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Glenn Mattson
Hey, everybody. Welcome to season six episode eight as we take a look at in the Building Blocks of Success, the concept of really what is success…
And with our mindset within Sandler, we know that the success triangle made a major role within our ability to be successful, and that's the technique, the behavior, and the attitude. When we look at it, we say to ourselves, well, they're successful because they came from a better background. They went to a better college. They have more connections than I do. You know, it's very interesting that if you look at self made entrepreneurs, self made millionaires…that…the reality of where they went to college, their alma mater, what school they went to had no direct correlation to the level of success, which is shocking. What also is also kinda cool, quite honestly, is more self made millionaires were B students than A. You realize that only twenty one percent of A students become self made millionaires as entrepreneurs, yet forty one percent of the self made individuals are B students?
Glenn Mattson
Heck, your C students are twenty nine percent…which basically means that if you're a C student and a B student, you have more of an opportunity to become a wildly successful entrepreneur than an A student. And by the way, more than sixty percent came from middle class incomes… So, Carnegie may not have it wrong when they say that fifteen percent of your success comes from technical knowledge and eighty five percent comes from people skills and your mindset…
So as we look at mindset, we go back to our success triangle. We take a look at what we know with regards to no guts and no gain and how it helps us identify those. I think it's the best program that Sandler has…
But over here at MEI, we spend a lot of time on the successful mindset…
And within Sandler, we call those at leasters and winners or campers and climbers…
Today, I wanna use two different terms. It's called fixed mindset and growth mindset…
As they go through these terms, you may see the correlation between those other two that I mentioned before because they're all the same meaning, but different titles. So let's take a look at each of them real quick. A fixed mindset person believes that…
I either have talent or you don't…
If if I fail, it means I'm not good enough…
A fixed mindset person believes that they have to prove to themselves and to others every single day…
Glenn Mattson
A fixed mindset person will say things like, why try? It's not gonna change the outcome…
Kinda like the lot you have in life is what you got…
Yet a growth mindset person really lives, I believe, in three key words… time… energy, and effort. Meaning… everyone can be successful. It just may take time, energy, and effort. It may take you more time and energy than somebody else, but if you put in enough time and energy and effort into it, you will all be successful. So their mindset is skills can be developed. Failure, although it hurts, is feedback…
Success isn't about where you end up, but success is how you got there. I e, the destination is one thing, but the journey is everything…
Isn't it interesting that you see individuals that become wildly successful and are still not happy with who they are? That means they have a fixed mindset regardless of how much income they made…
So let's take a look at how these impact our ability to become who we wanna become…
Glenn Mattson
If we look at our areas for life… in different positions that we stand in, I wanna walk you through two of them, which is vision… and risking… so we can take a look at how these two different viewpoints will look at just two things entirely different…
So when we look at vision, for instance, some people will think of vision as a mission statement or vision as having absolute insane clarity of exactly where you wanna be and three to five to seven years. You have due dates. You have plans. You have times to it. You have a behavioral plan.
It's all locked and loaded, and it's black and white. And if you follow it, you'll get there…
That's what some people think about vision…
Some people think that vision is a picture in their head of what they're fighting for…
Others have it where it's completely black and white. I wanna earn x by y, and this is how I'm gonna get there…
Regardless of how your brain works, you have to ask yourself if the vision is your why. You're gonna have long term, short term, and daily goals. That doesn't change. The vision is what pulls you out of the mud when you get knocked down…
The vision doesn't always have to be clear, but it has to be strong…
The vision sometimes doesn't have a plan, but it does have some clarity on a destination…
The question becomes, are you willing to fight for it? Are you willing to do whatever it takes to get there legally, morally, and ethically…
See, when I talk to people about their vision, especially if they're younger…
You have to understand that people will either go towards something or they go away from something. You have to ask yourself, when you look at your vision, are you towards someone or are you away from somebody? Or are you a combination of both? For instance, what drives you? Is it to get to go towards something, like a new car or a new house or moving into a different part of town where the schools are better…
Is that towards something…
Glenn Mattson
Or are you the kind of person that's motivated… by moving away from something? ie - I don't wanna be scared anymore. I wanna move away from feeling pressure. I wanna move away from feeling the need to sell all the time. I would like to move away from the stress of not having any money and figuring out how I'm gonna pay my bills.
So sometimes we have to ask ourselves, what pulls you more? Is it something that you're going towards, or is it something you're running away from? So when you look back at your why, you gotta find out your why. And, again, it does not have to be something that's a seventeen page document. It can literally be a picture of one thing, and that thing drives you to do the things that you know you're supposed to do but don't wanna do.
