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You're listening to the Travis Makes Money podcast presented by gohighlevel.com for a free 30 day trial of the best all in one digital marketing software tool on the planet, just go to gohighlevel.com Travis Calm is a skill, Chaos is a choice. Welcome back to the show. Today it's just me, you and the mic and we're talking a little bit about being calm and, and working on that skill set. We all have sort of natural dispositions when it comes to receiving news and deciding we're going to be, you know, jump for joy, clap your hands, scream to the top of the mountains about how excited you are versus, you know, being calm, cool, collected and accepting the information, processing it first and then having a reaction later. Now this is something that is not new. You know, the stoics back in the day, stoicism really put out this, this, this sort of a concept is basically you can't control what happens to you in life, but you control how, how you react to what happens to you. So this is sort of how I started thinking about this a little bit more, was through my study of stoicism because I've, I've found that to be a really helpful value system, but it's also been really helpful in a business context. And it's probably one of the underrated skills that has made me more money than any of the other, like soft underrated skills that are out there because it's not something that's easily, I guess, trained or talked about very much. But I call it reaction management. It's funny actually, when I had Dan Martell on my show, he's a big entrepreneurial influencer, I said, I call it reaction management. He was like, that's good, I'm going to steal that. So Dan, or anybody who's watched Dan's stuff, if he says reaction management, that came from me. Okay, you're welcome. So the way that I look at it is basically if, if constantly you're giving away all of your thoughts or feelings or emotions around something especially Especially, especially when you're inside of like a negotiation or something like that, then you're giving away your position. The goal is to have some sort of a poker face. Now this has bitten me in the ass sort of from a personal perspective, because I also do this. It's sort of like bled into my personal life a little bit. So, you know, my wife gets me something for Christmas that she's super proud of, and I don't have like a crazy over the top, oh my gosh, thank you so much reaction to it. And so I've had to, I've had to normalize a little bit. I had to, I've had to try to compartmentalize personal professional life because I know that that's important when somebody's giving you something that they've worked hard to give you, that they, they want to see that reaction, that's sort of like the gift that you can give back to them, is reacting better for them. So I've, I basically just, I had a conversation with her back when, when she initially, like, brought it up to me, and I basically was like, well, do you want, do you want me to fake it? Because I absolutely can. You know what I mean? Like, I like. And if that matters to you, I will, you know, if that's something that, that you want to see from me, like, I will try to try my best to have as much of an over the top reaction as I can so that you feel good about this. And she was like, no, I don't necessarily want that. I just want, you know, some sort of, you know, appreciation shown about this thing. So now I'm just really, I, I just take the time to do it in my own way. So instead of, you know, reacting like a giddy schoolgirl, clapping my hands, jumping up and down, which just is not my typical disposition anyway, I, I, it's just I try to intentionally pull her aside, look her in the eyes, and just express genuine gratitude and appreciation for it, which she has also expressed to me, has filled that gap a little bit. But in a business context, though, this is a skill that I think is wildly underrated and very useful. And then to give another example, sort of like personal life where it actually is beneficial is like you're in a negotiation with a realtor, you're in negotiation with a car salesperson or something like that. And there's been times where my wife and I were both there and the person that we're talking to would say something and then she would react in this of like, oh, wow, that's a good deal, you know, and in the back of my mind, I'm like, don't. Don't let them know that it's a good deal, because then that's. That's the one they're going to stick with. And we don't know if that was a good deal. They're just throwing a number out. You thought it was a little bit better because the perception was there, but it's like, I don't know if it's actually a good deal. Let me vet it a little bit. But now you've thrown all our cards on the table by having this, you know, reaction and actually saying the word sounds like a good deal or whatever. So in the context of making money, this has probably made me more money than most things. I remember this one time I was running a podcast guest booking agency, but we also did some podcast production work on the side for unique select clients. And I remember I was having this conversation with a guy one time. He was introduced to me by a mutual friend of ours, and we sat down for coffee in Vegas because he happened to be traveling through Vegas. And the context of the conversation was, hey, I want to get booked on more podcasts. And that's what we did at the time. So when we sat down, that was the initial entry point of the conversation. And this is sort of also just sales psychology in general. I did not immediately just go, okay, great, well, we can do that. Let's do this. Here's our pricing, here's our. Here's what we charge. Here's what we can do. I dug a little bit deeper and said, okay, well, why do you want to do that? And he started explaining to me why. And I was like, okay, well, how many shows have been booked on so far? Turns out he'd already been on, like, 300 podcasts, the majority of. And a lot of those ones were podcasts that I had relationships with that I was planning to get him booked on anyway. So it was just sort of like we started getting more into the conversation, and I was like, I don't know, man. It sounds to me like you kind of got this nailed down. Like, you know, I mean, obviously there's still room to get booked on other podcasts. I'm not saying that he tapped. He tapped it completely, but I was also like, in terms of what we can do for you, or in terms of bang for your buck, or in terms of what I view as, like, the next step for you in particular, for what your personal brand will require at this point, frankly, I think what you need is the ability to start building your own audience when people start searching you out from the appearances that you're doing, you know, because it's all also somebody who is getting booked on a bunch of stages, who's speaking live in front of audiences of a thousand, two thousand people across the country. You know, he's, he's actively getting pr, is actively getting booked on stages, actively getting booked on podcasts. And I sat down with him just like, look, man, I, I don't think any of these things are what you are, what we should be doing for you. It looks like to me you got a pretty good system for this. You guys at least have a bunch of inbound opportunities. I was like, what I think you need is your own podcast. I think that you need to have a vehicle to build your own audience once people discover you from the podcasts and stages that you're, that you're doing. And so he said, okay, well what would, you know, what would that look like? And I was like, oh, well, you know, we don't really, we don't really do that very often just because frankly it's, it's pretty expensive. You know, I've have a pretty good system dialed in with my team now. We do a lot of content, we do all of our own stuff really well. We do this for one or two other people. But you know, if you're an H