Master the zone, transform your mindset, and lead in sales. Join us today as Bob Palmer reveals the winning strategies in ‘Mind Vs Sales.’ He talks about taking charge, making a difference, and turning your vision into reality. Discover the power of mindset, getting into the “zone” and how it can transform your physiology. Learn how to take a fresh perspective on adversity and utilize challenges as feedback. And discover how success is just a mindset away. Take charge, make a difference, and earn your vision. Tune in now!
No Catch! No Gimmicks! Get 3 Free Leads a Day for the Next 10 Days! That’s 30 Free Instant Live Leads. CLICK HERE!
Watch the episode here
Listen to the podcast here
Mind Vs Sales, Take Charge, Make A Difference And Earn Your Vision With Bob Palmer
My good friend Bob Palmer is joining us from SportExcel. Bob, there’s so much I could say about you, but I’ll let you tell a little bit about your background to get started.
Thanks, John. First of all, thank you for having me on this wonderful program. I always enjoy talking with you. We go quite a ways back. My background started as an athlete and I have to humbly admit an underperforming athlete. However, I got into martial arts as an adult and I went, “How can I go way beyond what I did in hockey?” I started applying some principles, looked at it more as an ecologist, looking at inputs and outputs rather than psychology, and things started to click. I started learning some new strategies that helped me get into what I call the zone on an ongoing basis. It wasn’t just a luck thing anymore. I could get it on demand.
At some point, I said, “This is cool. Other people would like it.” They did. I have a number of Olympic champions and countless World Cup champions in multiple sports. I started getting some interested executive athletes. That was cool. I helped them with their sport, but they saw what was happening to their sport, and they started gravitating these strategies and ideas to their business. That’s where it took off. I then started getting into high-performance leadership, sales, and my own personal sales side of it. It has been a fun journey.
I could tell firsthand because we’ve worked together on a number of projects, both individually and for my company. You’ve worked with my son. That’s where this all started when my son was still an elite hockey player. He’s not anymore, but fortunately, he’s applied some of what he’s learned from you and from the things of his own. He was recognized in Houston as the number two top retail salesperson in the United States in my particular network marketing company. He has done it on his own. People think I did it for him, but he’s done it using technology.
I attribute a lot of that to what he learned from you about the zone. He’s been in the zone now for about a year and a half, but the last three months in particular with this course. Once again, if you have kids who are struggling, whether be it athletically, academically, or both, this is a great place. If they’re not struggling to take their game to the next level, and I attribute a lot of that once again to the things that you teach and preach.
Thanks. It’s funny you say that because I have a number of athletes that did very well at NCAA level, professional, and Olympic. Now, they’re in their second career. What are they doing? They’re selling and they’re doing well at it. One guy is a top salesman on the eastern seaboard for his company. I have a word back from one of my other clients who used to be a professional hockey player. Now, he’s selling luxury homes and part of the company. It’s fun and it’s neat to see sales as a career.
Let’s talk about that because you have published a book for the selling profession. I guess my real question is, why a sales book?
In my own journey in sales, I got very frustrated. I’d read some of the pros and some of the sit-down and seminars, and they had all these great ideas, but they wouldn’t give you a methodology of how to put it all together. That’s what my book is. It’s not the be-all-end-all of sales books, but it’s the book that connects all the other books that you may have read and will read. As well as connects you to your mentors. Your previous mistakes help you to rectify them. It’s more of a book that knits it all together and makes sense of what you’ve done even as a pro, but also as a young salesperson getting started.
One of the things I loved when I read it and now that it’s going to be available very shortly, and we’ll explain all of that during the course of the call. What makes it that much different than all the other stuff that’s out there? Along that line, let’s talk a little bit about the zone again because once somebody’s in the zone, they know they’re in the zone versus when they’re not in the zone. Let’s talk about those two things a little bit. What makes it different and talk about the zone?
