The Triangle Method: Brian Tracy’s Framework for Effective Leadership

Summary

Living The Red Life Podcast Episode Summary: "The Triangle Method: Brian Tracy’s Framework for Effective Leadership"

Release Date: May 26, 2025
Host: Rudy Mawer
Guest: Brian Tracy

In this illuminating episode of Living The Red Life, host Rudy Mawer welcomes renowned personal development and business strategy expert, Brian Tracy, affectionately known as “The Man in Red.” Their conversation delves deep into Brian Tracy’s Triangle Method, a robust framework for effective leadership, and uncovers the principles that have propelled millions to success. Below is a comprehensive summary of their engaging discussion.

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1. Introduction: Celebrating Brian Tracy’s Legacy

Rudy Mawer sets the stage by highlighting Brian Tracy's profound impact on millions through his extensive body of work, including over 80 books and the founding of Brian Tracy International. Tracy’s dedication to helping individuals and organizations achieve their full potential is underscored by Rudy’s personal testimony:

"I moved to America and I read pretty much binged a lot of your books, and it really just amplified my mindset."
[02:05] - Rudy Mawer

2. The Power of Big Dreams

Brian Tracy emphasizes the significance of dreaming big, stating:

"Dream big dreams. Only big dreams have the power to motivate you and excite you and get you up in the morning and drive you forward."
[02:25]

He contrasts this with the prevalence of small dreams, attributing the latter to childhood criticism and the resultant fear of failure and rejection.

3. Overcoming Childhood Criticism

Tracy shares a personal narrative about how both he and his wife grew up in environments rife with criticism. Determined to break the cycle, they chose to praise and encourage their children instead. This shift in upbringing fostered a psychologically supportive environment that nurtured confidence and ambition in their children and future generations.

"If you never criticize anybody in your life, never. It's extraordinary, the psychological environment that you create."
[03:28] - Brian Tracy

4. Rewiring the Brain with Affirmations

Addressing the challenge of transforming one's mindset, Tracy introduces practical techniques beyond reading his books. He advocates for the use of positive affirmations to rewire the brain:

1. I like myself.
2. I can do it.
3. There are no limits.
4. I am unstoppable.
5. Never give up.

Repetition of these phrases is designed to cancel out negative thoughts and instill a resilient, positive outlook.

"Whatever you say with feeling becomes your reality."
[06:26] - Brian Tracy

5. Brian’s Early Sales Success

Tracy recounts his formative years selling Roosevelt beauty soap door-to-door to fund his YMCA camp attendance. His innovative sales techniques, such as emphasizing the product's exclusivity:

"It's strictly for beautiful women."
[06:32]

This approach not only increased his sales dramatically but also taught him invaluable lessons about effective marketing and persuasion.

6. Defining Goals and Mastering Sales Closing

A pivotal moment in Tracy’s career occurred when he realized the necessity of clearly defined goals and mastering sales closing techniques. By writing down 10 goals daily in the present tense, he was able to achieve exponential growth in his income and personal success.

"I went from sleeping on the floor to flying around the world first class."
[09:51]

He underscores the importance of writing down goals as a catalyst for achieving them, noting Harvard’s study where 3% of graduates who wrote down goals earned ten times more than those who did not.

7. Sales Tips and the Triangle Method

When asked for his top sales tips, Tracy outlines a three-pronged approach integral to his sales system:

1. Define Your Prospects Clearly: Target individuals who can genuinely benefit from your product or service.
2. Establish High-Quality Relationships: Build trust and respect with your prospects to foster long-term loyalty.
3. Assist Your Prospects in Achieving Their Goals: Position yourself as a helper, aiming to enhance their lives and work.

"If you can do that, they will buy from you and buy again and tell their friends."
[14:26] - Brian Tracy

8. Implementing the Triangle Method: Responsibility, Goals, Continuous Learning

Tracy introduces his Triangle Method, comprising three essential components:

a. Accept Complete Responsibility

Leaders must take full responsibility for their lives and outcomes without making excuses or blaming external factors.

