WEBVTT - EYL #71 Sleep is 4 Suckers feat. David Shands 0:00:03.760 --> 0:00:06.840 Hey, everyone, this is Tatiana Manning, host of Real Talk 0:00:06.880 --> 0:00:10.400 with PG. We know small businesses are dealing with rising 0:00:10.440 --> 0:00:12.840 costs and looking for ways to boost their bottom line. 0:00:13.080 --> 0:00:15.520 That's why we're doing the show to help customers save 0:00:15.600 --> 0:00:18.279 with simple and easy to do steps by making sure 0:00:18.320 --> 0:00:21.200 they're on the most optimal rate for their business. So 0:00:21.320 --> 0:00:24.280 check us out on PG dot com, Ford Slash, Real Talk, 0:00:24.440 --> 0:00:29.320 and all other streaming platforms. 0:00:30.720 --> 0:00:34.400 All right, guys, welcome back, Lisia. Yeah, yeah, we got 0:00:34.400 --> 0:00:36.839 a very special episode today. 0:00:37.040 --> 0:00:38.040 Atlanta has always been good. 0:00:37.920 --> 0:00:40.960 To Atlanta is like a second home for that's a fact. 0:00:41.000 --> 0:00:43.360 Everybody knows that we're from New York, but we travel 0:00:43.479 --> 0:00:46.680 a lot to Atlanta, and one of our Partnershot the Mike, 0:00:46.800 --> 0:00:50.360 is in Atlanta, so you know, yeah, so we got 0:00:50.360 --> 0:00:53.239 a direct pipeline to Atlanta, so we got one of 0:00:53.240 --> 0:00:54.800 Atlanta's Oh are you from Atlanta? Originally? 0:00:54.840 --> 0:00:56.320 I'm from New Jersey originally Willingboro. 0:00:56.680 --> 0:01:02.200 Okay, yeah, for sure, all right, like everybody else, nobody. So, 0:01:02.320 --> 0:01:06.240 David Shan's interesting guy. He's an entrepreneur, he's an author. 0:01:06.760 --> 0:01:09.160 He uh is the head of an event that we're 0:01:09.200 --> 0:01:12.000 actually going to be a part of, Real Social Pool conference. 0:01:12.240 --> 0:01:16.119 He teaches people how to become entrepreneurs. He has a podcast, 0:01:16.560 --> 0:01:19.000 he does branding, he's always on social. 0:01:18.720 --> 0:01:22.880 Media, mindset tailoring like that. Yeah, I appreciate that we 0:01:22.959 --> 0:01:24.399 coined that like that. 0:01:24.440 --> 0:01:26.800 He's a real renaissance man. And if you're on social 0:01:26.880 --> 0:01:30.440 media and you've seen him with the director's chair eating dorito. 0:01:31.000 --> 0:01:33.520 One day you cheated on you had like cheetos, I said, yo, 0:01:33.560 --> 0:01:34.000 what you're doing. 0:01:34.120 --> 0:01:36.800 Yeah, but here's the thing. What are my homegirls? She said, Yo, 0:01:36.959 --> 0:01:39.520 I know somebody at Cheetos just make a video. 0:01:39.280 --> 0:01:40.560 For say no more. 0:01:40.600 --> 0:01:44.319 I'm not married to no like rap snacks, high at 0:01:44.600 --> 0:01:47.880 legs anything. Look, if it's a if you got a 0:01:47.920 --> 0:01:51.240 black owned celery company, got the same crutch. 0:01:51.200 --> 0:01:56.600 With Yes, So David, he's an entrepreneur and a true 0:01:56.600 --> 0:01:58.680 renaissance man. So before we start, thank you for joining us. 0:01:58.680 --> 0:02:01.520 Appreciate it, thanks for having me coming up. Really, welcome 0:02:01.560 --> 0:02:02.160 to the green room. 0:02:03.000 --> 0:02:07.040 Y'all been waiting to be a e y L alumni. 0:02:07.200 --> 0:02:08.760 Y'all made that a thing. Y'all made it. 0:02:09.120 --> 0:02:12.280 Appreciate that we were led the last time. You were like, Yo, 0:02:12.320 --> 0:02:13.639 I'm gonna be alumnus, man, I know it. 0:02:13.720 --> 0:02:15.160 Yeah, I just want to be in a conversation. 0:02:15.240 --> 0:02:17.440 I know everybody's gonna listen and watch and all that, 0:02:17.600 --> 0:02:20.280 but I like, because everybody's like, yeah, we got this alumni, I. 0:02:20.200 --> 0:02:23.720 Just want to be in the welcome So yeah, So 0:02:23.960 --> 0:02:26.959 before we start, I want to get your backstory because 0:02:26.960 --> 0:02:29.360 I think it's interesting, especially for people that are struggling. 