hands will go up because they can recall where they made $1,000. I said, "Perfect. How many people here make $365,000 a year?"

Probably 5% of hands go up.

I said, "What the [ __ ] happened?" And they said, "Well, what do you mean?" I said, "What happened to other people?" I said, "You are I said, "Why didn't you just repeat that $1,000 day?" Something inside of.

"your head, look, look." I said, "All you guys, you don't have to believe in yourself." Cuz sometimes this believe in yourself thing, it could get a little bit fluffy. As much as we say it, people are like, "Yeah, believe in yourself." I'm like, "You don't even have to believe in yourself. You've already done it." But something inside of your mind said, "This is not normal. I can't go repeat it for 30 days." I said, "Why didn't you guys just go repeat that for 365 days?" I said, "Because you didn't feel like you were worth a $30,000 month." So the next day you were like, "Oh, that was a good day." Instead of saying, "Oh, that should be the normal. Let me go repeat it for 365 days."

Yeah.

So, literally your self worth is like your temperature. People like for me, I set people's goals. You know, I've always heard double your goals, five extra goals or 10x your goals. And I said, "How about a better formula? How about you take your best [ __ ] week?" And this will screw some people up right now cuz people are going to be like, "Should I?"

"I was just going to ask you about goal setting."

Yeah. There is the only way you should ever set a goal inside a business. You shouldn't 2x your goal, 5x your goal, or 10x your goal. And I know everybody's going to hate me, but this is how you should actually do it because this is based on logic.

Yeah.

You take your best human potential day that you've ever done inside of your life. So, even if you're like 19, just starting off, you probably had like a $345 day. Take that, be like, I did that once. I could probably do it for 30. That's going to be my monthly total. I did it once, I repeat it by 30 until you and then you have a $75,000 week. Great. Times it by four. That's your new goal for the month. You've already done it once. Make that the new standard. So, we always say inside the office, our best day is now the standard of our new goal setting. And then once we achieve that, boom, we're on to the next. So, say our best day inside the office, $250,000. [ __ ] we're [ __ ]

"Why? Cuz that's a big month."

We we we like when we have a six figure day, we're like, "Oh [ __ ] now the monthly the month goes up." Cuz now it goes it went from 1.2 million uh profit this month to now we have to be in 3 million profit this month.

100%.

So I just say it's like backtrack to like your best day of what you've done. It's just your human potential repeated by 30.

because you've already done it. You've just you've already that's why guys like you and I when we prospect a lot we we do it a lot because we know it's already happened once.

"and you believe in it."

Yeah. You're like okay now I believe in this like we don't we're we're not scared about something that has already taken place. And by the way like another thing is when I try to train sales people I'm like you know when you prospect somebody and you follow up with somebody 45 times the guy's not going to come over and shoot you in the head. I'm like how soft are like he can't literally put a shotgun to your head.

"You can't lose and it's good practice. It's good practice, but like yeah, you you you just you can't lose. So what you're doing right now by you saying you're scared to make a million dollars like you know when people talk about like the"

"I think it's all fear. Yeah, it's all fear."

Think of this right and I won't get on to energy but watch this. When somebody says I want to make a mill I'm like okay think about your goal and then people say and I'm going to switch people's perspective right now. That's my job. My job is like to give you ideas.

Yeah.

And I hope you could change your perspective.

Okay. That's what people have to do. They got to change their perspective. I can't force you to change it. Like you change your own perspective. But this is what I think of people's goals. When a mentor tells a student, say, "Set a goal that scares you." I say, "Wait, hold up. That means a person's never going to hit the goal." And they say, "Well, what do you mean?" And I tell my the the top leaders in the industry, I say, "Don't tell your students to set a goal that scares them." And they say, "Why?" I said, "Because in reality, you should be empowering your students to set goals that they know they could just [ __ ] hit, like eating a bowl of pasta."

"So you you don't think that they should be that big that it does? I was just going to ask you, well, there is no goal in the world to me like, okay, I'm going to quantify this. If somebody says I say, okay, what's your goal at the end of the month? And they're like a4 million. And I say, okay, so it's a4 million. That's your target. They say yes. I said, when you said that, how do you feel right now? Like, [ __ ] I just want to know like they're like a little bit scared. I said, you're not going to hit it. And they say, why? I'm like, you can't approach a goal of fear. You got to approach a a goal like it's a bowl of pasta. All right, let's get it done."

"Give me it now."

Yeah. Yeah. You don't you don't need to cuz imagine this. Wait, imagine imagine you have a goal that's $250,000, right? And you think of that goal and it scares you and the only way to hit $250,000 to be on the level you and I are on. It's not normal. If you want to make a$4 million every single month, I'm not even saying annually. What is that like 25 times probably more like a hundred times higher than the average income? 100 times higher than the average income. That means you got to be at a [ __ ] level of 24/7 insanity. psychopath. Crazy.