I don’t teach sales, which people will say, “Isn’t it a sales book?” I teach high-performance sales. I make the assumption that you have some role models. You’re already in the business. You know what you’re doing well most of the time or maybe some of the time. You like to do that high performance all the time. That’s the first part. It’s a high-performance program. Whether it’s the leadership side I work with or an athlete, it doesn’t matter. It’s how to become more consistent at what you do and what you love doing so that you love it even more.
The second part is that it is a system. People say, “That sounds weird. What’s a system?” A system makes things easy. If I give you a key to get into a car, you go and turn the key or you press the button, that starts the system. It’s easy. Sales is the same thing. There are systems for getting ready for a meeting. There are systems in the meeting to build rapport. There are systems for building when to pull the trigger in a sense and make the ask. There are also systems for afterward.
If you apply these systems on a regular basis, it makes the whole sales process understandable. You improve your performance day over day, month over month, simply because now, you’re looking at it totally differently. It’s not just, “I’m going into meetings and let the chips fly.” It is very specific in that sense. You mentioned the zone. The zone is the starting point of any high-performance game. When you know what that is, most people talk about it as being mythological and luck of the draw, “If I can get the zone today, I’ll do well.” Wrong. You want to get that zone every single time and your performance goes up. It almost sounds too easy. Perhaps it is a bit, and then the fun part comes, how do I sustain that zone?
The first piece is that zone. When I got into martial arts, I started applying some of my hockey tricks and started to try to play the game that way. No, it didn’t work. I had to go right to the top and plug into my full adrenaline and all resources in that context until I felt euphoric. Bring it on. I did very well because of that.
You’ve been an inspiration and a mind coach for so many athletes and so many high performers. Like you say, athleticism leads to something else. We look at two examples that you and I have talked about in the past. Magic Johnson and Michael Jordan were two guys who were pretty good ballplayers as I recall. Some of the younger people may never have seen them play, but you and I saw them play and win championships, MVPs, and the Olympics. What didn’t those guys win? Yet, they’ve both gone out and they’ve killed it in business.
They’re probably more successful in business if you can believe it than they even were athletically. I don’t know either gentleman, but I have to believe that both of them understood how to be in their zone athletically based on their results, and how to carry that forward in all the multiple business deals that they’ve now made. I would love your thoughts on that.
When you learn that zone and know what that zone is, a lot of people, even in professional sports, get in that zone and it’ll be fleeting. Maybe it’s easy for them to keep it in the game, but they have a whole bunch of other things going on in their life, such as kids, wives, and those kinds of things that can interrupt that zone. They don’t have a handle on what it is and they’re not applying it to other areas. When I teach that zone, you understand what it is and you can apply it to anything. Clearly, with the Michael Jordans of the world, they’ve taken that zone from their game and they’ve applied it to their new game of business. It does an amazing thing. The first thing it does is that it attracts people to you. That leadership of high performance feels good to be around.
Talk about some of your clients and some of the successes that you’ve had. People who hit it out of the park that weren’t. They had the ability, they maybe had the desire, but it came together when you started to coach them up on some of the things that they needed to do.
Way back, and I’m still in contact with this guy, but he started at age fourteen. He’s a dynamo hockey player, but he kept getting cut because he wasn’t a big player. His dad got us together and I jokingly said, “I can’t help you grow, but I can turn you into a pretty dynamic leader so that when you play, your team wins. When you don’t, something happens. The chemistry isn’t there and they don’t win.” We worked with him at that level. The next year, he made the traveling team. He made the elite team. He dominated as a matter of fact, and didn’t look the size that he was. He carried himself huge. He went on layer after layer of sport to get to the professional level.
Even moving to the professional level, when he went for the tryout, one of the guys said, “I don’t know why this guy’s here, he is too small.” He was 1 of 3 that made it because he has that heart and he has that zone. The last game he was playing or the last series he was playing before he turned pro, he said, “I want to turn pro.” I said, “You have one task to do. Your coach who is a former professional NHL hockey player typically is not in the zone. He’s too passive. Your job is to get him in the zone.” He did and that coach looked after him for the rest of it.