"I am responsible."
[17:39]

b. Set and Write Down Goals Daily

Consistently writing down goals in a spiral notebook, as Tracy advises, helps engrain them into one’s subconscious, driving focused action.

"Take three to five minutes each morning and rewrite your goals without looking back."
[21:57]

c. Commit to Continuous Learning

Tracy stresses the importance of never stopping learning. Attending courses, reading, and engaging in seminars keeps one’s skills sharp and adaptable.

"Never stop learning. Never coast."
[21:56]

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9. The 80/20 Rule and Achieving Top Performance

Tracy discusses the 80/20 rule, highlighting that the top 20% of performers earn 80% of the results. He encourages listeners to make a decisive commitment to join this elite group, emphasizing that this decision acts as a life-changing catalyst.

"Once you've made the decision, nothing can stop you from joining the top 20%."
[30:14]

He illustrates this with stories of individuals who, by doubling their outreach efforts, significantly increased their income and sales proficiency.

10. Conclusion: Empowering Listeners to Act

Rudy Mawer wraps up the episode by reinforcing the actionable strategies discussed and encourages listeners to implement Brian Tracy’s methods to build lasting legacies and achieve unparalleled success.

"Keep working hard, build a legacy, change lives."
[31:13]

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Key Takeaways

• Dream Big: Only ambitious dreams can drive significant motivation and action.
• Positive Environment: Cultivating a supportive upbringing fosters confidence and success.
• Affirmations: Regular positive self-talk can transform one’s mindset and reality.
• Goal Setting: Writing down goals daily in the present tense accelerates achievement.
• Effective Sales Techniques: Building trust and clearly defining prospects are crucial for sales success.
• Triangle Method: Emphasizes responsibility, goal setting, and continuous learning as pillars of effective leadership.
• 80/20 Rule: Commitment and strategic effort can propel one into the top performers in any field.

Notable Quotes

• "Dream big dreams. Only big dreams have the power to motivate you and excite you and get you up in the morning and drive you forward."
  [02:25] - Brian Tracy

• "Whatever you say with feeling becomes your reality."
  [06:26] - Brian Tracy

• "I am responsible."
  [17:39] - Brian Tracy

• "Once you've made the decision, nothing can stop you from joining the top 20%."
  [30:14] - Brian Tracy

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This episode serves as a treasure trove of insights for entrepreneurs and business leaders aiming to elevate their leadership skills and achieve substantial growth. Brian Tracy’s Triangle Method provides a structured approach to personal and professional development, emphasizing responsibility, clear goal-setting, and lifelong learning as the cornerstones of effective leadership.

Transcript

[A]

The man, the myth, the legend, Brian Tracy. Welcome.

[B]

Thank you so much.

[A]

You've had an amazing impact on millions of lives through the books. Right?

[B]

One of the great things in my books is the idea, dream big dreams. Only big dreams have the power to motivate you and excite you and get you up in the morning and drive you forward. Brian Tracy is a legendary figure in personal development and business strategy. As the founder of Brian Tracy International, he spent decades helping individuals and organizations sharpen their goals, grow their income, and lead with confidence. With decades of experience and over 80 books to his name, Brian remains committed to helping people unlock their full potential and achieve success. I had a man come up to me at a seminar recently. He said this, last year, I earned 10 times what I was learning when I came to your seminar. And everybody else in the seminar who practice it was increased their income 10 times.

[A]

If someone's trying to either become a millionaire or pursue their goals and build a legacy, what words of encouragement or tips would you give them?

[B]

I got emails and letters from people saying you made me a millionaire. When you told me this, the answer.

[A]

Is, my name is Rudy Moore, host of Living the Red Life podcast, and I'm here to change the way you see your life in your earpiece every single week. If you're ready to start living the red life, ditch the blue pill, Take the red pill. Join me in wonderland and change your life.

[B]

Life.

[A]

Hello, and welcome back to another epic episode with a true legend. You know who this man is? You've probably read one or more of his books. The man, the myth, the legend. Brian Tracy, welcome.

[B]

Thank you so much.

