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The Russell Brunson Show
Drifter vs. the Driven: Breaking the Patterns That Hold You Back - Part 2 | #Success - Ep. 105
01:15:57
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- [00:00]
Russell Brunson
Do you have a funnel? But it's not converting. The problem 99.9% of the time is that your funnel is good, but you suck at selling. If you want to learn how to sell so your funnels will actually convert, then get a ticket to my next selling online event by going to sellingonline.com podcast. That's sellingonline.com podcast. What's up everybody? This is Russell. Welcome back to the show. I hope you guys enjoyed last episode. If you haven't had a chance to listen to it yet, this is part of a two channel two episode series. So pause this and go back and listen to episode number one. Otherwise this won't make much sense. You're kind of jumping in the middle of a conversation. But this is the recordings from the Midnight Mastermind I did at the recent Mastermind in Paradise with my inner circle, my two CCX members. And this is, you know, my process I'm going through to help people become more successful. And I think that this is one of the few times I've ever kind of taught this stuff during the live event. It was late night with those groups and it was really, really fun. And so anyway, without any further ado, I'm gonna jump into the half of this session I hope you guys enjoy. Hope you get a lot of value from it. And with that said, I'm going jump back into the Drifters versus the Driven. This is the Russell Brunson show. So you have your drifter identity on the left hand side. Now I want to talk about your driven identity. Okay? Now as I was putting this together, I had a lot of fun with this guy. Okay, we've got 10 different drifter identities. Maybe there's like another 10 or 15 different driven identities, stuff like that. But as I kept cutting back layers and cutting back layers, cutting back layers, I realized there's a better way. And there's really only one core identity that all Driven people are using. I just want to talk about that. So first I want to tell you guys a story. So when I was wrestling, I started wrestling in eighth grade. And eighth grade I did all right. Ninth grade I started doing better. And then my ninth grade year after I finished the season, I had a chance to hire a wrestling coach. His name is Greg Williams, one of our co friends right here, she's friends with Greg. Greg was my wrestling coach and he was the coach for freestyle and Greco, which is the Olympic styles in wrestling. So during the season you wrestle collegiate style or American style. Then off season you freestyle in Greco. So My very first tournament, I met this freestyle Greco tournament. Greg's my brand new coach. I'd never really wrestled him before, coached with him before. He'd been like, coach for like two weeks. But we're at this tournament, huge tournament in my bracket. There's like 30 or 40 other wrestlers. And so I'm wrestling. We're going out there and I'm. I'm winning some matches, I'm losing some matches. And grade was the first time he's ever coaching me. I remember I was. I went out of this match, I started wrestling, and then during the break, they cut. You have a chance to come out. He's like, hey, so you're doing well, but you're like, you're. You're standing too high. You got to lower your stance, get your elbows in and get more motion in. And kind of really quickly explain me what to do. So, like, okay, so I'll go out there. And we started wrestling again. I did exactly what he said. I took the guy down and I ended up beating him. And I came off and Greg started looking at me like, kind of looking at me in this weird way. And I was like. I was like, what? He's like, wow. He's like, I have all these wrestlers and I tell them what to do, and most of them don't actually do it. He's like, I told you to do something. You did it. You are so coachable. He gave me a gift that day. He gave me a new identity. Prior to that, I didn't know I was coachable. I didn't know anything. I was just like. And Greg said, you're coachable. And that became an identity. I'm like, I'm coachable. Okay. Then I went to practice the next day and I was trying to move. I wasn't very good at the move, but I wasn't upset. Instead, I was like, well, I'm coachable. I'm the most coachable wrestler I've ever met. And so I learned the move and I got better, right? And that followed me literally through my entire wrestling career, through high school, through college. When I got into business, I started to learn business, trying to figure things out. And I would struggle. I never thought I was dumb. I never struggled. I knew I was coachable, right? And that was like this identity that was coachable. And it changed my entire life. Even to this day, like, I still think I'm like, one of the most coachable people of all time. I love when Richmond spoke up here. He's like, I'm going to be the best student of all time. Like, very coachable, right? Like, watch him. I've watched Richmond grow, like, in leaps and bounds month after month, year after year. He's growing one of the fastest people I've seen in our community growing growth wise, because he's one of the most coachable entrepreneurs I've ever met in my life. Like, being coachable is such a huge thing, and coachable is a great thing. But there's even a phrase I think is better for the identity that I want you guys to adopt tonight. And this is from. I had a chance to do an interview with Tom Billy, like, three or four years when I first started writing this book. And it was just. I don't think he even knew I was recording. I'll probably get in trouble for even showing you this, but I was asking a bunch of questions about how the brain works and all sorts of really cool stuff. And he went on a couple rants that were insanely cool. And so I found two of the clips from that. In the interview from three and a half, four years ago, we literally could not find the video. We found it randomly in the Zoom we hard drive on my desktop. It was on my laptop. Crazy coincidence. We found it today for you guys and Ben. Edited. We tried to get every F word out. I think we got them all. If one slipped through, it's Ben's fault, not mine. No, I'm just kidding. I think we got them all. But in this little clip is where Tom Billy talks about what I believe is the most important identity all of us can adopt if we want to be driven. So let's watch that clip right now from Tom Billy. How would you describe identity then? Is that like a phrase?
- [04:45]
Tom Bilyeu
Identity is literally a statement that you say to yourself. That carries a lot of baggage. It's just a shorthand way for you to remember who you are, right? So if. When I say I'm the learner, that will come to my rescue a million times, somebody says, tom's a moron. And I'm like, oh, oh, God. Talk about hitting me where I have deep insecurities, right? But then I go, ah, I'm the learner, so I don't need to be brilliant. Now, if I told myself the story of Tom is the smartest person that ever lived, and you point out how I'm a moron, and it's a pretty convincing argument. That's devastating because it takes away my identity. So there's that book.
- [05:27]
Russell Brunson
Is that the core identity? You have multiple identities then?
- [05:30]
Tom Bilyeu
Yeah, I Mean, you could shift in and out for sure. You could say, I'm also a husband, right? I'm a husband first. And that really matters to me. And a lot of people have an identity as a dad, some part of my identity, I mean, look, our identities are when you get out of the, out of what I'll say is maximally useful and into the mess of reality. So part of my identity for sure is being an entrepreneur. So. And part of my identity, quite frankly, is being right some amount of the time. But in terms of what I repeat to myself, the thing that I claim as my identity, that sort of moniker that you give this phrase that you repeat about yourself to constantly orient yourself in a useful way to the world. And you lived it, right? You know how much saying I'm a wrestler oriented you, how it impacted your behavior, it impacted what you ate, it impacted how you trained. And you can understand how if somebody says to themselves, I'm a wrestler, or they say I'm a world class wrestler, even that distinction ends up altering behaviors, altering self perception alters where you're vulnerable, right? Because now that identity, you could still be great. But if you fail to make the Olympic team, let's say it could all come crashing down. So you could be one of the 10 best people in your state, everyone is terrified of you. But you didn't make the Olympic team. And since you told yourself that you're a world class wrestler, now all of a sudden it's like, who am I? You know what I mean? It all comes crumbling down. So you have to be so careful. The only antifragile identity I've ever heard, and I'm super open, but the only antifragile identity, meaning the more you attack it, the better it becomes that I've come across, is the learner. Because now if somebody says you're a moron, then you go, in what way? Tell me. Because now you're going to pull the scales away from my eyes and I'm going to learn it, right? Because I value myself for that. And you repeat it enough. Because the idea behind repetition, repetition is to make it an easier thought for your brain to think, okay, your brain is extraordinarily stingy with calories. You have this three pound thing that burns 20 or 25% of your calories. Now the reason you lose muscle mass if you don't use it is your body's like, I can't carry anything that is metabolically expensive. So we have this insane ability to gain and lose muscle. Because if you gain Muscle, you better meet it because you have to feed it. So if you don't need it, boom, the body's going to get rid of it. So if your brain is that calorically active, you've got to imagine your brain is looking for ways to optimize thinking to actually make it calorically less expensive. And so what it does is it creates these default mode networks. Neurons that fire together, wire together. They wrap them with a myelin sheath. It makes it more efficient for the energy to travel, right? The electrical and chemical signals. So it just takes less energy. But the problem is that now you get into these hardwired patterns, but you can use that to your advantage. So I'm going to repeat shit that make me feel the way I want to feel. Pumped up, hyped up, whatever. I repeat that. Now, it gets easier to feel that. This is exactly why visualization works. It gets easier to feel that way. And now I've repeated to myself enough, I'm the learner, that when somebody says you're a moron, and I get that sting of, oh, God, that sucks, I can immediately shift my neurochemistry, right? You're having a biological experience. All of life is about feeling good about yourself when you're by yourself. That's it. That's the punchline. All the money in the world not going to help you. You want to feel good about yourself when you buy yourself. So I tell myself, I'm the learner enough, and I hype it up with like, feel good chemicals. I do that over and over and.
- [09:20]
Russell Brunson
Over and over and over.
