• John’s message is not about John. It’s about the people who showed up in his life.
• Everyone has a story. Just not the one we tell the world.
• John didn’t tell his story for 28 years.
• We must embrace the past and learn from it.
• At age 9, he was burned on 100% of his body and 83% were 3rd-degree burns.
• Your whole world can literally change in the blink of an eye.
• Read Jack Buck and the Kid.
• The importance of “ordinary” people in your life.
• Nurse Roy “Boy! Listen to me. You are going to walk again so you might as well get used to it.”
• You are part of something important. Act like it!
• You oftentimes have no idea of the impact you are making in someone’s life
• How you ask the following questions makes all the difference in your life.
  • Why me?
  • Who cares?
  • What more can I do?
  • If your business plan works, will you have the life you actually want?
  • Make sure your ladder is against the right wall.
  • If your eyes are open for greatness, it’s EVERYWHERE!
  • There is a 1 in 400-trillion chance that you even exist.
  • I choose to thrive because: God demands it, my family deserves it, and the world is starved for it.
  • History has always pointed upward and to the right.
  • Seek justice, love mercy, walk humbly with God.
  • The best of your life points back to the worst of my life.
  • The best things are still ahead.
  • Ask the 3 questions above, every day as part of your morning ritual.

• Your audience wants to be engaged, amazed, and influenced
• How he became the play-by-play voice of the NFL’s Baltimore Ravens
• Sports is the ultimate merit-based rewards system. Sales is a close second.
• You are drawn to that level of competition or repelled by it.
• Why he worked for 1.5 years for free at a Miami TV station.
• Sales is a distance sport. It isn’t a sprint.
• Smart people want to impress their audience. This doesn’t work.
• The audience is in your corner.
• You must be willing to have the pluck to suck.
• The easier someone makes something look, the harder they’ve worked.
• The higher up someone goes in the organization, the less likely is anyone to tell them they aren’t good at something.
• Coaches need to lift people up. Not beat them up.
• Skillset + confidence = Magic!
• Three biggest mistakes people make when giving a presentation.
  • Read PowerPoint slides
  • Too much information in their presentation. If you info dump you lose control of what the audience takes away from your presentation.
  • Too married to their agenda – lose connection.

• Leading elegant sales conversations.

• How to package your expertise in a way people want to buy.

• The two paths we can take.
  • Becoming a charismatic guru.
  • Path of mastery.
    • People don’t complete a path of mastery because:
      • They don’t know it exists.
      • They never start down the path.
      • That start down the path but stop when they hit an obstacle.

• Working from a mindset of fear vs. creating.

• We say we are aware of our comfort zones but rarely do we actually do anything about it.

• We need to ask ourselves three questions about success:
  • What do I really want?
  • Why do I really want it?
  • What’s the next step I need to take to get me there?

• The three doubts that creep in:
  • Am I doing the right thing?
  • Am I doing it right?
  • Why isn’t it working for me?

• It’s not that you don’t know enough. It’s that you don’t deeply understand that which you already know.

• The three steps to mastery:
  • Using a mentor/coach, identify what the 10% of the information that is critical to your success.  
  • Apply the 10% you have learned. (Some of your results will be good. Some will be bad.)  
  • Go back to the mentor and have them point you to changes you need to make.

• The illusion that there is something other people have that I don’t have (characteristics, information, etc.) that makes them successful.

• Don’t compare your rehearsal with someone else’s stage performance.

• It’s not you the person. It’s your process.

• Three questions every prospect asks:
  • Do you understand me?
  • What do you recommend?
  • Is your recommendation an offer I can’t refuse?

• Sales is not about getting people to buy what you want them to buy. Sales is about leading people from where they are now to a better place.

• Nobody wants to be led by someone that doesn’t understand them.

