KBB World Summit 2020 – Day 3

Today is all about mastery. How do you really scale and take it to the next level, and how to create an implementation plan. The reason most people fail is because they don’t self-assess in a way that’s completely honest and vulnerable. The way you do that is using the Mastery Map – where you are vs. where you wanna be, and close that gap.

There’s a simple formula. D.C.R. Here it is:

-D for Decisions. Don’t let these days go by without deciding what your next
level is. Make these decisions from a place of passion and power.
-C for Commit. Making a real decision means doing it no matter what. Ask
yourself what’s your start date, when are you gonna make the real change.
-R for Result. Resolve to taking imperfect action in this journey.

Knowledge brokers are made not born. Always remember that.

Dean Graziosi

Mastery can’t be obtained if you never start. There’s nothing worse than being motivated and inspired and looking back and saying “where did all of that go?”

There’s four things to watch out for:

  • 1 – Oustide Influences

Some outside influences can affect your confidence badly. You’ve never done
anything good in your life when your confidence was down. Here are some
outside influences that can ding your confidence:

1. Watching the news. When was the last time you’ve watched the news and
felt good? Go on a news diet. Current record is 15 years without watching
the news. If you watch the news and it hurts your confidence, you can’t do what you really want to do. We can be the best version of ourselves to our
family, then our community, then our town, then our state, and then our
world! We can impact the world by making out own news and not listening
to the crap they say on TV. Sounds naive? Well, you can’t be the best
version of yourself if outside news takes away your confidence.
2. Unqualified people giving you advice. It’s like your broke friend telling
you how to get rich. Or your single friend telling you how to fix your
relationship. The most costly advice is bad advice. Sometimes the people
we love the most don’t have the best advice to give us. Sometimes people
try things and fail and experience pain because of that, and then when you
try the same thing they project it onto you.

Be in charge of your own influences.

There’s battery chargers and battery drainers in your life. You wanna be around battery chargers! Be protective, try to eliminate the battery drainers.

  • 2 – Inner Influences – The Inner Villain

Those cumulative outside influences create an inner influence that collects all this bad data and creates self-doubt and the imposter syndrome. Invoke your inner hero to kick out that annoying voice of the inner villain. They don’t make statues of critics and they don’t make statues of the inner villain too. They make statues of the heroes.

The inner hero doesn’t have to win a 100 to 1. The inner courage takes the uncomfortable action, and can even win 51 to 49!

How do we create this inner hero? Well, think about if you’re a hundred years old at the end of your life. Think of your maker, whatever that may be. And think of a conversation with them. Saying “Well, I lived an okay life, but I guess I could’ve been better.” And then you wish you could go back and do the best version of yourself. But hey guess what, you can’t do that! So take your shot now, and don’t hesitate.

To crush this inner villain, think about this. How much has it cost you in your life? When did you have that thought to do your own idea, and that voice said “we should play it small, we’re good enough and safe.” And then it was like a train going downhill.

What if that inner villain keeps you exactly where you are a year from now? It’s not that terrible. But what about five years? Ten years? When you think about what it’s cost you, and what it could cost you, call up that inner hero with a sledgehammer and that inner villain into the ground!

  • 3 – Learn From The Best

Learn from the best who have already been there, and have totally shone out
bright. We need to stay enrolled, stay connected, stay as a community.

You wanna be around people who are playing the game at the level that you wanna play at.

Most of the time when we feel overwhelmed, or there’s a lot going on or we
have to figure something out, we start thinking about “how?” And sometimes
the “how” causes the overwhelm. Replace the word “how” with “who?” Get to people who’ve “been there done that” at the level you want things done, who can give you the map to get to the other side quicker and faster.

“You can always do it yourself, so just do it” –> nope. Be the master of one or two things and don’t try to be the master of a hundred things all by yourself.

  • Weaknesses & Strengths

“Work on your weaknesses.” That’s the biggest lie we’ve ever been told!

You don’t feel amazing working on something that you suck at. You have to find the things that you’re already good at and become amazing at those!

When you go into your core competency and get so good at it, you’ll get to a
level where you can pay people to do the things you suck at! If we work on our weaknesses we just get “pretty good” at what we do. Not at the top level.

For example: You get a kid with ADD, and you ask them to read a book. They
can’t. Then you try and force them to read and then they get hyper. Now it’s
ADHD. But you’re focusing on the wrong thing. What are they good at? Maybe sports, maybe math. Help them get amazing at math and sports, they’ll get applauded and accolades. And suddenly they aren’t too attention-deficit anymore.