- [09:21]
Tom Bilyeu
Now when somebody tells me I'm a moron, it's readily available. I go, aha. But I'm okay with that because I'm the learner. And then my brain goes, you've actually done the work. You even just saying that, like, I have the chills right now. Just saying that I'm the learner gives me the chills, makes me feel good. I'm like, yeah. And it's got all this baggage, right? This is a key part of why identity is so powerful, is you've loaded it with all this baggage, hopefully positive baggage. But when I say I'm the learner, I'm like, what comes with that to me is all the people that laughed at me 20 years ago, and then I blew past them in business, and then I blew past them financially, and then I blew past them on the social scene. It's like I knew at that moment, this is a long game. And if I just don't Quit. All the people that are way ahead of me now, I'm gonna be looking at them in my rearview mirror. So the having proven that to myself hits me right when I say, ah. But I'm the learner. And on a long enough timeline, I can be anybody at anything. And the weight of my life and the number of times I've told myself that, all that just comes flooding on me. And so now I'm back in a neurochemical situation that makes me feel strong and bold and confident and lets me move forward.
- [10:38]
Russell Brunson
So obviously that was awesome. Obviously, all of us have a lot of identities, right? Like you said, I'm a wrestler, I'm a world class rusher, I'm a husband, I'm a father. All those identities are great and they're useful in certain situations, but all those identities, you have the ability, ability to destroy you at the same time, right? If my identity is I'm a father or I am a husband and then we get divorced, what happens if my identity is I'm a wrestler and then my career ends my identity and I rip both biceps, like what happens? Like everything falls apart really quick, right? You said the powerful thing about being coachable or being the learner is antifragile. You cannot break that. Someone comes to you and tells you you're dumb, it doesn't matter because you're a learner, you start a business that fails, it doesn't matter because you're a learner. Like, it fixes you, it saves you, it gives you the ability to move forward. I believe it is the ideal, it is the perfect, the most important identity for those who are driven. So it is the learner, okay? The learner has faith in progress, effort and adaptability. There's belief in growth through effort, belief in feedback over failure, belief in resilience over perfectionism, okay? And it's empowering strategies that pursues growth relentless by embarking discomfort, curiosity and feedback. So what I want you guys to do right now, now that we know that you have your default drifter version identity, now, I want you guys to create and write down the opposite side, which is your driven identity. So everyone grab your pad of paper right here, we're gonna write down that you are the learner. I want this to become your guys new identity. Now this obviously has to be your own choice. If you don't want it to be, you don't have to. Okay? But here at Tom Talk days, it wasn't just like, I'm the learner, he like made it emotional, made it real. Okay? Repetition, authority, energy, over and over and over until he built like you saw him in the mirror. He's telling me about this thing. He's like, I got chills. I'm freaking out. Cause I'm the lear. Like, that's the kind of thing that has to be driven over and over and over again, okay? That's what we talked about before. Like, the way you create any kind of hypnotic rhythm is through authority, repetition, and emotion. So I am here as your authority figure right now. If he doesn't work for me, find someone else you trust and have them tell you that you have the ability to be the learner, okay? Anything you guys want to learn to understand, you can do it. Especially in today's world, all of you are smart enough, all you guys are good enough, okay? You can learn anything. If you want to learn to make a million dollars, you can do. You want to learn to make a hundred million, you can do. You want to learn. Make a billion, you can do it. You want to learn how to lose weight, you can do it. You want to like, whatever it is you want to figure out how to do, you can do it. If you will just set that goal, you have the path and you have the ability. Okay? So I've given you the authority. You've heard it from me directly to you each individually. Number two now is the repetition. You got to believe that and say it over and over. Every time this fear identity happens, the trigger happens, and it's going to happen, right? What happens? The pattern hits, and then phase number two, you identify a pattern. You stop and there's a space, and in that space where you jump in, no, no, no, no. I'm not going to be broken by this. I'm not going to be hurt by this because I'm a learner. It's okay. You have that space, right? And now it builds a new pattern, and this starts becoming a new pattern. Now, first it'll be painful because you're used to going from here over and over and over again. But as you get better at stopping and in that space, say, nope, I'm okay, because I'm a learner. And you keep doing that. Eventually this will become the new pathway. This will become the new hypnotic rhythm. You'll move forward in faith as opposed to fear when every time the trigger hits. Okay? All right. So how many guys feel good about your new driven identity as the learner? Yeah, okay. Like I said, being like, being coachable, being a learner, like, for me, that literally transformed my entire life when I was given that one gift. And hopefully as we'll take that and turn it into your own identity, because if you can, it will free you. Okay, so we talked about body, we talked about ego. Obviously the body sides and then the ego sides. Not enough trying to remember where we brought this. Slide back. All right, so there's fear, instinctive mind. So that's what I want to go deep on, on the fear side. Now we're transition over here to the faith side. Okay? This is your conscious mind. And again, in my analogy of the conscious mind, you've got two monkeys. You got emotional monkey, and you got logical monkey. Okay, so now where we go and start diving into faith. Okay, so with faith, the very first key we talked about is figuring out our identity, okay? The identity, faith, the identity of the driven, which is the learner. Okay, number two we're talking about now, I want to go into values, okay? Before we set the goal, before we figure out definite approach, before we do all these things, next thing I want to figure out is, what do we actually value? And this is something. I did this exercise two or three years ago here at Mastermind Paradise. Some of you guys may have done this with me before. I've done it a couple times with my kids as well. But this is one that's really valuable. First off, it's valuable for you to start understanding what does your subconscious mind actually desire? What do you actually look forward to? What are the things that you value the most? Prior to me doing this exercise, I never thought about it. I never thought about. I knew I value certain things, but I never really knew what those things were. And this is exercise. One of my friends, his name's Tal Tusmany, he's the head of the Ayn Rand foundation, and he wrote a whole book about being happy. And the whole core thing that he talked about initially is like, you have to realize and understand what you value, figure out what you actually value. Then you can start pursuing those values. And true happiness comes from the pursuit of your values. And so what we're going to do right now is we're going to do another exercise. You guys all have your little sticky notes in front of you. Okay? Sticky note exercise. Will someone throw me a pack of sticky notes? I don't have one. Boom. Got it. Thank you. Look at that. Catch my gimpy arms. Like, come on now, give me a round of applause. Just kidding. Okay, so what we're doing the sticky notes. You're going to have these, and I would take your piece of paper and Flip it over to another piece of paper, whatever. I don't really care. But what we're going to do is we're going to take three minutes, and in the three minutes, I want you guys to write down what are all the things that make you really, really, really, really happy? Okay? And the more you can write down, the better. So if you're happy, old books makes you happy, and that's me. I make old books. Make me happy. My wife Colette, makes me happy. My kids make me happy. I've got. I like superhero moves. Make me happy. Like, everything you can think of that makes you happy. I love going to church. I love reading about Napoleon Hill. I love. Again, as many as you can do as fast as you can in three minutes. Each one a new thing that you love, that brings you happiness and joy, that fires you up, that you could just do that, you'd be pumped. The more you can get done, the better. Hopefully get these 20, 30, 40 done in the next three minutes. Ready, set, and go. Okay, way to wrap this up. So this is what we call your value galaxy. These are all the things that you value. Okay. But obviously for a lot of you guys, some of you guys more than others, there's a whole bunch of stuff, right? So next phase in this, now you have all the values written down. The next phase is to go and create what we call value themes. And what you're looking for is you're looking for five or six, because what's going to happen is like, okay, all these ones right here, let's say a bunch of these are about my family. So you're going to draw a circle on your team. And all your family ones, you put there inside the family one. These ones are about health. And then put all your health ones, and then these are about my work or my mission, the things that I'm doing. And these are about old books or faith or whatever. And so go and create five or six value themes and then take the sticky notes that fit in those themes together and kind of plug them in. So all your theme or all your value, the things that make you happy should fit somewhere inside of a value theme. Okay. This is going to help us to shine a light on the things that your subconscious machine inside of your head loves and craves. Yeah. Let's give you a minute to make your value themes. The first time, this exercise was really fun for me because I was, like, having so much fun thinking about all the things that made me so happy. And then I started moving them in. I started Seeing these patterns, right? Like, oh, my gosh. For me, it was like my family was a huge value that I had, right? Like, half my things were all tied to my family. And then my mission, what I'm doing, my work was like a big part of it. Like, old books was part of it. My religion, my faith was part of it. My friends, like. And so I started, like, becoming these. These different themes, right? I remember the very first time I did this, I took my kids, we were on a spring break, and we did the very first time and how our kids do this. And it was crazy because, like, I've known my kids ever since they were born, their whole lives. And as they did this and they started doing it, it was weird. It was fascinating seeing, like, what things, they actually were really important. I had no idea. I was like. I didn't even realize that that was that important. Like, you get, like one of our sons, he was doing these weird things. I'm like, these are like, he's so. I don't understand him. And then when we did this exercise, it was like, oh, because he values, like, his individuality, he wanted to be dressed different and do things different. I was like, oh, that made. I never saw that before until we saw it here inside of his galaxies. It was really cool to be sorry. Inside of his themes. And so it's a really cool exercise for you to figure out really quickly where you, your family, coworkers, like, the things that people value the most, right? What you value the most. Now, Ayn Rand, who wrote Alice, shrugged. She said that value is that which one acts to gain or to keep. Okay, so this is my family. It's like, I'm either trying to gain a family or I'm trying to keep my family. I value it that much. I'm either trying to get it. Cause I value it, or I'm trying to keep it. Okay. And she also said that happiness is the state of consciousness which proceeds from the achievement of one's values. Right? Going after your values, like the pursuit of these is the thing that actually makes true happiness throughout your life. So pursuing the things you value most, if you know, these are the things that make me the happiest. When you think about it, the pursuit