The Power of Mindset: Sandy Papavero's Guide to Business Growth and Resilience
What if shifting your mindset could transform your business? Join us as Sandy Papavero, a dynamic figure from CEO Warrior, shares her captivating career journey from her family's construction and financial services business to empowering startups. Sandy articulates the pivotal role mindset plays in achieving business success, offering strategies for overcoming the notorious "do it all" mindset. With insights from her collaboration with icons like Tony Robbins and Chet Holmes, she reveals how ...
Show Notes
What if shifting your mindset could transform your business? Join us as Sandy Papavero, a dynamic figure from CEO Warrior, shares her captivating career journey from her family's construction and financial services business to empowering startups. Sandy articulates the pivotal role mindset plays in achieving business success, offering strategies for overcoming the notorious "do it all" mindset. With insights from her collaboration with icons like Tony Robbins and Chet Holmes, she reveals how integrating neuro-linguistic programming with sustainable business strategies can elevate companies to new heights.
Understanding the nuances of human behavior, language, and sales, Sandy provides a fresh perspective on aligning beliefs with actions. She uncovers the layers of subconscious conditioning that shape decision-making, advocating for a sales approach rooted in empathy rather than aggression. Emphasizing transparency and core values, we explore how businesses can break free from being perceived as mere commodities by refining their value proposition and educating their teams on the financial dynamics at play.
Navigating adversity and embracing growth, the conversation turns to the power of resilience and the shift from scarcity to abundance. Sandy underscores the importance of hiring based on passion and culture, using tools like WhoHire to ensure the right fit for the right roles. Businesses can thrive by fostering a vibrant company culture and a clear brand identity. We wrap up with a heartfelt expression of gratitude and excitement for future collaborations, celebrating the rich dialogue and shared aspirations for ongoing success.
00:00:11.224 --> 00:00:12.247 Great Thanks, Corey.
00:00:12.779 --> 00:00:14.528 Really, I can't believe I got it right.
00:00:14.528 --> 00:00:16.422 So, sandy, welcome.
00:00:16.422 --> 00:00:18.510 I'm super excited to have you on today.
00:00:18.510 --> 00:00:37.011 You're part of an organization who obviously I know Mike A and a good friend of mine and I'm super excited to hear what you guys are doing and I'm super excited to hear your take on how you work with companies and how you develop them and so on and so forth.
00:00:38.658 --> 00:00:45.871 So before we dive in, sandy, just tell everybody a little bit about who you are in Sandy.
00:00:45.911 --> 00:00:48.060 Just tell everybody a little bit about who you are.
00:00:48.060 --> 00:00:51.743 Thank you so much for having me today, corey.
00:00:51.743 --> 00:00:54.933 It'd be my pleasure to come onto your show and be able to spread some awareness on how we can help companies move through.
00:00:54.933 --> 00:00:58.143 A better future really is the end result.
00:00:58.284 --> 00:01:04.548 So I come from an industry of, I guess, construction, general contracting.
00:01:04.548 --> 00:01:11.572 With my dad, we owned a construction company and also a financial services company, odd mix but it was a really great start for me.
00:01:11.572 --> 00:01:17.578 Then I went on to join a startup really that went to 65 million, so it was super cool.
00:01:17.578 --> 00:01:24.894 Fell in love with business, went to college, but really my feet in the sand is what made me who I am.
00:01:24.894 --> 00:01:29.186 College, but really my feet in the sand is what made me who I am.
00:01:29.206 --> 00:01:36.087 And I wound up at CEO Warrior after many years whether it be Wall Street, several different startups, companies, my family owned funeral homes so I did a lot of backend operations.
00:01:36.087 --> 00:01:46.013 I've been up, I've been down, I have I've done some really great success stories and I've also laid on my back crying about what's next.
00:01:46.013 --> 00:02:03.647 So I've seen it all, done it all, and it's exciting to be able to use my skill sets and help affect the trades and help them to learn from others' mistakes, bring them from where they are now to where they really want to be, fill that gap for them and really do a deep dive into their business.
00:02:03.647 --> 00:02:06.200 And really do a deep dive into their business.
00:02:06.200 --> 00:02:16.506 And I feel like a lot of that starts with the way that they're built and that goes with mindset and that's where I come from whether it's culture and mindset go hand in hand and really building better brands.