0:02:29.400 --> 0:02:31.600 As far as we talk about business a lot and 0:02:31.880 --> 0:02:33.960 a lot of times people feel like it's a pipe 0:02:34.040 --> 0:02:36.480 dream as far as becoming an entrepreneur business owner. You know, 0:02:36.520 --> 0:02:38.280 you're working a nine to five job and you just 0:02:38.600 --> 0:02:41.960 barely making ends meet. Being an entrepreneur it seems like 0:02:42.360 --> 0:02:45.000 a million miles away, right, But that's kind of your 0:02:45.000 --> 0:02:47.400 story used to working the cheesecake factory, right anything you 0:02:47.440 --> 0:02:49.120 became So can you outline that? 0:02:49.360 --> 0:02:50.680 Absolutely? Absolutely so. 0:02:51.240 --> 0:02:53.320 When I've been trying to be an entrepreneur for a 0:02:53.480 --> 0:02:55.440 long time, I mean since I was a kid where 0:02:55.800 --> 0:02:57.520 I was raking leaves at my house and I look 0:02:57.560 --> 0:02:59.760 across the street and my neighbor has leaves on the 0:02:59.800 --> 0:03:01.720 lawn on it, and I'm like, yo, I really like 0:03:01.840 --> 0:03:04.120 the fact that the leaves look real pretty on the lawn. 0:03:04.320 --> 0:03:06.680 But for some reason, my dad makes me rake my leaves, 0:03:07.040 --> 0:03:08.560 but I go knock on the door. I'm like, yo, 0:03:08.680 --> 0:03:12.000 I like the beauty of the colors, but do you 0:03:12.120 --> 0:03:13.399 not like the fact that leaves. 0:03:13.160 --> 0:03:13.760 Are on your lawn? 0:03:13.960 --> 0:03:15.880 She said no, I mean I just don't feel like 0:03:15.960 --> 0:03:17.600 doing it. I'm like, yo, I gotta rake. What's up? 0:03:18.880 --> 0:03:20.960 So but fast forward, you know, try and fail. 0:03:21.240 --> 0:03:23.320 And I don't want to say fail because everything that 0:03:24.040 --> 0:03:28.200 didn't work out through my journey helped me in this 0:03:28.360 --> 0:03:31.679 right here. So the final straw was working at the 0:03:31.720 --> 0:03:34.160 cheesecake factory and this is what happened. It's cool story. 0:03:35.480 --> 0:03:37.720 My birthday's coming up and I've been at cheesecake factory 0:03:37.760 --> 0:03:40.280 for a little while and I'm cutting bread from my 0:03:40.320 --> 0:03:42.000 table and this girl comes up to me and says, yo, 0:03:42.040 --> 0:03:43.560 what are you gonna do for your birthday this year? 0:03:43.600 --> 0:03:45.480 Because my birthday was coming up, I was like, I 0:03:45.520 --> 0:03:47.440 don't know, I ain't thinking about it. She said, let's 0:03:47.480 --> 0:03:49.080 go back to the club we went to last year. 0:03:49.360 --> 0:03:51.320 And I'm like, She's like, everybody had a good time, 0:03:51.360 --> 0:03:53.480 everybody came out. I'm like, all right, bet, let's do it. 0:03:53.480 --> 0:03:56.360 So this weekend, let's go. But she walked away. You 0:03:56.400 --> 0:03:59.280 ever watched one of those movies where like the the 0:04:00.080 --> 0:04:02.840 whole room gets dark, there's like a spotlight on one character, 0:04:03.360 --> 0:04:05.320 you know what I'm saying. The music starts playing, and 0:04:05.320 --> 0:04:08.400 I'm like reflecting in this moment. I'm like, yo, I'm 0:04:08.400 --> 0:04:10.800 about to celebrate my birthday with the same people at 0:04:10.800 --> 0:04:12.920 the same place, working at the same job, and nothing 0:04:12.960 --> 0:04:16.200 wrong with those things, right. But I get home and 0:04:16.640 --> 0:04:18.960 I'm driving home in the same car was a I 0:04:19.000 --> 0:04:23.480 think it was a ninety six Toyota Corolla, I want 0:04:23.520 --> 0:04:26.560 to say, and I take my money my tips for 0:04:26.600 --> 0:04:29.200 the day, put it in the bank, and I realized 0:04:29.240 --> 0:04:32.560 that my bank balance was like a little bit over negative. 