of those is what makes you the happiest, right? And so many people are not pursuing their values or they're against their values. They're doing things. And we're going to talk when we get to the 16 needs. In a while, you'll find that there are things you are doing that you will give up your values for different needs. And it's really fascinating how quickly people will return away from the values. The values are things that bring the most happiness. And so it's important to have this as a guy. You have. This is what I'm shooting towards. Okay. And we start setting goals. There's different levels of goal setting, right? For me, the very first, like, if, again, I'm not a football player, but if you're a football player, right, and you get together, the very first thing you, like the first goal you were setting is you were trying to figure out, what is the hall of Fame? What is the thing, like, I want to be known for someday, right? What is my legacy? What's it going to look like? That's the biggest tier. And I think about the hall of Fame, like, this is like the, like, if you were to achieve your values, if you were to pursue and be able to keep the values, when you're all said and done, like, when you die, that is the hall of Fame goal, right? This is your legacy. It's the thing that you actually would die at the end of the day. Now, we're not going to do this exercise right now, but I think three years ago in Mexico, the first time I talked about this, we did this exercise and we shared, like, the hall of Fame is the pursuit in us getting all of the things that we value the most. We did a really cool exercise where we had everybody sit down, actually write out their eulogy. If you had just died and you wanted to have somebody at your funeral read your eulogy, what would that look like? Okay. And we had, again, it was like a two hour long process. So we're not going to do it tonight because it's already 10:30 tonight. But it was really powerful. And if you want to, we could even send you guys recordings of that session after, if you guys would want to do this on your own. But it was cool because in the eulogy, the way we structured the eulogy was like looking through, like, when I die someday, I want my eulogy to say, like, he was somebody who loved his family, who took care of his family. He's somebody who stuck, and he was true to his faith until the end. He's somebody who cared about his mission and like, the things we want somebody to say someday, like our hall of Fame at our funeral is the pursuit of our values. That's like the thing that actually matters. A lot of people are going to say, hey, Russell made a million dollars. But they might say, man, Russell changed A lot of people's lives. Because that is my core value, right? Is changing people's lives. And inside that, yeah, you're making money, things like that. But the core value, like the value theme, is that my mission? I'm trying to change entrepreneurs and change the world. Right? Those are things you want to heard at eulogy. So what we did is we went through values, we took a eulogy, and that became the hall of fame goal. Like, this is what I want someday, when I pass, this is what people say about me, right? That is the legacy I want to leave. So that's where we start. Okay, so first we talked about identity here. The first thing, right, with our. With our T bar list. The second thing I wanted to go through then is values. Okay, now we know the values right here, right? These are the things that you are. Do you want the drifting? Right. So my question for you just to think through really quickly is, what does it look like to drift in your values versus what does it look like when you're driven towards your values? Okay. Because ideally before, like, oh, yeah, I'm always pursuing these, but is that the reality? How many days of life are you not actually pursuing those? So I want you to think really quick. This is not less. This is less of, like, an actual identity. But I want you just to write maybe a sentence or two of, like, what does it look like in your life when you know you have these values and you're not moving towards them, you're drifting away from, for whatever reason? Okay, what does that feel like? What does that actually look like for you? Instead of trying to. A sense could be like, hey, when I'm drifting away from my values, it's painful because I know that I should be doing these things, or I don't like it, because whatever that looks like for you, the drifter version, I want you to kind of explain it so you've got that there to be able to see the contrast of. When I'm driven, I'm moving towards these values to pursue them constantly. When I'm not, what does that actually feel like? So let's do 60 seconds. Just write a sentence or a paragraph or whatever you have about what does it look like when you drift in this value versus what it looks like when you're driven towards this value? Okay, 60 seconds. Ready, set, go. All right, here's another example. What's the drifter? The drifter version of me not pursuing my family? So for me, it's like, I say something like, when I'm drifting, I'm not making time for my family. I'm staying late at work. I'm not focusing on them. I'm not showing their games. I'm not parenting the night. This is the default I'm shifting to as a drifter when I'm not pursuing my values. Now, we've identified the values, the things that will literally bring us the most happiness as we pursue them, as we gain them and we protect them and we keep them. We're looking kind of the opposite side of, like, man, like, what's the drifter version of that? Right? Again, I want you guys to be able to see and become aware of, like, this is where I'm drifting and I'm not pursuing my values. This is where I am pursuing my values, right? It comes back the same thing when a trigger happens, when, like, I don't want to go home at night because of whatever, I'm going to neglect my family or I'm going to not go and work towards my mission. Whatever the version of that is for you, right? When that pattern hits, we recognize the pattern and there's a space. And in that space, there's time for us to say, no, I'm going to pursue the value. No, I'm going to go focus on my family. No, I'm going to focus on things. And that gives us the ability to change, okay? So as we keep going through these on the face side, we got identities we cover. We got values now inside of our values. Next up, I want to talk about, and this is what Napoleon Hill talked about all the time. The number one law of success he talked about over and over and over again is having a definite purpose. Now, typically in the past, I would talk about definite purpose first, right? But the reality is that the very first time I remember doing this value exercise, I realized that when I started figuring these things out, like, my definite purpose was usually tied to one of these, and sometimes it was different times. Like when my wife and I got married, right? My definite purpose was to figure out how to get her to fall in love with me so we could get married and have five beautiful kids, right? And that became my definite purpose, right? When I was in wrestling and I wanted to become a state champ, I had a definite purpose, right? And it was one of my values that I focused on and became the thing that I was pursuing. So typically, for any of you guys, if you are setting a big goal, my guess is the goal you are setting is going to be tied to one of your core values. And maybe it ties into one or two because Sometimes, you know, like, for me, if. Like, sometimes this is the core one, but this one is also very involved. Like, if I was like, wrestling and health, they tie together, right? Like, if I'm not also focusing on the pursuit of my health, then wrestling struggles, right? And so sometimes there's crossover, but typically there's. In a season of your life, there's one value that you are setting a goal for a definite purpose and you are running towards. And so I wanted to lead with the values first. So let me say, okay, here's the values I have now inside of that. What is the definite purpose? What is the goal? What is the thing that you are going to be focusing on that we're going to talk about? Okay? So definite purpose I want to go into. So the question next is, what is your definite purpose? If I come back to the goal strategy, right? Number one, we talked about the hall of Fame goal. This is the pursuit of the values. This is your legacy. Okay? Now, football team, they have the hall of Fame. Each player's got a Hall of Fame goal they want, but then they come back like, okay, the goal for this year is we want to win the Super Bowl. Okay? So the definite purpose is, what is your super bowl goal? What is the thing you're trying to achieve? Like, in the next eight months, 12, wherever that is, like, the next thing, right? It could be to win a two comic book award. It could be to lose £20. It could be like, what is your Super Bowl? What is your definite purpose? Okay, Napoleon Hill talks about this so much. In fact, if you listen to, again, Outweighing the Devil at the very beginning of the book, first thing he says is that the difference between a drifter and driven is that a drifter never has a definite purpose. They're just going out there doing stuff. Whereas driven people always have a purpose. That was his definite purpose they're focusing on. Okay? This is Napoleon's quote. There's one quality which one must possess to win, and that is definiteness of purpose, the knowledge of what one wants and a burning desire to go and possess it. Okay? So this is the very first step for us to go and pursue and get our goals is to know exactly what it is. Okay? Most people I meet, even, like, inside of our community, I'm like, what's your purpose? Like, oh, I'm trying to start a business. Like, that's a purpose, not a definite purpose. Right? A definite purpose is deeper than that. Like, it's the exact thing that you want. I remember, for me, the very first Time, I think in my life, I had definite purpose. I'm sure a lot of you have heard this story before, but in wrestling, I remember going to the state tournament my ninth grade year. I saw a guy named Matt woods who was on my team. He was a two time state champ. I watched him win his third state title. As soon as I saw that, I was like, that is the thing I want, okay? That was the definite purpose. It was the thing that shifted me from being just a drifter who showed up every day at wrestling practice. I was doing the motions. I was there with the team, hanging out, right? I was in hypnotic rhythm as a drifter until I figured out, no, I want that, right? It was a definite purpose. I want to become a state champ. I want to do within the next 12 months. Since I had a definite purpose, everything shifted, right? The world aligned for me because I was going after something. Same thing true in business, okay? When I got into business, I was trying to make money. I had a purpose was make money, right? But I was in hypnotic rhythm. I was listening to podcasts, I was showing up on the teleseminars. I was doing the things. But it wasn't until I saw John Reese make a million dollars in a day. And for me, I was like that, that's the thing I want. I want to make a million dollars in 12 months. Like, that was the goal. I said I had a definite purpose. When I did that, when I made a definite purpose, it got me out of drifting into a driven thing. And I was able to go and achieve that very short period of time, right? So we have to have a definite purpose. Earl Nightingale, if you guys know Earl Nightingale, I had a chance. My wife and I had a chance like two weeks ago to actually go to Earl Nightingale's widow's home. We had a chance to sit there. We got to see the actual gold records. Some of you guys have heard the story, but Earl Nightingale wrote a record back in the day called the Strangest Secret. And this strangest, this record he wrote, he put it out there with no marketing, no nothing. It became, it was the first record, first spoken word record ever to go platinum. It went gold and went platinum, selling millions of copies with no advertising. He went from writing this record to being, you know, a guy who's kind of normal, to becoming a millionaire within, like three months from writing this record. There's a whole story. I won't go into it tonight, but anyway, it's called the Strangest Secret and there's two clips I'm gonna Show you guys from the Strangest Secret. The first one is about picking a definite person, having a direction. We're gonna go. So this is a couple minute clip right now from Earl Nightingale from the Strangest Secret, talking about her definite purpose.
