B (2:56)

Yeah, that's. That, that's a good one. I. I was out playing hockey the other day. I was on the bench and I was telling a kid, I said, man, I wish I would have known this when I was a kid. I wish I would have known this stuff. I was like, I didn't have any confidence when I was younger. I was literally a young kid and I didn't have a ton of confidence. And I used to watch people that were good with girls when I was young and single. They were good at sales when I got into business. And I realized that the biggest difference between people that had what they wanted and the people that didn't is how they used their words and their language. So about 22 years old, I met a guy that introduced me to neuroscience, neuro, linguistic programming. And since that point, I'm 47 now. I have been like, obsessed for 25 years on how subtle changes in our language, our tone and word choice can make such a difference in everyday communication, all the way up to closing million, million and ten million dollar deals. So it has been an obsession of mine, not just a little enjoyment.

C (3:56)

Yeah. And you've worked with, you've helped, you know, all kinds of people in all walks of life, Right? The average person to famous people.

B (4:05)

Yeah, you name it. I mean, I've got. You could go my Instagram and you'd see me helping a kid out, their mom to have a better conversation to, to getting called to Calabasas to help Jake Paul before he started boxing, to help him get over girlfriend issues. I've helped people that run $100 million companies. Lady owns one of the largest trucking companies in Florida. You can look up who she is if you'd like. I'll leave it at that. Because she's having a challenge in a, in one of her relationships, but also having a challenge in relating with her child. So it's like, it doesn't matter what aspect I've been called by you to help you on stage. And I've also got, I mean, some of the biggest names in UFC that call me before they're about to walk into the ring is I'm the last voice that they hear before they walk in. So they're communicating with themselves just as much as a salesperson selling something to somebody.

C (4:56)

Yeah, if you wouldn't mind, I mean, gosh, there's so many that you could give us, but give us a few, you know, kind of tactical things that are just subtle things that, you know, that, that you can share, that make massive, massive impact in communication, sales, just in general.

B (5:12)

Yeah, let's pick. Let's pick a scenario. Because I could like, totally just go, whoa, and just throw some random thing at you. Let's pick a category, let's pick a person. Let's. Let's make up a scenario, and I will give a technique like this type of person, this type of industry, because I have answers, thousands of them. And rather than be random, let's just take an industry, a person, a scenario, and boom, I got something.

C (5:34)

Well, how about you do use it for real estate and talk about the, you know, the who we are, what we do, why we do it like that. Go through that framework. Teach them that framework really quick.

B (5:45)