0:04:32.600 --> 0:04:34.599 Like me putting the money in got it over negative, 0:04:34.800 --> 0:04:36.839 just clear it. But it was a moment from the 0:04:37.000 --> 0:04:39.480 year before where that same I had like deja vu. 0:04:39.560 --> 0:04:41.920 I'm like, yo, around my birthday. This year, the same 0:04:42.000 --> 0:04:44.800 exact thing happened. So for twelve months, nothing's changed with 0:04:44.960 --> 0:04:47.880 my age. I was in the same exact position, and 0:04:47.960 --> 0:04:50.920 I said, Yo, something's got to change, something's got to change. 0:04:50.920 --> 0:04:53.800 But my problem was, how were you. I was twenty 0:04:53.839 --> 0:04:56.080 five when I started. I was twenty five when I 0:04:56.120 --> 0:05:01.359 started my business, so I think, look back, I've always 0:05:01.400 --> 0:05:04.640 been ambitious, but I never sit long enough to let 0:05:04.680 --> 0:05:05.280 something grow. 0:05:05.800 --> 0:05:08.600 I try something, it starts a little bit, then I just. 0:05:08.560 --> 0:05:12.320 Get like the shiny object syndrome and start something else. 0:05:12.480 --> 0:05:15.040 And this is the first time I said, Yo, that's enough, 0:05:15.200 --> 0:05:17.000 and I was trying to really build something. 0:05:17.680 --> 0:05:20.160 So all right, so you get through the epiphany and 0:05:20.240 --> 0:05:23.200 then so your first business that you start is the kiosk. 0:05:25.200 --> 0:05:26.760 So I was. 0:05:26.800 --> 0:05:28.960 I was building a T shirt brand called Sleep is 0:05:29.000 --> 0:05:31.080 for Suckers, geared to it. I still have it and 0:05:31.080 --> 0:05:33.280 it's still doing well. But Sleep is for suckers geared 0:05:33.320 --> 0:05:35.640 towards entrepreneurship and people that lose sleep doing. 0:05:35.440 --> 0:05:35.920 What they love. 0:05:36.080 --> 0:05:38.120 Because I'm trying to figure out what is the best 0:05:38.160 --> 0:05:39.919 time to build this business because I'm working eight to 0:05:40.000 --> 0:05:40.880 ten hour shifts. 0:05:41.520 --> 0:05:42.800 I spill still. You know, I had some. 0:05:42.880 --> 0:05:45.640 Church obligations with my mom and stuff like that, and 0:05:45.640 --> 0:05:47.240 I'm like, the only time that I could really build 0:05:47.279 --> 0:05:49.279 his businesses after work. So I work all day on 0:05:49.279 --> 0:05:51.279 my job and all night on my dream trying to 0:05:51.279 --> 0:05:54.880 build something and just came up with the trade sleep 0:05:55.000 --> 0:05:57.279 is for Suckers because that was the time window I 0:05:57.279 --> 0:05:58.880 had to give up sleep. I wasn't gonna give up 0:05:58.880 --> 0:06:00.280 my job. I wasn't gonna give up time my mom. 0:06:00.360 --> 0:06:02.440 I wasn't gonna give up time to my church. It 0:06:02.520 --> 0:06:05.120 was that time window that I'm sleep for eight hours. 0:06:05.160 --> 0:06:07.599 Instead of eight hours, I can sleep six and for 0:06:07.720 --> 0:06:09.760 two hours, I can build this business. And if I 0:06:09.800 --> 0:06:12.440 do that over a week, I'm putting fourteen hours into 0:06:12.440 --> 0:06:14.680 a dream every single week. So it was a T 0:06:14.760 --> 0:06:17.159 shirt business, T shirt brand. Yeah, and the back of 0:06:17.160 --> 0:06:22.560 the Corolla. Oh, we had the back seat boutique. Maybe I'll. 0:06:23.640 --> 0:06:26.080 So you just so in my mind, I'm envisioning this. 0:06:26.080 --> 0:06:26.839 This is in Atlanta. 0:06:26.920 --> 0:06:29.240 Atlanta, you just drive so houses where you're just driving around, 0:06:29.279 --> 0:06:31.200 pulling up on people like, yo, you're going to barbers. 0:06:31.600 --> 0:06:32.320 How are you marketing this? 0:06:32.560 --> 0:06:34.840 I mean it first started with you know, like wristbands. 