Building a Prosperity Mindset: Part 1
What separates a struggling contractor from one who builds a thriving business? It’s not just technical skills or a business degree, it’s mindset. A prosperity mindset doesn’t just help you close more sales; it reshapes how you see opportunity, value, and growth.
On this episode, NYT bestselling author Weldon Long breaks down the principles behind a prosperity-focused way of thinking. You’ll learn how to shift out of survival mode, take control of your outcomes, and start building a business that rewards you for the value you bring—not just the hours you work.
Discover how to reframe your thinking, attract more success, and lead your team from a place of abundance.
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Audio Transcription (in beta, please be wary of typos)
00:00:00:00 – 00:00:10:21
On today’s show, we’re going to be talking about mindset for residential Hvac contractor.
00:00:10:23 – 00:00:30:11
Now, as you know, if you paid any attention to my career over the last 20 years, you’ll know that mindset is something that I think is really, really important. So stick with us. Today we’re going to be talking about how important the mindset is to your success in the residential contracting business. The power of consistency. Prosperity mindset training for Hvac professionals.
00:00:30:17 – 00:00:52:12
This program is actually based on a book that I’ve written called The Power of Consistency. I guess that’s why it’s in the name. And, it’s about having the right mindset. And when we talk about the prosperity mindset, we’re talking about a mindset that is geared and programed to thrive in the face of adversity, a mindset that accepts responsibility for our conditions in life.
00:00:52:12 – 00:01:15:16
We don’t blame other people. We don’t blame the boss and the economy. We don’t blame our cheap competitors. Right? We take responsibility. We’ll talk a lot about that throughout this program and, and really getting focused on how we can become the master of our own destiny. Right? The captains of our own soul, people that go through their life blaming other people that feel like they’re at the mercy of other people that feel like, it’s their parents fault.
00:01:15:16 – 00:01:41:02
It’s their bosses fault. It’s the ex-wife’s fault, right? Those people tend not to be very successful. In fact, I will tell you something. I’ve been speaking professionally and writing for 20 years, and I’ve never met a really, really successful person who does not accept full responsibility for their business and personal success. On the other hand, I’ve never met somebody who struggles, who doesn’t blame everybody else for their situation.
00:01:41:05 – 00:02:04:08
So this is about personal responsibility. It’s about having specific objectives that you want to accomplish in your life, in your business. And it’s about how to drive consistent execution. As I always say, consistent results come from consistent behaviors. Random results come from random behavior. So, when we talk about this mindset, I want to talk to you real quick about how this fits in the context of the EGI contract university training.
00:02:04:11 – 00:02:33:27
So in my mind, success comes down to three things. You got to have the prosperity mindset. You got to have the sales and revenue generating process. And that could be a service TEC process, could be a lead coordination, a CSR process could be a sales process. But there’s a process at the middle of everything. Everything in your business should be organized around various processes, but the mindset and the consistency are the bookends to whatever process that you are engaging in or trying to implement in your business.
00:02:33:29 – 00:02:53:27
So this program is the two bookends, the mindset and consistency. And you can insert whatever process you want to in there. We’ve got numerous programs, as you probably know, on contract university and you might be watching them. I’m marketing training from drew. You might be watching the sales training, from Russ Hawks. You might be watching a financial training from Gary.
00:02:53:27 – 00:03:20:24
Alex doesn’t matter. Those are all the middle section. Those are the processes that you need to organize your business. But without the proper mindset and without executing on a consistent basis. Guess what? That process will be just another tool that doesn’t get used in your business. So this program we specifically designed to be the bookends for every other program that we have a target, we want to be able to examine all of these processes, but we got to be able to implement them.
00:03:21:00 – 00:03:38:19
That requires the mindset and the consistency. So we’re going to be talking about those two things. Everything we talk about today will be based pretty much on these three books that I’ve written. We talk about the prosperity mindset, and that’s really more about the book there on the right. I hope it’s on your right. It’s kind of the yellow and the ugly, ugly cover, by the way.