[A]

Yeah, I'm very excited. This has been a long time coming. I moved to America and I read pretty much binged a lot of your books, and it really just amplified my mindset. I left England because the. The mindset I had was so unique there. People didn't think like me. And then when I moved to America, reading your books, it really solidified. I was in the right place and I was doing the right things. And you've had an amazing impact on millions of lives through the books. Right.

[B]

Thank you. I love your story because one of the great things in my books is the idea. Dream big dreams. Only big dreams have the power to motivate you and excite you and get you up in the morning and drive you forward. Dream no little dreams. Dream big dreams.

[A]

Why do you think. Let's start there. Why do you think? Most people in life go through life with little dreams?

[B]

The number one problem that I Discovered which changed my life, was that it's criticism as a child that causes people to grow up with the fear of failure and the fear of rejection or disapproval and to hold themselves back and not allow themselves just to go for it. Give you an example, Both Barbara and I, my wife, grew up in homes where there was a lot of criticism. So people were poor, and they stayed poor because they just didn't try anything. So we decided that our children are going to be different. And our children have been praised and encouraged and told that we love them and never been criticized in their whole lives. And golly, the different. And then they have children of their own and they do the same thing. And if you never criticize anybody in your life, never. It's extraordinary, the psychological environment that you create.

[A]

Well, what's interesting about that. So let's stay on that. That a lot of people through their childhood have been criticized, but your books, and personal development in general, can. Can rewire the brain a little. Right. And it can change the outcome.

[B]

Yes.

[A]

So how does someone start to do that? Apart from, obviously, the books, what would be some tips you'd give them?

[B]

Well, the most important discovery in all of human history is that you become what you think about most of the time. So when you read books, attend courses, listen to audio, have conversations, they affect your thinking, and what goes in comes out. Now, here's the second part, and this is to answer your question, is that you become what you say to yourself. Positive affirmations, or what they're called, you become what you say to yourself most of the time. So you can actually transform your life almost instantaneously like a magic trick, by saying four things. Number one, over and over, I like myself. I like myself. I like myself. I like myself. And just say that. Have your kids say it. Have your staff say it, because I. When you say I like myself, you cancel, cancel all negative thoughts for the amount of time that that lasts. Number two, you say, I can do it. I can do it. I can do it. I can do it. And that kills your fear of failure. I can do it. Now your failed failure will come up and you push it back down again. Number three is there are no limits. There are no limits. There are no limits. I can do it. There are no limits. And the last one, which is my favorite of all, and people have asked me, you know, what is the most important quality you can have? The most important quality. I would do this for a thousand, two thousand people. I would say the most important quality you can have is to be unstoppable to become unstoppable, that's the key to success. Now, how do you become unstoppable? This huge audience, 5,000 times. I did this for 4,000 people in Las Vegas last week. I say the way you become unstoppable is you say the magic words. I am unstoppable. You say it every day. You say it at every call, you say it with every difficulty. You say, I am unstoppable. And you know what happens is you keep repeating that. And no matter how much fear you have, you wear it down. You wear it down. And at a certain point, 30 days is usually the average. You become unstoppable. You can do anything. You're completely fearless. You never give up. And that's another one. Never give up. I never give up. I never give up. If you say these things, they become true for you. Whatever you say with feeling becomes your reality.

[A]

Brian. I know there's this story about how you got into sales. At 10, you started selling soap. Tell me about that.

[B]