I'm gonna do that secondary. I'm gonna put that up to the side. You said real estate. So let's talk. Let's talk standard. Can we talk standard buying and selling, like listing, stuff like that. Okay, so what most people don't do, this is. This is a big aha takeaway for everybody right now. Most people come to me and go, michael, what should I say? And my response to them, Something I've learned 25 years ago, luckily, I learned this is not what should you say? What response do you want to get from the other person? So we should speak for the response that we want, not for that we sound good. Politically correct, grammatically correct. Because last time I checked, English school teachers don't make shit compared to real estate investors. And being politically correct and grammatically correct is not our goal. So the thing is, how do I want this person to respond? So if I'm looking to pick up a client, let's just say in any industry at all, I'm going to do the who. What? Why? In a second. But this is the one thing that I've learned is I like to confuse people because everybody has a neuropathway of they think is about to happen. So if I were to sit down at Starbucks, my house, my office, brand new client, and let's say I said to them, hey, listen, I want to be clear with you. I don't know what you were looking for, but I want to let you know, if all you were looking for is a real estate agent, I'm going to tell you, you should probably check Google because that's not at all what our company does. Now they're thinking, oh, my God, I sat down with you to list or sell my house or as an investment. What do you mean, that's not what you do? Our company goes much further in what we do. So here is what we do. We are part. And the reason I said go check Google is you just rejected somebody. And rejection not only breeds obsession, but what it does, it gets people to go, well, they're not that. What are they now? I got their attention. Okay. Then I would quickly say to them this, hey, listen, here's what our company does. Of course we help you buy and sell and invest. We do all that. But here's what we really do that's better. We're part coach to help you understand the market. We're part mom and dad sometimes to teach you things you didn't know. We're also part mind reader, which means we need to know what you're going to want five or six years from now. Because what I've learned is what most people, when it comes to buying a house or selling a house, we need to know where we're going to want to be three to five years from now. Like right now, your kids are eight. You need a playroom. Eventually you're going to need a teen room. So we've got to read minds. And I'm partly going to be therapists because, man, there's going to be moments where this is going to be frustrating and I'm going to have to work with you. So all you want is a real estate agent? Go to Google. Our company offers more. The reason is we're going to do that shit anyways. We might as well bring it to the plate. The other thing is our job is, is to get people to feel confident. Not in us, in themselves. And this is one of the things most people do. I'm going to sell me now. I'm going to sell you, Brandon, on that. You make good decisions and I'm one of them. So the first thing I do in every financial interaction is I sit down and go, listen, Brandon, before we get into anything, I just want to commend you in advance for even setting up this appointment. Because most people talk about getting their home of their dreams. Most people talk about being a real estate investor. Most people talk about upgrading their kitchen, whatever it is. And here we are actually doing it. Be proud of yourself, my friend. What that does is it sets a frame. You watch your head bobbing up and down. What that frame it sets is it gets the person to realize, I'm already doing the right thing. We want people to realize they're already doing the right thing and we're pointing that out to them. So that's the simple stuff that I teach. And anybody can go back, continue to listen to this episode again, that part and make sure to subscribe too. But I want you to make certain to go ahead and listen to that part again because that is something you're going to want to hear again and again. I could do the who, what, why also, but did that give you enough?

C (9:30)

Yeah, but I'd love you for you to do the who, what, why also because it's so powerful.

B (9:34)

So here, if you have a pen and paper or if you're listening in your car, I want you to imagine you had a line going down the paper, both direction made like a nice cross. And I want you to recognize there's four types of communication that people have. There are people that want to know why things are happening. Like, why should I buy now? Why is it a good time? Why should I trust you? There's people that want to know what we are talking about. They want to know like, what is this about? They want to know like, what is the reason? There's a very small group that want to know how do I do this? Like, just tell me how to do this, tell me what I need to do and I'll do it. Very few people are that driven like a lot of your listeners probably are. So don't be confused because everyone listening is probably a badass because they're listening to the show. So they're how people. And then there's a group of what if people. Now the what if people are what we used to think are the doubters. Now here's the important thing, I'm going to teach all of you about it. And Brandon, I may have never covered this with you before, so the reason I mentioned this is we don't know which somebody is, but we do know that they're all one of those. So what I typically do is you don't have to answer all of this. You just have to cover those words in your speech, in your email, in your face to face, even with your children. Your children want to know why should I bother with the program? How is this going to help me in my life, this homework? You know, what if I don't do it? What they're always running this. So what I've learned how to do is two things. And one I'll give you, I know Brandon was talking about is next time you have a conversation, write those Four words down. How many of them can you say? So let's go back to real estate. You're probably wondering why right now is a great time to buy. Well, what I want to share with you over the next few minutes. Notice I said why? And what. What I want to share with you is what's really going on in the market and how you could take advantage of a trend that most people miss. And what if, quite frankly, we find something today that sets you up into the future? Why that's important to know is what it could do for you and your family could set you up in the future financially incredibly well. And then we can show you how to parlay that money into something else. So what if we do find that today and you start getting what you want? What it does is our defense mechanisms inside the brain that make us stay in our average, I call it. They are controlled by these four words. And the second you say one, it releases a lever. So it's like, you probably want to know why we're here today. And the brain goes, and I want you to understand what. And it leans back, how they'll lean forward. What if they'll tilt to the side? It's all humans. Righties and lefties do different things, but it's all people. It's biochemistry. It's neuroscience of what we do. But I used to think, Brandon, the what if people are a pain in the ass when if it doesn't work, what if this greatest hack of all is to take the what if and to flip it on them and say, I got a question for you. What if today in this meeting was the beginning of changing your financial situation forever? I was wondering if you would want to take a look at how we could make that happen. So in a few years from now, you would know, like, why am I in a different spot? You're going to realize it's what we did today that made the difference. I used to avoid the what if thinking they were annoying. But, man, the what if is the gateway to everything we want. So if you've got an employee, if you've got a teammate, what if you were to say, what if what I'm about to share with you had the potential to literally change your financial situation? Would that be something worth going over? You have just hacked their doubt and added possibility.