00:03:38:23 – 00:04:05:09
But that was the publisher’s choice, not mine. I’ve written a couple of other books, and we’ll be talking something about a little bit about the upside of fear today. Certainly the power of consistency. We also have the, comprehensive sales training program, that I’ve worked on. Russ has worked on, Drews worked on. And so you’ve got lots of variety to choose from there in terms of a sales process, I have my own process, but one of the things I’ve learned is that any sales process will work as long as you’re working on a consistent basis.
00:04:05:09 – 00:04:41:03
But this program, as I said, is not about the selling process. But I want you to know those programs are available on the contract university. So when we talk about mindset, one of the first things I like to talk about is that you you really have to understand your value. You know, there’s a ton of value in what we bring to the table as a Hvac professionals, your ability to diagnose problems, your ability to, to fix problems, your ability to use all those expensive tools and leverage your training and your mechanical expertise and all those different things, like, there’s a ton of value that you bring to the table.
00:04:41:06 – 00:04:58:15
But you may have had this situation, like many of us have, that you walk into a house and you do a diagnostic. It takes you ten minutes, doesn’t take you very long because you’re extremely experienced and talented, and you come back to the homeowner and say, Mr. Homeowner, here’s what’s wrong. It’s a $500 repair and there’s an $89 diagnostic.
00:04:58:15 – 00:05:16:01
And the homeowner says to you, $89 for the diagnostic. Heck, you weren’t down there, but ten minutes, right? As if somehow they would be better off if it took you two hours to figure out the problem. The fact that you can do it so quickly is actually a benefit to them. It’s value to them, but people don’t see it that way, right?
00:05:16:01 – 00:05:34:29
But the reality is, the reason you can do it in ten minutes is because your years of training and experience, your ability to have a great mechanical aptitude, which I don’t have, by the way, I really admire people with a strong mechanical attitude. And you’ve got all these tools and all this training, all this experience, and that’s what you’re that’s what you’re getting paid for, right?
00:05:34:29 – 00:05:54:08
You don’t just get paid for what you do. You got to get paid for what, you know. Take a quick look at this video because it really illustrates the challenge that we have. And hopefully this puts in a little bit of perspective. It’s not just about what you do. It’s also about what you know. You.
00:05:54:10 – 00:06:16:11
Can make. As professionals in the heating and air conditioning business, if you want to be seen as a pro, you gotta be a pro. And one of the things you got to understand is that you don’t get paid for what you do. You get paid for what you know. And.
00:06:16:13 – 00:06:36:22
You know, back in the 1980s in the former Soviet Union, many of you may remember there was a nuclear plant at Chernobyl that melted down. What many of you may not know is that there was a second plant a couple of months later and almost the same thing happened. The plutonium rods began to overheat. But this time, instead of just sitting back to see what happened, they got a German guy that designed and engineered the plant they got on the phone.
00:06:36:22 – 00:06:52:00
This man, you need to get out here, make sure this thing is not melt down. We cannot have another Chernobyl. I get to the plant and wipe them off. Gotta take him off the plant. When he gets the plant, it’s total chaos. I’m in. Alarms are going off. Red lights are flashing. They’ve abandoned the plan. They’re evacuating the town.
00:06:52:05 – 00:07:10:14
I mean, this is potential for nuclear devastation. But this guy walks in cool as a cucumber, goes down about six flights of stairs and goes down to the basement. That’s the bowels of this nuclear plant. They’ve got these cooling towers that basically housed the plutonium rods to keep them cool. And he’s right there at Ground zero. I mean, if this thing overheats, does this thing meltdown?
00:07:10:19 – 00:07:28:02
He’s going to go in a flash, but he walks right through all this chaos. He walks up to a big wall. There’s all these files and all these gauges. The guy looks at the wall for a second. He looks at one particular gauge, one particular vault. He reaches in and he closes the valve instantaneously. The pressure start coming down, the temperature start coming down.
00:07:28:05 – 00:07:33:17
Total nuclear devastation, avoiding.
00:07:33:19 – 00:07:54:16
So Guy goes back to Germany and about a month later, he says to bill the Soviet government when he sends the invoice, it’s a one line out of invoice. It says averting nuclear disaster, $100,000 for the get the bill. They say $100,000. You weren’t here but 15 minutes. We want a detailed breakdown of your invoice. So he sends the Soviet government another invoice.