• He conside
• He considers himself to be a philosopher.
• If the great philosophers of old were alive today, they would have a podcast and Youtube channel.
• Adversity leads to break through.
• Mindset and self-discipline are much more important than tactics.
• He believes teaching prosperity is the reason he was put on this planet.
• We all have core foundational beliefs in our subconscious mind.
• We are programmed with mind viruses. The most prevalent are:
  • Money is bad.
  • It’s spiritual or noble to be poor.
  • To become wealthy you have to become a bad parent.
  • To become wealthy you must sell your soul.
  • To be a successful company you have to rape, pillage and plunder the environment.

  Rich people are evil.

  • To be a successful company you have to exploit the little people.

• Many of these mind viruses are perpetrated by organized religion, the government and what Randy calls the “Datasphere.”
• The important things we have core foundational beliefs are:
  • God
  • Religion
  • Money
  • Sex
  • Health
  • Relationships
  • Marriage
• We develop our core beliefs before we are 10.
• We self-sabotage ourselves when our goals are in conflict with our internal programming.
• Do your beliefs empower and serve you or do they limit you? Here is how Randy suggests you find out and what to do about it:
  • Stop and take a walk along a river and ask yourself what are my core foundational beliefs around God, religion, money, sex, health, relationships, and marriage?
  • Blow up those beliefs that no longer serve you and they will lose their power over you. Treat them like a jacket that you can take off the old one, drop it on the floor and then put on one that fits better.
  • Nurture your mind, body, and soul with positive programming.
• Voice apps and AI such as Amazon’s Alexa are already changing EVERYTHING and it’s only going to accelerate.
• You must bring incredible, unique value to compete against AI.
• In the next 24 months, whole industries will be forever eviscerated by technology.
• Why you can send him a message through WhatsApp… Just don’t call him!
• Social media is the new town square.
• Social media blew up branding forever. Just ask United Airlines
  • United Breaks Guitars: https://youtu.be/5YGc4zOqozo
  • Doctor Was On Phone Before Being Dragged Off Plane: https://youtu.be/Dk2Y_VL5e7s

• You can’t make somebody who’s a bad guy do good things.
• Respect is missing!
• It’s a shame that no one in the middle can get elected.
• Minimum wage is for people providing minimum value.
• Wage inequity between a CEO and his frontline employees is absolutely fair.
• “I knew what the salary was when I took the job.” – Larry’s son who is a police officer.
• To take a job that you knew what the salary was when you took it, and then complain about how much you are paid, doesn’t show integrity.
• Most people should just keep their job.
• Most people have no business going into business for themselves. That’s why the business failure rate is so high.
• Stupid people decide to open businesses all the time.
• The world needs great employees.
• Welcome to The Butthurt States of America.
• Butthurt definition: To be overly offended.
• The world doesn’t want to change or it already would have.
• The wussification of America.
• Why he can’t stand motivational speakers.
• He is an Irritational Speaker – Makes you so irritated you’ll do anything to change.
• We don’t move toward pleasure. We move away from pain.
• Never whine about what you went through.
• Why “Never give up!” might be the dumbest advice ever.
• A lot of “thought leaders” have never had an original thought in their life.
• Your core values determine every action you take.
• Why most people haven’t defined their core values.

• Gifting as a competitive advantage. 
• Radical generosity/giftology 
• If you take care of the family in business, everything else takes care of itself. 
• Gifting as a repeatable system instead of being haphazard.
• If you are liked, trusted, and top of mind, you will beat out people that might be better than you.
• Most people ask, “What’s the least I can do?” Instead, focus on what’s the most you can do?
• Why food/wine is the absolute worst gift you can give.
• Why gift cards are just as bad.
• How many impressions are you making with your gifts?
• What the difference is between a gift and a promotional item and why John never sends promotional items.
• Don’t deface something by putting your logo on it.
• Don’t gift on the ABCs (Anniversaries, Birthdays, Christmas)
• Never gift for a referral or when a deal closes.
• The two reasons to gift:
• Thanking someone for their time.
• Just because.
• Why you should never send gifts in November or December.
• The importance of gifting in a series.
• How to surprise and delight.
• How to set a budget for gifting. (5-15% of profits from that client.)
• Sending gifts to the Decision Maker’s inner circle and why that is often more effective than sending it to the Decision Maker themselves.
• Why a $600 coffee mug makes sense.
• The art of creating artifacts.
• How to gift a prospect. (But first take care of your warm market, centers of influence and current clients.)