00:02:17.489 --> 00:02:18.191 Sure thank you.
00:02:18.191 --> 00:02:40.750 So I think having the right mindset is where a lot of it begins, and I personally haven't always had the best mindset, but it's taken a lot of work, it's taken a lot of personal development and I can think I've done Tony Robbins I've walked on the whole fire thing, which was super dope.
00:02:40.750 --> 00:02:47.133 I went and volunteered at one of his events really had a pretty big impact on my life.
00:02:47.133 --> 00:02:48.506 But it doesn't just stop there.
00:02:48.506 --> 00:02:59.453 You can go to the event and you can get all of the things that he offers, but unless you come home and implement those things, I wouldn't say it's a waste of time.
00:02:59.453 --> 00:03:03.812 But you have to implement right.
00:03:03.812 --> 00:03:08.328 You have to implement the things that he talks about and it doesn't mean it's going to happen overnight.
00:03:10.001 --> 00:03:20.780 When you say that, when you work with business owners and their mindset, there's a lot of people in our industry I shouldn't say a lot.
00:03:20.780 --> 00:03:24.425 But there's people in our industry that I don't know how you break.
00:03:24.425 --> 00:03:25.606 I shouldn't say a lot.
00:03:25.606 --> 00:03:30.775 But there's people in our industry that I don't know how you break their selfish mindset.
00:03:30.775 --> 00:03:32.276 They're I have to do it all mindset.
00:03:32.276 --> 00:03:35.163 If I don't do it, it's not going to get done right.
00:03:35.163 --> 00:03:36.508 I can't imagine trying to.
00:03:36.508 --> 00:03:43.978 I can't imagine I've worked for people like that and it's a nightmare.
00:03:44.860 --> 00:03:51.151 But my guess is you have a way to break through that, yeah, so I love that you point that out, and it's a lot of what we deal with every day.
00:03:51.151 --> 00:04:02.770 I found that, so I went, and when I was in finance and I was working on Wall Street and I worked with clients for succession planning, you just said something very interesting about breaking through mindset.
00:04:02.770 --> 00:04:07.508 And then the other end of it and it goes hand in hand with owning a funeral home is the end.
00:04:07.508 --> 00:04:09.474 It's the beginning and the end.
00:04:09.474 --> 00:04:13.252 Most people are stuck in the middle, but they don't really focus on where they were.
00:04:13.252 --> 00:04:17.026 They don't focus on where they want to go, so we don't pay attention.
00:04:17.026 --> 00:04:23.629 And not that we don't want to live for the future and the present and not focus on the past or focus on the future.
00:04:23.629 --> 00:04:31.072 But if we don't have that GPS of where we're going, then we don't have it in our subconscious to help us along the way.
00:04:31.072 --> 00:04:35.550 But we have to use our past experience to create that roadmap, if you will.
00:04:35.550 --> 00:04:42.387 And what I saw when I was working with succession planning was most people don't focus on the end result.
00:04:42.387 --> 00:04:46.494 They're stuck in the day-to-day activities.
00:04:46.494 --> 00:04:48.021 Most of them are reactive.
00:04:48.021 --> 00:05:00.512 There's very little proactivity in most industries not just the trades and what happens is we hit a wall and then now we don't have a plan for the future.
00:05:00.512 --> 00:05:05.380 So most people it doesn't end very well, and I can say that because of the funeral home.
00:05:06.182 --> 00:05:14.809 I take all of what I've learned from any industry that I've worked with or have been in or helped run and I say how do we create a solid plan?
00:05:14.809 --> 00:05:18.887 And most of it could call an exit strategy, succession plan, whatever, if you will.
00:05:18.887 --> 00:05:21.901 If we have the end result in mind, we can reverse engineer it.
00:05:21.901 --> 00:05:25.187 What starts to happen is most of us can't see that vision.
00:05:25.187 --> 00:05:27.752 We don't know what that looks like.
00:05:27.752 --> 00:05:29.956 We haven't been given those skills.
00:05:29.956 --> 00:05:35.476 So you mentioned Tony Robbins and I did have the pleasure of working with Tony and Chet Holmes.
00:05:35.476 --> 00:05:37.081 Some people don't know Chet Holmes.