00:07:54:16 – 00:08:20:00
This time there’s two lines on the first line said closing valve and averting nuclear disaster. $1. The second line said knowing which file the post $99,999 in the residential heating and air conditioning business. You don’t get paid just for what you do. You get paid for years of experience. So the next time a homeowner asks you to drop the price, you gotta think like a nuclear service technician.
00:08:20:05 – 00:08:52:08
You gotta think like a professional. You gotta remember you get paid for knowing which found. That’s right. And so you gotta remember that that’s a mindset issue, right? Understanding your value. Understanding that you matter. One of the things I’ve learned in life is that if you don’t feel good about yourself, if you don’t feel strong, if you don’t feel ten feet tall and bulletproof about yourself, if you don’t feel confident about yourself, there’s no way in the world the rest of the world is going to be seeing you that way.
00:08:52:12 – 00:09:10:20
They’re going to see you the way you see yourself. If you see yourself as, oh shucks, I’m just the Hvac guy, then that’s how the world’s going to see you, right? But if you see yourself as a an awesome professional that provides solutions and homeowners, improves the quality of their life, right? When you see yourself that way.
00:09:10:23 – 00:09:29:01
And that’s what this program is going to be about, about helping you see yourself that way, then that’s how the rest of the world is going to see you. By the way, people often ask me, how did you get permission to visit Chernobyl? Well, I didn’t, that’s the magic of video. And special thanks to Andy Mitchell, who runs all of our video at Eagle.
00:09:29:01 – 00:09:45:04
Yeah, he and I’ve been working together for nearly 15 years, and we actually shot that video a long, long time ago. We shot we did find a snow storm. I told Andy or Andy had told me I should say. He goes, hey, we’re all set to go. We got the location one morning. I’m going to call you, but we got to do this in a snowstorm.
00:09:45:04 – 00:10:00:13
And one Saturday morning, about 530, he calls up, he says, dude, today’s the day. And we went down to the Drake power plant, which is 100 year old power plant here in Colorado Springs. And we shot up there. And then they added in all the other stuff and just make it look really awesome. So, great job to Andy, and his his team.
00:10:00:13 – 00:10:25:29
So let’s get started. Let’s talk about the power of consistency. So I want to share with you this letter, that I got, many, many moons ago in 2009. It’s a letter from Inc magazine congratulating me on my company becoming one of Inc 5000 fastest growing companies in America. Now, I had opened this company only five years earlier, in 2004, and within five short years, I had grown that company to $20 million.
00:10:25:29 – 00:10:42:05
I was a residential Hvac, we did some plumbing as well, and, I had grown that company to $20 million in just five years. And we were selected by eight magazine as one of their fastest growing companies. And by the way, I will also tell you this. That was a long time ago. Right? But I tell people I didn’t just do it 20 years ago.
00:10:42:05 – 00:11:00:13
I’ve been doing it for the entire 20 years for my clients companies. And four years ago, right when Covid started, we opened another company here in Colorado Springs, and that company did $13 million last year, fourth year, $13 million. And I don’t say that to impress you. I say it to impress upon you the power of these processes.
00:11:00:16 – 00:11:15:01
You know, I tell people that I just did it the easy way. I go through and all the stuff that I teach and all the stuff I learned from Gary and Drew and Russ and other people, I just implement those things in our company and our fourth year, $13 million. So, you know, I’ve got a lot of experience at doing this.
00:11:15:01 – 00:11:33:09
But this particular letter was was really wonderful because it was the first company I had started in 2004. I really didn’t know much about the business when I got into it. Then five years grew to $20 million and I was selected for this, for this honor. Now, that same year, 2009, my first book came out, a little book called The Upside of Fear.
00:11:33:11 – 00:11:52:04
And I will tell you, this book kind of changed my life because it’s when I went from being a contractor full time to doing more speaking and writing. But I’ve always kept one foot in the contracting world because it’s a great industry. But, but this book is a story of my life. Now, the reason that this book is a story of my life is not because of the business success, necessarily.
