1. Forget the glamour - we are here for results, not fancy bells and whistles.
2. ACTION is the only thing that matters. Until it is out of your head and into the universe (ex. writing stuff down, implementing things, etc.) then no action has taken place and no outcomes will change.
3. Don't get overwhelmed with implementation. Things don't have to be perfect, perfection kills growth and action.
4. I am here to help guide you and coach you along the way, if you ever have questions feel free to reach out or ask the leaders on your team. Google can answer a lot of questions too.
5. Move quickly, but don’t cut corners. The speed at which you get through the training will determine the speed at which you will earn more money.
6. Expect some resistance. There will be challenges along the way. Learning a new skill isn't easy, but it will be worth it.
7. Forget about what you learned in the past, the more open you are to testing and trying new things, the better.
8. Take advantage of the opportunity you have in front of you. There are millions of people who would kill to be where you are (alive, healthy, ambitious). Don’t take it for granted, and make the most out of it!

1. Go through the training step by step. Don’t skip anything. Be disciplined.
2. Do everything as I complete it. Don't watch and simply observe, complete the work with me as I demonstrate it.
3. Start taking sales calls AS SOON AS POSSIBLE. The more practice the better.
4. This is meant to be implemented and replicable for your needs. (You can use Notion to COPY any templates or document activities.

1) Good listening skills

2) They think value creation

3) Customise according to customer requirements

4) Does Their Homework

5) Collaboration across different roles

General Info:

• If you have the ability, you want to separate your inbound closing role salespeople from your outbound lead generation sales development representatives or (Storytellers) in our case.
• The skillset between closing and outreach is COMPLETELY different. Closers are usually terrible at outreach and people who are great at outreach are usually terrible at closing. You can sometimes find someone who has the full package and can swing end to end deals but they are not the norm
• The reason they are usually good at one and bad at another is that the sheer amount of time and energy required to be good at both is just too high for most people. If you are on sales calls all day long and focused on converting, you definitely aren't focused on doing outreach and filling your pipeline...vice versa.
• Both of these roles are CRUCIAL to your company. If you want a half-assed attempt on both ends, you can have people do both. But if you want laser focus clarity and direction, put your people into one bucket or the other. If you are worried about the cost and can't afford to have multiple roles, continue through the training.
• Your training and expectations for each of these roles is going to be entirely different
• Closers will ALWAYS slack on outreach no matter what, and outreach is too important to the business to be slacked on
• If you want to generate predictable revenue, you can't rely on paid ads. What you can rely on is a team of dedicated individuals who consistently go out and put in the effort required to bring in new leads...those are your storytellers.

Closers (inbound sales team):

• Responsible for getting on the final leg sales calls and closing deals
• Take all inbound appointments from outreach, ads, referrals, etc.
• Focused on converting high priority leads and red zone targets
• Specialize in the art of persuasion and overcoming objections
• Review their sales calls and make improvements to their game regularly
• Their sole responsibility is to get the kill, they provide the lifeblood of the business and it takes a focused effort to be done well
• They nurture and follow up with relationships to ensure they bring in as much cash as possible and are compensated according to their results

Storytellers → SDR's (outbound sales team):

• Responsible for doing outreach for the company and drumming up new leads
• They go find ice-cold leads, introduce them to what the offer is, and get them booked for the sales reps.
• They track their numbers religiously and develop good habits of consistent outbound work that compounds overtime for them
• They are responsible for creating opportunities out of thin air and making magic happen at the start
• They have a knack for being able to put their head down and work without needing much of the socialization side of things
• They are constantly trying to find the sweet spot in the market and figure out which messages resonate with which ideal client profiles
• They get compensated for their results as well as for their efforts
• They need to be assassin storytellers which is what we train

Environment

• Remove any clutter and throw out anything you haven't touched in 3 months (clothes included).
• Clean your living space and keep it spotless (or hire someone to).
• Remove all the clutter on your computer and phone. Delete anything not necessary to your current goals and success.
• If you have a negative roommate, move.
• If the people you hang out with regularly aren't working to be successful or doing the things you want to be a part of, find a new group or spend more time alone.
• If you have a negative partner, break up with them.
• If you have a negative family, distance yourself and let them learn from you through your actions and how you've changed. You can't help anyone change from staying in the same circumstances.
• Flood your environment with positivity. Listen to motivational or inspirational audiobooks or videos.
• Create a quiet, inspirational, uncluttered workspace/grind station. I suggest a standing desk if possible, good lighting, and whatever pictures or posters keep your mind in the right space.