C (13:24)

Hey, this next segment is brought to you by my good friends. I am a comeback. We did an episode with Mark Jenison. Now, listen, not so much something a lot of people like to talk about, but it's a Real thing. If you're struggling with alcohol and you're a high performer, I am a Comeback can help you. These guys are my friends. I've been to their events. I've been inside their community. I do a lot of business with a lot of people. Mark has transformed a ton of people's lives. If you're in a situation where you need help, reach out to my good friends at I Am a comeback, and that's iamacomeback.com mention the show. Mention you're a friend of the show. These guys will take good care of you. And they do it for all the high performers that need this help. They've transferred a ton of lives. They're who I trust, and Mark is a good friend. So check them out at I ama comeback.com. yeah, that's. So that was a fire hose.

B (14:19)

I know.

C (14:20)

No, but it was. It was. It was so powerful. What I. You and I talked about this a lot this week, and I think this is important. But would you. Would you talk about a little bit how people typically make decisions, what they think is based on their identity, but you can actually get them to make a decision outside of that. And when you actually can get them to think from that perspective, it all changes.

B (14:47)

Yeah. So this is. This is where most people. Most people make very similar decisions. Like, I even went to Disney this week. And I identify as a person that doesn't like to go to the park. So I had to spend the $6,000 and do the tour. I identify as a VIP. I don't. I have that identity. I could not just go to the park. I'm just not going to go. Does it. Even if it wasn't in my budget, I'm going to beg, borrow, steal. I have to do that. So I have an identity now. At one point, I had an identity of. That's not where I'm at. So every one of us has an identity that controls what it is that we do. So the majority of our identities are controlled by something that isn't even going on right now. It's something that we thought was a good idea years ago. So, like a lot of us, especially in real estate, we buy the house that's a little better than the one we have now, but it's not the one we're going to want in five or 10 or 15 years. We don't think far enough down the road. So when it comes to our identity, like, let me. Let me get a scenario from you because I have so many ways to take this. What is the type of person or area and identity you want to shift, Brandon. Because I know what I'm going to do. I just want to, again, build a scenario.

C (15:55)

So, okay, here's one that I can tell you in real estate that we've seen, I've seen be circumstantial. I would never sell my house for less than this number. But we buy it, we find a way around that.

B (16:12)

So how I solve that is they identify as a person that is very intelligent after they get the money, Correct? Yes. And in their mind, they identify as what's called a future self. And they identify. It hasn't happened yet. They think, oh, my God, I am so great. Somewhere down the road, someone's going to give me $300,000 more than anybody, in imaginary terms. So what I do to change their identity is I want to take them from a future self to their already great. So this is a tactic that I'm going to share with you, how to get someone to buy, which is really not a negative tactic. It's very powerful. So I would say this. I said, brandon, have you even considered, let's just say you own a home that you bought. Have you even considered how smart you were that in 2012 you purchased that home? You did. Did you even realize how smart that was? I don't know if you thought that through at the time that you bought at such a good time and produced such an amazing return. Have you even given yourself credit for what you've done so far? And what are they going to say?

C (17:18)

Oh, yeah, yeah, yeah.