Let’s talk about that because as we both know, sports are fleeting. We’re here today and gone tomorrow. We get cut, get hurt, lose interest, or life happens. We have to make a living, especially if we’re in amateur sports like I was in judo and wrestling. Eventually, you say, “I better figure out a way to pay the bills here because I’m not paying them.”
There are so many people like that and there are so many people too, the percentage of guys who make it to the National Hockey League or NBA. It’s an intestinal small amount of people. Tell me how you’ve worked with some of these athletes to then apply what they’ve learned so they go into the professional selling and they succeed there as well. Maybe they succeed even greater than they ever did on the field, the pitch, or the ice.
One of the key things I find with professional athletes is if you get them thinking about the next phase of their career while they’re playing, it is the next phase of their career if you know what I mean. They don’t want to think about it. Everybody is encouraging them to think about that next layer of life because otherwise, you get there and there will be nothing for you. You should be planning for it. That’s the wrong thing to say to any professional athlete or amateur athlete because that usually is doomsday when someone starts talking that way, “You mean my play isn’t up to snuff? Why would you want me to do that?”
I get professional athletes to think of their game as a business. They’re the product. They set in place and we’re going beyond the Mind Vs Sales here, but they set in place a model where they are now a business person in charge of themselves and the product them, plus all their finances, their management, and all that kind of stuff. When they graduate from their career and go into the rest of their life, they now have a model with which to work. A system, essentially. Much like the Mind Vs Sales system, it gives you a methodology to take that zone to another application. It almost seems too easy. By the sounds of it, they’re doing very well when they make that shift. Whereas other people are stymied. They haven’t done it, but no one gave them a model for it.
Let’s talk a little bit about, will Mind Vs Sales works with any sales career.
It is a generic process for high performance that I’ve applied to sales. One of my former athletes is selling healthcare products. Another one is selling some features of the internet and doing very well. Another gentleman is doing the luxury home department. The reason for that is your clientele doesn’t change. Maybe you’re focused on what you’re doing changes, but they’re still human beings. You’re selling to human beings. When you sell to human beings, the last thing a human being wants to hear is when you lose three clients. You’re struggling through your day and your tone of voice is dragging. They can hear it in you.
They want to hear the zone. They want to hear the excitement in what you’re doing and what you’re selling. If you’re not excited about what you’re selling, I don’t want any of it. That part can be in any kind of sales career. I’ve worked with a number of automotive techs who sell parts to cars in a sense. When people come in, they have to do it not as, “Here’s a part. We’ve saved your life. We’ve saved you a bunch of money by this.” They’re selling the safety features that people need when they come in. That $1,500 repair job, they’re looking at it like, “Oh, goodness,” but they have to be given that other perspective. When you’re a salesperson in the zone doing that, it’s much better than going, “Yeah, it sucks.”
Nobody buys from that guy.
They don’t go back. When they feel okay, even though you spent that money and you’re not happy about it, at least the load has been lightened up a little bit.
Let’s talk a little bit about systems. Why do people need a system to succeed, be it in athletics or in business?
In sports, you need to ramp yourself up for a game. You know that. You have to go out and be a terror from the get-go in wrestling or you’re toast. The other guy is a terror and he’s got you pinned in a few seconds. Sales is no different than that. You need a methodology of getting in that zone right at the beginning or you’ve lost your client. How do you do that? What are the steps to doing that? What are the systematic steps to getting you in that zone so wired that your client is going, “Wow, I see passion here?” They may not tell you that, but they’re going to feel that passion.Sales is no different. You need a methodology for getting in that zone right at the beginning. Click To Tweet
To you, it was systematic. You stepped up to it, and then systematically, you’re like, “How do I build rapport with my client? How do I walk them to a certain position where there’s the ask? How do I know that? How do I know by their physiology that they’re at that level?” If it doesn’t work at the end of it, I can put my tail between my legs, go home, and cry, or I can go, “That was interesting. I did my best shot that day with that meeting. Something didn’t work. I’ve had it. I’ve pulled all my stops. I had a great sales meeting and everything was perfect. I realized there were other factors that I had to figure out. I wouldn’t have been able to do that had I not systematically gone through that.”