Equipment and Tools

• Buy some nice clothes or wear anything that makes you feel most confident and ready.
• Get the fastest internet and ethernet connection in your area - google fiber seems to be best.
• If you have a bad computer, go buy a better one, here.
• Buy blue-blocker glasses if you stare at a screen all day here. You can turn night mode on your phone as well.
• Buy a good quality headphone set, AirPods, a mic, or something to make professional quality videos and calls with.
• Install Grammarly. Never make a spelling or grammar mistake with customers.

Health & Fitness

• Buy a Whoop band to track all of your fitness, health, sleep, and recovery. Get 30 days free and a discount here.
• Workout consistently at least 3+ times per week.
• Drink water like it's your job.
• If you drink alcohol, stop.
• If you do any drugs or smoke, stop.
• Stop watching any T.V.
• If you eat unhealthy processed foods, fried foods, or anything with a lot of additives, stop.
• Put a massive priority on purchasing quality foods for your body to run on. Whole foods, fruits, vegetables, things that are natural, living, and fresh.
• If you're sick or have chronic pain or illness try fasting and changing diet. A lot stems from food and gut health.
• Rule of thumb: if whatever you eat takes more than 3 hours to digest, then it's not efficient energy-wise for your body.
• Plan out 1 perfect day of eating, keep it simple, and eat that same routine every day so there is no guesswork, buy enough groceries to last you the week. Switch it up on weekends if you want.
• If you have a bad bed, go buy a new mattress or get a foam mattress, here. 
• Get blackout blinds.
• Sleep in a pitch-black, 68-degree temp room, avoid having your phone or other distractions in this room. 8 hours in bed doesn't equal 8 hours of sleep.

Other Habits To Instill:

• Pick up a meditation practice to perform every morning before you start the day.
• I highly recommend this course: Sadhguru, Sam Harris's App Waking Up, or another simple app like Headspace if you need it.
• Spend time in nature, spend time in silence.
• Write down your tasks for tomorrow before you go to bed. PLAN THE DAY. Then write what you're grateful for right when you wake up.
• Set inexcusable FOCUSED work blocks throughout the day. 2-4 hour blocks.
• Read at least 2 pages of a book every night and listen to audiobooks (specifically on your current skill set which is sales. This will stimulate new ideas to become an expert in your craft).
• Journal and reflect once a day.
• Quit caring about the opinions of other people.
• Only listen to those who are in a place you would like to be in.
• If you say you are going to do something, do it. Keeping promises to yourself builds self-confidence.
• Stretching in the morning.
• Try some quick breath work or a cold shower to amp you up in the morning.
• Pay your taxes. (As smart as possible).
• Download Tiller Money and track all of your financials, here.
• Remove your biggest distractions: Delete Social Media or whatever is your vice. (unless posting for content and business, don't be a consumer)
• Exclude any video games, Netflix, YouTube (unless educational), from your weekdays completely.
• Realize that compounding interest is the most powerful law and that it applies to EVERY action you take, not just in money.
• Do 3 video outreach messages a day.
• Get shit done.

1. EXTREME OWNERSHIP (E.O.)

• When something goes wrong, a true leader doesn’t find excuses or blame others. He puts aside his ego, takes full responsibility for the outcome, and reviews what he must do differently as a leader to create success. If an under-performer is dragging the team down, it’s the leader’s role to train and mentor the person. If people aren’t doing what they should, it’s the leader’s responsibility to clarify the mission and action plan, get people’s commitment and equip them to perform their roles.
• Taking E.O. requires that you put aside your own ego and review what you must do differently as a leader to create success. This involves accepting criticisms, securing resources, winning hearts and minds, building clarity and processes, etc.
• Leadership attitude is contagious. When you demand E.O. of yourself and others, people start to emulate you and the mindset spreads throughout the organization.