00:05:37.081 --> 00:05:41.132 He was absolutely brilliant marketer and salesman, absolutely brilliant.
00:05:41.132 --> 00:05:52.081 They taught me how to utilize my neuro-linguistic practitioner and skill set and combine it with the approaches of sustainability, if you will.
00:05:52.362 --> 00:06:05.470 So we put together plans based on our thought process, because if I said to someone, well, I want to help you fix your mindset, they're like hey, whoa, I don't have a problem right, there's nothing wrong with my mind, I'm doing really well.
00:06:05.470 --> 00:06:10.670 I'm running a $3 million electrical company and everybody's great.
00:06:10.670 --> 00:06:12.814 Are you great?
00:06:12.814 --> 00:06:21.026 That block keeps us stuck in the day-to-day and not for looking for what we can actually provide for the future.
00:06:21.026 --> 00:06:37.322 So I think in my concept of what I bring to, ceo Warrior is saying we're here in this space for a purpose and you're affecting people every day as clients, so internal and external.
00:06:37.322 --> 00:06:42.233 So we talk about culture internally, but our brand is built on that culture.
00:06:42.233 --> 00:06:45.004 So what do we mean to the marketplace?
00:06:45.004 --> 00:06:47.247 And that's where I focus.
00:06:47.247 --> 00:06:50.634 I want people to be stand out in the market.
00:06:50.634 --> 00:06:57.545 What are you against in the market will help you more than what are you for right, what business are you in?
00:06:57.545 --> 00:06:59.807 Tony always says what business are you really in?
00:06:59.807 --> 00:07:12.846 So kind of everything for me is about understanding people's at need basis and then reflecting on where they want to be and then building that with them, and I'm all with you.
00:07:12.899 --> 00:07:24.826 We have a lot of people who are all about Rara, so they go to these events, they get all excited, they take pages of notes and I've been one of those people in my past life, right Before I did my internal work.
00:07:24.826 --> 00:07:29.009 They come home and they throw in their back of the seat, the car they drive.
00:07:29.009 --> 00:07:29.692 They're all excited.
00:07:29.692 --> 00:07:33.908 They get home, they talk to their spouse or families or employees, but they do nothing with it.
00:07:33.908 --> 00:07:39.920 Nothing Because it's overwhelming, they don't know how to implement.
00:07:39.920 --> 00:07:48.055 And that's the strategies in which we help is really to take the approach of let's create a roadmap.
00:07:48.055 --> 00:07:59.175 Not only are we going to help you to create your future, your succession plan, your exit, whatever that looks like, but we're going to pull in the implementation and we're going to walk with you on that owner's journey.
00:08:01.341 --> 00:08:02.422 You make such a great point.
00:08:02.422 --> 00:08:11.194 You make such a great point, and so, when I had a thought and I just had a call, come through my apologies.
00:08:11.194 --> 00:08:15.221 This all starts, though, when we're young.
00:08:15.221 --> 00:08:27.492 Right, the programming of the block, so to speak, as you mentioned, really starts at a young age, and it's really hard I shouldn't say it's hard.
00:08:27.492 --> 00:08:34.485 It takes a lot of work to reprogram your mind from things that you've been doing.
00:08:34.485 --> 00:08:35.668 I'm 46 years old.
00:08:35.668 --> 00:08:38.701 We learn everything between zero and seven.
00:08:38.701 --> 00:08:43.451 It's hard to break out of the mindset that you've been.
00:08:44.052 --> 00:09:02.312 You've been playing the same tape over and over throughout your whole life, and I, for me, I think that, because I'm in a 12-step program, it's given me a bit different options to break through a lot of that and the personal development that I've done.
00:09:02.312 --> 00:09:39.769 The other thing that I what I forgot I was going to say is that when that guy or girl comes home and they go holy shit, this event was great, I got all these things that I'm going to do to the wife or the husband, and then they don't implement, well, you're going to lose trust in that person because you've told them all these things that you're going to do and then you don't do any of them and you just keep repeating that cycle over and over and likely they're going to their employees and doing the exact same thing we're going to implement this and we're going to do this, and then it just falls on deaf ears and nothing ever happens.
00:09:39.769 --> 00:09:42.822 How can you build a good culture that way?