That’s what I teach in Mind Vs Sales. How do you systematically start taking apart your game so you stop looking at the emotions and I’m upset and I’m discouraged? That’s the no zone. That’s you out of the zone. How do you get up here where you need to be? That’s where that toolkit comes in. You can chip away at that or you massively transform what you’re doing and it happens. It starts happening more and more of. After a while, it’s not, “Do I get into the zone? I am the zone and the epitome of it. I walk in the zone. I talk in the zone. I get other people in the zone.” I probably shouldn’t be mentioning this here, but when I go to a wedding, I can’t not get people in the zone. By the end of it, I’ll be sitting at the funniest table.
You’re so right about that because I’ve been around some of the greats. In the network marketing world, I’ve worked with the biggest of the biggest, the guys who started the companies and founded the companies. Generationally, were part of the first guys who started the industry. I worked with those guys when I was in the early stages of my career and I noticed they were always system-driven. I’ve also worked with some great people in the insurance industry. Same way, all system-driven.
They don’t get in the car in the morning and go, “Who am I going to talk to today? Let me think.” It’s like bing, bing, bing. At the end of the day, they’ve made money. What’s the goal of business? You have to make money. It’s not for fun. Sports are for fun when you’re a kid. You’re not getting paid if you’re not a professional athlete. That’s the fun stage. Business is the same thing. The results have to be there, otherwise, they’ll find somebody else to do whatever it is that you’re supposed to be doing. It’s amazing how system-driven they are. Let’s talk a little bit about strategy.
I introduced multiple strategies into my book. It’s interesting with strategies. Most of us have them, but we don’t realize that what we have are strategies. For example, the notion of you hear your parents say, “Count to ten. Take a moment. Step back from it. Look at it differently.” They’re strategies. “How would Uncle Terry sell this product?” That’s a strategy because now you’re looking at Uncle Terry and you’re going, “Maybe I should be modeling him.” Strategies are things we always use. We just don’t use them well enough. Plus, there are strategies that aren’t very effective like anger, throwing things, or cussing. They get us into that downward spiral.
One of the strategies I work with is, how do you copy the great of the greats? You described them. You’ve worked with the greats in sales. A lot of it is through osmosis, but that takes a terribly long time. How do we figure out what osmosis is? What’s going on there? I teach a strategy in the book and in my business that allows my athletes and business people to look around at who their role models are and, in a sense, step into their shoes. When you do that, an amazing thing happens. Your physiology changes. When your physiology changes, that changes your thought process. It can work brilliantly in terms of how fast you can learn how to sell or play a sport or whatever you’re doing. It’s one of the key examples I use that describe how we grow and we apply these things to close that gap between where we are and where we want to get to.Really look around at who your role models are and, in a sense, step into their shoes. When you do that, an amazing thing happens. Click To Tweet
How do you find the elite people, I’ll give another example and I’d love you to pick up on this and plan their day. For example, at my power-lifting gym here in Dallas, we have three guys that have benched to over 1,000. We have another 4 or 5 guys that have benched 800. All monsters, all very well-trained, all very methodical. By the way, all successful business people because once again, it’s a sport with no money. It’s something you do because you love it.
A guy came in about a year ago, and I won’t use his last name, not for any particular reason, but his first name is Mark. He’s a really nice guy and in our age group. He’s in his 60s. I got to know him a little bit. As I got to know him, he knew my son was a hockey player. He knew I was a wrestler. He knows I’m lifting. We got to know each other. Just small talk around the gym, and then one day we sat down and talked. This guy has been the trainer for a lot of our professional athletes here in Dallas off-season, Cowboys, Stars, Mavericks, Texas Rangers, our Major League soccer team, as well as elite college athletes because we have a lot of colleges here in Texas.