00:11:52:04 – 00:12:12:10
A lot of people have had success, and a lot of people have had more success than I’ve had. But the reason my life story is a subject matter of this book is because just 18 months before I opened that company in 2004, you go back up 18 months and put us back to January of 2003. I was 39 years old and I was living in a homeless shelter.
00:12:12:13 – 00:12:33:02
And when I tell you that I was homeless, that is not an exaggeration. This is the exact facility, that I lived in in 2003. That arrow points down in the room that I was living in, and obviously I had no home, I had no car, I had no furniture. At 39 years old, just 21 years ago, I was completely busted.
00:12:33:05 – 00:12:53:24
Now, as bad as this place may seem and it wasn’t great, it was actually an upgrade for me because the reason I was in this shelter at 39 years old is because I had just completed serving 13 years in federal and state penitentiaries. Hi, I’m Darryl, you shensky. Hey, I’m Bob Larkin. Many of our contractors meet with us monthly.
00:12:53:26 – 00:13:19:12
And you. Chances are I’ve met with us monthly. We found that members have deeper and greater needs. So we came up with next level coaching, which is we meet a lot more often. And there is accountability to deal with some of the issues of money growth, finding employees, having an exit strategy to get off this roller coaster. These are the issues the contractors want answers to, and we can provide those answers.
00:13:19:13 – 00:13:42:05
The next level coaching. When you join next level coaching, you’re going to find solutions that are easy to implement and logical. Most importantly, we hold you accountable to specifics. We’re going to meet twice a month and have specific to do’s. And with those specific to dos. We’re going to discuss and dive into your financials in a very granular way.
00:13:42:11 – 00:14:08:16
You’re going to have a clear budget. We’ll be able to establish pricing. We’re going to help you create leadership programs to build your people. We’re going to help you find people. You may think of differing ways to engage employees that will keep them more involved by joining next level coaching. So if you’re interested in making more money, growing your company, finding good employees, and developing an exit strategy, give Dale on our call.
00:14:08:21 – 00:14:32:20
We’d be happy to talk to you about next level coaching. We’re going to see you on the next level. You see, I was a real knucklehead when I was young. I was a ninth grade high school dropout. I was a punk. I was a thug. I thought I knew everything, I thought that, I had all the education that I needed after nine years of school and, in 1987 and moved out to Colorado.
00:14:32:20 – 00:14:51:25
I grew up in Louisiana, moved to Colorado, and, within a few short months, I was, arrested for holding a guy at gunpoint. I was sitting in the penitentiary in October of 1987, for about ten years, a ten year sentence. I paroled, and four and a half years I got out. When I got out, the first time, I was 27 years old.
00:14:51:25 – 00:15:14:05
Was 23 when I went in, got out of 27 the first time, and I was still a ninth grade high school dropout. I was still a punk and a thug. No skills, no trade, no education, no nothing. Right. And, now I’m a convicted felon to boot at that point, and I had started the process very sadly, looking back, I started the process as defining myself as a convict loser, high school dropout.
00:15:14:07 – 00:15:40:06
And I will tell you, once I started defining myself, that way, my destiny was sealed until I changed it and it was sealed for many, many years because, I became a self-fulfilling prophecy. I began to define myself as a loser, as a convict. And, I made it about 18 months. I couldn’t find much work. And within 18 months, I was back in prison a second time on parole violations and weapons charges.
00:15:40:09 – 00:15:59:26
Went back to the joint, got very fortunate. I only had to do about two years. So now it’s I’m 30 years old and I’m back on the streets a second time. Still a ninth grade high school dropout, still a punk, still a loser. Now I’m a two time convicted felon, not really seeing much opportunities for myself, and ended up hooking up with some guys doing some shady telemarketing.
00:15:59:26 – 00:16:30:02
I tell people I should have been suspicious when they hired me. It doesn’t say much about the, hiring standards they had, but I got involved in shady telemarketing that worked out for about 18 months, maybe two years, until we were all indicted on the federal side and under federal money laundering and mail fraud charges. So at 32 years old, I was back in prison this time, federal prison for seven years now, seven years later, after the federal time, that’s January of 2003.