Well, my parents didn't have very much money. So what they did is they joined me to the local ymca. So I would go there after school because there was nobody at home to take care of me. So I would go from 3 to 5 and get home at 6. And YMCA had a summer camp and it cost, I don't know, fifty hundred dollars to go to summer camp. And most of the kids were poor, so they came up with a sales system. And the sales system was you could sell soap, little boxes of Roosevelt beauty soap with four bars, 50 cents at that time. And you go from door to door selling soap. Well, the first year I went out and I would go from door to door and I would hear what everybody hears. Don't want it, don't need it, can't use it, can't afford it, not for us, we have our own and so on. So I go from door to door. I said, would you like to buy a box of soap, help me go to YMCA camp? And so that was my reaction. I sold about a third of my way to YMCA camp. And somehow, miracle of miracles, my parents were ever able to come up with the balance. Next year I went out and sold my way to YMCA camps and three other kids. I sold 3, 400 boxes. So next year I sold six kids. They wouldn't give you any credit, but they would credit it to other poor kids who hadn't sold enough. I sold more soap. I broke every record for Rosemary Beauty Soap in the nation. And so people ask me, how do you do that. I mean, I was a selling machine. I had a wagon full of little boxes and I'd go from door to door and I put the wagon in between three houses and I'd run out to the house, still don't take it anyway, so what was my, what was my deal? Well, I would knock on the door, I'd say, I'm working my way to YMCA camp selling Rosemary Beauty soap. And then I'd step back and I'd look up and I'd say, but it's strictly for beautiful women. And she would be ready to close the door. Do you want, don't want, don't need a cat, you. She said, what did you say? I say, it's strictly for beautiful women. She said, well, that wouldn't be for me. I mean, how much is it anyway? And I started to sell them. And if I felt the right thing to say, I'd say, and if you're really beautiful, you buy two. And I sold. So they actually would follow me along on the sidewall to take pictures because they had nobody in the nation who was selling so much. So if it was a man answered the door with the hut with the wife in the evening, I would look at him and I'd say, it's strictly for handsome men as well. And they all said, it's not for me or anything. How much is it anyway? I sold so much. So here's what I learned is that if you can conclude a great marketing technique, you can sell all that you want, and if you can't, you can't.

[A]

Brian, I think people see people like myself and you really successful and they think we've always been successful. But I know in your twenties you were sleeping on the floor not selling, you hadn't mastered sales. And there was a pivotal moment. Can you talk about that for a second?

[B]

I was sleeping on the floor of a friend's one bedroom apartment. It was really hot outside, so I was sitting in there, it had a little bit of air conditioning. And there was an old magazine and the magazine said, if you want to be successful, you've got to have goals. And if you're serious, write down 10 goals that you'd like to achieve in the present tense, which I've talked about. So I had nowhere to go, nothing to do. I was broke at that time. I lost something like 15, 20 pounds because I couldn't eat, because I didn't have any food, because I didn't have any money to buy food. I say that lack of sales skills or sales training Which I was doing is one of the greatest weight loss programs in the business. Because I would knock on doors. I wasn't afraid to knock on doors. I had no fear. But I didn't know what to say. So I wrote down 10 goals. And surprise, surprise, when you do this, your first or second goal will be financial, because if you have enough money, you can do anything. If you don't have any money, you can't do anything. So I wrote down I earned X number of dollars a month, which was outrageous. I'd never earned that much in my life. And nine more goals and I lost the list. And however, one month later, I'd accomplished all 10 goals. I was earning more money. Now, what happened? Well, this is really important. What happened is, and I teach people this, say if you could achieve any one goal within 24 hours, which one goal would have the greatest positive impact on your life? I forced people to write people to write this down. I said, now imagine you have a magic wand. This is my technique. Imagine you have a magic wand. And you could wave a magic wand, and you could be absolutely excellent at any one skill. Which one skill would help you the most to achieve your most important goal? Write it down, discuss it, talk it. Now you know exactly what you want and how to get it. So my answer to that was earning a certain amount of money. My skill was closing the sale. I did not know how to close the sale. I was not afraid to knock on doors and talk to people. I used to call on an average, I'd go 1, 2, 3, 4, 5. 70 people a day, 70 calls a day. I would call on homes and offices and apartment buildings. 70 people a day. And I would almost. I actually run from place to place. I used to joke so I could be rejected more often and faster. So I was making the calls and making the presentations and talking about how good my product was. And people said, well, let me think it over. And the words in business, let me think it over mean goodbye forever, we will never meet again. And so people said, well, let me think it over. Well, let me think it over. Let me think it over. And I thought the whole city was thinking about my product and nobody was. I couldn't close the sale. So I decided one skill would help me the most is closing the sale. So for the next year, I did what they call in basketball, a full court press. That's all I did was study sales closing techniques, of which, by the way, there's about 104 techniques. So I began to sort them out. I became an expert at closing sales. My income doubled and then doubled again and then went up five times. And the next two years went up 10 times. I never earned so much money in my life. Thousands and thousands of dollars. It was wonderful. I went from the seat, sleeping on the floor in my own furnished apartment overlooking the river. I went to the best restaurants. I was single and so I met lots of nice girls that it was just one of us. Flew around on planes. I flew around the world first class. I mean, I never earned so much money.