00:09:42.822 --> 00:09:44.163 I don't think you can.
00:09:46.229 --> 00:09:46.769 You cannot.
00:09:46.769 --> 00:09:56.525 So let's go deep into what and unpack a little bit of what you just did, because there are so many good points, and not about validating those points, but about expanding on them.
00:09:56.525 --> 00:09:59.307 So, yes, zero to seven.
00:09:59.307 --> 00:10:03.727 We think about our mind and how we're conditioned, and I see it all the time in the trainings.
00:10:03.727 --> 00:10:05.302 I study human behavior.
00:10:05.302 --> 00:10:07.027 That is really what I'm all about.
00:10:07.027 --> 00:10:11.287 Right, neurologistic is about the mind and the language, but then I also study human behavior.
00:10:11.287 --> 00:10:20.873 So when I have a room full of people, I'm listening to language very closely, because the words that we use help me to understand how you actually think.
00:10:20.873 --> 00:10:24.950 If I can understand how you think, I can help to understand how you purchase.
00:10:24.950 --> 00:10:26.312 You actually think.
00:10:26.312 --> 00:10:28.899 If I can understand how you think I can help to understand how you purchase.
00:10:34.500 --> 00:10:35.182 And we don't have to do a.
00:10:35.182 --> 00:10:37.671 We do a dance together and say a seduction, and a lot of people in sales go out and they rape their clients.
00:10:37.671 --> 00:10:44.772 They're not dancing, they're not seducing, they're not helping to uncover any of why do you need to change?
00:10:44.772 --> 00:10:46.697 And that really is a reality.
00:10:46.697 --> 00:10:53.010 Our brains are built to stay in a safe space and we call it the comfort zone.
00:10:53.010 --> 00:10:54.533 But if we go a little bit deeper.
00:10:54.533 --> 00:10:55.961 Let's go back to.
00:10:55.961 --> 00:11:00.513 We carry 14 generations of DNA, 14 generations of DNA.
00:11:00.513 --> 00:11:06.370 We're still in ages where our survival mechanism is how we lived day to day.
00:11:06.370 --> 00:11:09.245 We can't break free of that fight or flight.
00:11:09.245 --> 00:11:18.998 If you come from a family where it was very chaotic, we stay in a chaotic state If we only know how to operate in, and I want to congratulate you.
00:11:19.018 --> 00:11:20.722 You said you're in a 12-step program.
00:11:20.722 --> 00:11:25.572 You're fully aligned with some of your old conditioning and why you went down a path?
00:11:25.572 --> 00:11:27.063 Because it was easier.
00:11:27.063 --> 00:11:35.071 Right, it was very difficult for you to step away from that, and that self-awareness is great, but it's not till we do something about it.
00:11:35.071 --> 00:11:36.763 And that's the same thing I look at learning.
00:11:36.763 --> 00:11:41.701 We can be as self-aware as you want with your habits and your daily rituals.
00:11:41.701 --> 00:11:43.888 You can say, yeah, I shouldn't have eaten that.
00:11:43.888 --> 00:11:51.405 Or I know that I have to eat better, I know I have to do better, I know I have to not drink as much, or I know that I need to work smarter in different areas of my life.
00:11:52.047 --> 00:11:55.403 But what starts to happen is our subconscious mind is packed with this conditioning.
00:11:55.403 --> 00:12:05.552 And if you were an over obligator somewhere, a people pleaser, back in the day, because that was how you got through your early formative years.
00:12:05.552 --> 00:12:10.850 And eight or nine is still pretty interesting as well, and I don't want to get so crazy with age.
00:12:10.850 --> 00:12:22.731 But that conditioning and the way that we're built is we're trying to grow out of what's in our natural innate habitat, early habitat, and that is what we did to survive.
00:12:22.731 --> 00:12:34.466 So we're always going to go back to the survival and you can see it when I speak with salespeople all the time, or anyone that's a client facing they right away turn into their old.
00:12:35.288 --> 00:12:38.274 I have to have self-protection right.
00:12:38.274 --> 00:12:43.111 That's why people take it so personally when they get rejected, because there's something in there.
00:12:43.111 --> 00:12:46.850 But what they don't understand is we're projecting our own feelings in our subconscious.