And now you're saying that $250,000 that you want to make every single month, when you think of it, it scares you. But that's not energetic. That's low energy. That you can't operate. You You can't be in fear and then somehow hit $250,000. You have to be in certainty to hit $250,000. That's the only way you'll So, so I always tell people, I'm like, if you think of it, the only person that crashes on the road is the person that's scared of [ __ ] driving. There are two things happen when you crash. You're either distracted or you're scared. There's the only way an accident can happen on the road. The only way an accident can happen on the road is a person that's scared to drive. [ __ ] Like my mother, I'm like, "Shit, we're about to die emerging in this highway." Or the person that's distracted. We know that. So the only way accident happen is a level of distraction or a level of fear. So think of goals. It works the exact same way. The only way you can't hit your goal is either number one, you're scared about theing goal.

Yeah.

Right. Or number two, you're distracted. That's it. you know, freaking go to a bowl of pasta and we go to steak and eat tonight and we're like, "Man, you think I can eat this steak?" You eat.

Yeah.

Cut, eat, done.

So, we go in the office, we're like, "Yo, what's the goal?" Okay, let's go. Let's go eat it like a bowl of pasta. It's done. Let's go eat it. We eat the goal like it's pasta. We say cuz we don't allow the goal to have higher frequency energy than us as a human. So, when I say, "I want to go buy a jet next year," I said, "Guys, we have to get a jet January 2026. It has to get done. It's just too easy. I said, "It's just too easy. It's just a jet." And the guys are, you know, maybe we can, you know, we could just do charter sometimes. I'm like, "No, we got we got to get the jet. It has to be ours. We got to decal it. It has to be our jet. This is why. And this is going to get done." I say, "Guys, how does one person get a jet to fly yet other people don't think they can buy it, but somebody invented the plane? Both of them are both in both of them are both humans. Human invented a plane.

"and we can't even buy the plane."

I said it's just a level of our thinking right now.

You know what I mean? And that's why I said it's just the time in which it takes to get you to that level of thinking to be like easy.

"I was just going to ask you a question too to go off of that and energy is like what about the people that say money? It's not it's not all about money. Like you say, Daniel, I got to like what about solving my clients problems and and just getting to 10 $20,000 a month? Like like I know some guys are going to watch us like I kind of I lost I lost Daniel and Anthony at 250 grand a month. Like I've never made that in a year, right?"

"How the how the [ __ ] do I get there?"

What What I know that's kind of like a multi-loaded question, but like

"let's say you're 25 years old, you have five grand to your name. You see me, you see you. I want to do real estate or I'm trying to do sales. You pick me or you as your mentor to guide us, guide them."

"What do you What do you do?"

I would pick you.

I would pick if you're doing real estate. If you're in real estate, well, if somebody's doing real estate, I would I would say, you know, go to the people that are actually and and by the way, the reason why I'm saying I'm picking you is like because I like people that are doing and coaching and at the same time um are about it. Meaning like when you're moving, you're shaking and you're hustling. Like there's people that will train sales, but like I say, okay, wait,

"have never sold anything. Not just that, like I'm like, are you actually pay playing like today's game? Today's games means like actually hanging out on social media. Like you can't beat me in sales. I'll tell somebody why. Because I I'm I'm starting to understand the way this buyer operates. Why? Because I'm not disconnected by today's buyer. I'm on a live stream figuring out. Holy [ __ ] my foot just cramped. Figuring out it's just like it's it's insane right now."

"[ __ ] Uh, give it two seconds."

Yeah. Get this guy a banana, dude.

So, so imagine

"you want to walk walk it off."

Imagine this. Like I'm like the best sales trainers are the people that are still in it with their customers because I'm on a live stream. Then I'm thinking, okay, like how do we set a meeting from a live stream? I'm understanding the logistics of today's buyers. I'm doing it 24/7. I'm in the field playing the sales game 24/7. I'm not getting disconnected from it. Even if it's in the coaching business, whatever the case is, right? So, um, yeah, somebody that's, you know, just getting into business, feeling like maybe making a quarter million dollars a year is crazy. My identity when I said go back to your identity, that was me when I said one day I was sitting in my office. I said, you sell based off your identity. So, you brought me back this actually. I'm sitting down my office 2022. I'm doing free events and events for a,000 bucks. Like, that's it for three, four years, right?

"No [ __ ]"

And a,000 bucks means if they said four hours, it's $4,000, right?