• Shifting our focus from getting to giving.
• Providing value to others is the most profitable strategy.
• The only way to make a lot of money is to provide a lot of value to a lot of people.
• Influence is the ability to move a person, or persons, to a desired action.
• Push vs. Pull (How far can you push a rope?)
• Influence is the difference between some success and enormous levels of success.
• Influencers attract people first to themselves and then their ideas.
• Ultimately, people do things for their reasons, not our reasons.
• Nobody buys from you because you have a quota to meet or because you are nice and believe in your product. They buy from you because they believe they will be better off by doing so than not doing so.
• Money is simply the echo of value.
• We have gone from, “I’m right. You’re wrong.” To “I’m right. You’re evil.”
• Master your emotions.
• Who is mighty? Those who can master their emotions.
• You can take your emotions along for the ride. Just don’t let them drive. Put them in the passenger seat with the seatbelt tightly fastened.
• Rationalize = Rational Lies
• Compromise is a lose/lose proposition.
• Collaboration is a win/win strategy.

The 5 Secrets Of Influence

• Step into the other person’s shoes.
  • We can’t step into their mind.
  • We tend to believe everyone sees the world as we do.
• Don’t just listen with our ears. Listen from the back of your neck.
• Set the frame.
  • The frame is the foundation of every interaction.
• You can reset the frame as necessary.
• Communicate with tact and empathy.
  • Tact is the language of strength.
• Empathy is understanding that the person is feeling something that might be stressful to them.
• Letting go of having to be right.
  • My mind is made up. Don’t confuse me with the facts.
• Confirmation bias.
• Tact and kindness should never be confused with compromise.
• Shifting our focus from getting to giving.

• The organizations that thrive are great at building relationships.
• People try to use social media and lose touch with what brought them to the dance.
• Many company’s strategy regarding advertising – Spray and pray.
• Adversity is the only way to be successful.
• People buy and refer business to people they know, like and trust.
• Networking is an ego driven and based upon numbers.
• Connecting is about developing deep relationships over time.
• Most people can count on one hand the number of relationships that helped them become successful.
• Serve other without consideration on how you are going to benefit.
  
  • Recommend your close connections on LinkedIn.
  • In the geography, invite two people that could benefit from meeting each other and take them to lunch.
• What is it I can do that my competitors aren’t doing so that people will talk favorably about me?
• Les Schwab – How they exceed expectations consistently.
• To stand out on the web avoid “marketing speak” and allow customers to endorse you. Pull out your iPhone and have them give you a video endorsement no longer than 2 minutes.
• “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” – Mya Angelou
• Deeper connection creates loyalty.
• Let people know how they can help you be succeesful.
• Ask people how you can help them be successful.
  
  • What are your working on?
  • How can I help?

• His journey to America at age 18 with $40 in his pocket.
• “My life is a testament to what America has to offer.”
• Whenever we see an opportunity we must take the first step even if it’s scary at first.
• You must connect with your audience:
  
  • Your audience is you.
  • Share your life story, your experiences, your mistakes, your struggles, and your successes.
  • The common connects.
• You can be successful at work but what is going on at home?
• Excellence in Leadership – Practical Leadership:
  
  • What are you like day-to-day, hands-on with the people?
  • Adaptability to build and form teams quickly.
  • Braveheart vs. Glory
  • Lead from the front!
  • Give people the chance to fail.
  • Getting discretionary effort.
  • You must lead yourself first.
  • Lead your own leader.
  • You must see people as people, not as positions that are filled.
  • Building relationships and leading with love.
  • What does ASAP even mean?
  • How we communicate and how well we communicate are both critical.
• It is our job to develop new leaders:
  