00:12:46.850 --> 00:12:57.668 So when we're sitting in front of a client and they reject us or we can't overcome an obstacle that they've given us, we haven't done a good job at building value, but it really is just.
00:12:57.668 --> 00:13:07.203 It's a culmination of all of our own thoughts and feelings that we're sitting at the table because maybe we're fearful of purchasing that product, maybe we don't believe in that number.
00:13:07.806 --> 00:13:12.094 I ask people like what was your upbringing?
00:13:12.094 --> 00:13:14.386 And they say, well, my home was very comfortable.
00:13:14.386 --> 00:13:15.932 We were comfortable.
00:13:15.932 --> 00:13:18.341 We weren't wealthy, we were comfortable.
00:13:18.341 --> 00:13:24.566 Comfortable means something different to me than it does to you, so I have to understand your reality, right?
00:13:24.566 --> 00:13:25.528 Let's go back to NLP.
00:13:26.421 --> 00:13:30.231 Nlp is all about understanding someone else's map of their territory, correct?
00:13:30.231 --> 00:13:43.110 So I have to understand your thoughts in order to be able to understand how can I create a solution and options based on your needs and your reality.
00:13:43.110 --> 00:13:48.123 But oftentimes we're always pushing our own opinions and perspective.
00:13:48.123 --> 00:13:53.802 Yeah, we haven't taken the time to develop that skillset because we were not.
00:13:53.802 --> 00:13:57.211 We're stuck in an old school mindset and an old school theory.
00:13:57.211 --> 00:14:00.644 That just doesn't work for us and that's why the convincing.
00:14:00.644 --> 00:14:10.405 So when I work with a team of service experts or comfort advisors, the first thing I do is I start to unpack a little bit of their thought process.
00:14:10.405 --> 00:14:16.071 When I look at their options, I want to see their average ticket based on what options are they offering.
00:14:16.071 --> 00:14:35.504 So it's a little bit of a different take and I can give you all the objection handling in the world, but if I don't fix the beginning part of your mindset and what is a $12,000 option we're gonna still use objections that don't fit our belief systems.
00:14:35.504 --> 00:14:38.393 I hope that makes sense.
00:14:38.985 --> 00:14:39.789 I'm packing a little bit.
00:14:40.606 --> 00:14:41.792 It does make total sense.
00:14:42.264 --> 00:14:52.455 It's like when someone says, well, my company charges a fortune for this thing or the other, that's because you're looking at it like you have to buy it.
00:14:54.551 --> 00:15:07.664 And it's not that they're charging a fortune Because, first off, you don't know how much they pay for trucks, vans, insurance, tools, all the shit that people take for granted.
00:15:08.947 --> 00:15:24.544 And that is partially the owner's fault, because the owner should be laying out not laying out all the books for their team, but the team should know how much it costs, as an example, to run a truck out to a recall.
00:15:24.544 --> 00:15:26.229 Again, right?
00:15:26.229 --> 00:15:33.313 Because they think, oh, we're just driving out to a recall, no big deal, but that recall costs $300 to $500.
00:15:33.313 --> 00:15:34.859 Heaven forbid.
00:15:34.859 --> 00:15:48.778 You have to do it three or four times over, something stupid, and now you're in the hole $1,800 or $1,900, and that technician has absolutely no idea how much those recalls are costing.
00:15:48.778 --> 00:15:53.090 But that is partially on the owner to explain those things.
00:15:53.090 --> 00:16:10.977 And again, you don't have to give them your whole back-end numbers, but you've got to make it a reality for these guys to understand what it costs you to run these trucks, to run the company, to provide the uniforms.
00:16:10.977 --> 00:16:18.029 They just don't know, they just think they show up and all these things are just part of it, but they don't know unless this stuff's explained.
00:16:19.633 --> 00:16:21.357 Yeah, I think it's a piece of the puzzle, corey.
00:16:21.357 --> 00:16:26.945 So we do a one truck exercise with the service experts and they have to walk through a mini business owner.
00:16:26.945 --> 00:16:32.033 But when they sit in our room in any of our trainings we go over this is your little business.
00:16:32.033 --> 00:16:33.750 You are an entrepreneur.
00:16:33.750 --> 00:16:40.475 You, in essence, will build your vision out for what you want in your little company.
