So, you know, think about what's the holy grail between somebody taking action or not. It's one word, certainty.
When somebody is absolutely certain, they you know, the the common word is believe. Right? But, you know, you can believe at a general level or you can believe with certain. When you're absolutely certain that if I do this, it's gonna get that result, and that result's gonna change my life, you'll do it.
When you think it absolutely is not gonna work, you're never gonna do it. The middle no man's land of maybe it'll work, maybe it won't, that's the piece that kills people. Right? So if it's a must for you, you gotta make it work. Right? In our case, right, as an example. If it's not a must for you and you're not sure, you don't know what to do. So I years ago, I'd look around and say, okay. How do people get themselves to follow through they haven't been following through? What's the difference? And I started interviewing hundreds of people literally, and eventually thousands because I had thousands of my events. So I'd ask the group to give me their feedback. They came up with this model. It's like the holy grail of belief or the holy grail of momentum. It's like the difference between what makes the rich get richer and the poor get poorer. Right? And the difference we all know is mindset, but like how is that built? So this is what I did. Created a stupid little four little boxes, and I'll scribble it here for you.
You think about the first thing that determines whether you can do something or not, and I put that in this first box at the top here on the left side, it's potential. Like, what's the potential of a human being? Like, when you guys started,
you proved something no one had done in history. You ran the four minute mile. Right? For golly knows how many centuries, they're trying to run a four minute mile. Roger Bannister does it. How did he do it? Do you remember?
You did it in this industry. Right? You made a million bucks in a day. No one had ever done that in history. Right? After you did it, bunch of other guys are doing it because it became possible. Roger Bannister didn't just go physically practice. He made a shift in his head. He practiced in his head because he could never achieve it physically, so he had a change in his head first so that the result became certain enough he believed it, and then his body got him through. After Roger Bannister win that four minute mile,
within two years, 37 people ran a four minute mile. Wow. When no one in history had ever done it. Now here's how it works. The potential for anybody getting your product is extraordinary. They could do what you've done as much more or less they can do whatever they wanna do. The potential's there. The market's proven that.
Whether or not they tapping that potential has a lot to do with what action they take, which is a question you came to me with. Right? Like, know, god, the hell is potential, but they're not taking action. And we all know that the action they take is gonna determine the results they get.
That's pretty obvious.
So
most people
have a belief about what their real potential is no matter what you tell them. And that affects how much action they take. And, of course, that affects the result. And then ironically,
that result reinforces
their belief,
and then their belief affects it. So I'll give you an example.
Let's say a person
has unlimited potential, we all agree, but they take little action, little results. Why? Because they have to start with a problem with their belief. They don't believe it's really gonna happen for me. Maybe for Frank Kurrence because he got the cool hair and stuff, or maybe it's for you because you're so driven, but it's not me. Maybe Tony Robbins because he's a freak, got these big teeth. Whatever their thought process is. Right? They got this thing. Right? But what happens is if you believe
that there's very little potential,
how much action are you gonna take?
Nothing. Nothing. Little. And when you take little potential with a little action, what kind of results do you get?
Lousy little results. And when you get little results, what does that do to your belief? You go, see, I told you this was a waste of time. Sold you this wouldn't work. And then what happens? You tap even less potential. You take even less action. You give even worse results, and your belief gets even weaker. And this sucker feeds on itself until you are in a downward spiral. It's poisonous. It's poisonous, and it's self fulfilling.
Now what if something could happen that could come along and fill you with a sense of absolute certainty? Not like I believe, but mean where you know.
In you guys' case, mine as well,
we knew because we had to because we burned the boats. There was no other option. We had to find a way. We had we weren't gonna live that way. We all did it in different ways and for different reasons, but in essence, that was it. If you get yourself in a state of certainty
that this is gonna work, I'm gonna find a way, if this doesn't work, I will make the way, then you tap a lot more potential.
And And when when you're you're certain certain in your potential, you take massive action. When you take massive action, you really believe in something, you get great results. When you get great results, your brain goes, see, I told you I was a stud.
I told you this thing would work out. Now you're even stronger. Tap more potential, take greater action, better results. That's how you went from $300 in a week to 2,500 in five days to a 100,000 in a month to a million bucks in a day. Same thing with you. And we get momentum. So the rich get richer and the poor get poorer. Now some people go out and they go, well, I'm gonna take a bunch of action. Alright? I'm gonna open this product. I'm gonna try it. And they'll say to you, I even did it. But it's like a salesman who goes and knocks on the door and he knocks on a 100 doors and says You don't want one of these, do you? Yeah. Exactly right. Yeah. And even if he doesn't say it verbally, his face says it because he doesn't believe it's gonna work. So his voice, his body, the execution is so weak. Maybe if he talks to 100 people, somebody's going to buy out of pity. They don't want his kids to starve, right? But he's not going to get the result. So the core difference in people is how do you produce certainty
when the world isn't giving it to you.