Let go of the things you’re bad at! Take the energy and put it into the things you’re amazing at and make the even better!

Brad Baumgardner

Commitment and convenience are never on the same street. When you’re
told “choose commitment over convenience” it’s always a hard thing.

If you want to be a knowledge broker, or host your own thing or develop your own idea, you’re gonna have to know a few things.

First things first. You have to know your client. And even BE your client. More importantly, you have to know their objections and reasons for them not taking you up on your program – and by extension, your own objections and reasons for not going through with your idea. Here are the levels of objections (in order of the arrow) that your client could come up with to try and not commit to whatever you’re offering:

 

  1. Time: People might say “I don’t have the time.” This is usually the first level of reasons not to do what you’re offering.
    2.
  2. Money: People might say “I don’t have the money.” This is also one of the first levels of objections.
  3. Spouse: Or business partner/significant other. People might say “I would love to do it but I can’t get them to sign on or let me do it.” This is usually the next level.
  4. Fear: People might say “I want to but I’m super afraid.” The fear thing is that “if this doesn’t work, I’ll know that I don’t work. So if I don’t do it, I won’t know that I’m a failure. I live in blissful not knowing.” This is usually a deep level of objection.
  5. Shame and self doubt: Finally, people might say “I’m a little ashamed. I
    make decisions and I don’t follow through. I’m a procrastinator” etc. This is the deepest level.

You have to know how to counter these levels of objections – for yourself
and your clients. And here’s how to do that. It’s super simple:

You have to make your reason not to, your reason to. Here’s what you can
tell your clients – and yourself too:

  1. For time and money. The program might be the thing that might help you make the time or the money. You saying that you don’t have the time or money is kinda ironic!
  2. For your spouse/business partner. If they don’t let you do it, you absolutely MUST do it! Change the narrative, if it’s a spouse or a business partner. If you come off as doubtful, chances are they’d end up refusing too. Don’t ask for permission. Ask for support. Show up fully and with certainty.
  3. For fear. If you’re stuck at “I’m afraid.” Then of course you must. You can’t live in fear and not achieve their dreams. If you’re in the space of being afraid, the thing that you’re most afraid of is the thing that you have to run towards to fix!
  4. For shame and self doubt. If you’re living in a place of not making decisions, towel, you’re not always gonna have successes. To stretch to grow to reach means to not always get it right. Give yourself some love and grace. Help your clients do that.

These are all reasons to not do things. Make them the reasons to do things.

You have to pave the way. You have to know that these objections work
in these layers, in order. It’s not about you selling to them. This is you serving them. If your clients are stuck in any one of these layers, it is a service for you to help them fix this. They’re enrolling in your course or your event, and when you over-deliver, and they get results, they’ll be forever indebted to you.

The magic words are: “Tell me more.”

When you’re going through these layers, there’s a continuum, or a spectrum.
You have to know where on that spectrum they’re stuck on, on each layer.
For example – if they say “I don’t have time!” say “Tell me more.” Figure out if they don’t have time because they’re working three jobs a week or if they have to give up a girls night at Starbucks.

Or if they don’t have money, try and figure out if they’re gonna starve if they
take you upon your program, or if it means not buying the latest iPhone.

Always say “tell me more.” Figure out where on the spectrum they’re at.

Let’s talk about enrollment theory. Who would you want to involve in your
program? Here are the people you would want to involve: you, spose, inner circle, team, tribe.

You just read about the layers of objections. These are the “layers” or your
“people” of enrollment. And guess what. It starts with you!

You have to first know yourself, then your closest person (spouse), then your
inner circle, then your team, then your tribe.

And when you get to know or try to involve each of these layers/people,
each of them will have all those layers of objections! You have to be
prepared to answer and deal with all of them. That’s when you can involve all of these people. But it starts with you, and conquering your own layers of
objections. Then involving your spouse. And then your inner circle. And so on.

You have to give yourself permission to do what you need to do, to get yourself in front of your people to help them do what they need to do.
You have to trust your voice that says “I know I’m meant for more” and go for it.

You have to bet on you. You won’t get it if you won’t try. And the thing to tell
you, and your clients is simple: “You can do this!”

Pete Vargas

There’s definitely more problems in the world today because of COVID-19 and other factors. But it’s up to you to solve it. Another word for “messages” is just the knowledge industry.” Turning your messes into messages.

If you’re committed to your message. You can change your world around you.