"Okay. and plus my travel, right? But if somebody paid me, I'm already on cloud nine. I'm like, [ __ ] you're going to pay me for this? This was like in 2018. I'm like, you're going to pay me? I'm like like I didn't I didn't even care about the money in the beginning cuz I was I was making money hand over fist with my business"

"with my agency. Like I was That's how you started. But hey, I was running my agency. Like me and Dylan had big clients. We're making money. I'm like I'm like you're going to pay I just I did my sales training business only because I thought sales training was [ __ ] boring."

I did. That's what it was. I was watching you. You said there was no high energy person. You felt you had to do it.

"Yeah. That's how I felt about it. Like these guys are not good. They're not good."

Yeah. Same thing in your industry.

"They're 45 years old."

Same thing in your industry, dude. That they're just dead.

I I honestly I look, there's some nice people out there.

The biggest like you don't understand why I have to be there's no competition.

You have to build out of responsibility. You can't build a business out of passion. Some people are like, "Are you passionate about sales training?" I'm like, "Yeah, but like I'm like I'm also like everybody just sucks. So the only way I can bury them by is doing more.

100%.

Right. So like like I just got to show up and just like the only way I can bury these people. I was in my office. I swear to God 2016 17 18

like when we were talking with Dylan 2019 I'd be on social media. I'm like these guys actually suck. Not just that they can't hold my attention. They feel like a teacher. And like the the sad thing is that I was labeled by my by teacher that we have ADD, ADHD, ESL all these [ __ ] problems. I'm like my teacher just sucked. So I said, I have a responsibility and instead of talking [ __ ] about it, let me just get up and go start training. Right. So,

"and you did you start doing public speaking at first? Were you all online? And then you started"

I I I I have this formula of branding, but it's a whole another thing. But yeah, I started off doing small sales trainings for people offline because I knew it would increase my online game because the perception is reality on social media. So the more I'm in front of people, uh, the more people will trust me. So even if it's a group of six people um I would have to be in front of people because I understood the subconscious mind trust when other people are validating you and you're not validating yourself right like showing a testimonial. So that's why I always tell my leaders that I train I say hey we're going to figure out ways even if you don't have a stage to create your own.

because that's what's going to take you to the next level right so um yeah so based off the the person the kid that doesn't feel like he can make $5,000 or $20,000 wherever you're stuck. Trust me, it's because you have this thing where you're like, people pay for time, but they don't. They pay for their problems to get solved and you could become you could become filthy rich for this because like

"you should like what you're doing and believe in the product you're selling, too. And like another thing to go back to the sales energy and everything else. I had a mentor back in the day that said, "I've never met a bad salesperson or a good salesperson without money. I've never met a good salesperson without money."

Yeah.

"And I'm like, dude, that stuck with me till this day. And I try and tell people like I'm going back to like whether or not you should decide to to find a mentor or go to one of these seminars or go watch you speak. I think you make a mental shift and commitment when you fork out that money even though you don't really know about it. You're like, I've never done this mentorship thing. I don't know what this is. I'm going to just do it because it's going to force you to pay attention and you're going to be like, well, I have to get a return on my investment. Daniel G just told me all I have to do for the next two weeks to just start is go call knock 100 doors.

I paid $1,000 to hear it. Even though I know I should do it, I feel like because I paid him to do it now.

I feel like that's the shift for me at least cuz like I paid this guy five grand my first mentor for like two months of training,

right?

"And dude, he would give me a while back. This is 2020 2021."

Mhm.

"And he was like, "You you you need to be a mentor." I'm like, "Bro, I I got imposter syndrome." I'm like, I got to sell $100 million first. I got to sell this. I got to sell that. He's like, "No, no, you have the energy. You have the worry. You got to do it."

"And immediately like it took off. But but he him telling me what to do dayto-day when I would look at that task. I'm like, I paid to be told this task. I have to do it. It was like a sense of accountability. That's why I feel like it works. And then you start winning,

you start getting addicted to it. And you're like, [ __ ] dude. Like, if I keep doing this, maybe I can become like Nucci and Daniel one day, right?

"Like I feel like showing them where you started, too, is really like the most relatable thing. But"

yeah, I I I I again

"cuz we all we we weren't born and placed right here with the [ __ ] high energy and the objection handling."

Actually, it's crazy. I was almost I would say like an opposite. Like I was more of like I was an a I like playing soccer. I DJ. I produced music my whole life. So I was like more of like an introverted person, but like sales opened me up. Like sales really opened me up. Like sales sales made me more of a confident individual. The objection handling thing, like I didn't freaking know objections when I was 12,

you know? Like I learned this. So when people are like, "Oh yeah, you're a natural." I said, "An natural at what?" Like at Wland, it's like, "Yeah, like I just wanted like you mean like actually the desire and the hunger to make money and that everything I would do to like I would learn everything. So if I had to learn how to deal with an objection, I would do it. If I had to cold call, I would do it." I said, "That's not uh being a natural. I just had more hunger and desire for everybody else."