[A]

Love that. And you know, we talked a bit about the personal development mindset side. But you're also very famous and influential on sales, right? You've done hundreds of millions yourself from stages and with all your programs and books. What are just, you know, if you can only give a few tips, what are your best tips in a couple of minutes?

[B]

Well, I didn't learn this until many years later. But once upon a time, major Fortune 500 company had a very in demand product. And they had a very hard form of sales and were basically high pressure. And they thought their sales system was so good because it was so basically ass kicking. I mean they were really high pressure. And then their product went off patent and competitors entered with a cheaper, better product and the company almost collapsed. But in the company, Fortune 500 company, everybody knows the name, I won't tell you the name, but it rhymes with Xerox. And so this guy went to sales guy went to my seminar, public seminar, where I taught what I'm going to answer you right now. And he said this is the way to sell. He said, not the way they teach us. And he began to sell differently from the company. He began to move up, he got promoted and promoted and promoted. The end of the story, and I only learned this recently is he became the president of Xerox. And then he threw out the dual entire sales system and put my system in place. My system is based on three key things at the beginning. Number one is to define your prospects clearly. Who are the people who can most benefit from your product or service? No point in trying to sell to someone who is wrong. Prospect number two is establish a high quality relationship with the prospect based on respect and trust is until the customer trusts you, they are not open to anything you say. After the customer trusts you, they will stay with you forever. So everything in life is based on trust. Which is why they embrace this system and transform their business by billions of dollars. IBM already had it. IBM was already a high trust sales company. So then the third thing is how can I help this person achieve their goals faster in a cost effective way? It's kind of a simple thing. There's more to my sales system than this, but those are the three. First of all, make sure you're talking to the right person. Someone who can and will buy and pay within a reasonable period of time. Number two, focus the entire first conversation, or second or third conversation on building a relationship based on trust and respect. And then number three, see yourself as a helper. Your job is to help people to improve the quality of their life and work. And if you can do that, they will buy from you and buy again and tell their friends. And you're going to live in a big house on the hill, put your kids in private schools and take your vacations in Paris and Tahiti.

[A]

Brian, you have this like unique triangle method, right? This system that I love how you break it down. I mean, it's so impactful. Can you break down this triangle method for the audience?

[B]

What I found very young is that there's three keys. Number one key is for you to accept complete responsibility for your life and everything that happens to you. That means no excuses, no blaming, no putting off on other people or other circumstances. The magic words, the power words for leaders in every field worldwide based on studies are the words, I am responsible. I am responsible. That's what the leaders. I'm responsible. Company gets into trouble, they need somebody to take over to save the company. And they get a leader. And a leader walks in and says, I'm responsible. And he makes whatever changes are necessary. Second part of the triangle is goals. You've got to understand goals. Goals are a miracle. There are so many wonderful things that you can do. I have to tell you a quick story. A woman came here in my living room a month ago from Ukraine, and lovely woman, 39 years old, two children, married and happy. And she said, I've got. And she brought her whole team to do videotaping and interviews and so on. And she said, I have to tell you my story. She said, Three years ago, I was earning $500 per month. $500 per month. And then I read your book, and then I read that exercise in your book. And so I decided to try it out. And the exercise is simple, is you take a spiral notebook and you write down Today's date and 10 goals. Tomorrow morning, you turn to the next page without looking back at the past page, and you Write down your 10 goals again. Then you go to the next page. You never go back, you never read back. Date and 10 goals in the present tense as though they are already true. So I had nothing to lose. I was only earning $500 a month, so I began doing that every day. This is three years later. Last month I earned $500,000, $500,000. And she's got one of the most successful, fastest growing companies in Ukraine, which, as you know, has got problems with warfare. Today she's her 85, $100,000 a month. And I could tell you she was so happy, she was so thrilled because she, she never dreamed that she could make that kind of money. And my client who arranged the interview said, this woman is a phenomenon. She's accomplishing things that nobody ever believed possible. She's wealthy, she lives in a big beautiful house, and it's got a staff. And I mean. And she told me she re. Emphasize you repeat it. Just writing down 10 goals every day in a spiral notebook without looking back. Now why am I so excited about this? Because I've been teaching this exercise, very simple, and handing out spiral notebooks to my audiences for the last few years. And I've heard that story. Not as great as her story, $500 to $500,000 a month in three years, but story after story after story. You made me rich. You made me rich. You made me rich. So I tell people, please, please do this, do this for 30 days. Psychologically, it takes 30 days to lock in a habit. I learned this technique, by the way, when I was 19 or 20. And if you go into my study, you'll find rows and rows and rows of. Of spiral notebooks where I wrote down my goals every day. Every day. Every day. Does it work? Yes, it works. And the cost, the downside of this method is zero. In other words, I'm not asking you to invest a fortune and cut off one arm. All you do is take three to five minutes each morning and rewrite your goals without looking back. And every single person who ever does this has a success story that blow your mind.