One of the most important questions is – how committed are you to getting
your message out into the world? What message are you committed to?

  • Launching into the Knowledge Industry

Commit to the first client. You’re gonna land your first client in some days.
Commit to them fully. Go from “wishy-washy” to “all-in.” You have a moral
obligation to get your message out into the world.

  • Date S.A.M.

Results don’t just come. Understand the concept of S.A.M. (Sales And
Marketing). This is the lifeblood of any business. It’s how you bring someone
into your world, and make compelling offers so they stay with you. Don’t do it sleazy or slimy or stuff you don’t know about. It might just take only one email to share your story with someone you know who can help you. Don’t look for money. Look for help, if you can’t do this yourself. Impact and income are both important. But make sure you know the power of ethical selling.

  • Signature Story & Program

You need to share your story and turn it into a passionate one. Even if you’re
not “ready” or “perfect.” Get out there and share it. You can always make it
better by taking help later. But by the end, get clear on your signature story. If you’re doing a signature program, make sure you get help for that too. It
doesn’t matter if you have less people on the first try at your program. You
don’t have to have a huge audience. You can be a game changer with even just one client. Keep going at it with a signature story and program. Things will build up.

  • Building Your Community On Other’s Stages

Why would people want you on their stages? Because you provide a solution
to a problem their community is facing. You may have a solution that that
person’s stage cares about. Other people’s stages include social media lives,
live summits, online challenges, webinars, virtual masterminds, podcasts,
online media, YouTube channels, virtual events. Reach out to digital stages, and try and win 31 stages in 31 days. Get on other people’s stages. Reach out with the following script:

  1. Rapport
  2. Recognize what’s going on in the world
  3. Honor them for their work and impact in their community
  4. Present the problem
  5. Show them you have the solution
  6. Present a win-win scenario
  7. Call-to-action
  • Build Your Own Virtual Challenge/Event

Let’s talk about The Trifecta Domino Effect. It starts with the online challenge.

All you need is a small challenge. Over five days. And that builds up to your
own event. You just need dozens or hundreds of people in your challenge.
That’s all. For five days. And some of them come for your virtual event – which could even be in your own home. And then you send them into your signature program. That’s the domino effect. From challenge to event to program.

So let’s recap:

  1. The power of your story to build your signature program
  2. Build your community and get marketing momentum in your community
  3. Sales and marketing – ETHICALLY. Date S.A.M
  4. Build your own virtual challenge and event.

Pat Quinn

Predictable is better than unpredictable!

Let’s talk about the things you can do to make your progress and success
predictable.

  • Problems & Solutions

The first thing is to get clarity on the problem and the solution. When asked
“What problem do you solve,” state the PROBLEM. Not the SOLUTION. State it in the language of the consumer. Not the expert. When we become an expert, our words start to change. Remember what words you used to use to describe the problem before you became an expert.

Here’s a question: The night before someone who’s your ideal client meets you or sees you for the first time, what were they laying awake thinking about? What were they complaining about, and what were the words they used to describe them?

You’ll know when you get it right. Your audience will start nodding immediately. If you get those words right, it doesn’t matter what you say for the next 30 minutes. They’ll be your clients. If you get those words wrong, they’ll never be your clients.

Before you lead, you need to pace. Pacing is going up to someone and saying
“hey I get it. I get what you’re going through because I’ve been there.” Know
your ideal client. Write down THREE SENTENCES that your ideal client
would’ve said yesterday to their brother, spouse, best friend. Write down
actual quotes.

If you don’t know what your ideal customer is worried about, start having
conversations with them. Have 20 conversations with people who match your customers’ profile. Pay attention to those conversations. Record them and transcribe them if you can. Look for common words and phrases, and build them into your story.

So pay attention to customer language to describe the problem.

  • A Concise Story

The second step to make this predictable. Tell a great story. Here’s a storytelling model that’ll rock your world. This is called the “Three Act Play” For details, please see the featured image for this post.

The Three Act Play is a way to tell your story concisely. There’s other ways too. But this is the easiest way that works. That’s the second thing you need.

  • The Signature Program

The last thing you need, is a signature program. That’s based on your pivot!

(Pro tip: look quickly left, quickly right, and bend a little and look forward.
That’s called “scooby-dooing”)

The characteristic of your pivot is that it should be clear that your pivot took a long time. Offer your signature program as a way to compress that time. “What took me 8 years can take you 8 weeks!” There should also be costly and painful mistakes in your pivot. Descriptions of steps forward and steps back, with years of transformation with costly and painful mistakes. Then say how your program can help compress time and avoid those costly and painful mistakes.