Consistency.

Yeah. That's it. Like it was just like there was no option be and that again it's for people that get into sales. um they they still have pending options inside of their head and that's why they can't win.

Yeah. No, I agree with that.

Every personality type can win inside a sales body.

100%.

Every personality type, anybody that joins you as a realtor, they just got to find like they're a factor, but whether they're introverted, I always say, "Okay, well, I'm introverted. I'm not high energy like Nucci and Daniel blah blah blah." Okay, great. It doesn't mean you're lazy.

Yeah. I So, I tell people embrace some people are very analytical. I'm like, "Bro, be the numbers guy. Work with a lot of investors. You're the high personality, the high energy guy. Okay, you need to be a coffee shop. You need to be advanced. You need to be

Yeah. But it doesn't mean you're lazy. When try to introverts try to use the excuse

"I'm introverted."

I'm introverted.

"I said doesn't mean you're lazy. You can find other ways."

Right. So

"I I like to stay at home and be quiet."

Yeah. I I think I think sales and Oh, by the way, here's a good thing. Like I I train on this. I say there's nobody that is completely introverted and completely extroverted. And people say, "Well, what do you mean?" I say I've challenged this with thousands and thousands of people. Yeah. I said there's nobody that's completely introverted and completely extroverted. Completely introverted means you're always completely introverted, right? Completely extroverted means you're always completely extroverted. But for you and I right now, we're in an extroverted state cuz we're feeding off of each other. But for us, we're like, "Okay, that was enough. Go recharge. Now we have to go be freaking introverts for 90%." But when we're when we're in, we're like fully in. Okay. We're in extroverted mode. So I say sometimes you got you think you got an introverted buyer. They're one-worded. Yeah. No. Yes. No. Well, why do I always call these introverted buyers? No. They're probably not introverted. You may have even caught them on an introverted day

where they're pissed, right?

Or like your words made them introverted cuz you might you're like you preassume or you said something that made them a little bit introverted, right? Like it's like your personality, the words you say, everything can open or close a buyer. So, nobody's completely introverted or extroverted.

We have like 10 minutes. I have I have a few questions for you that are like more driven to sales. I'm not going to throw a 100 objections at you, but I want I want you to like

"break down the framework of how you kind of like the mental framework of how you handle objections. And my second thing is,

do you think you and I could both overcome the same objection with different with saying the same thing? Maybe not the same thing, two different things with a different tonality. I feel like there's certain people that in my coaching community, I can give them a script, but the way they say it is so flat and monotone that because I say it with a different tonality, it's a totally different thing. It doesn't matter what we're saying exactly. It's how it's being said."

Okay. Yeah. So, those are my two questions.

Okay. To to to answer the second one cuz I will forget the second one. Okay. You're hitting me. You're trying to make me, you know, drive the car with like I'm ADHD. Let me tell go one foot on one on one uh pedal here. So, the second one is Yeah. um about the words that end the tonality. Yeah. I think people screw up tonality because they don't know why the script is written the way it's written.

So what that means is when they don't understand the why behind the words, they don't know what the heck they're saying. They're just being a robot. But if I were to stop when I do script training with people and I say, "Okay, do you know why I did that?" And they're like, "No, why?" Because the moment I start telling them on the why, then they can start being the actor with the script. Cuz I'm like, "I did that." So, so like that allowed them to I don't know like feel a little bit more comfortable. That's why or laugh. That's why I put that one sentence in there. Oh, okay. Now I know why I'm saying the words I'm saying. Cuz usually people say the words in in disbelief.

They got to know why they're saying the words. Cuz the the line of sales is like nobody believes the words that are coming out of your mouth, right? Sales is people don't buy the words that come out of your mouth.

People buy from you when you believe the words that are coming out of your mouth, right? So, it's like most people just when they're reading a script, they're just like, "Yeah, I don't know if this is going to work." It's like, "Dude, you got to be sold on every single why behind the words, right?" And that's why, again, going back to you and I, if we have a different framework, I'm just sold on my why on my framework. That

sold on my Y. And, and I'm so And by the way, my guys will use my framework, but I still know I'm sold more on my why than my framework. And that's why I can still tell them even though they're on phone calls more than me all day. But I also get on phone call and I say, "Guys, I still have more conviction in my framework than you have conviction in it."

That's why, you know, like like I I But you're on phone calls all day. How is it that guys are on phone calls all day? I'll get on two and and I'll be like, "How did I close the guy?" But you guys are on calls all day with clients cuz you're you're still not convicted about

That's what I don't understand. I'm like some of these guys, granted, I get it's not the right timing, but some of my sales guys, I'm like, "Bro, that guy in my DMs was literally ready to give the credit card. What did you say to him?"

Yes. Yes.

"Like what happened? Yes."