I got to talk with him one day and I said, “Mark, how do you plan your day?” Sometimes he’s going from a kid who’s become a lineman, for example, at Division One school who’s a big guy, obviously. Maybe then, he’s going to a woman who’s training for a marathon or an ultra-distance race. He then is segueing that to a wrestler who’s maybe in high school, who’s a little bit younger than the other people he’s training. All of a sudden, he’ll have somebody our age group come in, who’s got the arthritis, got the aches and pains, has the injuries, has had the surgeries.
I said, “How do you do that?” He gave me a great answer. He said, “Here’s my notes for every day.” He gave me that particular day eight clients back to back. I looked at his notes and he had planned his day with three notes per athlete he was training that day. Whether they were super-elite, professional, or they were trying to get there, or they were just, “I’m going to run the marathon and you need to train me a certain way because I need to get the body armor to do that.” I watched the way that he did that. He planned his day. I think the greats, whether you’re a trainer, a salesperson, an elite coach, or an elite athlete, whatever you happen to be. Elite entertainers are probably there as well.
I’d love your thoughts on that because you’ve worked with so many of these elite people in so many different realms, mostly sports, but certainly business as well, and maybe some other things. I’d love how those people plan their day or even how you plan your day because you do that segue from high level to low level, young to old, Olympic level to high school kids, etc. How do you do that so that it all makes sense? When you get to 7:00 at night and you’re having your dinner and you say, “I gave them what they needed.” How do you do that?
When you follow a system like he inevitably does, that system doesn’t vary from person to person, which may seem strange. I’m working with an amateur and I’m providing the same system to an amateur as to a professional athlete. The reason for that is an amateur athlete has limited knowledge about high performance and they have a thirst for it. When you walk them through the system for high performance, everything for them is new, or mostly everything for them is new. They’re following that system for the particular day or wherever they’re at.
When you bring in a professional athlete, they know that system and they may have faltered at times in it. Inevitably, when I work with a professional athlete and I walk them through one of the strategies, they say, “I do that, but I haven’t done it consistently. I know what the zone is, but I haven’t felt it lately. I don’t know how to get it back.” That’s a professional athlete. For me to connect the dots with them is sad because I set them up back on track. “Bye, Bob. Thanks.” They don’t need a lot of care in that process. I get together with them once every few weeks or something to see how things are going or I’m their backup if they get stuck.
Whereas young athletes when I walk them through it, it’s a much more rigorous process because having not been there, everything is walking them through it and everything is, “Did you practice that?” “No.” “Okay, you’re going to practice that.” If I get that answer twice, my language changes a little bit. I won’t use it here. I’ll say, “You have to find a way.” I teach a very specific type of visualizing that every athlete needs to do. By the time you get to professional, it’s already running in your head, but young kids need to get this very specific visualization going. I had one young lady going out socially that wasn’t doing it. I said, “You have to find a way.” She went out and found a pill app that she put on her phone. It rang and it wasn’t the pill she took. She did the specific visualization and did very well.
That would describe my day. When I go from athlete to athlete, pretty much, it doesn’t matter what level they’re at. My role is to get them in, make sure they’re in the zone, find out perhaps what is keeping them out of it, and resolve that. By the end of it, I always ask one question. I don’t know if I asked it in the book, but I probably should, “How will you perform now?” When I ask that at the end of every session, it doesn’t matter the first session or the hundredth session, if they don’t answer me fabulously, then I haven’t done my job, which you won’t find a lot of high-performance trainers that they take that responsibility.