[A]

Love that.

[B]

So, last bit, number three. I'm sorry. Number three is continuous learning. Is keep reading and learning and going to courses and seminars and listening to audio programs in your car. Never stop learning. Never coast. You know, what we say is interesting is you can coast if you like, but you can only coast in one direction. You can only coast in one direction. Don't coast. Is set the bar for yourself and keep raising the bar.

[A]

Last question for you. This is a broad and a big one because, you know, this is a kind of mini episode and we don't have long. If someone's trying to either become a millionaire or pursue their goals and build a legacy, what words of encouragement or tips would you give them?

[B]

I'm so glad to hear this question. I love this stuff. The answer is, and by the way, I've worked with thousands and thousands of people who are millionaires. I got emails and letters from people saying you may be a millionaire. When you told me this, number one, write it down, write it down, write it down. Harvard did a study on successful people. They found that only 3% of graduates of Harvard had written goals and plans to achieve them. 10 years later, they were earning an average of 10 times as much as all the others put together. 10 times. Imagine your income today. And I teach a system how to increase your income by 10 times. And we'll do this another time, but basically imagine you could increase your income 10 times. Absolutely. Slam dunk, guaranteed. Like a recipe that always works. Imagine you could do that. People go, ah. And then I show them how you do it and first of all you crawl and then you walk and then you walk faster and then you start to run. And I had a man come up to me at a seminar recently and I remembered him because he's a really nice guy. He said, brian, he said, I came to your seminar, he said, and you said, I could increase my income 10 times. He's in sales, car sales. I could Increase my income 10 times using your system. I said, it didn't work. I tried it every day, every day, year after year, it did not work. I said, really? It only took six years. He said, this year, this last year, I earned 10 times what I was learning when I came to your seminar. And everybody else in the someone who practiced it has increased their income 10 times. But in six years, five years. So does it work? Yes. And that's what you're going to learn on this program, is you're going to learn these secrets and methods by the most successful people. And what is so wonderful is that they're simple. This is not, this is not rocket science. You don't have to be a genius. All you have to do is do certain things which create value for others and keep a little of it for yourself. And then as they say in shampoo, wash, rinse, repeat, do it again. And each time you do it, sometimes they say you want to double your income and you're in business. Talk to twice as many customers as you're talking to today. According to the research, the average professional salesperson, full time or entrepreneur talks to two new prospective Customers per day.

[A]

Wow.