That's our why. The why gets us through the junk. The why helps us make better decisions during WIMP junctions. WIMP junction is the choice that you have to make that you're gonna go either do what you're supposed to do or you're gonna wimp out and hide and do something else…
And the why is what makes us choose correctly…
So ask yourself is my why pulling me towards, or is my why moving away from? I know plenty of people will say, I don't ever wanna feel pressure about money. Other people may say, I wanna move away from being afraid…Other people will say, I wanna move towards the big house in the hill. I wanna move towards… having the ability to have one income versus both of us work.
So you have to decide what your vision is, but don't get fooled by the fact that it has to be a seventeen page document…
To let you inside my closet, my vision was a picture hanging from my rearview mirror and another picture in my bathroom mirror. So I stared at it every morning and every night until I finally, in my head, believed with every ounce of my body that I deserve to own that, and I was willing to do what was necessary to get it…
So find your why…
Glenn Mattson
Fixed mindset… people will deny the why. Why have a why? It is not gonna make a difference…
It will make a difference. So when you look at vision, we have to identify do you have something strong enough to pull you out?
And do not have the mindset of why thinking big is not gonna make a difference? Why think big? Because as I get close, it always pulls me away. Why think big? Only the lucky people get there.
That's your mindset. Your actions will always follow your mindset. So start thinking right. Start understanding your why to help you pull through the dark times…
The second area I wanna spend some time with you on, which I think is vitally important when it comes to this is risking…
Now… anytime you want change, you're gonna have to risk…
But we have to understand risk for a second. So let me explain to you real quick…
The definition of risking is letting go of what you know to be true to go towards something of greater value. So, basically, risking is letting go of what you know works. Letting go of what you know will give you an outcome. Outcome. Now it may be a lousy outcome, but it's gonna give you an outcome.
So risking is just letting go to go towards something of greater value…
So if you ask someone, hey, man. If you risk, there is two outcomes. And what are they? The two outcomes, when I ask this all the time across the country I was just at a place last week. I had about one hundred and fifty people in the room, and I said, "Hey. When you take risks, what are the two outcomes that you can get?" Now almost everyone had the word success as one of the options…
Glenn Mattson
What was your second option? When I ask you what are the two outcomes of risk, success and you know, the most popular answer was right. Probably the same one you had, failure…
Now, yeah, we can turn around and say it's success or a lesson. Right? But most of us was like, look. You're just playing mind games. The reality is it's a failure.
So that's the first thing I wanna have a a chat about with you is that if your perception of failure is negative, if your perception of failure is I'm a loser, if I'm you know, if your perception of failure is that it's embarrassing…what do you think the likelihood of you taking risks are gonna be? So, see, a fixed mindset person, you know, in their mind they would turn around and say things like, why? It's not gonna make a difference. It's not gonna make any change in my part. Why take the risk? It's embarrassing.
If I do that, I'm gonna look foolish. If I try to role play, everyone's gonna look at me like I don't know what I'm doing, and I'm gonna look awful and feel awful. So the fixed mindset person believes that if you risk, you are a failure if you don't get there. And because of that, they run from the possibility of failure. ie -They don't like the word no…
So… the growth mindset person…look. I don't care who you are. You get knocked down. It hurts. It's not a question about being knocked down.
It's a question about how long do you stay down, and what do you say when you're down? See, a growth mindset person, when they get knocked down, they get right back up, not because it didn't hurt. Of course, it hurts. It hurts like hell. But a growth mindset person believes that action breaks paralysis…
Glenn Mattson
Action breaks paralysis. Thinking about something doesn't make it better. Thinking about feeling better doesn't make you feel better. What makes you feel better is taking action. So the growth minded person, they may not even know what action they're taking, but they do know sitting here doing nothing is not going to work.
So they will take action. So part of it is when you get knocked down, when you have failure, what pops in your head? Oh my god. Why did I try that? That was so foolish.
Or what pops in your head is, okay. That hurt. I don't need to do that again. What do I have to do better or different or more next time? So how many of us actually look at failure as an indication of what we need to get improvement on…
It's pretty cool. Failure actually becomes a blind spot…
So the reality is when we look at certain things, it goes into what's called a belief loop. Let me explain what that means. A belief loop is like a circle…
And maybe you can think about in your head right around one or two o'clock as your beliefs…
And those beliefs create filters, and those filters are right around, you know, five o'clock. Six o'clock is where you make a decision. Boom…
So your beliefs impact your filters. Your filters help you make decisions…
Based on those decisions, you're going to have a result in an outcome…
ie - hypothetically, you're uncomfortable asking for referrals. Your belief is I'm better than that. I that's that's beneath me. That's pushy. That's what a sales guy does.
That's not me. So because that's your belief, which is honestly fear of rejection. When it comes time to ask, you don't. You'll make an excuse. Didn't have enough time. I'll do it later. Wasn't the right time.