"And I'm like, I'm not going to yell at you, but I go, I want to understand. He goes, he was driving and he kind of said that he wanted to look at another mentor."

Uhhuh.

"And I'm like, what did you say to him?"

Yeah. Yeah. I know it's gibberish in your head, right? You can't You go to bed at night time thinking like, what's happening? It happens 24/7.

Okay. So, so to to help my guys, what would you say?

"And then in your head, you're thinking, I can literally voicemail this guy and be like, pay me. How do you want?"

Dude, I used to do that. I would do 20 30 grand a month.

Yeah. And it doesn't sales team.

It doesn't help you have freedom. But I know what you mean.

Yeah. Yeah. Yeah. But but I'm like, "Bro," the guy literally was like, "I I want to do this." He told, one guy is like, "I have whatever the amount, $2,000. I'm ready to go." And

"yeah, he never answered the phone. I'm like, "You didn't call him, dude. Something went wrong." I'm like, "You didn't try again?" I go, "What if you paid $1,000 a day for ads? Would you have called him again off of a different number?"

Yeah.

"So, what is your I guess like"

So, the first thing is there's there's nobody else and we're the only single person. That's the line I have. So, like in my office, I said nobody else and we're the only people in the world. There's nobody else and we're the only people in the world. And people are like, "Well, when people come work for me and I say, there is no other sales trainer." And they say, "What do you mean?" I said, "There isn't."

"Oh, yeah. No, no, no. I agree. Okay. I thought you were saying about"

Oh, yeah. There's nobody else. Yeah.

"Yeah. It's it's it's it's And when you have to have that conviction, there is nobody else."

I do. I say that.

"No, no. I'm saying to the to the reps, they still believe like like I'm like it's harmful for them. Like, and my guy say I said if they get off the call, it's [ __ ] harmful. There's it's harmful. big buy from another guy who wants who's the uh Dollar Tree Daniel G."

Yes.

"Very harmful."

It is. No. No. I I'm I'm with you. I'm like, "Guys, look, we we were just talking about people that we know." I'm like, "Those are good guys, but they're not great coaches."

Yeah. And you don't want I said, "Do you want our clients to be like the other people?" No. You want them to be like us. We're the cool guys. We're good guys. We're the energetic guys. We have the good life.

We're obsessed.

Yeah. We're obsessed. We have a good life. We We have a fun time. I'm like, I still haven't found someone. Like honestly, I look around and I know there's a lot of like a lot of coaches and mentors, but I still say I I have so much of a better life than other people. I'm so much more high energy than them. I'm like, it would be a disservice for people not to live inside of my shoes.

That that's what I I literally say. I'm like, this other mentor, what do you like about him? How old is he? Does he live the lifestyle that you want to live?

Don't you want to be like Ni who's under 30 years old, who's in Miami, who left Michigan. I left a sixfigure business in Michigan, threw it all on the line, knew no one here, knew nobody,

had no connections, and did it on my own and built what I built. has a good life, man. You eat well. You go out. You you your your kids on the way. You're having fun. We're connecting.

High energy, good-looking Italian people. Probably the best in all of Miami.

Yes. And and and you know what happens? There's a lot of people in sales that make a lot of money that could be 45. Yeah. Sure. There might be a richer mentor. Okay, fine. The guy sold

he's 20 years older than you.

Any Yeah. There's there's never more uh there's always going to be more weight on the bench, you know?

There's always somebody bigger bigger and longer in the game. So yes, frameworks. Um, yeah. I mean, we we can go into frameworks. I just believe in my frameworks because they work out for us inside of our business.

Yeah. What is the what is like the

So, hit me like go like what do you mean with an objection?

No. Yeah. Like kind of like framework how you're like, okay, acknowledge, isolate, and like, okay, we get on a we get on a closing call. Let's say I review some of my guys calls. I'm just, for example, like the one like, "Yeah, man. Um, I just got to think about it. This isn't the right time, but he put in the application. I've been struggling for two years. I have a kid on the way. Money's tight. I have a car payment. The whole the whole thing.

Yes.

"How do you"

Okay. Step number one about even before the objection handling framework. This is pre-objection handling. I would go look at a rep and I would say, "What do you think when you look at that application?" Because this is so important. We're like like to you and I we're like, "All right, game on. Let's change this guy's life."

But the other rep's like, "Oh, he needs to think. He he needs to think about it." Whoa, whoa, whoa. The guy just came in saying, "Somebody please change my life." Nobody even And and here's the example.

Watch the 20-minute VSSL.

Forget 20 minutes. Where's my phone? Here's my phone.

How long is yours?

No, no, no. Not even a VSSL. Look, let's just see one of the last videos I put out. All right, this is just w now. I just put this video out an hour ago. One hour ago. Okay, this is not [ __ ] I just posted this literally like 50 minutes ago before you walked in. Okay, I just posted this. Um,

23K viewers.