00:16:30:08 – 00:16:53:27
So after all that craziness for 13 years in prison, 25 years of being a loser, I walk out to a homeless shelter and within a few short years built an Inc 5000 Hvac company. Right. So how is that possible? That’s what we’re going to talk about today, because if I can do my job today, I take my job very seriously and I can communicate to you what happened, what I learned, how I implemented those things.
00:16:54:00 – 00:17:14:20
Imagine the impact that could have on your life. I mean, if it took my life, which it did and completely changed my life, imagine what it would do for your life because you’ve already got a good foundation. You probably have a great job, a great business, probably have a great family. I had none of those things. And yet with these simple ideas implemented on a consistent basis, it changed everything.
00:17:14:23 – 00:17:33:16
And, yeah. So it’s a pretty bad deal, right? 13 years in places like this and today my life looks much, much different. I’d have all the trappings of a successful life. The cars, the homes, the beautiful family, just everything that I could ever imagine. And, so I tell you all this to tell you. To tell you this.
00:17:33:16 – 00:17:51:23
I’ll tell you all that. To tell you this. I want to tell you exactly what happened, exactly what I did. Because I believe it can be game changing for you and for your business. Because once I practice these principles in my life and change my personal life, well, the next logical step was, well, heck, is it worked in my life.
00:17:51:23 – 00:18:11:26
I wonder if it work in business. And it did. And that’s why I’ve been so successful in business, because I apply these same principles around the prosperity mindset. It’s a mindset again, a personal responsibility. We don’t blame, we don’t complain. We don’t whine, we don’t moan. We get out there and we fix what’s going on. We take responsibility for what’s going on around us.
00:18:11:26 – 00:18:39:06
So it all changed for me on June 10th of 1996. Now on June 10th, 1996, I was 32 years old, and I was just starting seven years in the federal prison system. I had already done about six years in the state of Colorado. Now I was doing seven years on the telemarketing stuff in the federal joint, and on June 10th, 1996, one of the cops walked in the cell house and called me aside and broke the news to me that my father, had passed away.
00:18:39:06 – 00:18:55:14
This was very unexpected. My father was only 59 years old. I mean, he’s younger than I am today. It’s mind boggling to me. I remember when I was 32 and my dad died at 59, like. And that sounds like it’s kind of young, feels like it’s young. And now that I’m 60, like, dang, it’s really young because I got some mileage left in me.
00:18:55:14 – 00:19:13:04
Not a lot. You know, they’re kind of slower miles, but I feel like I got a lot of mileage left, you know? And so my father dying was a big, big wake up call for me and I. I began to see myself for what I really was and which was a convict loser and a thug. And I made a decision to change my life.
00:19:13:04 – 00:19:31:28
I remember I was talking to my dad just before he passed away, and I didn’t know he was fixin to die. Nobody knew. It was very sudden. And, we were on the phone one day and I was complaining about my life and blaming everybody. The judge is the ex-wife. Her boyfriend. The snitch is, you know, blaming everybody except for her number one.
00:19:31:28 – 00:19:46:28
Right? Was everybody else’s fault. When you talk, we’ll talk more about that later. But I was talking my dad and my dad’s like, you know, son, your life could be worse. Like, really? How could my life be any worse? I got a ninth grade education. I’m a three time convicted loser. Never had a house of my own.
00:19:46:28 – 00:20:03:11
Never don’t have a job, education, skill, trade, vocation. Nothing. In fact, the only thing I managed to accomplish in my entire life is one of my trips out on parole. My father, this young man, my son Hunter. And, So I said, dad, I’m not even a father to my own son. How the hell could my life be any worse?
00:20:03:14 – 00:20:20:13
And my dad says to me the words that change everything in my life. He said, well, son, you’re still breathing. And as long as you’re breathing, you’ve got a shot, but only you can change it. Now, I will tell you this. When my dad told me those words, I did not really understand the significance of them. Right. I was, I was looking more for sympathy.
00:20:20:13 – 00:20:36:11
Right? And my dad was just giving me you know, straight from the hip how the character kabbage type of stuff. And so being the punk that I was at the time, I said, thanks, dad, but it’s more of a thanks for nothing, you know, and we exchanged I Love you. So I hung up the phone and I never spoke to my father again.