B (17:19)

Okay, good. And then I'm going to say, have you considered what you're going to do next with that money? Because you have produced a massive. Most people have never gotten as far as you have. That chip has already passed. You've already gotten a double on your house. It's already up like 3, 30%, 50%, 70%. Have you even thought into what you could create with that money now that you have it? Now what you're doing is you're. You're switching their identity for. Instead of, I'm the guy that got paid real big. I'm the guy that was smart and made an investment. Because you've already produced 40%. There's other areas of the market you could put that in quickly and produce a similar result sooner than later. That's the way I would switch that with them. So when it comes to identity, we've got to ask ourselves, like, how does this person identify? And most of us identify based on what we don't want, and we do want in our lives. I identify as a guy that wants to be rich, I want to be famous and I don't want to be poor. And we identify somewhere in the middle, which I call our average in the middle. But what really controls our identity are the relationships we set up with the people in our lives and, and the script that we've laid out for them. Because the reason we don't change as quickly as we want to is we have pre existing relationships with people. I'd call it typecasting, like we're Liam Neeson and Taken or Schindler's List. And we're just a badass. Correct. And we're like, I've got a unique set of skills. He can't go into comedy. So if you were late, as I'm a hard working entrepreneur, I'm a person that bought my house. The only way I'm going to make money, we need to then parlay that and create a change in the relationship. So how I'd get that person to sell is outside of you. When you find a way to take the money you had in that house and parlay that into the next thing, who's going to benefit even more than you from that? Your kids. Let's do it for them before the market goes down. Let's do it for them. And why don't we talk about what's even available to get you even similar returns? Because right now that stuff stagnant. It's not going to go up again. You already got the up. Let's take advantage of that and find the next thing to get you 30, 40% return because you get to be your wife's or your kids hero. You already were a hero. You get to be a double hero when you find the next thing.

C (19:41)

Yeah, love it. I love that. On that subject, just because you're an expert on this and you've helped me so much talk about identity in general. Like people are listening and it just dominates. It dominates. How does somebody step out of their identity? How do they find a new identity? How do they reverse that programming? Because in coaching people for a long time and speaking on stages, this is where I see a lot of people are stuck.

B (20:09)

Okay, so here's the best way I can explain this. The guy Joe that I was going to introduce you to, actually I sent an intro back and forth to you. I was on this podcast and I started talking about this and he said motivation and identity have a lot to do with each other. And I remember him asking me, he's like, how can I help my kid believe in himself to actually want to be better at sports? And then I just stopped and asked him, I was like, does your kid even know that he can be better? And a lot of us think it, but we don't know it. Know it is like I really believe it and it's going to happen. So what I've learned about this is most of us are operating from what's called an outdated identity instead of our current identity. So for instance, I started my business and most of us, here's how you get out of, here's how you change your identity. What I told him to do with this kid, I said, I want you to walk up to him tomorrow, it needs to be his idea. And I want you to walk up to him after he ate breakfast and just say that he wanted his kid to get better at basketball. I said like, listen, just ask him. I said, hey listen, Johnny, if you ever want to get better at basketball, you come to me when you're ready and let me know. And this is how you would work with your team. Because most of them don't believe they can be better and then so don't answer right now. Let them come to you. So we need to realize, we need to step into our new identity. So I want to talk about this very, very simply. Most of us, the life we're living is better than where we were, but not where we want to be. The challenge is most of us have become what's called a victim of success. And what I mean by a victim of success is we are better than we were. So we don't want to go backwards, but we're not where we want to be. But we're scared to lose what it is. We have to get what it is we want. What we don't realize is worst case scenario, if you go for what you want, you'll wind up back here again because you know how to do this, this, that every single day of the week. So I'm taking this long conversation to have a short conversation with everyone in order to get where you want to go and really change our identity, we've got to look in the mirror. And I remember when I was first writing my book, the biggest challenge that I had was a seven year old boy. Brandon was trying to write that book. A little boy that wanted to prove to the world that he could do it. Like a lot of us want to prove to somebody, I can do it, I'm going to make it hard, I'm going to figure it out. I'm going to show you you can do it. For seven years, I couldn't get the book done. And then one day I was talking to a friend and I asked him a question. I said, how old are you? And he goes, I'm 39. I said, let me ask you a question. What can a 39 year old with a beautiful wife and a beautiful business that makes millions of dollars, that guy that travels around the world, what can that guy do? Because I don't ever talk to that guy. What most of us do is we plan our decisions in our life based on who we used to be versus who we are right now. So how we build our identity is really to identify with who we actually really are right now is. Here's the deal. You've been in business seven years. You've been through a bunch of crap. You've been through a divorce, you've been through seven years of marriage, you've raised kids, you've done everything. But most of us don't realize is we've been through a lot of. And we've done a lot. What can that person actually do? And we need to make a realization that we're very good at being ourselves. We don't have to reinvent ourselves. We need to add to what it is we're currently doing. We are tough, we are strong. This is part of your identity. You've been through crap, you've been through ups and downs. You've been to all kinds of economies. You've done this. Changing your identity is not dismantling who it is you are. It's adding to what it is that you do and deciding that you're going to get better. So three areas that I'd say that helps our identity is. Number one is the language that we use. The person that you desire to be has a different script. The difference between I don't even have even seen a Mission Impossible in my life, but a Tom Cruise, a Mission Impossible or you like wwf. The script of do you know what I'm saying? Andre the Giant back in the day was a very different script than Sergeant Slaughter. We're going back in the day.