Wait, wait, wait, wait, wait. That's not even important. That doesn't matter. That was a 50 second video. On average, the average watch time was 12 seconds. And I'm [ __ ] grabbing your attention like crazy right now. Like, I'm in it. But 12 seconds is the average view time.

So, when somebody and I go to all, it doesn't matter what what reel it is. Like, any reel it is that I go to. Look, average 12 days this re's been watched. Average watch time 8 seconds. Dude, I'm like, [ __ ] I suck. And then you get a somebody on a phone call and they're giving you eight minutes of your time. I'm like, if you've seen what I seen on my social media analytics, you would be like, [ __ ] 20 minutes of time, this guy's struggling because this guy doesn't even give me 20 seconds on a real,

dude.

Dude, on a real like like really I wish

"when you're high energy screaming."

Yes. Like this was I'm saying this

"I'm calling people out. I'm talking [ __ ] I want people to hate on me."

How do you handle that by the way? You sometimes I I [ __ ] around with people and I'm like

"the hate."

Yeah. I I sometimes I respond.

Well, I I wake up and I'm like, "Shit, how do we get more of it?" Like I I really now I I start to realize

"But you you don't respond to it though, do you?"

Uh no, I just laugh because I always I I just say this cuz like think of this, right? If I laugh, it still keeps that guy in proximity. So he's still confused. Like he's like, "Why is he just laughing?" Oh, dude. My people will defend me in there. And like I had a guy like [ __ ] talking like this girl. I'm like dude go I I wanted to say like

"hey you don't have to respond. But I'm like go ahead. You boost the engagement up all you want. You're only helping me."

Yeah. Yeah. Yeah. Yeah. Listen, I used to Okay. I I used to respond and then I used to say, okay, if I laugh and I continue making it, it just kills the person 10 times harder. Why? Because like they didn't get what they wanted. Number one, they really didn't get what they wanted. Because I always tell my guys and ladies, I say, you know, only somebody that has time will argue with somebody else. And most rich people don't try to argue with things that don't end up making the money. So I say, if I prove this hater wrong, I'm never going to prove this guy wrong cuz either he'll just come back on another video, he'll never say he's wrong, number one. So you just actually never win by arguing that. You can't. So, like I just like, you know, when when a lot of videos go viral, like I just tell my guys, hey, just whoever's replying to my comments, sometimes I'm like, yo, just laugh at a lot of things that are like, hey, just laugh them. So, they come back in and they're just like, wait, I don't get it. Why is

"piss them off a little bit more with an emoji?"

Yeah. Just like be like, that's crazy.

"That's hilarious. Oh my god."

Yeah. Going back into the objection number one. Um,

"yeah, I got to think about it. Or the second,"

"I just like I I just got to take some more time to think about it, right?"

Yeah. I don't make decisions like this.

Yeah, I don't make decisions like this. like as you shouldn't make decisions fast or whatever the case is like I always go to the point where it's like hey I'm on your side I'm not a predator I'm a partner with you right like I'm only going to try to sell you this home or try to sell you this mortgage or insurance if it actually makes sense to you so if if to me and by the way look I'm now selling the acknowledgement guess what somebody else is going to do because acknowledgement

"it"

well when you look at words like acknowledgement right people are like okay acknowledgement means like okay I understand yeah you shouldn't buy Yeah, but you didn't sell me on that part of the of the framework. I'm actually selling you on the part of the framework. Watch my my selling part. I'm like, you know what? As you shouldn't. I would like my thing is like, do you sell the [ __ ] out of your client where you're like, okay, I believed in the words that I actually told them. That's why I said you got to believe in it. So, I'm like, would you believe your own [ __ ] that you're saying on a phone call? So, that's why we were talking about sales trainers before. And when people are like, uh, when we were talking about it's like, yeah, I don't know if you really should buy today. I'm like, listen, everybody that goes to repeat that doesn't even believe the words that are coming out of their mouth. Thank you.

They don't believe it. That's why they can't say it in even different formats. They can only say it like a robot. It will sense.

No, it's like they they just don't believe even even if it were to work.

But yes, it makes no sense. So therefore, you have no conviction and you have no confidence and you're just talking to talk.

Correct. So you're basically just saying whatever. You can't even you if the client throws a curveball, you can't maneuver around it. So you're basically like I know when somebody says okay acknowledgement. Okay. Okay. Acknowledgement means that you're getting on the same frequency as somebody. It doesn't necessarily mean you're agreeing with them. You be like I understand. Hey listen it would only make sense for me to walk inside of your home dirty the [ __ ] out of your home with my dirty shoes that I'm looking at right now. See

somebody wouldn't be able to do that if they didn't understand acknowledgement and dropping somebody's shoulders. A shitty sales trainer would just be like dropped their shoulders cuz they heard me say that and now they're just replicating what I've said but they don't understand why I said it. real. Yeah. Exactly.