- [28:17]
Earl Nightingale
Have you ever wondered why so many men work so hard and honestly without ever achieving anything in particular? And others don't seem to work hard and yet seem to get everything. They seem to have the magic touch. You've heard them say that about someone. Everything he touches turns to gold. And have you ever noticed that a man who becomes successful tends to continue to become successful? And on the other hand, have you noticed how a man who's a failure tends to continue to fail? Well, it's because of goals. Some of us have goals, some don't. People with goals succeed because they know where they're going. It's that simple. Think of a ship leaving a harbor and think of it with a complete voyage mapped out and planned. The captain and crew know exactly where it's going and how long it'll take. It has a definite goal now. 9,999 times out of 10,000 it will get to where it started out to get. Now let's take another ship, just like the first, only let's not put a crew on it or a captain at the helm. Let's give it no aiming point, no goal, no destination. We just start the engines and let it go. I think you'll agree with me that if it gets out of the harbor at all, it will either sink or wind up on some deserted beach, a derelict. It can't go any place because it has no destination and no guidance. And it's the same with a human being. Now let's get back to the strangest secret in the world. The story that I wanted to tell you today. Why do men with goals succeed in life and men without them fail? Well, let me tell you something which, if you really understand it, will alter your life immediately. If you understand completely what I'm going to tell you, from this moment on, your life will never be the same again. You will suddenly find that good luck just seems to be attracted to you. The things you want just seem to fall in line. And from now on, you won't have the problems, the worries, the gnawing lump of anxiety that perhaps you've experienced before. Doubt, fear. Well, there'll be things of the past. Here's the key to success and the key to failure. We become what we think about. Now, let me say that again. We become what we think about throughout all history, the great wise men and teachers, philosophers and prophets have disagreed with one another on many different things. It's only on this one point that they are in complete and unanimous agreement. Listen to what Marcus Aurelius, the great Roman emperor, said. A man's life is what his thoughts make of it. Disraeli said this. Everything comes if a man will only wait. I brought myself by long meditation to the conviction that a human being with a settled purpose must accomplish it and that nothing can resist a will that will stake even existence for its fulfillment. Ralph Waldo Emerson said this. A man is what he thinks about all day long. William James said, the greatest discovery of my generation is that human beings can alter their lives by altering their attitudes of mind. And he also said, we need only in cold blood act as if the thing in question were real. And it will become infallibly real by growing into such a connection with our life that it will become real. It will become so knit with habit and emotion that our interest in it will be those which characterize belief.
- [31:27]
Russell Brunson
Setting goals, having a rudder, having a direction to actually go. Now, what's interesting is when Napoleon Hill talked about definite purpose, I found out that Bruce Lee was a big Napoleon Hill fan. And he actually, it was really cool, he went and he actually wrote out his definite purpose. Some of you may have seen me show this before, but this is a picture of Bruce Lee's definite purpose. So after reading Napoleon Hill's book, this is what he wrote. He said, I, Bruce Lee, will be the first highest paid oriental superstar in the United States. In return, I'll give the most exciting performances and rather the best of quality in the capacity of an actor. Starting in 1970, I will achieve world fame. And from then onward, till the end of 1980, I have my possession $10 million. I will live the way that I please and achieve an inner harmony and happiness. Bruce Lee, 1969. Okay? Bruce Lee was like, oh, I want to go make movies and stuff, right? That would have been a drift, like a purpose, okay? His was very definite. It was very much like this date, this time, this much money. It was a definite purpose, right? Was like, I want to lose some weight, hopefully someday. It was like, I want to lose 13 pounds by this date, by this time, right? I don't want to. I'm going to win a 2 comma club award. It's like, I'm going to win a 2 comma club award by helping people to do this by this date and this time, right? Very, very specific, okay? So two Things. Number one, what we want to do is I want you guys to spend. We're going to spend three minutes, right? Like, what is your actual definite purpose? Right? Based on whichever value you are pursuing right now. What is the definite purpose you want to talk about? Okay, what is your chief aim and why you be specific, like, what exactly do you want by when? Okay, as specific as simply possible. Number two is like, what are you willing to do to achieve it? Bruce Lee wasn't like, I'm going to become the highest paid actor in the world. He said, I'm going to do it by giving the most exciting performances wearing the best quality of service in the capacity of an actor. He was going to be obsessed and becoming the best in the world at doing this, right? He wasn't just asking for the thing. He's like, this is what I'm willing to give up for it. So I'm willing to sacrifice. I'm willing to do so. I want you guys to write out a definite chief, a definite purpose statement. Again, doesn't have to be as long as his, but specifically, like, what is the thing that you want by when and what are you willing to do to achieve it? Okay, spend three minutes. In fact, you guys can write that on your thing. Oops, that's going to be an extra here. I'll grab that during the break. As you go. As you do right here, write down your definite purpose. And write down on this side here on the driven side of the page. All right? Ready, set, go. So this is something like, I know why I give you three minutes to write about it, but it's something I'm sure you think a lot about, if not something to think about. Like, what do you want? What do you want? What does that look like? I don't know about me, about you guys, but I've been someone who's been obsessed with goals my whole life. Like, when I was in wrestling, I was obsessed. When I was in the business, I was obsessed. Even today, I'm always obsessed with the next thing I'm trying to pursue. And the reality is, the better you are at being specific and explaining it, understanding it, the faster your subconscious mind can figure out ways to actually go and achieve those things. And so I want to make sure that just you guys are thinking about those things and figuring out how to. How to do them. All right? The opposite side of this, then, is, what is the pattern when you're not going. Your definite purpose? What is the drifter version of that for you? Typically, the drifter version is Usually still a goal, but it's a very unspecific goal. So for a lot of you guys, it'll be really easy. Let's say if your goal is, I want to lose 22 pounds by June 17, and da, da, da. And by doing that, I'm willing to work out twice a day for 75 days, do 75 hard or whatever. Like, the opposite side is, like, I just want to lose weight. Like, whatever the drifter version is, it gives you. Gets you off the hook, right? Sometimes I lose weight, and it's not specific. It's really easy to drift and be like, oh, cool, I'm doing the thing. I'm just chooching along. I'll get there eventually, right? So it's probably the version that's a very unspecific, undefined. It'll probably take you 20 seconds. So write down whatever the drifter version of that goal is. The non specific, the non committed, the non one you're not willing to give anything to. What does that look like? It's probably going to be four or five words. Let's write that. You got 15 seconds. Ready, set, go. As we're going through this, I wanted to. I wanted to step back a little bit, and I want to talk. I want to go and talk about this concept of resistance a little bit, okay? As you guys know, anytime we decide to set a goal and to move forward or try to move forward in faith, there's always resistance points back to fear, right? It's this yin yang that's always happening. If it was as simple as, like, we set a goal, we try to pursue it, and we move forward in faith and we get the goal, life would be really easy. But as you guys know, as we're doing that, the resistance always keeps coming back. And if you guys have read the book War of Art by Steven Pressfield, it's one of my favorite books of all time. Whenever I hear the word resistance, even when Tyler was talking about resistance, every time we said that, all I'm thinking about is War of Art. And there's a quote from Steven Pressable from that book that's one of my favorites. He says there's a secret that real writers know that wannabe writers don't. And the secret is this. It's not the writing part that's hard. The hard part is sitting down to. Right? What keeps us from sitting down is called resistance. Right? And you can use this phrase for any goal you're going after, right? The secret that real athletes know, that wannabe athletes don't know. Is that this. Right? It's not the working out that's hard. It's getting to the gym that's hard. What keeps us from getting to the gym is resistance. Okay? What the entrepreneur knows, what the real entrepreneur knows that the wannabe entrepreneurs don't know is the secret is not going and doing the work. The secret is getting out of bed in the morning, right? Like, that's the thing that happens. Because doing the work typically is not that hard. It's that moment in between. He calls it resistance in between, that keeps us. As I was doodling this out, I was like, I wanted a visualization of this. As we're trying to move forward in faith, there's, like, this rope, this invisible rope that drifting is pulling us back to be a drifter, right? Like, even when you decide to move forward in faith and you decide to do things, start moving towards the goals. Like, there's always this constant tension, this constant resistance that's pulling you back, and it's pulling you back. So the question then is, like, well, how do you beat this resistance? Like, how do you. How do you see it? You become aware of it, so you can actually beat it. And I had a chance to interview Pressfield a while ago, which was one of the coolest experiences. He's like, the coolest dude ever. And he said something during this interview that was so powerful, in fact, it was cool because Eileen told me. She's like, I've never had