  • Must push, prod an poke people to become uncomfortable.
  • Letting people know that they have untapped potential.
  • Seeing more in people than they see in themselves.
  • Show them how leading benefits them and their family/community.
  • Everything is difficult until it becomes easy. It becomes easy with time and experience.
  • The lessons of Rocky 3. – Apollo Creed taught Rocky ALMOST EVERYTHING he knew. ALMOST.
  • Don’t stifle new leaders growth.
• How to boost morale:
  
  • Appreciate people based upon their love language.
  • Don’t show people appreciation based upon how you like to be shown appreciation. Focus on how THEY want to be appreciated.
• Don’t chase the shiny object.
  
  • We often try to learn from our mistakes but often fail to look at what worked well and try to repeat it.
  • Layer new ideas onto the old ideas instead of starting from scratch.
  • Why the world-class flutist James Galway stopped recording and giving concerts at age 50 and what he did instead.
  • It worked so good we stopped doing it.
  • The basic design of paperclips hasn’t changed since 1867. Where’s your paperclip?

• He started as a college intern at age 19.
• Despite his success, his dad still asked him what he was going to do for a living when he graduated.
• Eric is trying to single-handedly change the name of the entire industry.
• He doesn’t like “Voluntary Benefits”
• He doesn’t like “Worksite Benefits.”
• He HATES “Ancillary.”
• All these imply that what we do isn’t important, it is secondary at best.
• Word choice is critical. Words have great power. ⁃
• Eric reminded us that everything we do is voluntary… (Who knew?)
• Enhanced benefits support health insurance.
• The need to create a strategy with specific programs that truly enhance the current benefits.
• This helps avoid a product dump to get to a commission grab.
• This limits overbuying and overselling.
• This limits double coverage.
• This protects both employee and employer from wasting premium dollars.
• Won’t usually sell “off the shelf” products.
• How does he disrupt an industry that has been around for 100+ years?
• He does the opposite of everything he did before.
• He has no sales team.
• He refuses to compete against his broker partners.
• He will not take a case that doesn’t have a broker attached to it.
• He shares his bonuses with his broker partners.
• He refuses to know where he stands with any carrier on getting to the next bonus (he doesn’t want it to sway his decision.)
• He remains carrier agnostic.
• Brokers are fed up with:
  • Multiple carrier reps from the same company calling on them muddying the waters.
  • Agents that are interested in a product dump to get to a commission grab.

• She started her sales career in retail: Lenscrafters
• She and Richard started a sales training company that facilitated 8-hour presentations. Only 1/2 hour was on the Go For No mindset.
• The discipline necessary to fill your pipeline
• The disappointment of losing deals, especially when your pipeline is empty
• If you are operating in fear you put pressure on prospects/clients
• The fallacy that today isn’t going to kill my business/career
• The need to change your mindset as it relates to rejection
• The old model of success says that failure is to be avoided at all costs
• The new model of success says that you must go through failure on the way to success
• The 5 Levels of Failure
• The ability to fail
• The willingness to fail
• The wantingness to fail
• Failing bigger and faster
• Failing exponential
• Set a goal for the number of no’s you are going to hear
• Don’t allow quotas to govern your activity
• We don’t manage to minimums
• The need to have a goal for no’s in all of your KPIs
• The script isn’t as important as the ability to put yourself in a position to hear no
• Disqualifying people quickly
• No, not now vs. No, not ever
• No is better than maybe
• Prospects have a hard time saying no. Make it easy for them… WHAT?!?!
• If you are going to fail, fail big!
• Don’t talk yourself out of going after a client because of self-limiting beliefs
• “Never make assumptions about what people are going to buy, do, or spend.” – Andrea Waltz (Tweet That)
• Sometimes as salespeople, we get too good.  HUH?
• Living bigger by not fearing failure