00:20:36:18 – 00:21:04:22
Two weeks later, he was gone. And that turned out to be the very last conversation I had with my father. So two weeks later, on June 10th of 1996, when my father died, I learned about it. I made a simple decision that I was going to change the course of my life, and I was going to be the father that this youngster deserved, and I was going to be a son that my father could have been proud of, and that that decision, those two decisions kind of combined in one was kind of the, the, the roadmap for me to change my life.
00:21:04:22 – 00:21:20:06
Now, here’s the funny thing. I decided that I was going to change the course of my life. I had nothing but time to do it. I had seven years left to go, and my next thought was, how the hell do you change your life? I mean, where do you turn around the Titanic of my life? A ninth grade high school dropout.
00:21:20:08 – 00:21:39:29
I’m 32 years old. I’ve been in prison all my 20s. I’m going to be in most of my 30s. How the heck do you change that? Life? So I came up with this genius master plan, and and that was. And I was going to find out what really, really successful people do and start doing that, whatever that was.
00:21:40:02 – 00:22:03:06
And so I started reading books. I started studying about the prosperity mindset. I started studying about manifestation and visualization. I started studying business. I started studying sales. And little by little by little, I began to educate myself to the point to where seven years later, when I walked out, my life was completely different. And we’re going to talk about what I learned on that journey and how hopefully it can benefit you.
00:22:03:06 – 00:22:29:16
So let’s talk about some of the lessons that I learned. Number one, you got to learn to focus on the seemingly inconsequential decisions. Now there’s two important parts of this statement. Focus is really important and seemingly inconsequential is important because when I say that these inconsequential decisions, decisions seemingly inconsequential, I use the word seemingly because they’re actually very, very, very consequential.
00:22:29:19 – 00:22:50:27
But they seem like they’re not. You know, it’s funny because neuroscientists estimate that we make 30,000 individual decisions every single day. And the reality is, as I’ve learned, those 30,000 choices and decisions over the course of your lifetime accumulate to build your life, right? So talk about seemingly inconsequential decisions. So I’ll give you a perfect example of one.
00:22:51:00 – 00:23:16:01
How long have we known in this country that smoking is bad for our health? Long, long time. About 100 years. And in the 1920s, they knew that smoking had negative consequences. And so for 100 years, we’ve known smoking’s bad for your health. But guess what? A lot of people still smoke cigarets, don’t they? So you got to ask yourself, why would a reasonably smart, intelligent adult, knowing what we know about smoking, why would they continue to smoke?
00:23:16:03 – 00:23:38:06
And the answer is actually quite simple. The answer is smoking won’t kill you today, right? Whatever impact smoking is going to have is 20 or 30 years down the road and human nature such that it is when there’s no immediate consequence of a behavior or, by the way, no immediate benefit. We don’t put much stock in it. We don’t pay much attention to it because who are always looking for the immediate result.
00:23:38:09 – 00:24:06:25
But those little decisions, those seemingly inconsequential decisions can add up. So as an example, take the most avid smoker that you know and, let’s say that he or she smokes 2000 cigarets a year, which would be something like a half a pack a day. I think we did the math on it one time, but you go to that smoker, but instead of giving them one seemingly inconsequential cigaret at a time, instead you offer them an entire year’s worth of cigarets at one time, like 2500 cigarets.
00:24:06:27 – 00:24:23:18
And you offer them to them. You roll them up like a giant cigaret. You hand them to your buddy, smoke them if you got them 2500 cigarets. The most avid smoker that you know, would he or she smoke those cigarets at one time? Of course not. And if you asked him why they didn’t want to smoke him at one time, what would they say?
00:24:23:21 – 00:24:42:07
Make me sick might kill me. I’m smoking 2500 cigarets at one time. Will make you sick for sure. Might even kill you. I don’t know, but here’s the crazy thing. We make the right decision in that moment, right? That that even that that smoker a person loves to smoke would make the right decision. And they would not smoke 2500 cigarets at one time.