him say that. He never said this in any of his books or anywhere, but he brought it up on this interview and was talking about, because what. One of the things a lot of you guys will hit is you will start moving towards your goal in faith, and then you'll get this resistance, and the resistance will be so big, like, well, I guess I'm not meant to do because I got so much resistance. It was so hard. I guess I wasn't supposed to do it, right? And the reality is the opposite. Like, the bigger the goal, the bigger the thing, the bigger the resistance is going to be. And the way he explained it is awesome. So here's a clip real quick from Steven Pressfield. Imagine a tree in the middle of a sunny meadow. The minute the tree appears, a shadow appears. And the shadow is equal to the tree, right? If it's a big tree, it's a big shadow. So in the terms of resistance, the tree is the dream that you have, the book you want to write, the venture you want to do whatever, and resistance is the shadow. So what I want to say is resistance always comes second. There would be no resistance if there wasn't a dream, if there wasn't a calling that was inside you. So the good news of that is when you're feeling big resistance, that big shadow that shows that there's a big tree there or something, there's a big dreams. Because resistance always comes like Newton's third law of motion. Equal and opposite reaction. It's a reaction to. To an aspiration, to a book you want to write or a movie you want. Whatever it is. So don't be freaked out. I would say to anybody by that dark cloud, that dark shadow is an indication that the dream is for real and it's big. Give him a round applause. He's the man. I've tried to get him to speak at Funnel Hacking Live. I begged him, I bribed him. I tried everything. I don't speak. I'm like, okay, I understand that, but what would it take to get you to speak? I don't speak. I'm like, I know, but what would it. Anyway, and then you literally ghosted me. Last time I messaged him, I'm like, oh, I think I offended him anyway. I love that guy. He's amazing. But I think it's so powerful. Like, the bigger the dream, the bigger the shadow, right? Understanding when you set definite goals, big goals, things you want to accomplish, like, the shadow is gonna be big, the resistance is gonna be big. It's okay. Understand that going ahead of time, right? At least for me, it becomes more like, I know, like, okay, if I'm gonna go up this hill, I know it's not gonna be hard, but if I'm aware of, I'm ready for it. It gets me more and more excited. So the bigger, the definite purpose, the bigger resistance is gonna be. So Faith talked about identity, becoming the learner. Number two, we talked about creating your values. Number three, figure out your definite purpose. Okay, now you have your definite purpose. You have the thing you're gonna be moving towards. Next thing we'll talk about is rules. What are the rules and the guardrails you set to help you to go achieve that goal. So many people, they go to set a goal, and then they just hope they're gonna figure it out, and they don't do that. Right. One of the keys is when you set a goal, you have to figure out what are the. I say rules, but, like, they're rules. Their standards, their guardrails to keep you moving forward towards the thing. Okay. For example, I started wrestling, and this Is little Russell wrestling or little Rusty wrestling? When I was a little kid, and this is me winning my first day or winning my state title a couple years later when I started wrestling, when somebody would tell me something, I would make it a rule. This is a rule. I cannot break it. I cannot deviate from it. And it was one of the keys to my success. So after you set a goal, what are the rules you have to put in place to make sure you're actually going to have that thing happen? Couple examples of wrestling. I remember on my first day in ninth grade, I was coming from the middle school to the high school to wrestle with the team. And I remember every day we go out through run laps, and there was this guy named Adam something. I shouldn't say his name because someday he's going to watch this, I'm going to feel really bad. But he was like the varsity guy at my weight. And I was like, this guy's older than me. He's awesome. So I would run with him because he's like, this is like, this is the varsity guy at my weight. And we were running, and I remember we'd run these different routes, and he would always go, and we get to, like, a corner, and he would just kind of cut the corners a little bit. I was like, oh, well, that's what people do. He's varsity. So I would cut the corner with him. I kept cutting the corner. We would do these little things. It wasn't a big cutting the corner. It was literally just like. We'd be running and there's a corner and we would just cut a little bit, right? So it wasn't big, but it was just enough. I was like, I feel like that's not right. But I don't know. He's a varsity guy, so I'll do it. So we'll cut. We'll do this thing. And I remember our very first duel meet of the year went out there. I remember watching, like, JV wrestle. So I wrestled my match that he was out there wrestling. I was so excited to watch him. And he went out there and he got destroyed, but he. Not because he wasn't a better wrestler, because he ran out of gas first period, he's doing good. Second period, he got tired. By third period, he was just like. And I remember in my head, I was like, the reason why he's out of shape is because he cuts corners. So ninth grade, first match, watch this kid. I said, I will never cut corners again. And so we started running, and if you watched me, my Entire wrestling career, all the way through college. I would run every single thing, all the way to the edge, and then I would turn. I never once would, like, step over even a corner because I set a rule. I will never cut a corner because Adam had no wind because he was cutting corners. And I set that as a rule. I kept that rule the entire time. Okay? Later, one of my coaches said, if you drink carbonation, you have less wind in your lungs and you won't be able to wrestle as good as I said, okay, I set a rule. I will not drink carbonation. I did not drink carbonation from 9th grade till after I graduated college. I will not drink carbonation. I just became a rule. I don't know if that's true or not. I have no idea, actually, but it became a rule for me. I did not drink carbonation, which kept me away from coke and root beer and all the other things, which was great as an athlete, but I made that a rule. Hard to fast. I will never do it. Okay? When my coaches told me it was a weekend, I remember it was Friday after practice. He said, hey, you got to make sure you run either Saturday or Sunday. You have to make sure you run, because if you go two days in a row, you says your car d will level out, but two days, it starts dropping back down. I have no idea if that's true or not, but the second he told me, I said, that is the rule, okay? The authority figure told me who I trust. So I made a rule. I will never rest for more than 24 hours. I'll never take it off two days in a row. And I did my entire wrestling career. Okay? I might take Sunday off, but not Saturday. If I take Saturday off, I'm not taking Sunday off. I never missed two days in a row because I never wanted to backslide even one second. Okay? What was another one? Oh, yeah, I made a rule. Like, one time I lost a match, I wasn't quite ready. I was, okay, I will never step on the mat again until I've broken a sweat. So if you knew I was coming up, I got mat, I would work out whatever I could do, Run around, try to break a sweat, and then I would come out on that prepared and ready as opposed to not. So these are just a couple of the rules I set for myself as a wrestler, okay? Too many people let themselves off, right? They're just like, oh, whatever, you know? Like, if you want to be successful, you have to set rules that will keep you. That makes sense. Keep you inside the it's like the guide rails, the standards, the things that to make sure you actually get your goal. Okay. As I was going through our Tom there are you stuff. Tom is very ridge in his rules. And so I found a bunch of Tom Bilyeu rules that he does to help me be a successful entrepreneur. So here's some of Tom's rules. Number one, I get out of bed in 10 minutes or less. So as soon as the alarm goes off, he has a rule to get out in 10 minutes or less. The reason why he made that rule, he said when he was a drifter growing up, he would sit in bed for three, four, five hours every morning watching TV on his phone before he'd get out. When he decided to move forward in faith to become driven, he said, okay, I know this is a weakness for me. I have to get out of bed within 10 minutes or less after my alarm goes off. Okay. Number two, I only do or say things that bring me closer to my goals. So even if it's not true, if it brings him closer to goals, he only does and says things that bring him closer to goals. One of those other rules, if I'm awake, I'm either working out or I'm working. I'm either working or I'm working out. If you don't tell him, he is hardcore. As much as it is, if I'm awake, I'm either working or working out. Another rule, never do tomorrow what you can do today. He's got a whole bunch of other ones. These are some of the rules he lives by. He set these rules. He doesn't break them, doesn't deviate from them. And that's how Tom Billy built Quest Bar and sold it for a billion dollars. How he built impact theory, as you remember, like everything came because he set these rules that helped him to actually achieve the thing. Okay? Most people are way too easy on themselves. They don't set rules, they don't have these things, right? So what I want you guys to do right now is I want you to spend a few minutes thinking about what are the rules that you have as a driven to keep you on path to make sure you're actually going to achieve your goal. Okay? It's right hand side driven. What are you, the rules you're going to fall. And over here just say no rules because that's pretty easy to do, right? So that is the game plan I'm going to give you guys two minutes to think about. What are the rules that you need to create in your life to Be able to pursue this and actually hit the goal you are striving towards. Ready, set, go. Okay. How many has created one or two rules that make you a little bit nervous? Thinking that, like, this is now going to be the rule for the rest of my life? Anybody? A couple people, I don't think. I was like, oh, I can never drink carbonation again. What am I going to do? Oh, I can never cut corners again. All right, doesn't matter. The goal is too important. I will set the rules. I will stick to the rules. Okay, so these are things talking about face of our identity, realizing where to learn. Number. Number