C (24:06)

Yeah. Oh, yeah.

B (24:08)

They're different scripts and you read them differently and the characters different and they talk differently. So you've got to be willing to take on a different level of communication and a different script to sell the world. Your new script number two is your mindset, how you see things. Is business hard or it's harder than you'd like it to be? And there's things you don't know. So how you talk to yourself about stuff. And number three is mindset is really. Is our mind is like, how does our mind actually work? So there's language with others, our script language with ourselves. And how do we control things inside of our mind, which really controls our focus? I can go deeper on that. And again, I'm used to long sessions and not like 10 minutes, but. Or 10 seconds, but that is where we need to change things. So I can dig on any of those. And I think this is a very useful conversation.

C (24:56)

Yeah, I'd say just go a couple minutes deeper on that. Again, I think. I think what's very important. So you. You made a comment there, which I think a lot of people listening to this might be. Might be in that loop of, I got more than I ever had. I know I'm destined for more, but I don't want to lose what I built. So my identity is I'm stuck. Whether subconscious or conscious, I know I'm meant for more, but I'm also. I'm also afraid to go for more.

B (25:26)

Yep. So a lot of us, we identify because we played video games as a kid and we played sports. We think there's bonus points for making it harder than it needs to be because it was hard to get here. And we don't realize it's only hard because it was that person doing it. The hardest part we have to realize is it's actually easier than we made it, than we realized to get where we want to go. So we need to outgrow where we're currently at. And part of the way of outgrowing that is we need to realize that in order to get where we need to go, we need to talk differently about it, which means that there are things we are not great at yet that we need to get better at is very different than saying it's hard because when you say, man, it's really hard to scale a business, and it's not even that you don't know how, because probably half of us know 3/4 of what we need to do. It's not that we don't know, and it's not that it's hard. It's harder than we'd like it to be. And in a lot of ways, we misled ourselves because we thought we would have arrived based on our immature, childish behavior that we picked up at 29 or 31 years old. We're 50 now. We should have been farther along. No, we just set our standard a little bit too low. So we need to look in the mirror and go, I'm not where I want to be. So what I. What I do is. I have covered this before. One of my classes. I cover this. I said, the first step in anything is we need to accept we're not where we want to be. And as soon as we accept that and say, you know what. Because I think that the. You know what the biggest limiting belief in the world is, Brandon?

C (26:51)

No, what is it?