[B]

Two per day. Crazy average. So let us say that you are the average, all right? Some are below that. I've met salespeople who talk to two per week. But let's say that you're the average. Now, how do you double your income? Well, instead of talking to two, which is one every four hours in the daytime, you talk to four or which is one every two hours. Can you do that? Say, yes, of course you can. Anybody can do that. And I've had people again, I've spoken to millions of salespeople in all over the world. I've had people come to me and say, that's nonsense. I say other words in two. I said, that's nonsense. I've been in my business 10 years. You can't tell me, double my. Anyway, just quit talking to more people. I said, here's my magic question. Why don't you just give it a try? Cost nothing to give it a try. And then they come back to me. They come back to my seminar. One guy came up to me in Dallas. He said, I followed your advice. He said, within seven days, I was earning twice as much as I've ever earned. And then I thought, well, what if I thrown three times as many people? He said, can I take you to the airport in Torpio in a brand new, beautiful Mercedes sedan? He said, that's what your advice got me. It's this beautiful, brand new Mercedes, and I'll take you to the airport. I still remember that. Does it work? Of course it works. Do things fall down or fall up? I always say this like gravity, just gravity. Do things fall down or up? They fall down. How often do they fall down? 100%. If you call twice as many people, how often do you double your income? 100%. Now, here's one more question. If you call on twice as many people, what happens to your skill level as a professional salesperson?

[A]

That increases, too. More reps, more swings at the back.

[B]

So you get better and better and you may be even more sales.

[A]

And I mean, we have 50 sales people in my organization.

[B]

Wow.

[A]

And I've noticed, too, it also builds momentum and confidence. So probably quadruple sales, because now they're more confident. They have more of a rhythm, more momentum, more drive.

[B]

Yes. And they get better and better at doing it. I mean, it's really wonderful because what we're teaching is so simple.

[A]

People just have to implement it. That's the gap in most of society is the implementation gap, right?

[B]

Yes. Well, I had an experience with a large organization this guy came in, he was from the university, he had glasses and into an aggressive sales organization. And he went out and they kind of joked because he's a bit shy and so on. Within a month, he was the number one salesperson in the company. And they couldn't believe it. They said, how do you do that? He said, well, I write it down. I have a plan for every day, and I write down everything that I do. At the end of the day, I analyze my plan and I get a little better here and work harder there and start. And they were just shook their head. He says, just write it down, write it down, write it down. If you're not writing down your plans and goals and your process of achieving them, then you're. It's like trying to go to the airport and find your plane without knowing what plane you're on. You're just wandering around through life. The 8020 rule, and this is so important, the 8020 rule says that the top 20% of people earn 80% of the money in any field, especially in entrepreneurship. The bottom 80% have to split the 20% that's left over. And I remember a man telling me this, and this is one of the most important turning points in my life. I can remember it now. It's like a great shiny moment. And he said, and he was top guy in our company. He said, you know that the top 20% of people earn 80% of the money in. In. In sales. And I said, no, I've never heard that. I was about 23, 24. Said, I've never heard that. Oh, yeah, it's. It's pretty common. Everybody knows it. It was the law from 1895. And I said, well, then I'm going to be in the top 20%. And my life was never the same to this day. To this day, I still remember that moment. The sun was shining on the sidewalk and he was looking at me. Here's the key. Make a decision to be in the top 20%, no matter where you are. Everybody in the top 20% started where? Where did they start?

[A]

Bottom.

[B]

The bottom 20%. Make a decision. Make a decision with an exclamation point that by come, I am going to be in the top 20%. That decision is like crossing a line in your life. There's. Before you made the decision and after you made the decision. Once you've made the decision. I say this to my audience. Once you've made the decision, nothing can stop you from joining the top 20%. Top 10%, down 5%. I said, oh, oh, wait a minute, wait a minute. I'm sorry, I'm sorry. There is one person who can stop you from getting in to the top 20%.

[A]

Yes, sir.

[B]

And who would that be? A thousand people. They'll go, I'm the only one who can stop me.

[A]

Wow. Well, that. Yeah. I mean.

[B]

Laughter. They laugh and they never forget it, and they make a decision.

[A]

I mean, I love that. Yeah. And, guys, it all starts with you. And I think that's a great theme for this episode and everything you've done and the lives you've impacted. And, you know, we are going to wrap there, but if you've not already, go and binge all of Brian's books. Because it helped change my life in my early 20s and create the mindset now that I think is so fundamental for my success. Brian, it's been such a pleasure to make this happen. I'm so excited for this to go live. And as always, keep working hard, build a legacy, change lives, and I'll see you guys soon.