There’s one professional team I was vying to be a part of and it didn’t work out, but they saw psychology as being the equivalent to what I do. I tried to tell them it wasn’t, but they did very poorly. I said, “If I worked for your team, I’d fall my sword at the end of the year because that’s not how I work. I take a huge responsibility. This is what needs to happen, apply this system, and you will be successful.” That’s where Mind Vs Sales comes in. Apply the system, work it, and you will be successful a salesperson. Have fun at it. I don’t have any career where I don’t have fun, as you can tell. Put one person in front of me or put a whole team in front of me and I’ll have a riot working them into that zone and working them into success.Apply the system, work it, and you will be successful as a salesperson. Click To Tweet
I know you love the success that people have. Let’s talk about the book, Mind Vs Sales. I read it twice over Thanksgiving weekend here in the US. You’d sent it down to me and I was doing some traveling. I enjoyed it very much. To your point, there are certain things I read that people send me. I’m like, “They’re going to labor through this.” The book flows. It’s easy to read. You can read it in less than two hours. Read it with a highlighter though, people. Get this book, Mind Vs Sales.
Let’s talk about the book specifically. I enjoyed reading it as a sales professional, as a former elite athlete, as an old athlete, as the dad of two kids who were elite athletes, and as a friend to people. I read it from a sales standpoint at my age because that’s where I am these days. I’m still competing a little bit here and there and throwing the weights around. My best days are behind me, unfortunately, athletically, so I read it as a sales professional.
As a sales professional, whether you’re in network marketing like most of our audience is, or whether you’re in a profession of selling, you sell insurance, we’ve had a lot of insurance people that are starting to follow the show lately. I know some of you are in real estate and some of you are in multiple things. These days, everybody is doing 2 or 3 things to make a living with the economy. Whatever you’re doing, read this book. I’d love you to talk about why they should read the book, what inspired you to do it, and where you saw those parallels in whatever the high performance was that you applied to professional selling.
Originally, I set out to change my original book, A Mind to Win into a sales book. Some of it worked, some of it didn’t work, so I radically took it apart and used all the stories I’d used or that I’d experienced, some of the clients I’ve worked with, and some successes. I wove that into the book and completely radically changed it. The first thing I’d like to say about writing any book is if it isn’t a passion and you’re not in a zone when you’re doing it, it won’t come out that way at the end. Every chapter and every paragraph, you can trust me, will be in the zone.
I can pick up my book and open it to any page and start reading and go, “I did a good job there.” It’s because I get caught right up in that book. First of all, that’s the idea with that. If it is not exciting to read, interesting, or a good read, you’re not going to get to the messages or the exercises in it. You’re going to get bored and it’s going to be a good piece to read before sleep.
What I’ve done with each chapter is I tried to capture the excitement of sales within the exercise I was teaching. I walk you through the book as a system. I teach you the zone right at the get-go. I get to the second part where I teach you how to create your visual dream, and then I say, “Have you done the zone first?” This is not a novel. This is not something you’re reading for pleasure. This is a program that I’m walking you through. In the sports world, I have a number of nice quotes from people who read the book. One guy went from 900th position in his particular sport up to 250 by reading the book in a month. It’s a system.
The third thing I would teach is how to deal with adversity and treat adversity as feedback. We hear that all the time, but nobody teaches you how to do that. In the next part, I teach how athletes or salespeople forget that thing that happened that you’re embarrassed, you’re sweating under the armpits, and you can’t believe you acted so stupidly. I got to let that go, so I teach people how to let that go with a neat little strategy that has been perfected over time by most people, but some of us didn’t learn it. I teach people how to forget, how to model the top performers, and how to manage your adrenaline.
Each chapter and every section goes through another part of the system in terms of dealing with building your image of success. How do you become much more focused and much more intuitive and deal with clients in a way that treats them with respect? That takes leadership within the context of a sales meeting. We don’t think about that. We think we’re trying to sell to somebody, but we’re taking leadership in that context. I wrap it all up with the final part which is, how do you get the system to work for you much better, easier, and have more fun in what you’re doing.
I think that’s the key. At this stage of life, as I look back, the most successes I had, I was also having the most fun. Isn’t that interesting?
I think you’ll also find the successes you had were often with the best coaches. We go, “They coached us with technique. They’re super technical and good technique.” Wrong. The key part they coached you in was up here. They got so much more out of you by them being in the zone. I look across my career where I had those coaches. It was unbelievable. I thought, “I like that coach. Maybe I will try to show off for them.” Wrong. They were pushing my buttons in interesting ways to elicit the best and get the best out of me. That’s one thing I’ve always admired. That’s part of the leadership program. How do you do that with your client? How do you do that if you’re going to take on the role of a sales manager or do an upline in your business?