B (26:53)

That we know what we're doing and that we're good at it. Because if you knew what you were doing, you already would have done it. Correct. Right. So that's the biggest limiting belief. And we hide behind. Yeah, I'm good at this. I know what I'm doing. Those are limiting beliefs. And people say, no, those are positive thoughts. Yes, if you want to keep on producing what it is that you have, but if you want something different, we need to say, you know what? I'm not where I want to be. And as soon as you admit you're not who you want to be, you need to realize I'm not where I want to be. Then what I need to recognize is, it's like a circle. I need to figure out, what do I want. Then I need to figure out, how do I get there? And then I need to do what it takes to get there, and then I need to wind up there. And as soon as you get there, that's not what we want. That's everybody's January 1st New Year's resolution. I want to get somewhere else. You actually don't. You want to get somewhere else so you can realize I'm still not where I want to be. It's not about not being content as driven, hardcore human beings that go for more in life. We need to identify as people, unfortunately, that are really great at taking that next step, not trying to get somewhere. And as soon as we try to get somewhere and we think that that's what we want, that's typically where our downfall is.

C (28:04)

Yeah. Because it's not a destination.

B (28:07)

No. Once you find, like, you're like, oh, man, I wanted to be here. I really, like, I want to get somewhere. Because when you're there, you're going to be miserable because your mind is like, well, where do I want to go next?

C (28:15)

Exactly.

B (28:16)

We need to get there. And our biggest. Do you know what the biggest driving force in the world is? You know what? I'm not where I want to be. I like my car. There's nothing wrong with liking your car. But wanting A better one. There's nothing wrong with that. You can do two things at once. I can love my vehicle, but I'd also love to have that one. That's okay.

C (28:31)

Yeah.

B (28:32)

And that is where we limit ourselves, because we think it's wrong to want more when we're already doing better than most.

C (28:39)

Yep, exactly.

B (28:41)

100 covered. All kinds of random. Lots of ADD here.

C (28:44)

No, that's good. I.

B (28:45)

That's perfect.

C (28:46)

I. I love that. Hey, and that goes back to what you and I were talking about earlier today, is the. Or the earlier in the week when I was like, you know, I went to the super bowl, and one of the most profound things that, That I walked away with was the ceremony is only 25 minutes. It's like athletes work their entire life to become a Super bowl champion, and 25 minutes, yeah, they get the parade, but then it's back to work. Yeah, you're super bowl champ, but the award ceremony was 25 minutes.

B (29:19)

I'll tell you, the most rewarding thing in the world is to think about your dreams and write goals and write down dream boards. That's rewarding because it feels good, the actual achievement of them. It is more exciting to want it than it is to actually have it. And I hate to tell everybody that, because once you get it, it's not that you're going to be disappointed. Like I tell people, like, you finally get the car you always wanted, and if you're smart, you'll buy it, depreciate it, write off the interest, do all the things that your tax professional tells you to do, and you'll get it. And you'll get in your driveway, you'll drive that car, take each of your kids around the lot one more time before you go to bed. You go in the garage, sniff it one more time, your brand new car, and then two days later, you get mud on your foot and you got 39 more payments. And that's how most people are. It's like, you finally get the thing you wanted. It's not negative. It's exciting. We need to realize these are steps. They're not the end result. And we need to identify as somebody that is continually growing, that wants more steps. And it's a hard pill to swallow that, hey, I won the Super Bowl, I'm going to Disneyland. That's the next thing I'm doing. I'm going to Disney World by Tuesday. It's not that you're going to be depressed. You're going to be onto the next thing already. So it's A lot easier to hide behind the identity of a guy that wants for the identity that gets and keep getting. So we need to become people that identify as someone. This is just a change in language that I'm really excited that this is what I'm going to do this year. I'm the type of guy that achieves things, gets what I want, but also isn't always fully satisfied. And when you identify as that person, you will be the next musk. Steve wins. The next what? Whoever it is you would look up to. You become these people. That's. That is what we need to get to. That is the Arnold Schwarzenegger back in the day, not settling when he was working out that that was the big thing. We need to become those people. That's where we change our identity in little language.

C (31:13)

Yeah, No, I think the powerful thing is, is.

B (31:15)

Is.