2. NO BAD TEAMS, ONLY BAD LEADERS

3. CLARITY AND BELIEF

4. MANAGE YOUR EGO

5. COVER AND MOVE (TEAMWORK)

6. KEEP THINGS SIMPLE

7. PRIORITIZE AND EXECUTE

8. DECENTRALIZED COMMAND

9. SOUND PLANNING

10. LEAD UP AND DOWN THE LINE

11. BE DECISIVE AMIDST UNCERTAINTY

12. DISCIPLINE BRINGS FREEDOM

Go Suffer

1. Meditate Everyday
2. Do something physically hard every day (workouts, cold shower, etc.)....and once every month or two do a boundary pusher (something extremely hard or uncomfortable physically )
3. Power Hour - 1 hour dedicated work block to CREATING something new, no distractions

• +2 in everything you do (.99^365 and 1.01^365)
• Diabolically laughing in the face of adversity
• Don’t give your pain a voice (PHYSICAL ONLY)
• NO END IN SIGHT POLICY (For stuff that can’t be chunked down)
• Positive Thought Loops & Mantras (thoughts feed feelings which feed thoughts)
• Take the longer or harder route (always go around the next tree)
• Praise your effort not your outcome (wring yourself out)
• If you are going to do it, FULLY COMMIT (hard becomes easy)
• Keep the promises you have made to yourself
• Give yourself rest and occasionally break your own rules

• Understanding how to get in touch with the right people is one of the most crucial things I will be able to impart on you guys and it takes serious effort and energy
• It is also the most fun and exciting thing once you realize you are really just one or two people away from the entire trajectory of your life changing
• Creating highly personalized videos for people where you learn to offer them something unique and you learn to ask for things with clarity will give you a skill very few humans have
• This is HOW you create opportunities out of thin air for yourself in life, once you learn it and figure out it actually works, you will never be the same

• People are ATTRACTED to CERTAINTY! You must mix certainty with evidence and empathy and you will win over anyone you speak to.
• Wake up and be grateful
• Understand you are in control of your emotions and all that happens to you
• What you think of yourself is far more important than what others think of you
• People do business with people they KNOW, LIKE, and TRUST. The number one reason a customer buys is because they like the salesperson
• Be positive, grateful, mindful, respectful, ethical, confident
• As a salesperson, you are HELPING others by facilitating action in their lives. No matter the outcome, the action is better than inaction in this regard
• IF your offer isn't genuinely helping people, go fix your offer or find a new one. It's extremely crucial to believe in what you do.
• Treat every person with respect, you never know who may turn into a referral or lifelong friend down the road
• Give the same energy and excitement to each new opportunity, pre-conceived notions will destroy salespeople
• MONEY IS GOOD - get as much of it as possible. Success is literally your duty, the more you can accumulate capital, the more change you can make so long as you have the right intentions. So if you're a good person, get as much money as possible so you can make a real change...it's better with you than with anyone else because with you it can have an impact
• Quit playing to lose - stop with the 98% effort. Put in the full FOCUSED effort that's required to succeed.
• Focus on the inputs not the outputs, if you put in more reps and more effort into each interaction the universe will reward you...the compound interest of your actions is a powerful thing.
• It is OKAY to deem someone as not a good fit or to not want to work with someone. You want to do business with people you like and respect
• Not everyone is a sale, but everyone has some type of value they can impart on your life
• Closers come into play WHEN a prospect says "No" ...that's their job

1. Forgive yourself for your past
2. Start doing what you say you are going to do! (Keep promises to yourself and others)
3. Set goals and start getting some wins to build momentum