two, figuring out the values we are pursuing that are going to bring us happiness. Number three, inside those values, figuring out a definite purpose of the goal we want to run towards. Number four, figuring out the rules, the standards, the guidelines to make sure we hit that rule. And then the last one here on faith, I want to talk about our habits and rituals. Okay? If you look at anybody who's trying to achieve anything, right, we figure out, here's the hall of Fame goal that, like, here's the legacy I want. Here's a Super bowl goal I'm going to be hitting. Now I got to figure out what are the rules and habits and routines I got to create and put in structure to make sure I actually do the thing right. We all know the habits are the key to moving forward. Like, when I wanted to be a state champion wrestler, it wasn't just like, okay, I'm going to just. I made a goal. I'm going to be a state champion. It's like, hey, what do state champions do? Like, I have to get really strong. I have to figure out what are my routines to do my weightlifting, I have to get good cardio. What are the routines I do to get good cardio? I have to be good at drilling. What are the moves and techniques I have to figure out, right? And I built habits and routines around that to make it possible. When I want to become an entrepreneur, it's the same thing. I got to put in time. Where are we going to find the time? I got to learn how to write copy. I got to learn how to build a funnel. I have to all the things. So we had to build the habits and routines to be able to actually do that. We could go for days about morning routines and stuff like that. I'm not going to go deep in there right now because it's hardy 11, 12 at night. But I do want to say, I know a lot of you guys think about Habits and routines. And so I'm not going to spend. Because I'm not going to spend time on that. But we are coming out with something really cool is an app. It's going to be called the driven 100, where you're going to figure out your definite purpose. And there's going to be 100 day sprints to move towards those goals. Kind of like 75 hard, but way cooler. And so anyway, so this is going to be a tool we're creating for you guys to help you figure out what those habits and routines are and go on 100 day sprints to move towards those things. And it's going to be a lot of fun. So that's coming soon to a funnel of the year near you. Like I said, I'm not going to spend time right now, figure out like the driven version of your habits and the drifter version. But if we had, if it wasn't so late, that's why I would have you guys do now to figure out what are the habits going to be. That got a structure. What are the things I'm doing now on the drifting side. Okay, so I want to jump to the third section. So we've talked about faith, we've talked about fear, and I want to transition into hypnotic rhythm. This is really going deeper into the subconscious mind part of this. Right? And so again, we talked about fear with the lizard, talked about faith with the monkeys. Now we're moving into. Into the lizards. Okay. Or sorry, into the. Into the subconscious mind to the elephants. Now this is a really cool quote. Annie had it in her book and I read it. I was like, oh, this is so cool. It says from Carl Jung. Did I pronounce it right? The J is not a J. It's silent. Okay. He says, until you make the conscious. Sorry. Until you make the unconscious conscious, it will direct your life and you will call it faith. Fate. Ooh. Unconscious things are always happening, right? Until we make it conscious, it'll direct our lives. We're going to call it fate. Okay? Awareness. What is happening behind the scenes? We've talked a lot about this already, right? Hypnotic rhythm. So there's two things I want to talk about on the hypnotic rhythm side. So number one is going to be belief. And number two, we're talking about needs. And that'll take us through the rest of today. Okay? So first thing we'll talk about is beliefs. Okay? The cool thing is we consciously have the ability to figure out what our hypnotic to figure out what our patterns are going to be. We need to choose those things, right? When we're choosing faith, we choose. This is the pattern, this is the ruts, the hypocrite that I want to create. So we have the ability to choose that, right? And again, there's both sides, right? There's the faith driven one where we are doing the hypnotic rhythm that's driven. And then there's the drifter version, right? There's two different versions that are always happening. And the question is, like, how come some people on one side, how come some people on the other side? And in the Strangest secret, Earl Nightingale shared a really cool thing about looking at our subconscious mind like a garden. We're planting seeds and. And it's one of my favorite parts. But we're going to watch this clip really quick. But it's going to help you understand, like if you look at somebody who's struggling, who's always drifting, it's because of the subconscious seeds they're planting. For somebody who's successful. It all has to do with, like, the seeds that we're planting. So let's watch this last clip from Earl Nightingale right now.
- [48:52]
Earl Nightingale
How does it work? Why do we become what we think about? Well, I'll tell you how it works as far as we know. Now, to do this, I want to tell you about a situation that parallels the human mind. Suppose a farmer has some land, and it's good, fertile land. Now, the land gives the farmer a choice. He may plant in that land whatever he chooses. The land doesn't care. It's up to the farmer to make the decision. Now remember, we're comparing the human mind with the land because the mind, like the land, doesn't care what you plant in it. It will return what you plant, but it doesn't care what you plant. Now, let's say that the farmer has two seeds in his hand. One is a seed of corn. The other is nightshade, a deadly poison. He digs two little holes in the earth and he plants both seeds, one corn, the other nightshade. He covers up the holes, waters, and takes care of the land. And what will happen. Invariably, the land will return what's planted. As it's written in the Bible, as ye sow, so shall ye reap. Now remember, the land doesn't care. It'll return poison in just as wonderful abundance as it will corn. So up come the two plants. One corn, one poison. Now, the human mind is far more fertile, far more incredible and mysterious than the land. But it works the same way. It doesn't care what we Plant success, failure, a concrete, worthwhile goal, or confusion, misunderstanding, fear, anxiety, and so on. But what we plant, it must return to us. You see, the human mind is the last great unexplored continent on Earth. It contains riches beyond our wildest dreams. It will return anything we want to plant.
- [50:27]
Russell Brunson
All right? So that's how our subconscious mind works, right? Wherever we plant, it grows. So if I go back to this slide right here, right? If we're planting nightshade, right? It shifts us into drifter. We're planting something positive. It can move us into. Into driven, okay? And so what I want to talk about right now is our beliefs, okay? And I want this section to be called the Only Belief that Matters, similar to identity. We talked about 10 different fear identities, but there's one identity that actually mattered the most, like transitioning to the identity of the learner. The same thing is true in beliefs, okay? Tony Robbins says, your beliefs create your life and your beliefs can destroy life, depending on which ones you adopt. Okay? Now we know this. Like, when we talk about subconscious selling and expert secrets. If you guys have read that, I go deep into this, right? I talk about how there are belief patterns people have, right? If I'm trying to convince somebody or sell somebody or persuade somebody, I have to figure out, what are the chains of false belief that are currently holding them back. Now with this exercise, we're doing this more internally. What are the chains of false belief that you have right now that are holding you back from your goals? Right? You have these chains of false belief, Right? That's the first thing. The second thing is, why do you have those chains of false belief? And what's fun about this, if we had. You can sit down. And when we're doing this for our customers, it's like, what are all the chains of false belief beliefs we're listing? Okay? They have a false belief about this and about this, about this. The same thing we can do with ourselves. Like, if I want to go to Comic Con board, I want to lose 30 pounds. Like, what are the false beliefs I have? And the more you can list out, the better. Okay? Then for each false belief, you have the second question. Like, why do I have that false belief? What was the subconscious thing that happened to me that created that false belief? What was the experience? I had some experience created that false belief. And that false belief is in your subconscious mind, is there. It's holding you back, okay? And then from there, it's like, what's the story you tell yourself? We talked about the subconscious mind speaks the story. So every time something happens, right, I set a goal. False belief triggered, right? Because some experience I have this story like, I can't do it because whatever, okay? Money making money is hard. Money doesn't grow on trigger. Whatever the story, we come up. And so when we're selling somebody, what we have to do is to get them to break that false belief. We have to tell a better story, right? We tell the 50% story that's better than their story. And if we can tell a better story, then we can replace it. And so for all of us, like, we have all these different beliefs right now that are holding us back from our goals. And I want to give you guys a new story that hopefully will break any of the false beliefs that are holding you back, okay? Because there's one story so powerful, and again, it comes from Tom Billy. I'm going to. I'm going to tell you what the belief is, and then I'm have him tell you guys the story about why this belief's so powerful, okay? So Tom Billy says the only belief that matters is that if you put time and attention into getting better at something, you will get better. You do not need to be special, okay? When all said and done, as you are achieving your goal, that's the only belief that actually matters. All these other beliefs that are holding you back are keeping you back. But if you can shift and transition to the driven belief, which is this, the only belief that matters is if you put time and attention into getting better at something, you will get better. You do not need to be special. Okay? So here's a clip from Tom Billy during that same interview I did with him where he talked about this concept of the only belief that matters.