That the results are you're not getting a lot of new appointments, And the outcome is your income is high and low, is inconsistent, and you're talking to more of the wrong people than the right people…
Glenn Mattson
I want you to realize something, and please write it down no matter where you are, but if you're driving, pull over. Never complain about your results and outcomes. Never complain about your results and outcomes. It's your decisions that created them…
So if you understand the belief loop, then what we need to do is figure out how we can change your beliefs. So let's talk about the easiest one. The one I wanna share with you real quick. Let me share with you about four or five. The first one is something that you're not gonna want me to tell you to do, but you're gonna have to do, which is track your behavior and track the results.
Track how many people you're getting in front of. Track how many people give you a think it over. Track how many times you followed up. Track how much converted into new business…
Track your behavior. Track everything so you have proof of concept. I didn't believe think it overs were nos when I first got started. It only took me about two months to find out that the majority of my think it overs were exactly that, nos…
So track. The other thing is you gotta define your why. You gotta understand what are you fighting for…
Mine was easy…
I remember walking into a house one time, and I could hear my in laws talking to one of their friends about what the heck I was doing… starting this job, this profession two months before we got married. I can literally hear him talking. No. No. No salary. Yep.
A hundred percent in commission. Yes. Yes. Yes. He seems young…
And they were nothing wrong with what they were saying. I was marrying their daughter in sixty days…
But that fuel, that that made me motivated because I wanted to do everything I could to prove them wrong…
The other thing I always wanted my entire life is a big house in the hill.
Simple stuff. The simple stuff will drag you through the hard stuff. The simple stuff will make complex things, noisy rooms, noisy decisions, very clear…
Glenn Mattson
Third thing I wanna share with you is detach yourself from the results…
Stop saying that I'm a loser because I didn't get four p x's. I'm a loser because I didn't convert x. You have to detach yourself from results. The results are an indication of how good you are in the role. Has nothing to do with how good you are as a person…
So make sure that you write this down again that you failed at something. You're not a failure because of something. Let me give that to you again. You go play golf, you don't hit the driver right. You failed at hitting the driver.
You're not a failure because you couldn't hit a driver. It's a massive difference. Make sure you detach yourself from the results. Next one I wanna share with you is huge. Normalize failure.
I share this one all the time with people. Here's two easy tips I wanna share with you real quick. Number one, stop having a yes goal. Stop saying that you have to get two new appointments every day. What I'd rather have you tell me is how many people need to tell you no to get one appointment.
Multiply that number by two, again, if your goal is two appointments a day, and that's your no goal. I had a no goal per day of eight. I needed eight people to tell me no. And by the way, if I get eight people to tell me no, you know what the byproduct of that was? I was gonna get two people to say yes.
You ask more questions when you go for the no. You're not afraid of the no. And, again, don't forget what I just said. You actually ask three times more questions when you go for the no than you're going for the yes…
So normalize your failure. If you have people on your team and they come back and say, I gotta know, you gotta jump up, run over there, give them a hug, give them a high five, ring the bell. Why do we only ring the bell when it's a yes for goodness sakes? It's disgust. Right?
So have a gong for the no's too. No is just as good as yes. You're just gonna cash a check tomorrow…
Glenn Mattson
Last piece I wanna share with you about failure and success and reshaping your mind, especially to be successful, And I gotta share this one. It's huge. Is in your quest, you must surround yourself with like minded people. Surround yourself with people that wanna be successful. Surround yourself with people that are willing to pay the ferryman to be successful…
You don't you're gonna have enough issues dealing with your own black wolf in your head, all the doubts and and all that stuff. Last thing you need is someone who's encouraging your doubts…
Look, you know what makes an amazing gym partner, an amazing lifting partner is that you're supposed to be at the gym at five thirty. They're in your driveway, honking the horn. Like, oh, I'm not really in the mood today. The heck does that have to do with it? Get out of the car.
Let's go. We're going to the gym. They drag you through your doubt. That's what friends do. They drag you through doubt or they drag you into doubt.
So find out, are your friends helping your success, or are they sometimes hurting? And I hate to say it this way, but it is a true statement, unfortunately, that most people that move up the ladder of success, they will have one or two friends that will be behind them, and that's their choice. And at the end of the day, they feel a little resentment that you made it and they didn't.
So make sure that you surround yourself with good people, with people that have like minds that they see time, energy, and effort will always create success. And never think that you have a lid on your ability to become who you wanna become, like a fixed mindset, because doubt is easy when there's fatigue. So make sure you surround yourself with the right people. So as you look at your Building Blocks of Success, make sure that when you look at vision and you look at risk, that you're looking at it the right way so you move towards it, not run from it.
Talk with you soon on Building Blocks of Success…