0:06:34.880 --> 0:06:37.000 So I got these riskbands to say sleep is for suckers, 0:06:37.120 --> 0:06:39.760 and I'm trying to sell people on the idea. If 0:06:39.760 --> 0:06:41.719 I can sell people on the philosophy and it's regular, 0:06:41.760 --> 0:06:43.600 I mean, any riskmands you can get, but I'm trying 0:06:43.600 --> 0:06:45.960 to sell people on the concept. And then I put 0:06:45.960 --> 0:06:48.960 Sleepers for Suckers on a T shirt. The designs were whack, 0:06:49.440 --> 0:06:54.039 but people felt the story like, Yo, I don't sleep either. 0:06:54.080 --> 0:06:54.200 Yo. 0:06:54.240 --> 0:06:55.320 I'm trying to build something too. 0:06:55.400 --> 0:06:57.919 So I started with T shirts, and you know, I 0:06:57.920 --> 0:07:01.160 started with my my coworkers, my friend family, who say, Yo, 0:07:01.240 --> 0:07:03.360 when that drops, I'm gonna buy it, and they don't, 0:07:04.680 --> 0:07:09.240 you like. So at that point I started this cool 0:07:09.279 --> 0:07:10.520 starting and I got a lot of story. 0:07:10.520 --> 0:07:12.280 So I'm stopping a minute. I'm gonna make them that long. 0:07:12.640 --> 0:07:15.000 But even in my book, I wrote this part called 0:07:15.000 --> 0:07:16.680 one hundred Dollars Off Days, where my goal is to 0:07:16.680 --> 0:07:19.280 build my business on my off days, just my off days, 0:07:19.480 --> 0:07:21.040 because I was working five days a week on my job, 0:07:21.040 --> 0:07:23.800 two days a week on my dream. Every single day, 0:07:23.920 --> 0:07:25.480 my goal is to go out and sell four T shirts. 0:07:25.480 --> 0:07:27.400 I'm selling T shirts for twenty five dollars, so I'm 0:07:27.400 --> 0:07:28.960 trying to sell four T shirts. I'm trying to make 0:07:28.960 --> 0:07:31.960 one hundred dollars on each off day. So my boy's like, nah, 0:07:32.000 --> 0:07:34.200 you gotta grime, man, you gotta work every single day. 0:07:34.360 --> 0:07:36.720 I know myself, I'm low key lazy. I work hard 0:07:36.720 --> 0:07:38.120 because I'm kind of lazy. I want to get to 0:07:38.120 --> 0:07:39.160 a point where I got to do nothing. 0:07:40.520 --> 0:07:43.280 Yeah, yeah, I mean that's what lazy people say. 0:07:43.480 --> 0:07:49.119 Okay, yeah, my goal is I'm focused on whatever happens 0:07:49.160 --> 0:07:51.400 throughout the week is extra. But my goal is on 0:07:51.480 --> 0:07:54.560 my off days, feel it will work. If I can 0:07:54.600 --> 0:07:56.480 put time into my job, I can put time to 0:07:56.560 --> 0:07:59.560 my business. So I started hitting these these hundred dollars 0:07:59.640 --> 0:08:01.320 each of Y So I called my boss, like, yo, 0:08:01.840 --> 0:08:02.920 can you only put me. 0:08:02.920 --> 0:08:04.960 On four days a week instead of five? 0:08:05.360 --> 0:08:07.200 Because I knew if I can make two hundred dollars 0:08:07.240 --> 0:08:09.040 on two off days, if I had three off days, 0:08:09.040 --> 0:08:09.920 I can make three hundred. 0:08:10.280 --> 0:08:11.280 And that joint started to hit. 0:08:11.360 --> 0:08:14.000 So long story short, by the time I quit my job, 0:08:14.120 --> 0:08:15.559 I was like working a day a week. 0:08:15.800 --> 0:08:17.040 So I like, so I. 0:08:17.000 --> 0:08:19.320 Teach people to transition out of their job. Let's set 0:08:19.320 --> 0:08:21.080 these small goals and build from there. 