- [53:20]
Tom Bilyeu
You're going to make your identity one thing, dear aspiring young Jedi, and that is to tell yourself that you're the learner. Now, once I get them obsessed with this idea of learning because skills actually have utility, they will get better. There's just no way about it. The only way you can encounter knowledge and not get better is if you have like a block of, oh, that's for other people. I'm not smart or whatever, but if your identity is really I learned that's what I do, then they will get better over time for sure. You never know who is going to respond to what, but they're all going to end up at the same place. And the same place is this. It's what I call the only belief that matters. And no one will understand this as well as a wrestler. So this is going to hit you like a two ton heavy thing. The only belief that matters is that if you put time and attention into getting better at something, you will get better. You don't have to be special, you don't have to be gifted at wrestling. Now, you may never become the MMA champ, you may never win a gold medal in Olympics, but you will, and I promise you 10x100x your own abilities by putting in time and energy, by training well, you have to train well. You can't just train stupidly. But if you train well, you will. By the very virtue of being a human being with no other credits to your name, you are a human. The human mind is designed to get better with concentrated effort, period. Now, once you believe that, it's like, dad, I'm dumb. Okay, sure, you're not smart yet, but now what do you want to apply yourself to? What do you want to get good at? Right? Most people stop at, I'm not good at this thing. Okay, sure, but what do you want to get good at? Because it is a truth, the human animal, that if you apply time and energy to a skill, well, you will get better at it. Period. So the quote that I hold warmly to my chest is this. You can't make a racehorse out of a pig, but you can make a really fast pig. And I think it is almost certainly true that my life is the answer to the question, what does a fast pig look like? Because I'm not a racehorse, but I'm a really fast fucking pig. And I've spent so much time and energy in getting better, in learning about what I call the physics of being human, Just what are the realities of the human mind? Because you're having a biological experience. That's just true. And once you accept, okay, I'm having a biological experience, how does this biological human creature improve its skill set in a way that's useful? The big thing initially was beliefs. So I, like you, thought I was dumb. And I was haunted by a movie called Amadeus. And in Amadeus, there's a real life character, a guy named Solieri, who was a contemporary of Amadeus Mozart. And he lamented to God in the film, why did you make me just talented enough to realize I'll never be as good as Mozart? And that was how I felt. I always felt like I was like, just smart enough to realize my friends were always going to be smarter than me and that they would go on to be successful because they were smart. But I wasn't smart like that. And things like that didn't come Easily to me. And that lamentation carried me into my mid-20s. And it was getting so dire and I felt so badly about myself and so hopeless that I started reading about the brain. And I wish I could remember what the insight was that made me go, there might be an answer there. Whatever it was, I started reading about the brain and came across this idea of brain plasticity. Now this is the late 90s, so brain plasticity was still being debated. Is it real? Is it not real? And I thought, oh, when I think of the world as if brain plasticity is real, then I get excited because that means I can get better. When I think of brain plasticity as being something that ends when you're 12, then I get very, very sad. And the neurochemical change in me was so profound and noticeable, I decided just to, even if it was a lie, I was going to believe that I could get better. And so that was why I called the only belief that matters that ended up dictating every step I made after that. So the reason I put myself around people that were going so hard was because I believed that I could improve if I didn't believe I could improve. And I actually had a moment of crisis when I was with them because they were so much farther ahead than me in every aspect. They were more muscular than I was, they were smarter than I was, they were farther ahead in business than I was. And it just like, was just this unrelenting parade of why I was a loser. And I thought, okay, well, hold on. If you believe you can get better, then you need to switch your mentality. Because I was thinking of leaving because I'm like, this is so miserable to always be the worst. And if it's true that they're the surest path to my success, which at the time it really, really seemed obvious that they were, then I need to build my self esteem around something more useful than being smarter than them, because I'm not smarter than them them. And that gave me the insight to, okay, think of yourself solely as the learner and pride yourself on being the learner. So don't pride yourself on being right. Pride yourself on admitting you were wrong faster than anyone else and then putting the energy behind the right idea. And that changed my life. That's like the one moment that's like I remember where I was when I had the realization it's a demarcation point in my life. But ultimately it came from the belief that that brain plasticity was real. Meaning if I put time and energy into getting better, I Actually will get better. And so that was the thing that lifted that hopelessness off my shoulders. It just became a question of, well, do you want it badly enough to work this hard? Because much like getting lean, getting lean doesn't come easy to me. And getting good at things doesn't come easily to me, but I can throw an inhuman amount of energy. So when you've got somebody that maybe learns twice as fast as I do, but they work a quarter of what I work well, then I come out ahead. So now when I meet somebody that's more intelligent than me and they work harder than me, you get an Elon Musk, right? It's like I can't, I can't outwork. Like he's already clocking, you know, I'm sure his is 93 or more, so that's out. And then he is clearly in terms of. I'll just define intelligence as the rate at which you process raw data. He just thinks through problems faster than I do. So that no longer hurts my self esteem though, because I don't pride myself on being smart. I pride myself on being a learner. So it's like I'm completely content with being a fast pig. It's extraordinary what you can do with your life if you're truly committed to being a fast pig. But all of that to say that. For me, it started with that the only belief that matters.
- [60:47]
Russell Brunson
The only. The only belief that matters. So what I want you to do right now, I want you to look at this and we're not going to spend time to go and write down every belief. But what I want you to do is like, what are all the beliefs you have, the false beliefs that are keeping you from actually reaching your goal? And then on the right hand side, under the driven, I want you to write down the only belief that matters. I will give you time to write this down. On the right hand side, under beliefs, write down the only belief that matters is if you put time and attention to getting better at something, you will get better. You do not need to be special. Yeah, one minute. Ready, Go. All right, so hypnography talked about belief. We got one last thing we're talking about tonight, which are needs. And we're talking about needs because I remember the very first time I heard Tony Robbins talk about the six human needs I'm going to go into. He said something that just. I didn't understand at the time, but he said, if somebody's not. He said, somebody will give up their values, the thing they value the most to make sure they're getting their needs met. And I've walked up by understanding, like, what is he talking about? Like, why would I give up my. Why would I give up things I value, exchange for my need? It didn't make any sense to me, but over the last man, almost. Almost 20 years since I heard Tony said that very first time, I've seen it in so many people's lives, my own lives, different times. And so the next thing I want to talk about is our needs, okay? Now, Tony Robbins talks about there's six human needs, okay? And I'm going to go through each of them at one at a time, and then I'm going to actually have you figure out what are the ways that you're getting your need met through both on the driven side and on the drifter side, okay? So the first of the six human needs, we're gonna go through four needs right now of the body. And for each of us, we will figure out a way to get these needs met. One way or another, we will get these needs met, even if it means sacrificing our values. Okay? So first need is the need of certainty, okay? All this needs certainty in life. We need to be certain that this is gonna happen. We need to be certain. We wake up in the morning, we've got a house, we got a home, we've got food. Like, we want certainty, right? And so the first thing is certainty. I want you guys to spend a minute now going back through your drifter and driven list and think about what are the ways that you get certainty that cause you to drift? And what are the ways you get certainty that help you to drive, help you to be more driven? There's a drifter version of certainty, and there's a driven version of certainty. Each of these needs, there's a version of each of them, okay? So, for example, a way that I might get certainty. Maybe I get certainty because I know that every single time I go to a nice restaurant and I order sushi dinner, I eat that food and I get full. I feel certain it's going to feel so good to eat that food. I have absolute certainty in and of itself. It may not be bad, but if I go in my eating out five, six, seven, eight days a week, that can be very much. It's going to be something that the devil talked about earlier. If I can get people to eat bad food, they get indigested, they can't grow, they have no energy, they have no health. It can be bad. But I can also get certainty by making sure that I am there every single time for my kids, every time I wake up, or some version of that. So for you, what is the drifter version of certainty, and what is the driven version of certainty? The way that you're currently getting certainty in your life. Think about that. You got one minute. Ready, set, go. Let's wrap that up. All right, so first human need is certainty. Second need is variety. Okay? Now, interesting thing about these two needs. Certainty, variety. Certainty and variety happen to also be opposites. Okay? Certainty means I know exactly what's going to happen every single day, every single moment of the day, Right? Variety means I have no idea what's going to happen. It's going to be crazy. It's going to be fun, okay? We have a need for both. We have to have certainty. We have to have variety. So question for you guys is, what is the way right now you get variety? What's the negative drifter version of variety, and what is the positive driven version of variety? Right? There's some things I do that give you variety of my life that are scary, that are bad. Like, my wife might say, go into your wrestling term, ripping both biceps out. There's a lot of fun variety for me, but it caused me not be able to move my arms for two weeks or two months. Just kidding. Wrestling's fun. It's always good. Right? Or there's the driven version of variety. Right? I get variety by going out and serving, by doing, by changing people's lives. I think I give you variety as well. Right? So for each of you guys, what is the drifter version of variety? What is the driven version of variety? Ready, set, go. Okay, so we have certainty. We got variety. Next, human need is the need of significance. Okay? Significant. I want to feel significant. Okay? There's a drifter version and a driven version. Drifter version. Like, there's a lot of things you can do to feel significant that aren't positive, that aren't good. Right? A lot of things you can do to feel significant that are great. You help someone, you serve someone. You feel great. You feel significance. Right? So significance is next. You mean you figure out your driven and your drifter version of significance that you do inside your life. Ready? Go. All right, next. And the last of the needs of the body, this one here is called Love and Connection. Now, what's interesting about this one is that significance and love and connection are opposites. Well, we are so messed up. We have to have significance and love and connection. So significance is all about, look how great I Am Love and connection is all about, look how great we are, right? So they're opposites. Now, this one's probably going to be the easiest to figure out, the drifter versus driven. Because typically, most people, like, love is the driven version, right? Most people settle for connection, which is the drifter version. And so love and connection is the need. But usually that's kind of how it shows up in your life. So if you're not getting love or you're settling for connection, that's usually the drifter version versus going after faith and being driven, looking for and pursuing and getting love. So write down your version of love and connection over here, your drifter version and your driven version. One more minute. Ready, set, go. I want to. I want to show you guys one of the. One of the most powerful things I learned from Tony Robbins. When he first taught me the six human needs, we went on to