00:16:40.475 --> 00:16:54.576 So if you wanna buy a house and you need to earn X amount of money for a down payment, a deposit, if that's what you desire with your family, but we don't ever often it's a one truck combined with a vision for themselves.
00:16:54.576 --> 00:16:58.706 And how does their personal vision align with the company vision Leaders?
00:16:59.249 --> 00:17:07.297 So we talk about the owners do a very poor job and it is about giving a transparent, because we need to be transparent with our numbers.
00:17:07.297 --> 00:17:19.971 We need to say to them look, we're charging a price, not because we want to be the highest on the street to make me rich, but this is how much money we need to operate, and then showing them on paper what that looks like.
00:17:19.971 --> 00:17:22.847 So we do that very foundationally in the first onboarding.
00:17:22.847 --> 00:17:26.395 When someone comes into the CEO world, that is first.
00:17:26.395 --> 00:17:27.137 It's foundational.
00:17:27.137 --> 00:17:36.011 I can't get them to think differently about their little mini business unless I show them with full transparency of what our sold hour looks like.
00:17:36.011 --> 00:17:37.635 Right, what does it cost us?
00:17:37.635 --> 00:17:44.257 However, I will say I want them to be the most expensive on the street and not blink an eye at it.
00:17:44.257 --> 00:17:48.737 Our value is so grand and we are not a diner, we are a steakhouse.
00:17:48.737 --> 00:17:51.515 We're delivering a five-star client experience.
00:17:51.515 --> 00:18:00.659 That is why we're able to charge these prices, because we are not doing anything to take and devalue our brand.
00:18:00.659 --> 00:18:14.595 Doing anything to take and devalue our brand when, if you do not deliver that client experience of five-star, then we are a commodity, and most service businesses are commodities and they don't have a standout brand.
00:18:14.986 --> 00:18:20.734 When I ask people their core values, they'd say well, we're trustworthy, right, we're honest.
00:18:20.734 --> 00:18:21.657 No, you're not.
00:18:21.657 --> 00:18:23.128 You didn't even give any thought to that.
00:18:23.128 --> 00:18:26.310 You looked it up on the internet, you thought about it, you jotted down some.
00:18:26.310 --> 00:18:30.115 And now how are you going to align your client base with your core values?
00:18:30.115 --> 00:18:37.278 Or, in your case, even, how are we going to hire the right people that fit our organization, our culture?
00:18:37.278 --> 00:18:40.291 Because that is what's going to drive you.
00:18:41.845 --> 00:18:51.192 I want the guy that's willing to run that call at 7.30 at night, because he knows his vision is to buy a home and he needs a down deposit of $80,000 for the home he wants for his family's life.
00:18:51.192 --> 00:18:54.239 So I want to align all of that.
00:18:54.239 --> 00:18:55.528 Everything goes hand in hand.
00:18:55.528 --> 00:19:06.806 So when you sit at that table and you say Mrs Smith, thank you so much for having me out, based on our consultation, here are the five options that I think are going to be the solution for what you have going on in your home.
00:19:06.806 --> 00:19:32.897 And I'm going to do it with conviction because I know, based on the questions that I asked during the consultation, because I pulled out the need and I anchored them into it and I got them into a state of buying pattern that I'm going to be able to offer solutions based on their language, a much different theory of overcoming an objection or an obstacle, if you will.
00:19:32.897 --> 00:19:36.828 So I do everything on the front end by the time I get to the end.
00:19:37.872 --> 00:19:39.836 Oh, I don't have enough time to keep up.
00:19:39.836 --> 00:19:41.310 I want to do other estimates.
00:19:41.310 --> 00:19:59.294 Some of that is easier to overcome because I bring it back to the state they were in when I asked the line of questions and it's a needs assessment, correct, like we're using the language back at them, and most companies do not train sales this way.
00:19:59.294 --> 00:20:02.592 They teach you how to play defense and overcome an objection.
00:20:02.592 --> 00:20:15.211 But let's play offense and let's stay offensive, because if we can sit at the same side of the table with the client, mentally right, everything's about agreement.
00:20:16.105 --> 00:20:17.653 This seems expensive, I agree.
00:20:17.653 --> 00:20:19.846 When was the last time you replaced her?
