In a candid reflection on a recent speaking engagement, the host shares lessons learned from a failed pitch to a group of online personal trainers. The host recounts how an initially enthusiastic audience turned skeptical when he delivered a lackluster pitch for a supplement-selling training program, resulting in a barrage of critical questions. This failure prompted an introspection on emotional responses to setbacks, advocating for the motivational power of anger over sadness. The key takeaways include the importance of committing fully to either teaching or selling (no half measures), the necessity of breaking existing beliefs before introducing new tactics or solutions, and the realization that effective selling, far from being pushy, is crucial in changing lives by shattering limiting beliefs. This epiphany led to a successful pitch at a subsequent event, underscoring the transformative power of belief and the host's commitment to helping gym owners grow their businesses.
"So not that long ago, I want to say three weeks ago, I was invited to speak at a mastermind for online personal trainers." Speaker A introduces the context of their experience, indicating the audience and the nature of the event.
"I had a three hour speaking block, so it was a very long block of time." The duration of the speaking engagement is emphasized, highlighting the challenge of maintaining engagement over an extended period.
"Like the vibe in the crowd was amazing for the first 2 hours, right?" This quote illustrates the initial success and positive reception from the audience.
"And then I kind of did this kind of like, I want to say, like half assed pitch where I kind of like to skip through a bunch of stuff." Speaker A admits to delivering a subpar sales pitch, which contrasts with the earlier success of the presentation.
"I started getting peppered with questions on stage about why are there 3 grams of sugar in this and why did you use sucralose instead of aspartame versus stevia, blah, blah, you know what I mean?" The quote highlights the specific and technical questions from the audience that Speaker A struggled to address effectively.
"And the honest truth is that after a failure, for me, it's just rage, it's just anger." Speaker A shares their immediate emotional reaction to failure, setting the stage for their perspective on handling negative outcomes.
"People who are angry become obsessive and want to fix things." This quote explains Speaker A's belief in the motivational power of anger as opposed to the paralyzing effect of sadness.
"Are you mad? Are you sad when something doesn't go right? And then how do you process that internally?" Speaker A prompts the audience to consider their emotional reactions to setbacks and the internal processing that follows.
"I think getting pissed off and being angry at myself about being inadequate and thinking like, what am I going to learn from this?" This quote represents Speaker A's mindset of using anger as a tool for self-improvement and learning from failure.
"So the first is no more half measures. So if you ever have the opportunity to do something, you either do it all in or you don't do it at all."
This quote underscores the lesson that when presented with an opportunity, one should fully commit to it and avoid trying to balance multiple objectives, which could lead to suboptimal outcomes.
"The thing is, I didn't break their beliefs first. And if you give people tactics without breaking their beliefs about whether something is possible, they don't act on them."
This quote explains that for people to act on the tactics they learn, their underlying beliefs must first be challenged and changed. Without this, tactics alone are insufficient to motivate action.
"I did 437 slides in 60 minutes. I mean, it was aggressive, it was violent. I had so many messages after that pitch of people thanking me for the presentation and how much value they got and how their minds were blown."
The quote conveys the intensity and thoroughness of Speaker A's pitch, which, despite its aggressiveness, was well-received and appreciated by the audience, leading to a significant change in their perception of value delivery.
"And so that has probably been one of the biggest lessons that I'm going to. It's etched on my soul right now because it's so recent and so fresh for me."
This quote reveals the depth of the impact that the lesson of going all in and breaking beliefs has had on Speaker A, indicating a significant shift in their mindset and approach to presentations and teaching.
"Mozanation real quick. If you are a business owner that has a big old business and wants to get to a much bigger business, going to 5100 million dollars plus, we would love to talk to you."
This quote is a direct call to action for business owners, encouraging them to reach out for help in expanding their businesses, and it serves as a practical application of the principles Speaker A has been discussing.
"why gym Lords and legacy is so valuable is because you see other people that are just like you making four times more money than you and you're like, holy shit, I can do this, right?"
The quote highlights the impact of observing peers' success on one's self-belief and motivation, emphasizing the value of community success stories.
"But until I break the belief, nothing happens."
This quote underscores the necessity of changing someone's mindset or preconceived notions before they can take action or make a purchase.
"it's your obligation to sell them, because that is how you will break their beliefs into actually helping them achieve what they want."
The quote conveys the idea that selling is a moral duty when it serves to empower and assist others in reaching their goals.
"I'm just going to provide a shitload of value and then obviously I'll just make an offer and they're going to want to buy it, right? Because I just provided so much value. But it's not true."
The quote expresses the realization that providing value alone does not necessarily lead to successful sales, debunking a common sales myth.
"I totally see it as another distribution center for myself."
This quote reflects a shift in perspective, where a gym is no longer just a service provider but also a potential distribution center for products.
"And the amount of value that they were able to get from the presentation in 60 minutes was far superior to any single tactic I can teach anyone."
The quote emphasizes the profound effect that belief-changing presentations can have over tactical instruction.
"Well, let me show you why there is."
This quote is a response to the belief that there is no money in selling supplements, suggesting that evidence to the contrary can alter that belief.
"Well, let me show you how you can actually pay them more, get them more invested, and so then by extension, you can have better people, you can retain them longer, they get more engaged, and then they stay more invested in the community."
The quote outlines how breaking beliefs about team investment can lead to a more committed and effective workforce.
"And how this works is really where you present the actual opportunity, the vehicle that you're providing to solve the cool."
The quote explains that the final step in the sales process is to present the solution after having addressed and altered the customer's beliefs.
"You have to break the beliefs first, and then you can present the solution. I did it backwards. I presented the tactics and the solution before breaking the belief, which is like, such a fundamental error."
The quote emphasizes the strategic error made by Speaker A in the approach to presenting information. It highlights the importance of first challenging and changing the audience's preconceived beliefs to ensure they are receptive to the solutions being offered.
"I got out there. I was angry. I was so pissed off. It turned so negative so quickly... And then all my questions that I had were all their limiting beliefs around why they couldn't do it."
This quote describes the negative outcome of not addressing the audience's beliefs before offering solutions. Speaker A faced a difficult situation, indicating the importance of understanding and addressing the audience's mindset for effective communication.
"You have to full on commit to breaking beliefs... me selling and breaking their belief was the biggest value add I could have possibly done in a 60 minutes timetable."
This quote underlines the revelation that Speaker A had about the value of breaking beliefs in the context of sales and persuasion. It suggests that the act of challenging and changing beliefs is a significant contribution to the audience's experience and can lead to a transformation.
"When people go to Tony Robbins big events like UPW, what happens? He doesn't give you any tactics. He only breaks your beliefs because once you break someone's beliefs, you can change their life because you change the way they see the world and the way they process information."
The quote draws a parallel between the process of breaking beliefs in a sales context and the transformational experiences at motivational events like Tony Robbins' UPW. It illustrates the profound effect of belief change on an individual's perspective and behavior.
"I'm making this just as much for myself as I am for you, is that when you go, go all in, no half measures. Sell all the way. Break everyone's beliefs so that you can help them, and they will perceive that as the biggest benefit you can possibly give someone is breaking their beliefs of what is possible."
This quote is a self-reflection from Speaker A, reinforcing the lesson learned from the experience and emphasizing the need to fully commit to the process of belief transformation. It also serves as motivational advice to others, suggesting that breaking beliefs is the most significant benefit one can offer.
"At what we do."
The quote is a simple affirmation from Speaker B, reinforcing the confidence in their expertise and the effectiveness of their approach. It serves as a supportive conclusion to Speaker A's call to action.