So to recap:

  1. Describe the problem in customer language
  2. Have a concise way to tell your story (like the Three Act Play)
  3. Develop a signature program as a way to get people from where they are to where they wanna be.

Tony Robbins

You know everything to make it happen now. So – let’s ask ourselves this. What could screw this up?

The only thing that’s gonna stop you is fear. Fear of failure. Fear of rejection.
Fear of the unknown. Everyone is afraid of change. But it’s the only thing that’s absolutely certain to happen. Change is automatic. You just have to work on it. Everything changes – the economy, your body, relationships. Change is automatic – but progress is not! You have to be conscious of change in order to progress.

Your brain is a couple million years old and has a built-in flight-or-fight
response. You have to train that fear response and turn it on itself. You have to use the stress or the fear. Not let it use you.

Disappointment either destroys you or drives you. You have to disappoint your disappointment. How do you do that?

You’re not here to manage your circumstances. Your job is to live your life on
your terms. You have to create things, no matter if the circumstances say it’s
impossible. There’s almost always a way. You may not want that way. But it’s
usually possible!

You can talk all day long about what’s possible. Or you can do it. Give people
around you a real example of what’s possible. This entire world is built on
people who were afraid but did it anyway. You can even take small risks that
have giant rewards.

None of us can progress in the world today can progress with a standard
education. You need something extraordinary. Something that’ll inspire you,
your family and friends and everyone around you. That requires doing stuff that doesn’t look like it’ll work at all. Sometimes it doesn’t. But sometimes it also does!

To take risks, you need to master this damn thing called “fear.” You have to
make sure you conquer it. Don’t wait till it comes up and grabs you by the neck.

Condition yourself like an athlete. The training never stops. It’s what you learn after you know everything that really counts. You train by doing and doing and doing. Most people overestimate what they do in a year, but completely underestimate what they’ll do in five or ten years.

How do you condition yourself? You have to be emotionally fit. Fitness is a
state of readiness. When something happens you can step up and deal with it
because you have the muscle to do it. Follow this five-step program:

  1. Feed, strengthen and train your mind. Every day – or at least five days a week. It’s like working out. It becomes a pull in your life, not a push. Most people try to motivate themselves by pushing. Pull is much more powerful than push – push wears out, pull doesn’t. Repetition is the mother of skill. Feed your mind. Let your mind get triggered. The world is gonna trigger you, with 7 billion people on it! Don’t live in an echo chamber. Don’t read at headlines. Read or listen deeply, for 30 minutes a day. Read or listen to something that challenges you. Stop majoring in minor things. Feeding your mind is a habit.
  2. Feed and strengthen your body every day. Why your body? Because the
    body and the mind cannot be separate in real life. Fear is physical. But so is courage. And it’s a habit. It’s a strength. You have to train your nervous system for that, like plunging into cold water. Don’t negotiate with yourself. Do things that are incredibly intense and give it your all. Train your brain and your body to push through the limitation. And if you repeat that enough, it becomes a habit.
  3. Get a great role model(s). Find a role model who has gotten things done and done them spectacularly. And find out how they did what they did. Don’t try and make them perfect or worship them. Just model yourself on what they did right. Life is cyclical, and role models usually pick up on that. That’s how they make hay when most people are pessimistic. Because bad times or pessimism doesn’t last forever. The worst times are the best times. That’s why, there is no better time than the present!
  4. Proximity is power. If you want relationships to deepen, you have to spend four or five days with the other people/person. Almost every major thing in your life that you value will come to you, if you understand that proximity is power. Life is relationships. Business is relationships. You need to be in proximity to people who can help make your dreams a reality. Of course, that’s not the only thing. You still have to have the goods! But proximity is extremely important because people who can help you will think about you and remember you when an opportunity comes their way. Get in proximity, and something will happen. And not just one or two or six people. More than that. Massive action is required!
  5. Give more than you expect to receive. Both in your professional and personal life. If you do this, you’ll always be abundant. None of us wants to be a taker. Always look to add more value than anyone can possibly imagine. You do so much good to others, that you’ll experience all that good in your own life too. Your philosophy towards business and life will determine your journey. Don’t ask “why am I not getting,” because that’ll always leave you empty, even if you get what you want.

Make this your life’s mission. These five steps, are going to define your life and business. Take the massive action and let your life soar!

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