0:08:21.280 --> 0:08:22.880 So can you talk about that, because that's important as 0:08:22.920 --> 0:08:25.560 far as it's all about strategy in life. And it's 0:08:25.600 --> 0:08:27.160 like you never just want to jump out the window 0:08:27.160 --> 0:08:29.800 in anything, So can you break that down a little 0:08:29.840 --> 0:08:32.319 bit to transition out of your job? I liked that idea? 0:08:32.360 --> 0:08:34.600 Was it, like I'm thinking myself, like was there any 0:08:34.600 --> 0:08:36.800 fear in that? Like or how did that play on 0:08:36.840 --> 0:08:38.679 your mind? Like I'm doing this, I'm out. 0:08:38.720 --> 0:08:39.120 I don't know. 0:08:39.200 --> 0:08:42.320 It wasn't really It wasn't really a fear because it 0:08:42.480 --> 0:08:44.719 happened so gradually, you know what I mean. It's like 0:08:44.920 --> 0:08:48.120 with this podcast, you drop one episode, then two, then three, 0:08:48.200 --> 0:08:50.760 and it starts to build. So I'm trying to make 0:08:51.000 --> 0:08:52.920 on my off just two d my goal is to 0:08:52.920 --> 0:08:54.920 make two hundred dollars a week. If I can't sell 0:08:55.000 --> 0:08:58.000 eight T shirts in seven days, you know what I mean. Like, 0:08:58.040 --> 0:09:00.840 so it was it wasn't like a fear of of, oh, 0:09:00.920 --> 0:09:02.120 I got to go quit my job. 0:09:02.240 --> 0:09:03.040 That would be scary. 0:09:03.320 --> 0:09:05.240 I'm just trying to make a couple more dollars to 0:09:05.320 --> 0:09:07.480 like go to the club and hang out and put 0:09:07.480 --> 0:09:10.120 something on a bottle. I still won't gonna buy it myself, 0:09:10.120 --> 0:09:11.800 but I want to be a person that could chip in. 0:09:12.360 --> 0:09:15.080 So it wasn't really a fear, especially because since I 0:09:15.120 --> 0:09:18.080 was a kid, I've always been trying. The hard part 0:09:18.240 --> 0:09:22.120 was sticking when I'm only making two hundred dollars a week, 0:09:23.440 --> 0:09:26.480 or sticking when I'm not really making any money. Instead 0:09:26.480 --> 0:09:28.040 of saying, yo, you know what, I think I'm gonna 0:09:28.040 --> 0:09:30.440 try real estate because T shirts don't work, it was 0:09:30.520 --> 0:09:33.240 just me. So the hard part was just staying in 0:09:33.240 --> 0:09:35.760 my lane and you know, just stay in one course 0:09:35.840 --> 0:09:36.400 for a while. 0:09:37.280 --> 0:09:39.440 It goes back to your and I looked at you 0:09:39.440 --> 0:09:42.480 your page The life cycle of a good idea, This 0:09:42.600 --> 0:09:45.400 sounds like the life everybody goes through it too, you 0:09:45.400 --> 0:09:47.560 know what I mean, Like, can you break down that process? 0:09:47.640 --> 0:09:48.920 Because I'm sure there's a lot of. 0:09:48.840 --> 0:09:51.679 People that have ideas and they make it to the 0:09:51.720 --> 0:09:53.800 first stage of excitement, but they never make it to 0:09:53.840 --> 0:09:54.319 the last day. 0:09:54.400 --> 0:09:55.120 Oh never. 0:09:55.280 --> 0:09:58.160 So I came across this presentation. I was on tour 0:09:58.200 --> 0:10:01.560 with ET two thousand and seven, and I think like 0:10:01.640 --> 0:10:04.960 a few hours before I was supposed to turn in 0:10:05.000 --> 0:10:07.320 my presentation, I just I was like, Yo, I got it. 0:10:07.800 --> 0:10:10.120 The life cycle of a good idea is excitement. Everybody 0:10:10.120 --> 0:10:12.480 gets excited about the idea. But then you got to 0:10:12.520 --> 0:10:15.480 move to evolution, where you got to start evolving the idea, 0:10:15.520 --> 0:10:18.120 which is not as exciting as when you got the 0:10:18.160 --> 0:10:20.320 id and you get to tell everybody and you see 0:10:20.320 --> 0:10:21.880 the vision. Yo, this goal was taking me out of 0:10:21.920 --> 0:10:26.240 my job. So excitement, then evolution, then engagement. So after 0:10:26.240 --> 0:10:28.880 you evolve it, you got to engage people. That gets 0:10:28.880 --> 0:10:31.839 scary because you got to actually approach people and make 0:10:31.880 --> 0:10:34.600 a sale, and you got to get people to buy in. 0:10:35.000 --> 0:10:38.640 But then with engagement comes resistance. You'll automatically have those 0:10:38.640 --> 0:10:40.240 people to say, yo, I don't want to buy it. 0:10:40.800 --> 0:10:42.560 And then you have to make a decision. And the 0:10:42.600 --> 0:10:46.080 decision is either get excited about something else or move 0:10:46.120 --> 0:10:50.120 into expansion. But the trick is taking each stage with you. 0:10:50.240 --> 0:10:52.719 So if you're excited and you move to evolution, you 0:10:52.800 --> 0:10:55.520 got to be excited while you're evolving the idea. And 0:10:55.559 --> 0:10:58.640 some people move from evolution to engagement, but they stop 0:10:58.720 --> 0:11:02.319 evolving the content. So once you start to hit resistance, 0:11:02.840 --> 0:11:06.200 if you're still engaging people and evolving, you're asking people, Okay, 0:11:06.200 --> 0:11:08.840 why aren't you buying this? Because you're still evolving it, 0:11:08.920 --> 0:11:11.960 you're still trying to get better, meaning you're still engaging. 0:11:11.520 --> 0:11:12.120 You're assessinate. 0:11:12.520 --> 0:11:14.800 You're assessinate, and then you make a decision to just 0:11:15.320 --> 0:11:17.840 don't get excited about something else, fight through it, take 0:11:17.880 --> 0:11:20.840 all that data, get re excited about the same concept, 0:11:21.440 --> 0:11:24.840 retool it, keep engaging, go through the resistance, and then 0:11:24.840 --> 0:11:25.880 you expand. 0:11:25.960 --> 0:11:29.439 You said something important and Shotty comes from a sales background, 0:11:29.480 --> 0:11:31.840 and you come from a sales background. You said a 0:11:31.960 --> 0:11:33.560 sales starts when somebody says no. 0:11:33.760 --> 0:11:34.400 Oh for sure. 0:11:34.480 --> 0:11:36.280 In my mind, I'm like, yeah, somebody says no, it's 0:11:36.320 --> 0:11:39.760 next to the next place. What's the importance of that, Like, 0:11:39.800 --> 0:11:40.880 what's the philosophy bond that? 0:11:41.160 --> 0:11:41.400 I mean? 0:11:41.440 --> 0:11:43.839 When you go into a shoe store, obviously somebody comes 0:11:43.920 --> 0:11:45.480 up to you and they're like, can I help you? 0:11:45.520 --> 0:11:48.600 And you always say no, I'm good, Like we're trained 0:11:48.600 --> 0:11:52.040 to say no. The actual set the game starts when 0:11:52.080 --> 0:11:55.600 they say no first. So I was expecting, yo, you 0:11:55.640 --> 0:11:57.320 want to buy a T shirt? And they say no. 0:11:57.440 --> 0:11:59.199 I'm like, all right, man, what I gotta go to 0:11:59.240 --> 0:12:02.040 the next person. But then I realized that one of 0:12:02.040 --> 0:12:04.160 my mentors said, yo, make them tell you know twice. 0:12:05.080 --> 0:12:07.120 So I'm like, YO, would you like to make buy 0:12:07.120 --> 0:12:09.520 this T shirt? And they say nah, I'm good. I'm like, yo, 0:12:09.640 --> 0:12:11.600 are you sure? Look at this? Like look at that, 0:12:11.720 --> 0:12:13.880 like this this this will be dope with your shoes. 0:12:14.520 --> 0:12:17.240 And for some reason I started converting like people like, oh, 0:12:17.280 --> 0:12:20.000 all right, yeah, you're right, let me get it right. 0:12:20.080 --> 0:12:22.640 So now you know, fast forward. I was able to 0:12:22.720 --> 0:12:25.680 leave the cheesecake factory and jump into the kios I 0:12:25.760 --> 0:12:28.600 make you tell me no till you walk away because yo, 0:12:29.120 --> 0:12:31.679 I've converted on the third sale, I mean the third no, 0:12:31.960 --> 0:12:34.480 the fourth no. And sometimes people will buy because they 0:12:34.600 --> 0:12:35.959 tired of you ask it and they know you're not 0:12:35.960 --> 0:12:37.680 gonna let them go. Look I got all right, cool, 0:12:37.720 --> 0:12:40.480 just give right, give me that one here ticket. They 0:12:40.480 --> 0:12:41.440 can tell you no more than once. 0:12:41.520 --> 0:12:43.400 Yeah. Now, the sales is we talked about that a 0:12:43.400 --> 0:12:45.320 few times on the podcast is something that most people 0:12:45.360 --> 0:12:48.120 are extremely afraid of because nobody likes to talk to strangers. 