C (31:16)

I learned this in my own life. It was when I. When I. When I was so enthralled in getting whatever the thing was, when I actually got it, I was nowhere near as happy as I thought. When I changed my mindset to I gotta lock in. Because it's just another target. Is the person that I become chasing it to get the target. The target's how I keep score. I actually appreciated it way more and more. I had way more of a satisfying feeling than you know what I mean? Just because I agree with you, I've bought almost every dream car I've ever wanted and I get a dopamine hit for a week, two weeks. You know, sometimes you have a bad day, you hop in the car, it makes you feel better, but it's. It's not as crazy after the first one. It's not as crazy as you think. And then when I flipped it to, I got to be the person that's chasing it and it's just a target. Then my happiness and everything around it changed dramatically. Dramatically.

B (32:20)

It's interesting you bring that up because. Let me just teach you a little about neuro neuroscience here for a second. So the way the mind works, nothing is left to chance. So at all biologically. So I don't know what you believe in. God, light, sounds. That's all your. Whatever you want to believe in. But here's the way we're built as human beings. Breast milk, weird conversation. Having a wealth podcast has a little bit of sucrose in it. Has sucrose in it, which most people don't know. The reason there's sucrose in it is it makes the babies, numbs the palate, makes the baby drink it. Because if not, babies would die. They just wouldn't drink if it tasted horrible. So what happens is it is there for a reason. So anytime you set a new goal. We learned this from studying infomercials back in the day. Anytime somebody buys a Beachbody Audio, remember back in the day, Was it Carlton Sheets with investing? Was that Carlton Sheets? Yeah.

C (33:01)

Carlton Sheets.

B (33:02)

Yeah. The tapes out of your hand in seven to ten days. Yeah, you're out. Because we found that the excitement stage lasts seven to ten days. Yep. And after it, we get an sos. Shiny Object Syndrome. Because if in we're door knocking back in the day, or faxing with the old days, the next stage is what's called mundane. And it's the mundane, which is makes you rich on your way to your goal. Well, most people don't recognize you can't really read this clearly, but I can. The excitement stage lasts 7 minutes, 7 days, 7 seconds. We need to get obsessed with the mundane. We need to love boring. We need to entertain ourselves. There are presentations I've done where I've literally done it a thousand times. I've got to entertain myself with my own stories, right? So we've got to get good at the mundane. It's the mundane that gets you wealthy, the mundane that gets you rich. And we live in a silly society today which is trying to sell people excitement. The key to your goals is mundane. Doing the thing that needs to get done, getting your goal. But it goes excitement, mundane goal. But this is a circle. When you get your goal, you get excited again for about seven days. Then we got to do more mundane. Then we hit a new goal. This is the path. So the only time the drugs hit God, or light or sound, whatever you believe in gives you a hit. For the first seven days, you get the tapes from Carlton Sheets, you listen to Brand and go, oh, my God, I'm going to go become an investor. You got seven days, and then it's going to get boring as shit. You're going to hit some goals and then it gets exciting again. Then it gets boring as shit. Then it gets exciting again. And we've got to get good at the wheel. So when Robert Kiyosaki says, you got to get off the treadmill, I think you got to get on it. You got to get on it and find ways to entertain yourself being on it.

C (34:45)

I love that. I knew. I knew. I just had to give you a couple prompts and you get going. So I appreciate that.

B (34:52)

I went going. I got excited.

C (34:54)

No, I know so every show we're going to end it with this and then I'm going to ask you how people can find you. Every show, I always ask people. So the shows wake up to wealth. As you know, I don't come from money and I learned about money. And what I learned was there was two economies, the educated and non educated. And I'm not talking about an mba, I'm talking about learning about money. So the point of the show was to bring people like you to just get a different glimpse of the world so they understand how to become wealthy. And wealth is not just money, right? It's knowledge, it's power, it's freedom. So I ask everyone on every show, what is your version of waking up to wealth?