00:24:42:07 – 00:25:06:27
It’s an obvious kind of no brainer decision, but this is the crazy part about it. Crazy part of that human nature. You take those 2500 cigarets and you break them down into 2500 individual, seemingly inconsequential choices, one cigaret at a time. And that same person makes the exact opposite decision and chooses to smoke every one of the 2500 cigarets.
00:25:06:29 – 00:25:29:10
They just do it, one inconsequential decision at a time, right? So the reality is smoking 2500 cigarets will make you sick, but so will smoking 2500 cigarets one at a time. It just takes longer. But it’s the same thing. And so this is the key to success in life. We’ve got to look at, you know, what decision would I make if the consequences were accumulated.
00:25:29:12 – 00:25:51:02
Like what decision? What I make at the end and then back up and apply those same things on the individual’s right. Because the same guy that would say no to 2500 cigarets will say yes to cigarets, 2500 times. Isn’t that crazy? No on 2500 cigarets. But one step at a time, 2500 yeses. Right. And it happens in our sales, too, by the way, in our business, these inconsequential events.
00:25:51:02 – 00:26:19:19
I’ll give you an example. Let’s say it’s December 31st. It’s the last day of your working year and your and your last call. You go out to your vehicle, you get in there and there’s a brown paper bag. And in that brown paper bag is $50,000 in cash. And that represents all the extra stuff you did that year, the extra revenue you generated, the extra calls you ran, the extra training you did, the extra commitment to role play, everything that you did, you work extra hard.
00:26:19:27 – 00:26:35:05
And that all resulted in an extra $50,000 at the end of the year. And it’s in this brown paper bag. And as you’re sitting there counting it, thinking about all the cool things you’re going to do with that money, your homeowner comes out and taps on the window on your vehicle. You roll down the window and you say, oh, can I help you?
00:26:35:08 – 00:26:52:17
And the homeowner says, I heard you got some cash. You’re like, yeah, as a matter of fact, I did. And the homeowner says, can I have it? Can I have your 50 grand? Do you say yes or no? You say not. No, but hell no. Right? This is my my my family’s money. I worked hard, I did a lot of extra stuff for this money.
00:26:52:17 – 00:27:12:27
Right? So you would make the right decision and you would not give it away. Why? Because it’s a $50,000 decision. It’s like a 2500 cigaret decision. You’re gonna make the right decision. It’s a no brainer, right? What if the homeowner started negotiating with you? Come on, man, just give me a half. You take half, I’ll take half. Would you give the homeowner half of your money?
00:27:13:02 – 00:27:39:24
Not a chance. It’s still a 25,000 a decision. You see, when the results of a decision are big, like this, we make the right decisions. But here’s what’s crazy. You take that 50 grand, that represents the extra stuff that you did over the course of the year, and you break it down into what you have to do every single day to make an extra 200 bucks, because an extra 200 bucks five days a week is a thousand bucks times 50 weeks is $50,000.
00:27:39:26 – 00:28:03:06
You take that 50 grand and you break it down into what you have to do every single day to make 200 bucks extra, and we end up making the exact opposite decision, and we give the money back to our homeowners $200 at a time in the form of, accessories. We don’t offer in the form of discounts, in the form of solutions we never even offer.
00:28:03:08 – 00:28:21:24
Right? You see, you wouldn’t give your money away 50 grand at a time. So why the hell do we give it away? 200 bucks at the time, it’s the same 50 grand. So this is where I say you have to focus on the seemingly inconsequential decisions to not do the things. To make that extra 200 bucks. You got to take the 50 grand.
00:28:21:29 – 00:28:38:14
And if I got the 50 grand, I’m going to make the right decision. That means you got to make the right decision. 200 bucks a day, just like you got to make the right decision. One seemingly inconsequential cigaret at a time. So one of the most important lessons I learned on this journey is you got to pay attention to the little decisions, right?
00:28:38:14 – 00:28:54:22
Benjamin Franklin said it right. Take care of the pennies, a dollar. They take care of themselves, right? People have known this for a long, long time. You got to focus not just on the big decisions, but on the little decision. Awesome content right there, as always. Now, if you like this content, please share it with your friends on Facebook.
00:28:54:24 – 00:29:15:17
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