How a NEW Discovery created a MASSIVE success from a previous failure Ep 127



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.

Summary Notes

Introduction to Speaker A's Story

  • Speaker A shares a personal story about a recent speaking engagement failure.
  • The event was for online personal trainers, with a three-hour speaking slot.
  • Speaker A was to teach and then pitch a product called "supplements on the secrets."

"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.

Positive Initial Response and Subsequent Failure

  • The initial two hours of the talk were well-received, with an "amazing" crowd vibe.
  • Speaker A then delivered a poorly received sales pitch for their product.
  • The pitch was described as "half-assed" and led to a negative reaction and challenging questions from the audience.

"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.

Audience Reaction and Speaker A's Expertise Questioned

  • The audience questioned the content of the product, specifically ingredients like sugar and sweeteners.
  • Speaker A recognized that the audience lacked certain knowledge which could be provided by an expert named Trevor Cashew.
  • Time constraints prevented Speaker A from addressing each concern in detail, contributing to the failure.

"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.

Emotional Response to Failure

  • Speaker A reflects on their emotional response to failure, which is predominantly anger.
  • They consider other common emotional responses such as sadness, shame, and embarrassment, and their potential to lead to depression.
  • Speaker A believes anger can be a more productive response as it drives a desire to fix the issue and grow.

"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.

Processing Failure and Emotions

  • Speaker A encourages self-reflection on emotional responses to failure.
  • They suggest that while having no negative emotions might be ideal, it is more common for people to experience them.
  • Anger can be a catalyst for learning and improvement, preventing the failure from being in vain.

"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.

No More Half Measures

  • Commit fully to tasks or opportunities rather than taking a moderate approach.
  • Speaker A learned from past experience that half measures do not work.
  • A half measure is when you try to do two things at once, like training and pitching, but do neither effectively.
  • Speaker A emphasizes the importance of choosing one approach and giving it your all.

"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 Importance of Breaking Beliefs

  • Speaker A discovered that breaking people's beliefs is essential before providing them with tactics.
  • Tactics without belief change do not lead to action.
  • By not focusing on belief change, Speaker A feels they did a disservice to the community they initially presented to.
  • The positive feedback received after breaking beliefs during a pitch was significant and surprising.
  • Breaking beliefs is considered the highest level of service one can provide in a given time frame.

"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.

The Impact of a Full Pitch

  • Speaker A used a different approach in a subsequent presentation by going all in on pitching.
  • The presentation at Mike RC's event consisted of a high number of slides and was described as aggressive.
  • The audience's positive reaction to the pitch was overwhelming and unexpected.
  • The experience led Speaker A to reflect on the effectiveness of their approach and the importance of challenging beliefs.

"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.

The Lesson Etched on the Soul

  • Speaker A reflects on the profound impact of the lesson learned from their experiences.
  • The lesson is now deeply ingrained and is a driving force for future actions and presentations.
  • Speaker A shares the lesson with the audience to emphasize its importance and the transformative effect it had on their approach.

"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.

Call to Action for Business Owners

  • Speaker A extends an invitation to business owners who want to grow their businesses significantly.
  • The call to action is to visit for assistance in scaling the business.
  • The invitation is part of the pitch and serves as a practical example of taking decisive action.

"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.

The Value of Seeing Others Succeed

  • Witnessing others achieve success can inspire belief in one's own potential.
  • Comparing oneself to successful peers can act as a powerful motivator.
  • Real-life success stories within a community can help break limiting beliefs.

"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.

The Importance of Breaking Beliefs

  • Selling is not just about tactics; it's about altering beliefs.
  • Breaking beliefs is essential to help people achieve their goals.
  • Convincing people to believe in a product or service can be more impactful than the product itself.

"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.

The Obligation to Sell

  • Selling is seen as an obligation to help others achieve their aspirations.
  • Effective selling can lead to transformative experiences for customers.
  • The act of selling should not be feared but embraced as a service.

"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.

The Misconception of Value and Offers

  • Providing value does not guarantee that people will make a purchase.
  • The assumption that value leads directly to sales is challenged.

"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.

Changing Perceptions of Business

  • Presenting new perspectives can change how business owners view their operations.
  • Educating on additional revenue streams can break limiting beliefs about business models.

"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.

The Power of Belief Shifting Presentations

  • Tackling major beliefs can be more valuable than teaching tactics.
  • Changing beliefs within a short presentation can have a significant impact.
  • Presentations that challenge beliefs can lead to life-changing realizations for attendees.

"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.

Selling Supplements in Gyms

  • Addressing common objections to selling supplements in gyms is crucial.
  • Demonstrating financial viability and customer benefits can change beliefs about selling supplements.
  • Providing case studies and evidence helps in breaking down resistance to new ideas.

"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.

Engaging Your Team

  • Convincing gym owners that their teams can be motivated to sell is essential.
  • Showing how team investment leads to better retention and engagement is persuasive.
  • Breaking beliefs about team involvement can improve overall business performance.

"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.

The Process of Selling

  • The goal of selling is to challenge and change the customer's beliefs.
  • Presenting a solution or opportunity is the culmination of addressing and breaking down beliefs.

"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.

Importance of Addressing Beliefs Before Solutions

  • It's essential to focus on breaking existing beliefs before presenting solutions.
  • Tactics and solutions are ineffective if the audience's beliefs are not addressed first.
  • Speaker A acknowledges the mistake of presenting tactics before breaking 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.

Consequences of Not Breaking Beliefs First

  • Failure to address beliefs can lead to negative reactions and resistance.
  • Speaker A experienced anger and frustration during a presentation due to this mistake.
  • The audience's questions reflected their limiting beliefs, which were not addressed.

"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.

The Value of Breaking Beliefs in Sales and Persuasion

  • Breaking beliefs is crucial in both group and one-on-one sales pitches.
  • The process of changing beliefs is seen as providing immense value to the audience.
  • Speaker A realized that breaking beliefs, not appearing salesy, was the true value.

"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.

The Impact of Belief Transformation on Life Changes

  • Breaking beliefs can lead to profound changes in how individuals perceive the world and act.
  • Comparisons are made to personal transformations, such as religious conversions, to illustrate the impact.
  • Once beliefs are broken, people are more open to changing their behavior and worldview.

"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.

Speaker A's Personal Reflection and Call to Action

  • Speaker A reflects on the lesson learned and the importance of going all in, without half measures.
  • The experience serves as a reminder to fully commit to the process of breaking beliefs.
  • Speaker A concludes with a call to action for gym owners, expressing confidence in their services.

"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.

Speaker B's Affirmation of Expertise

  • Speaker B agrees with Speaker A's sentiment and affirms their expertise.

"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.

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