0:12:48.120 --> 0:12:50.120 Like we conditioning as kids not to talk to strangers. 0:12:50.360 --> 0:12:52.160 That's the first thing they tell you, don't talk to strangers, 0:12:52.280 --> 0:12:54.640 and that carries over as an adult. And it's like 0:12:54.760 --> 0:12:56.600 to walk up to somebody, especially to try to ask 0:12:56.679 --> 0:12:58.600 them to buy a product, and they spend money with you. 0:12:58.640 --> 0:13:01.160 It's like it's terrible fine for most people. But I 0:13:01.200 --> 0:13:03.800 always say, like, if you can actually sell, do sales. 0:13:03.960 --> 0:13:06.640 I recommend anybody that wants to be in business to 0:13:06.679 --> 0:13:09.719 do at least one year of sales selling something I 0:13:09.720 --> 0:13:12.360 don't care, whether it's life insurance, whether it's knives, whether 0:13:12.440 --> 0:13:16.760 it's cell phone cases. If you could sell something a 0:13:16.920 --> 0:13:19.880 it takes a fear away and you'll realize that the 0:13:19.920 --> 0:13:22.280 worst thing in the world is not a no. It's 0:13:22.320 --> 0:13:24.800 not like people say no, you're still living like you 0:13:24.840 --> 0:13:26.880 know what I mean. It's like you got to develop 0:13:26.960 --> 0:13:28.200 stick extend to be an entrepreneur. 0:13:28.440 --> 0:13:30.120 I got a classhout out of my man saying he 0:13:30.200 --> 0:13:32.880 came on our coaching call, have a call in the mornings, 0:13:33.240 --> 0:13:35.360 and he said, man, how do I take my business 0:13:35.400 --> 0:13:37.280 to the next level? And my costume was like, Yo, 0:13:37.559 --> 0:13:39.600 how many people do you ask to buy your service? 0:13:40.440 --> 0:13:42.559 He said, man, not that many. I said, YO, give 0:13:42.600 --> 0:13:45.439 me a number, like, how many people do you actually ask? 0:13:46.120 --> 0:13:49.240 He said, well, uh, not a whole lot. 0:13:49.400 --> 0:13:49.559 Bro. 0:13:49.640 --> 0:13:52.240 How many did you ask yesterday? He said none. I said, 0:13:52.280 --> 0:13:53.559 that's the problem. So this is what I want you 0:13:53.559 --> 0:13:55.480 to do. Because he's afraid to ask for the sale, 0:13:55.960 --> 0:13:59.800 I said, or he's afraid to attest. He's afraid to 0:13:59.840 --> 0:14:03.319 like like get into sales. But what I told them 0:14:03.400 --> 0:14:06.000 was I just want you to ask three people a day. 0:14:06.200 --> 0:14:08.080 That's your goal. I don't care whether you buy or not, 0:14:08.120 --> 0:14:12.160 because the pressure is in their answer. But if you 0:14:12.360 --> 0:14:14.440 condition your mind and say, yo, my goal is not 0:14:14.559 --> 0:14:16.360 to make a sale. My goal is to just ask 0:14:16.520 --> 0:14:18.480 five people every day so I can go to the 0:14:18.480 --> 0:14:19.760 store and say, Yo, I don't want to bother you. 0:14:20.040 --> 0:14:22.200 My coach, make me do this. Would you like to 0:14:22.200 --> 0:14:25.160 buy his T shirt? Okay, that's one. Hey mom, I 0:14:25.200 --> 0:14:26.520 know I ain't talk to you in. 0:14:26.480 --> 0:14:27.000 A little while. 0:14:27.040 --> 0:14:29.160 I never I've asked. I never like try to sell 0:14:29.200 --> 0:14:31.880 you anything. But let me get my number out. And 0:14:31.960 --> 0:14:35.680 if you can start to get your number out three sales, five, 0:14:35.960 --> 0:14:37.040 just make five calls. 0:14:37.080 --> 0:14:37.680 Make your goal. 0:14:38.320 --> 0:14:40.280 Make your goal of the work, not the reward, because 0:14:40.280 --> 0:14:42.360 the reward is scary because if you don't get it, 0:14:42.400 --> 0:14:45.040 you're disappointed. But what you can control is the work. 0:14:45.040 --> 0:14:46.120 That's the only thing control. 