Exactly. And then but like look what I said. I said, "Dude, I wouldn't even want to come in your houseing mess up your beautiful marble floors cuz my shoes I just came in from a freaking Ah, the guy's having fun." Ah, do you see now the psychology of actually dropping somebody's shoulder? It's not being a [ __ ] weirdo.

But do you see how I can do it? Cuz I have a personality cuz I know I know the framework. So now I'm now adding my my personality to it. I understand it with conviction. I think the biggest thing that like any sales guy that's struggling right now, especially high ticket or whatever, the biggest thing is it's not so much the words you're saying, it's your belief in the words you're saying. Correct. That's it.

Of course. 100%.

And I I talked to my guys earlier. I was reaming them and I'm like, "Bro, you guys are like droopy. You're like droopy in the face. Like you're you're like dying in your your demeanor. What where's the energy?" Like I I go, "You you feel like this is a chore to you?" They're like, "Honestly, today, yeah, it kind of feels like that." I'm like, "Why? Do you not believe that you're the greatest sales guy out there? Do you not believe that we're the greatest to me? I've had literally, bro, I've had 1,200 people sign up for my coaching over the last three years. I've had 10 disputes.

Yeah.

10. That's like unheard of. Every other guy

high ticket

from high ticket. Unheard of.

Every other person around me is like got a 10% 5% or just whatever. Like people love it. I care about my guys. I talk to them. I I always

overd deliver.

Overd deliver. Like randomly I'll be like, "You know what? Someone made a comment. I didn't like it.

I'm going to fix I'm going to [ __ ] revamp this whole thing." Not always, but I'm like, I care. You said some of that script looks old. I'm like, "All right, let's get on a call." I'm like, "Anybody who wants to join right now, here's a Google Meet. Join the call. 800 people in the Discord. Whoever's available, join right now. I got 30 minutes. Let's go." And I'm like, "Daniel, what do you think?" John, what do you think? I hear we should have an advanced role play room. We should have that. You're right. Boom. Boom. Boom. Boom. And I'm like that your other these other guys just want the money.

Yes.

They're doing it for side income. They don't care.

Yeah. And they all It's longevity, dude. It's how you know.

Oh, yeah. You and I are running the marathon literally physically and

Yeah. Like it's it's just longevity. It's like I want to do this. Like I think of this I'm like I I want to do this for 30 years. I think we had one chargeback this year.

Really?

Yeah. One charge back. I I sell programs. Look, cancellations happen because we have a low ticket program inside of our school. So like you'll have like what like what 75% stay, 25% we'll move out, whatever. We have a monthly program.

But we had one chargeback this year on like a $2,000 product. So, anything high ticket between $1,000 and $250,000, right? So, like my highest consulting would be $250.

Uh, we had one chargeback. I think it was of $2,000. And like to me, I'm like, "Okay, [ __ ] Why? Like, take the money. Why?" Like, I'm sitting down.

"Oh, you you'll actually reach out to that person"

or no?

Oh, with my team. I want to understand. Okay. What was it? What happened? Uh, and what was the conversation like? Was there any false promises given to this guy? Did he think he can attain something that and we didn't manage blah blah blah? Or what did we do on our end? Because like product is what keeps a a person in business forever. Like you know we are a product. You are your product and I am the product. So I'm saying like is there a product issue? Is there a show up issue? Is it like something that they didn't get out of the course that they you know like what's happening here because product is what makes us money forever. Um, but yeah, just going just going uh back into the I want to do it forever and I think longevity is important. So like I always want to I want to I I say that's the beauty about being in sales. We could do this to like we're 60 years old, 70 years old, 100 years old.

We're never gonna stop.

No,

we could go another hour. I know we're short on time. What is Daniel G going gonna be remembered as when you when your plaques up on the wall and it's all said and done and you live to be 150?

Yeah. Just just somebody that I mean just somebody that gave it all and everything like you know just so it was always just like you say let's do a podcast. I'm not going to I'm I'm all in. Just like I already have like two words like he's all in. Like I dude everything I do if I'm when my sales guy last month is like yo I'll beat you in a 100 meter sprint and he's 6'4 and I'm 5 foot nothing and he's like okay yeah I'm a little bit more but like he he he he's like going to sprint like [ __ ] I'm I'm Usain Bolt in my head and I tore the show my hamstring like level two tear but I'm like all right I'm all in. Whatever we do, we're all in. Like, you know, we just we just push it to full-blown commitment.

Yeah. Full-blown commitment or we just don't do

make it happen or die.