the four of the needs right now, but these are the needs of the body. Now, what Tony said is that every single one of us will figure out a way to get these needs met, okay? Either in an unhealthy drifter version or a very healthy driven version. And it was interesting that when he first taught this the very first time, it was almost 20 years ago, the first time I met Tony, first time I was at UPW walking on fire, doing the whole thing. And this was the thing of all the stuff that he taught stuck out to me. That just, like, hit me like a brick wall. This is what he said. He said, anytime something in your life meets at least three of these needs, it causes an addiction or a hypnotic rhythm or something that you're gonna be stuck to, right? And remember, he told that. He said, let me explain to you guys what happened. Let me show you how this works in real life over and over and over again, right? He says, think about the first time you met your significant other, right? You met them whenever you decided to go on a date. And it was really cool, right? Because you go on a date and they wanted to go on a date with me. This is amazing. I got significance. We're gonna go hang out, right? And then you go on a fun day. You go ice skating, you go to the movies or go to something like this new, exciting thing, and you have variety. It's like, this is exciting. This is a new person. They feel they like me. We're having variety. It's fun. And all of a sudden, you touch her hand, or you hold her hand, or you give her a kiss, and you get some connection and Some love. And all of a sudden, what happens? Endorphins hitting up, these firing up. And three of these needs have now been met. And it creates an addiction, right? And you fall in love. Now what happens? Well, if everything keeps going well, which hopefully it will, keeps going better and better, you're like, this is amazing. We have variety. We love connection. We have significance in our life. This is great. I want more. I want some certainty. Let's get married. And you're so excited. So you decide to get married because you love each other. And all of a sudden, now you've got variety of love and connection. You got significance. You get married now you have absolute certainty. Every morning you wake up, that person is going to be there. You're going to see me every single day. So great, right? All these needs to be met. It's amazing for a while. And then what happens over time? Over time, your significant other keeps hearing your stories, same stories over and over and over again. Eventually, like, yeah, you've told me that story 22 times. And all of a sudden, you start losing some significance. But good news, you got certainty, you got variety of love, affection, everything's fine. But then you stop doing date nights because it's like, we're at home, we're already married. Why do we go on dates? And you stay home, and all of a sudden you lose variety. And then, boom, the addiction is broken. And this is where marriages start dwindling and falling apart, right? And then what happens? Hopefully this doesn't happen. But you see it way too often, right? The person who's not getting their needs met, all of a sudden, they meet somebody else. It can be someone at work, it could be somebody at the gym. It could be something else. All of a sudden, that person talks to them, and all of a sudden they're like, oh, my gosh, I have significance, right? This is a variety, exciting. It's something new, right? And then they get connection, love. And all of a sudden, their needs are met by somebody else. Marriage dissolves, Everything falls apart, right? I remember Tony saying that. I was like, oh, my gosh. At the time. My wife and I've been married, like, seven years, were struggling. I couldn't figure out. I was like, oh, my gosh. I fell in this trap, right? Like. Like, when we got married, we had variety. We had. We had all these things. But then, like, I hadn't been taking my wife on dates, right? Was I making her feel significant? Was I feeling significant, right? Love and connection, it's like all these things are falling apart. And I remember Tony saying something, he said, if you were in a relationship, it could be the kid with a family member, with your spouse, your love life, whatever it is. He's like, if you're in a relationship and somebody's getting all their needs met, they're not going to go anywhere. People fall apart when their needs aren't being met. And for me, it shifted. I was like, okay, how can I meet my wife's needs? How can she be my needs? That we had these conversations back and forth, like, let's figure these things out. If we can figure these out, we recreate, create the addiction, the connection, the spark comes back, right? So it happens there, but this happens not just in marriage. It happens in all sorts of parts of our life, right? Okay. And as an entrepreneur, you can engineer this in your marketing, by the way, right? How many? As you came into the click funnels world and you showed up one day and you're like, this is amazing. They're making money selling things through funnels. And to call, like, you saw the bright excitement, right? And then you came to funnel hacking live, and you still have met people. You got connection. This is amazing, right? And all of a sudden, someone knew your name and you launched a funnel. You got some leads, like, this is all of a sudden these needs were met, right? And then you just knew that, like, certainly I know that every single week, Russell's going live, this is going to happen. We're doing these meetups as a group and like, we create an addiction inside the community, right? Because the needs are being met. Now, when people usually leave our community, it's because of one thing. One of the things happened, right? Like, we stop fulfilling their needs. Maybe they don't get the Friday one. Maybe they lose love and connection, lose a friend inside the group. Something happens and it falls apart. And that's when they drift away from our world, right? And so this is happening at a micro and a macro level over and over and over again, okay? For today's purposes, I want you guys more thinking about, like, what are the things Right now they're getting my needs met. Because you will get your needs met one way or the other. Positive, negative, drifter or driven, you will get your needs met, okay? And again, like Tony said, even if you will give up the things you value the most to make sure your needs are met. And so you knowing that it's going to happen, it's like, okay, how do I make sure that I'm meeting the needs correctly, Right? If I meet these things correctly, it's gonna be a huge, positive, amazing thing. And if I don't, it can destroy my life. It can destroy everything, right? So understanding how these needs work is very important. Okay, first off, yourself. How are. How am I getting my needs met? Drifter and driven version. How do I transition to the drift, to the driven version? Okay. But then start looking at your kids, looking at your significant look at other people. Like, am I being those people? Leads, your employees, your staff members, like, other people around you. How are you meeting their needs? How are they meeting your needs? Because again, it happens at a macro level, but also happens these micro levels as well. The same thing true in, like, sports. Like, why did I love wrestling? Right? I love wrestling because I got certificates. I got really good, right? Variety. Every single match was different. I got a love and connection. My teammates, other people, right? I certainly, I was like, all my needs were met by wrestling. That's why I love this so much. Right? All my needs are met in entrepreneurship. Like, I feel safe. I'm on stage right now in front of you guys. You came to Mexico. I got significance, 100% variety. We're in Mexico. Like, this has been safe. Love and connection. I give you guys hugs and high fives. Like, love and connection and. And certainty that this is what I get to do. All my needs are met here. So why I keep doing this 20 years later? Why do you sell the business? I'm like, why would I sell my business? All my needs are met. It's fantastic. This is great. And so understanding this is such a powerful tool for all of you guys. So I wanted to give you that tool to understand, because again, this is coming back to subconscious patterns. If these needs are met, it gives you freedom. So the next part of this now, the four needs of the body, and then there's two needs of the spirit. It comes down to the six human needs. Now, you don't have to get the needs of your spirit met. In fact, most people don't. Most people get stuck just trying to figure out the needs of the body and they just kind of get in this limbo and they don't ever progress back that. It's kind of like, you guys remember Maslov hierarchy of needs when you were a kid in school where it's like, he's got this triangle in the bottom is like, hey, before anything, you have to make sure you have food and shelter, right? Until this needs met, you can't progress up. They have to get food and shelter. They're like, okay, I got food and shelter. I remember In Maslow's whatever the next one's like, then you have friends, then you have a house, and then you have. And like, these needs have to be met before you can go to these ones. These get met before you go here, right? And if, like, this knee drops down, everything falls back down till you're back down to the bottom, right? So the hierarchy builds on each other. Same thing is true in here, right? Like, you figure out how to get these needs met, right? And as soon as you get those needs met, then it unlocks the needs of the spirit. You will not progress the needs of the spirit until you've got these things taken care of, right? And so that's kind of the next step. So if you look at these. Let's go throw slides back up six human needs. We've got the four needs of the body, Certainty, uncertainty, state of it, and love and connection. And the two needs of the spirit are growth and contribution. Okay? You guys are setting goals. You want to grow. If you don't figure out how to get the needs of your body met correctly in the driven version, not the drifter version, you will never progress to the place where you can grow to become the person who's going to go and achieve their goals.
- [73:21]
Earl Nightingale
Right?
- [73:21]
Russell Brunson
I see people all the time who come to our coaching programs who are coaching or figuring things out, who get stuck in these things where they're trying to figure out how to set their goal. I'm like, the problem is you've got no love and connection. You've got no certain. Like, all these other needs are not being met. And so you keep falling back that, trying to solve it, trying to figure out things. And you never get a spot where you can grow if you want to get to growth. And the contribution, which is what business is personal development. And then contribution is businesses. It's like helping other people. Like, you have to figure out how to correctly get the needs of your body method, how to do that in the driven version, not the drifter version. And when you figure those things out and you get those things plugged in, your needs are being met, then you can transition to growth, which is personal development, all this kind of stuff. And then from there you can transition to contribution, which is the ultimate place we're going, right, to contribute to go back. Okay, for me, a lot of people in this world get to growth. Like the personal development junkies of the world. I love them all. Contributions, where you guys are at, like, coming from that face, like, now, I want to share my message. I want to Share. I've been called to do something more. How do I contribute? How do I get my message out to more and more people? And so those are the core things I want to share with you guys tonight. It's not midnight yet, which is awesome. And we've gotten through the core parts of the Drifter versus the Driven. I wanted to do one last thing. There's a poem that I sent this to Eileen, Annie, a couple, I don't even know, like a year or two ago and say Annie's or Eileen was like, wait, remember that quote and that poem? So I'm going to find it real quick. I want to read it to you guys. This is from Robert Collier, who's one of my favorite of the authors. He wrote the book called Secret of the Ages and a bunch of other ones. But this poem was in the book and when I read it was like, I thought it was a really cool thing. And there's a couple words in here that are hard to pronounce because they talk about everyone back in the day. But I want to share it with you. I want to share it with you. So it says, if you want a thing bad enough, go out and fight for it. Work day and night for it. Give up your time and your peace and your sleep for it. If only desire of it makes you quite mad enough never to tire of it, Makes you hold all other things tawdry and cheap for it. If life seems all empty and useless without it, and all that you scheme and you dream is about it, if gladly you'll sweat for it, fret for it, plan for it, lose all your terror of God or man for it. If you'll simply go after the thing that you want with all your capacity, strength and sad jastity. Did I say that one right? Faith, hope and confidence, stern pertinacity. If neither cold poverty, farnished and gaunt, nor sickness or pain or by your brain can turn you away from that thing you want. If dogged and grim, you besiege and you beset it, you'll get it. That's how we have to look at these goals and these things we want to pursue. With that said, you guys, I appreciate you all for hanging out. I hope you enjoyed tonight's session and we'll see you all tomorrow. Thanks, everybody.