0:14:46.640 --> 0:14:49.920 So is there it's like a fine line between persistence 0:14:49.920 --> 0:14:52.280 and annoyance because I could imagine like, Yo, get this, 0:14:52.280 --> 0:14:54.880 get this, get this, and it's like, all right, is there. 0:14:54.800 --> 0:14:56.560 A fine line to make a seale? You gotta be 0:14:56.640 --> 0:15:00.560 kind of annoying a little bit, Okay. I mean, at 0:15:00.640 --> 0:15:02.560 the end of the day, you got to ask her 0:15:02.600 --> 0:15:03.960 and be it's gonna be somebody you want to get 0:15:03.960 --> 0:15:06.240 on the podcast, they say no, next time you're seeing it, 0:15:06.280 --> 0:15:09.040 you need to ask them again. It's only our inside 0:15:09.120 --> 0:15:12.240 we feel like we're being annoying. But sometimes people just 0:15:12.280 --> 0:15:14.880 forget or And I learned this at the cheesecake factory. 0:15:15.000 --> 0:15:18.680 So dope, people want to they want to eat cheesecake, 0:15:19.560 --> 0:15:21.960 but they want you to convince them they want to 0:15:22.000 --> 0:15:23.800 do it. But the right thing to say is no 0:15:23.960 --> 0:15:26.960 because it's high in fact calories. But they really want 0:15:26.960 --> 0:15:29.360 me to ask, They really want me to convince. They 0:15:29.400 --> 0:15:32.280 feel good, strong will because they're saying no because they're 0:15:32.280 --> 0:15:32.720 on the diet. 0:15:32.920 --> 0:15:35.360 We got this new one. For sure, they'd be happy 0:15:35.400 --> 0:15:36.560 when I convince them no. 0:15:36.640 --> 0:15:39.200 It's the no thing is extremely important, and it's important 0:15:39.200 --> 0:15:42.040 for people to understand how to take things personal. And 0:15:42.240 --> 0:15:44.400 you know, I just living in New York. I was 0:15:44.400 --> 0:15:47.280 on the subway years ago, and I just did like 0:15:47.320 --> 0:15:49.640 an observation that's like people these guys handing out like 0:15:49.640 --> 0:15:52.960 free newspaper. They're free to any anybody that's like coming 0:15:52.960 --> 0:15:55.920 through the turnstile, and every single person was like, no, 0:15:55.960 --> 0:15:59.320 I'm gonna look. They was just and I'm thinking to myself, 0:15:59.400 --> 0:16:03.720 like it's free, it's a free newspaper, why not take it. 0:16:03.760 --> 0:16:06.560 But it's like they're just conditioned that he's trying to 0:16:06.560 --> 0:16:08.240 sell me. He's not even trying to sell, it's giving 0:16:08.280 --> 0:16:11.720 it away and it's like no. It's like the same 0:16:11.760 --> 0:16:14.440 thing is like a pretty girl, Like you might want 0:16:14.440 --> 0:16:16.080 to dance with a pretty girl, and before you even 0:16:16.160 --> 0:16:17.960 she's like no. It was like you didn't even look 0:16:18.000 --> 0:16:23.240 at me. But she's just used. She's conditioned to say no. 0:16:23.400 --> 0:16:25.280 So I say, I have to say like people in 0:16:25.360 --> 0:16:28.120 general are conditioned to say no. So peeling back that 0:16:28.200 --> 0:16:31.000 layer and saying like, well, why it's free, it's a 0:16:31.000 --> 0:16:33.360 free newspaper. You don't want to take it. I mean, like, 0:16:33.440 --> 0:16:36.360 let me get and you're not going to convince everybody, 0:16:36.520 --> 0:16:39.800 but some people once you just get that first layer, Like, 0:16:39.800 --> 0:16:42.520 if you can get past that first layer, it's like 0:16:42.560 --> 0:16:43.440 a home run after that. 0:16:43.960 --> 0:16:46.320 I think you how you do anything is how you 0:16:46.360 --> 0:16:50.120 do everything. So if if you're attempting to make a 0:16:50.200 --> 0:16:52.800 sale and they say no, if you're working on a 0:16:52.800 --> 0:16:55.040