B (35:37)

So I figured this out myself in a lot of ways and I'm still always working on getting better at this. So I'd say waking up to wealth to me is waking up and really being able to do a lot of the things that you want to do and having the ability and control to not have to say no to the things you want to say no to and to not have to say no to what you don't want to say no to. I am a convenience person, so to me, wealth is convenience. I do not like wasting time on things I don't want to waste time on. I like big hotel rooms. I like being able to pay a guy at Disney to go and run to the restaurant to hit my reservation so I don't have to do it. I like to be able to use the means of money, which I. It's one of my favorite books I ever read. J. Paul Getty, how to Be Rich. Have you read this?

C (36:29)

Actually, I haven't, no.

B (36:30)

It is amazing. And he basically said there are five types of ways to get wealthy. It's work for someone else, work for someone else. Find a way to do something with your money, Work for yourself. Work for yourself. Help someone else run their company, manage someone else's company. And you got to figure out which one you are. I find wealth for me is when I read part of that in that book because he was one of the wealthiest men in the world, oil tycoon is being able to use and leverage finances, language and communication to make my life easier. I am here to make my life as easy as possible, not as hard as possible. I like ease. I don't like hard. I like ease. And I do the hard things easily by a few words and a few subtle things. So a long answer, but that's what I believe. Waking up to wealth is, is knowing today that I have the words and the language and the finances to be able to produce things that I want. If I can't get them, I can use one of those three things to figure it out.

C (37:27)

Great, great answer. For all those that are paying attention and watching this, how can they get in touch with you? Follow you, get more of your stuff.

B (37:35)

Yeah, Instagram, I always tell everybody, find me there. Always find me on Instagram. I got a book. It's really about your identity and not getting stuck in your average called average sucks. You can get it on Amazon or averagesucks.com for serious people out there. Couple things I was gonna tell you. If you're serious, you could send me an email and you could say, michael, I wanna be interested in working with you. It's michaelburnoffmail.com like, if you're serious, just say, hey, dude, I met you on Brannon's. Or this is a number that someone our company runs. You could send a text 480-800-8051. It's 480-800-8051. Text the word influence and I'll know what to do. I'll, I'll, I'll know exactly what to do. If you text the word influence to 480-800-8051. My team will set up a time that we can chat if you're serious about doing something. So that's, that's, that's just a throw out to those people that are like you, Brandon, that are, that are winners.

C (38:33)

Well, I appreciate it, guys. If you're listening to this, this guy has helped me immensely. Just become an absolute freaking superhuman on stage. We were just talking about it prior to getting on the call I sent him. I just. So you guys understand the, the level of preparation if you want to win. Every single time I keynote, I talk to him ahead of the keynote and I send him the keynote that I just did. And we break down the game film of what we can do better, what we can add, what we can subtract, what we can do. That's how ser serious we take it. And this guy has helped me immensely, become just absolute monster on stage. So I can't thank you enough. And I can't thank you enough for coming in and sharing some good with my audience today. Thank you, brother.

B (39:18)

It's an honor. And probably my most exciting thing, not probably, definitely the most exciting thing to see is one thing is teaching. The other thing is watching somebody turn teaching into magic. So I get an opportunity to watch your presentation. The one you did, you're even better now. But the one you did three, four months ago, watching that you taking. You're not a learner, Brandon. If anyone has never met Brandon, I don't consider you a learner. I consider you an implementer. You literally take the stuff I share and you use it and that is what makes you great. So I just challenge anybody who's listening to anything I share today or anything Brandon or any of the other guests have share, stop learning and start implementing. You'd be amazed what happens in your.

C (39:55)

Life and always guys, we appreciate your support. Like subscribe, share, give us a rating that continues to help the show grow and I can continue to get cool people like Mr. Burn off on here to pour into you guys and give you guys the game. Thank you guys so much.

B (40:11)

Thank you.

C (40:13)

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A (41:07)

Thanks so much for tuning into this episode of Wake up to Wealth. We sure do appreciate it. If you haven't done so already, make sure you're subscribed to the show wherever you consume. Podcast. This way we'll get updates as new episodes become available. And if you feel so inclined, please leave us a review on Apple Podcast and tell your friends about the show. It is how new people find us. Until next time.