1. 7 hour rule (a person must consume 7 hours worth of content or communication with your company in order to feel comfortable enough to buy a high ticket product from you)
• Picture their credit card FROZEN inside an ice block and before they are even allowed to make a purchase, you have to warm it up and break free that credit card in 7 hours. To make up the 7 hours of content and familiarity it can come from advertising, sales letters, VSL's, discovery calls, sales calls, emails, testimonials, case studies, organic videos or posts, referrals, your website, LITERALLY anything related to you and your brand
• This 7 hour rule concept helps illustrate the interdependence of sales and marketing: Marketing is used to engage the prospect, show value, educate, demonstrate expertise, build familiarity and comfort, explain your products and services, enforce certainty, warm them up and create the thought of them wanting to work with you. You should be able to get at least half (if not more) of interaction in before you ever speak to a prospect. Sales should be used to finish off the process, not bend over backwards doing a million things to convince them. (This is why authors, influencers, and speakers have such strong authority when they bring a product to market).
2. Mental Preparation
• Understand your pricing, products, inventory, ads, offers
• Double check your mental readiness
• Be well rested and ready to go, physically feeling good
• People ARE going to be judging you - make sure you have yourself ready
• Understand at least 50% of the people you speak with WILL NOT BE the right prospect, don't let this affect your mindset
3. Frame
• Your frame is the viewpoint through which you view the world. In any interaction, two people's frames collide, and only one wins. When selling - YOU must own the frame and have control, because unless the other person is looking at things from the same perspective as you, you will never convince them of anything.
4. Introduction
• Be GENUINELY interested in helping people - don't be shy about it, confidently make friends
• The more hands you shake the more money you make (the better you are at making friends quickly, the better you will be in sales)
• Remember the customer WANTS to talk to you and probably knows about the product
• Always use the persons name multiple times early on, it will help you remember it and make them feel more comfortable
• Make solid eye contact with people and smile
5. Getting Ammo (Gathering Information)
• Understand their defenses are up and people dislike sales people sometimes due to previous bad sales experiences and high pressure or sleezy people
• We gather intel to figure out their current situation and ideal future situation
• The MOST important part here is to ACTIVELY listen. They will likely want info back from you as well here.
• Only have 10-15 good questions before it starts to be too long and drawn out
• Be prepared to answer their questions promptly
• If someone is telling you what they like, it will also tell you what they DO NOT like (you can always infer opposites)
• Always use humor when you can - it helps people relax and enjoy the conversation more. Confidence is second.
6. Building Value (Pitching)
• Must understand everything about the product or service (you should be an expert on your product and all of the competitors products and services as well)
• You will lose credibility as an EXPERT if you can't answer people's questions
• Speaking with certainty is an extremely attractive quality
• If explaining a feature of a product, make sure to explain the advantage and benefit OF the feature
• THERE IS ONLY ONE YOU - the value of YOU is also important when making a sale...communicate this during the sale and show the value in them working with YOU.
7. Asking For The Sale
• Never forget to ask for the SALE every single time. Most people don't do this and it will kill your sales
• Always ask AFTER you have built the value
• Say things that are simple like "so, can we do business on this together?" or "are you ready to get started?"
• If you don't ask you don't GET...IF the customer says no here, it is time to become a closer
8. Closing
• Relationships are the new currency...people want to be helped, not closed
• You need to be empathetic - understand someones feeling like they are your own
• Selling ENDS and CLOSING begins once a customer says NO. No is when you start to close
• First, you need to figure out WHY they said no...a lot of people lie here and put up smoke screens
• Stories SELL...telling personal stories with enthusiasm are key
• People hate confrontation and sometimes think that the sales person is an enemy
• Once you know WHY they won't buy you need to understand them and SOLVE their problem (Repeat this process until the deal is closed)
• A sale is getting made every time a conversation happens...either they close you on why they aren't buying or YOU close them on buying. Don't let this affect you...if you don't close, learn and move on!!!
• It's a part of the game to not close people, how you react and bounce back is important. The more you play the game the more you win
• You want a Yes or a No. Anything besides a Yes is a No in your book

Speaking and Body Language:

• Speaking is a skill believe it or not. Podcasters, comedians, speakers, singers, all of them have underlying skills that allow them to captivate an audience. The human race also started by communicating with sounds and non-verbals which are just as important
• Posture: If you are slouched or have bad posture it conveys low status. Always stand up and sit straight. This posture also helps you feel more energized and alert. Stand on calls if you need to. Also, one practice is to look up, pretend like you are hanging onto something above you from your teeth, and then reset your body. You'll be smiling and have good posture.
• Use Your Hands: Using your hands helps you emphasize points and appear more decisive and certain. This shows you are comfortable, you are willing to take up space in the room and be free-flowing...it shows confidence. Use it in any situation, whether people can see you or not.
• Pitch: The lower your voice, the more power, and authority you're generally given (think military). If you have a high-pitched voice, try being intentional with slowing your speaking or talking more monotone...also BREATHE.
• Pacing: Speaking too fast communicates lower confidence and needy behavior. Slow it down if you are speaking quickly. You can use strategic pacing to keep people engaged: Slow down for important phrases and pause on important thoughts. The silence and lack of motion will hit people hard if it's contradicted with the normal pace of the call. You can also speed up through parts that are in between big points
• Inflections: Inflections allow you to emphasize a specific word or point. I tend to use these in questions the most...you can take the "vibe" any direction you want just by changing the inflection of one word. "hey good job..." vs. " hey GOOD job"

Different Tones:

• Agreeable Tone: This tone is used when you are using logical and reasonable arguments. You are essentially disarming them and getting them to nod along with you. This is a friendly manner, showing you both are on the same page. It's best used for explaining facts, showing demonstrations, and getting buy-in.
• Whispering Tone: If you want someone to notice you, start screaming. If you want someone to really lean in and listen to you, whisper. This tone is used when you want someone to really pay attention. This one is the hardest to pull off - I personally pair this one up with something funny or embed humor into it. It usually lands pretty well if done right or used after a silent moment. It can also break the ice after the silence. This has a special time and place when you need to RECAPTURE their attention and steal the frame back. (if you see them getting bored, on their phone, etc.)...
• Inquisitive Tone: This tone is used when you are learning about the customer. It is also used when you are reframing an objection or getting to the bottom of something. You raise your voice at the end of the question to signal that you are non-threatening. The higher the voice, the less threatening and imposing your questions will be. You can ask very personal questions and not sound their alarms this way.
• Empathetic Tone: This tone is used when you are handling listening to a tough situation and getting under the hood of their pain points and life problems. It is also used when you are using your closing lines. This shows you genuinely care for the person on the other end and you want what is best for them. Think of consoling a friend in need or speaking with a grandparent.
• Enthusiastic Tone: This tone brings the energy!! I like to use this during the beginning and get a gauge for the type of person I have on the other end of a call. Use this when you are showing passion for your product and how you help people...but do not use this tone when you are closing! You need certainty when you are closing not enthusiasm.
• Certainty Tone: This tone is used for demanding the frame. This is taking control and showing full authority and certainty. You do this by lowering your voice at the end of an argument or sentence. This is also used when you making a crucial point or revealing the price. You are conveying rock-solid certainty when you are using this tone.

Template:

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Pricing & ROI Justification

• Make sure you are in a quiet room with no interruptions
• Use your phone with headphones so your hands are for to take notes and make expressions (you can also walk around if not on video)
• Prepare like you will be on video
• You do not need a tie. It's more important to FEEL comfortable than to look proper...Dress in whatever way makes you FEEL amazing...Look good, feel good. Be aware of this
• Hygiene goes along with this. Dress to impress YOURSELF, just be mindful of your look...Look crisp like you INTENTIONALLY got dressed
• Make sure you are recording the call
• Have the clients information (survey + linkedIn or socials up in front of you)
• Have a pen and notepad in front of you
• Remove all distractions from screens around you
• Release ALL attachment to the "YES" and put all attachment onto having an accurate diagnosis on the call (doctor mentality)
• Loose all the emotional baggage from the day or the previous calls, always start fresh, and be tranquil and focused
• Be PROMPT and on time when it starts and even moving through the agenda of the call

Template:

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Pre-Call Emails

• Pre-call emails are extremely important for a couple reasons:
• They determine your no-show rate
• They set expectations for the sales calls and give clear direction for the prospect to be prepared
• A good pre-call email should include these things:
• Personal introduction from the sales rep
• Request the prospect to complete EASY, but important action items to show commitment towards the call (ask to write down their goals, have decision makers on the call, and look at a case study or some content)
• Something to excite the prospect to join the call
• Any logistics (Zoom video, expectations of being in a quiet professional environment, etc.)
• Closing line and some links for them to do more research if they would like (case studies, content, etc.)
• The last piece you should know about the pre-call email is that it can and should change over time! You will always track the no-show rates over a set period of calls and then make a change and see which one is working better. You just need small iterations and improvements over time.