Yeah. Cancel it off my schedule if I don't if I don't think I'm going to be all in. That's why that's the problem with sales people. It's

I do that sometimes, too, bro. With my one-on-one clients, I'm like, today it's just I'm I don't want to I don't want to deliver low to you. I can't.

Yes. You need people at full capacity.

But there's

millions of messages in my DM a day. It's impossible to get to my email. I have over 1,500 messages a day

in your DMs.

Yeah, 2,000 a day. I have somebody constantly and I it's not even I know people are like Manny chat literally over

Oh, my man chat's going to blow up too, dude. But now not you like yours. Yours is ridiculous.

Think of this. I'll sometimes as I sometime like I have two guys that are inside of my DM. They'll manage everything. Manny chat, but they'll manage like messages and stuff. Some some of them are important messages, right?

Uh because some people reach out for big companies, etc. And then you'll have all these questions. I get I'm like a sales doctor, too. So, like,

"and then the models that are reaching out, you got to make sure that they're"

not so much. Not so much. Just I'm just a doctor of sales.

You get the models. I don't get the models.

There's no call to action.

She's like, "Shut up, Daniel." Uh, so

baby, I I listen, I was celibate for 5 years.

Tony takes them all. One of my guys, he's like, "Daniel's busy. You want to go on a date?"

No. But I love your videos about like you're like, "If you want to be good at sales, like go to a bar, go see 10 girls and go, no. No." They're all going to say, "No. No, no, no. And the Van one's going to say yes.

But it's actually true.

It's It's 100% true that we we always see like, okay, well, in Miami, it's

maybe the numbers are a little reduced.

Well, in Miami, you'll see ugly guys with good-looking girls, but we can't we can't quote Miami cuz like, you know, like he he probably has a Bugatti, so like, okay, it's different. Like, we Yeah, we understand where the girls going for it. Like it's fine, but likeine they're they're you'll see ugly guys sometimes that have beautiful looking girls and they're not rocking uh $450,000 uh watch or whatever the case is. And you're like how? And it's like dude because like he talked and and the best people are not the richest people in the world. The person that talks most is the richest person in the world. Person asks like okay cool you're so skilled I'll still eat your ass even if I'm garbage cuz you're going to talk to one person this week and I'm going to talk to a hundred and a 100 two people reply. Boom. I win. So that's when the thing that's like yeah the bar the bar thing but um what what was I saying before that oh the DMs it's like yeah meat always when you said your sales guys feel like it's a chore I'm like dude why in the world when you're like I got a prospect I said why in the world would somebody want it like do you ever think like why would somebody want to do business from you and they say well what do you mean I said like imagine if you're the doctor like and you're like

[ __ ] I got to say this.

You're coming in again. Yeah.

Or or no, like imagine there's a heart surgery. You be like, "Fuck, man. I got to do this heart surgery."

You You would never want that guy to operate on you.

You don't want the guy to be like, "All right, attack. Let's go. Okay, hey, get me this. Get me this. Get me this." We have to restore this guy's freaking life.

Sales is about restoring people. How can you restore somebody if you're not restored yourself? So, you're like, "Oh, it's a chore." I'm like, "Hey, you don't have to do this. You get to freaking do this. You get to restore." How cool is it that you literally have the ability to get a call in 6 months down the road and be like, "Daniel, thank you so much for selling me that home, selling me this plan, selling me this program. My life has completely changed." Like, how cool is it to receive that call? People are like, "Well, what do you mean?" I'm like, "See, you still think you're an interruption. You don't feel like you're a present to somebody's life."

I like that.

And that's why I always say to people, I'm like, "I'm a blessing. It's Christmas 24/7. Everybody we talk to, we change your life." They they will always

Yeah, man. They will always they will always come back more. If people leave Daniel G,

they left with like a blessing and a present.

Oh, 100%.

That's it. So, I'm like I'm like everything in the world follows that mentality. You walk in this office, you are Santa Claus. You're guys, we're Santa Claus. We're giving gifts to people. They

There's only one Santa.

Yeah. And that's what I said. If you're in real estate, guys, these people, everybody else, this the way I If I was you, I'm like, guys, everybody else is a Grinch. There's these shitty real estate trainers. They don't know what they're doing. They're stealing everybody's money. They come to our office. We're Santa Claus. We give them the gift that changed their life. As long as they apply it, as long as they apply it, we're giving them a gift that changed their life%.

And that mentality is what drives top performers cuz they're like, "Wait, I don't get it." How did you not sell that person? Like that person drives me [ __ ]

Yeah. Like they're willing to pay us and you out you actually what you did is like you made them walk away from the sale instead of paying you more.

Yeah.

Right. This was fun, dude.

Yeah. Yeah. We're good. I appreciate you, bro. Thank you so much for doing this. Wicked. That was good energy.