00:20:19.846 --> 00:20:24.051 Bring it back to the state.
00:20:24.051 --> 00:20:28.759 What's expensive to you, and that's why we always get in price war.
00:20:28.759 --> 00:20:36.987 You don't hear people say, well, does that match your value?
00:20:36.987 --> 00:20:39.733 Because they haven't offered it, they haven't articulated who they are in the industry correctly.
00:20:39.733 --> 00:20:40.394 They are a commodity.
00:20:40.394 --> 00:20:41.617 Now they want another estimate.
00:20:41.617 --> 00:20:45.332 We say, great, let me know when you get those prices.
00:20:45.332 --> 00:20:47.356 I want to make sure we're comparing apples to apples.
00:20:47.744 --> 00:20:55.576 Get out of my house, honestly, because you have done nothing to make me understand that you can provide a solution for me and my family's home.
00:20:55.576 --> 00:20:59.307 And then, as they're walking out, they're like oh hey, do you need indoor air quality?
00:20:59.307 --> 00:21:03.015 Get out of my house because you haven't done.
00:21:03.015 --> 00:21:05.720 You don't even earn the right to offer them something else.
00:21:06.726 --> 00:21:24.596 Right, and I trained hundreds of service experts and comfort advisors and really it's just because they're so stuck in their old system of trauma, overwhelm over obligation, abusive childhood behavior I call it adverse childhood experience.
00:21:24.596 --> 00:21:25.871 I don't know if you've ever studied it.
00:21:25.871 --> 00:21:37.435 That is something that I have spent a lot of time studying, because if I'm going to be understanding people's behavior and how to change their current state, then I need to understand where they came from and how do I undo what's been done?
00:21:37.435 --> 00:21:45.849 And I don't like to say rewire, corey, I like to say wire because, in essence, they've never been wired correctly.
00:21:45.849 --> 00:21:49.196 We're creating new right.
00:21:49.196 --> 00:21:51.248 If you look at the neuroscience behind it.
00:21:51.248 --> 00:21:55.116 They've never had that wiring, so now we've got to create it.
00:21:55.116 --> 00:21:58.290 Most people don't want to park the work and they just don't.
00:21:58.290 --> 00:22:08.111 That's why what 280 billionaires exist at a 365 million people that are in our united states alone?
00:22:08.131 --> 00:22:14.006 yeah, yeah you're, I totally agree with you, and it is hard to break.
00:22:14.006 --> 00:22:30.146 It's hard for a lot of guys to be able to humble themselves, you know in and be able to learn or want to learn, because they thought a lot of people think they know everything right, a lot of people think that my way is the only way, and guess what?
00:22:30.146 --> 00:22:33.817 Then you're going to keep getting the same stuff that you've been getting right.
00:22:33.856 --> 00:22:50.017 If you keep doing what you're doing, you're going to keep getting what you've been getting so I two things the perception of hard because you use the word hard a lot, right that we're perceiving that change is hard, yeah, so we're tying that concept together.
00:22:50.017 --> 00:22:52.027 We have to undo even in that thought process.
00:22:52.027 --> 00:22:53.931 It's not hard, it just takes.
00:22:53.931 --> 00:22:57.865 It takes incremental improvements with habits.
00:22:57.865 --> 00:23:01.965 Not just discipline is what gets us started, it's our habits that keep us going.
00:23:01.965 --> 00:23:05.913 And I, for one, have had to learn all of these lessons.
00:23:05.913 --> 00:23:06.875 I'm still learning.
00:23:06.875 --> 00:23:09.268 Right, I'm not perfect by any means.
00:23:09.268 --> 00:23:15.467 I just do a lot more work on the inside because I desire to be able to speak from.
00:23:15.467 --> 00:23:26.888 I've done it and again, if I hadn't failed, I wouldn't know how to pick myself back up and I wouldn't know how to go out to the marketplace and say listen, I had to make these shifts myself.
00:23:26.888 --> 00:23:37.767 So it's not, and I am a business owner and I've been a business owner, so I walk that talk right, I want to say, but you can learn these things and then speak from experience.
00:23:37.767 --> 00:23:41.736 So the word hard to me is just about keeping a crutch.
00:23:42.416 --> 00:23:45.932 But when we talk about this, it's all about when that ego comes in.
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