• You SELL using your personality, your script is there to be a guide for you
• On a bad day your script can carry you all the way through
• On a good day your script still will be the guide and handle the direction of the call
• Contrary to popular belief you CAN read off a script directly, especially a good one, I have some top closers who only use a script and some who rarely use it
• Practice reading the questions and the entire script 7 times before using it. You need to get the tonalities and inflections down
• Certain tonalities and paces are better for certain parts of the call
• If a call starts to get too far off topic in a non-valuable way, interrupt, and bring them back to the schedule. Your goal is to provide value and stick to the game plan
• Your ability to use humor and charm are essential to making certain aspects of the script land
• Create an alter-ego for each and every time you get on the phone. You're not your usual people-pleasing self. You are someone who makes action happen. Craft this alter ego in your head - it should be an IDEAL version of YOURSELF. Athletes and performers all use this technique when they go in to perform, you are doing the same here. Treat it like a performance because it is

The Three Levels of the Human Brain

• The crocodile brain (“croc brain”) was the first part to develop and is therefore the most primitive. It is focused on survival: fight-or-flight response and emotions. It has been fine-tuned by millions of years of evolution to be hyper-aware of danger, and it does not have a lot of reasoning power.
• The mid-brain was the second type of brain to develop. It assigns meaning to things and figures out social situations: how people are related to one another, for example.
• The neocortex was the third and final step in the evolution of the brain. It deals with complex issues and is capable of high-level reasoning.

1. First, given the limited focus and capacity of the croc brain, up to 90 percent of your message is discarded before it’s passed on up to the midbrain and then on to the neocortex. The crocodile brain just doesn’t process details well, and it only passes along big, obvious chunks of concrete data.
2. Second, unless your message is presented in such a way that the crocodile brain views it to be new and exciting – it is going to be ignored.
3. Third, if your pitch is complicated – if it contains abstract language and lacks visual cues – then it is perceived as a threat. Not a threat in the sense that the the person listening to your pitch fears he is going to be attacked, but a threat because without cues and context, the croc brain concludes that your pitch has the potential to absorb massive amounts of brainpower to comprehend. And that is a major threat because there just isn’t enough brain power to handle survival needs, the problems of day-­‐to-­‐day life, and existing work problems plus whatever unclear thing you are asking it to do. Presented with this kind of situation, a circuit breaker in your brain is tripped. The result? A neurotoxin gets attached to the potentially threatening message (your pitch). This is like a FedEx tracking number, which, in turn, routes your message to the amygdala for processing – and destruction.

Croc Brain Procedure:

• Boring or Old: Ignore it.
• Dangerous or Threatening: Fight/run
• Complicated: Radically summarize (Invariably causing a lot to be lost in the process) and pass it in severely truncated form.

What should it be then?

• New and exciting
• Non-threatening and non energy intensive to listen to
• SIMPLE AND EASY to understand

Controlling the Frame Is the Key to Selling Your Idea

Own The Frame, Win The Game:

1. Everyone uses frames whether they realize it or not.
2. Every social encounter brings different frames together.
3. Frames do not coexist in the same time and place for long.
4. They crash into each other, and one or the other gains control.
5. Only one frame survives. The others break and are absorbed. Stronger frames always absorb weaker frames.
6. The winning frame governs the social interaction. It is said to have frame control

• An example of this in practice is a police officer walking into a stranger’s house and flashing their badge. There is an immediate recognition of the frame by the stranger, and the stranger complies with the officer. Imagine that for some reason the police officer is an imposter and is using a fake badge, and the stranger learns that the badge is fake. Instantly, the perceived status delta is eliminated or swings in the other direction, and the stranger is no longer compliant.
• If the salesperson can create a strong frame between themselves and the prospect, then the prospect will comply.
• If the salesperson does not create the perceived frame, the prospect will not comply with their frame, and deals will be difficult to close and prospects difficult to influence.
• From the moment the prospect interacts with the first piece of marketing material to the moment the prospect submits the payment and signs the contract and beyond, there needs to be a strong frame. You need to continue to build and tend to the frame.
• You know you have the frame when - the customer hangs on your every word. The customer ignores phone calls and mutes notifications. Their eyes are glued to their screen.