There are so many good and simple metaphors in there that I found. You have to look for them maybe when you first read it. Read the book several times, people. Don’t just read it once. Put it down, come back, and read it again because there are some simple metaphors in there, but they’re game changers, most importantly. This book is a game changer. As I said, I read it twice over Thanksgiving weekend.
My wife was away in Canada, so it was Fred and I here at the house, and he was doing his thing with the internet stuff that he does. I was doing my thing. We went to the gym, but basically we were two bachelors home for the weekend. His girlfriend was away, so it was just him and I. I said, “This book Bob wrote is great.” I showed him different parts of it. He goes, “That sounds like the stuff I learned, Dad.” This stuff works. That’s the bottom line to it.
Let’s start to wrap up here. Where can they get the book? The book is going to be out where they can get it, but where can they get it?
It will be on Amazon.
We certainly have the eBook and we’re working to get the paper back up as well by the time. It’s the nature of how long it takes Amazon to populate your book. There are different kinds of constraints in that way. Otherwise, we’re planning for it to be up. I don’t know if you have space where people can sign up to be on the mailing list. I can send you the update when it is up and running. That’s a possibility too. My wife, Karen, can send you a link that would send them to a landing page, and then they can sign up. It should be up and running. We’re pulling at all stops.
Bob, you and I have done some interesting things together, but one of them was the training class that you put together for some of my elite distributors in Canada and the United States during COVID. It’s got to be three years ago already that we did that, believe it or not. It was a while ago. Our time is flying. I remember when we decided to do it, I was out in Wyoming looking at Buffalo. You and I were talking and I’m looking at the Buffalo. I have since learned from one of my podcast guests, and this is interesting. Buffaloes are the only animals that run into a storm. The rest of us run away. If you see a big storm, the storm’s there, I’m going that way. So are most animals. Buffalo heads into the storm and tries to get on the other side of it. I’m not sure why.
I remember we were talking about that and I was studying what Buffalo’s did. Anyway, it’s a long story. I’m getting off track here, but I remember we were having a conversation. I said, “This zone stuff, I want some of my guys to know.” Since then, not only has Fred done what he’s done, but you trained independently as an athlete. Also, two of the people on that call have become two of my top producers in Canada on a consistent basis. Once again, why do we do these shows? We do them so you get results. We do them so you get tools and you get to meet people like Bob that have a tool. What’s the cost of the book, Bob? What are you guys charging for this?
They’d be $24.95 US.
You’ll have the download that they can do cheaper.
The eBook usually comes in around $16 to $17 US.
Once again, invest in your mind. Ben Franklin said many years ago, “Invest the coins in your purse into your mind and your mind will fill your purse many times.” That’s what you’re doing when you hear people like Bob and some of the other authors that we’ve brought on over the last year or so that have tools for you. Invest in them and buy them. Share them with your downline. Share them with your sales team. Share them with your kids, most importantly, because a lot of times they’ll benefit from this information. I’m going to throw it back to you. Anything else that you want to share with the audience?
I think that sums it up nicely. I’d like to thank you. I appreciate the opportunity. You’re always a fun guy to chat with. We’ll get a few more of these maybe not recorded, but we’ll be chatting soon.
We will. We always do. I appreciate you so much. Happy holidays to you and your family out in beautiful Halifax. How’s the weather?
We had a bit of snow, but it’s been lovely. We had a beautiful summer and spring wasn’t so great, and then we’re popping over to PEI. We have a beautiful little cottage in PEI and that’s come along. We can’t wait until next summer.
Don’t be surprised if I show up next summer because it was 106 here on average for about 45 days. All I could think about was Canada. Why did I leave?
Seventy degrees. It’s been beautiful all summer.
I bet. Thanks so much, Bob.