• Mentioning a credential, achievement, or track record
• Showing you have capital or wealth...Steve Jobs Said "If they think you're rich, they think you're right"
• Aligning yourself with other really successful people, "name dropping" of sorts

• This is where you will put them into your book of business and begin to nurture them over the course of your career
• Every customer you sell should be able to give you an additional 4-5 customers per year minimum...you want to get all the data on these people as you possibly can
• Wether it's a CRM or a notecard - store this info and build these relationships
• Be thoughtful and creative and be a better human being - you can make money from these people FOR LIFE if you treat them right
• Money is just a reflection of energy...ALWAYS deliver more value and give more energy than you receive and you will be abundant all your life
• Quick money now is never worth the price of what a good relationship will yield. ROR > ROI
• Do everything you can to cultivate good relationships with people by treating them like family and checking in on them and constantly adding value where you can
• Get in the habit of asking for referrals and get them NOW from them, don't wait till later...write them down ASAP
• This should be a friend or at very least an acquaintance for life now

1. Have your calls and your schedules planned out the night before. PLAN WHAT YOU WILL WORK ON FOR NO-SHOW SLOTS & FOR DEDICATED WORK BLOCKS
2. Wake Up, Crush Morning Routine, Crush any other non-related jobs or life requirements
3. Do 1 hour (minimum) of FOCUSED WORK (to solve a problem you've been having)
4. Ensure all pre-call information or follow-ups are taken care of
5. Set time aside to follow up with any and all red zone leads (if you have none - send out 1-3 loom videos to new prospects or old clients asking for referrals)
6. Check-in on your goals (just a brief look)... and review tracking (make sure ALL data tracking is correct and up to date for the day)
7. Attend Any Meetings & bring something to the table of value
8. Take any and all sales calls or follow-ups and close them (make some $$$)
9. Put in your End of Day Reports
10. Learn one new thing that might help you in life
11. Write down what is and what isn't working and constantly iterate and improve (evening journal)
12. Back to planning the next day ^

General Meeting Rules:

• ALWAYS start on time and end a few minutes early
• We have a right to expect excellence of each other
• Share "observations" not "conclusions"
• After a decision is made by leadership or as a team - AGREEMENT is optional, COMMITMENT is NOT. We must all commit to the decision and move forward even if we do not necessarily agree with the final decision.
• Stop whatever you are doing early and be ready for new meetings to start (the key is to stop working earlier on whatever you were doing beforehand)
• Camera on - actively engaged and participating. EVERYONE is encouraged and included in participating if they are at the meeting.
• Record meetings on zoom if necessary for further training or reference
• If you aren't giving or receiving value you shouldn't be in the meeting...you can opt-out if you cannot give or receive value
• Come prepared with any pre-meeting assignments completed as well as having run through the agenda beforehand to understand where you can contribute value or receive value
• Limit side conversations and going off track by keeping note to have separate discussions offline
• We don't have meetings for the sake of having meetings, we end them early if they are not productive. Wasted time in meetings costs the company a LOT of money and results in dissatisfied team members.
• IF IT'S BUSINESS-RELATED - THE SHORTER AND MORE EFFICIENT AND EFFECTIVE THE BETTER
• Unless it's a meeting for fun or for getting to know team members and sharing personal stuff ... then of course do whatever you would like 😎

Structure of a meeting agenda

• Date, Time, Location (Zoom?) - People Involved?
• A lot of times the internal communication will be posted in slack and in channel areas where everyone involved can see them. If recurring it will also be on your calendar.
• Purpose of the meeting - one sentence
• Agenda (with times allotted to each item if needed)
• Tasklist to show up having completed (pre-meeting hw)
• Post-meeting recap and assignments - clarify with everyone they know what they need to do before getting off - have them say it in front of the group

• Get in touch with your team to go over any questions and ensure you understand everything
• Get added to any weekly team meetings for your sales team
• Start taking live sales calls and closing deals!