You go out and you try and you try on your case, you're $100,000 a debt, nothing's working. How do you keep yourself going? The way you did it, the way I did it, the way you're doing it, we may not have done it consciously,
is we didn't change our potential. That was there.
And it wasn't even taking more action. Taking more action, we believe it's not gonna work. It's not gonna change anything. We
got results
in our head that made us feel certain as if it had already happened. True or false for you? True. Right? So give me an example so people know I'm not just making this crap up. Well, I mean, just like when I had nothing, I already knew I was driving, like, Ferraris and Porsches and stuff because I always wanted those cars. I already knew I was going to have them. It was inevitable. Right. I inevitably you know, that was just my inevitable outcome. But how did you do that? Did you have a ritual? Did you think about it regularly? Was it one time you thought about it, or was it something you had an obsession towards? I had an obsession towards it. I mean, I used to go I work used to work in a video store, which is the last job I ever had in my life. Thank god. And I used to go to to work almost every day,
and I used to bring two magazines with me to read on my breaks. Entrepreneur Magazine just to read about business and everything else to read about what other people are doing, look for role models. And I used to carry an auto trader with me. And I used to look at Porsches that were for sale. Yeah. And people always used to ask me, what are you doing with that auto trader magazine? I'm like, well, I'm just picking out the Porsche that I'm gonna buy. Right. When I'm Which probably got you a lot of crap. I I did. People made fun of me. I actually had a boss at that job tell me, you know, you really shouldn't do that to yourself, John, because it's it's very, very likely that that is never gonna happen. That it's very likely that you you're never going to have that car. Yeah. That's that's the kind of belief he was trying to put in my head. And I was like, no. You don't realize that it's it's inevitable
Right. That I will drive here at some time in the near future with that car when I'm not working for you. Right. And drop movies off for you to put back on the shelf. And that actually happened. And it was one of the most fulfilling days of my entire life. And the great thing was when I pulled up in this car, I was, you know, I was in my mid twenties. Yeah. A car that most 20 What kind car was it? It was a Porsche nine eleven Turbo. Was a convertible and everything. It's a beautiful car. It was one I Porsche. I Franken. Yeah. What I always dreamed to have. And but, know, for a few years, I always circle the ads of which ones I was gonna buy. When I finally got it and I pulled up at the store, you know, I had all these people. Some people that were still working at the $7 an hour job were there years after I left. And I'll never forget this, even the Boston stuff, and and the reaction of people was like, wow. That is awesome. Yeah. Is that your dad's car?
And all I said to them was, not exactly.
Good for you. And I just smiled and just left. But it was you know, I just I I it's the weirdest thing, but I just knew it was going to happen. But you knew it because you I conditioned myself to people. Did it over and over again. Yeah. When I was in high school, I was not a popular kid, but I was passionate and intense, and I'll never forget. Some people give some particular girls gave me some crap and a guy too. And I wrote in their journals or their, you know, their annual yearbook at the end of wrote, you know, someday,
I said, you treated me like hell. Someday, I'll be rich and famous, and you'll be an effing truck driver, and you'll be sitting there. I'll be with my I'll be be with this beautiful woman of my life, rich, and you'll be watching me on television thinking, you wish you would have treated me better. I actually wrote this shit in people's manuals because I went to a ten year high school reunion, and the people went and showed me this stuff. Right? But it's like I burned the bridges, baby. I was like, there this is how it's gonna be. So I'll give you a perfect example of this. You know, they did studies. Many have been done at this element where they wanna see how much does the mind affect performance.
So take basketball. And I've worked with a lot of NBA players and turn them around. And one of the problems many of them have is they'll choke on the free throw line. You know, while everybody knows in that case,
if you normally shoot really well and now you're not,
something's interference. Something's getting in front of your state, some uncertainty, right, obviously. So they take a group and say we're gonna make them better. How do you make somebody better who has got this mental block? So they take a group of guys, and they're gonna do free throws, and they do one group where they just practice for six weeks. Totally intense practice, and I forget the number of free throws, but they gotta do this many free throws every day. Take a second group, and they have them not practice at all.
Obvious.
And they take a third group, and they don't let them touch a basketball.
All they do is have them practice in their mind, but the key is it's not practice makes perfect. It's perfect practice makes perfect, as corny as that sounds. So these guys see themselves making the shot every
single time,
conditioning their mind and body that it's perfect every time. They're not interrupted by a reality that would screw with them.
So at the end of six weeks, they tally it up, now they give them a test to see who has the highest free throw percentage, you know, success.
What do you guess it's gonna be? Well, the obvious person says, obviously, it's not the guys that didn't practice.
But which one is it? The mind, or is it the ones that actually practice?
I'm assuming the mind. Yeah. You would assume it because it's true. Right. You intuitively know the truth that practicing is not enough. It's getting yourself so certain so many times that now when you go to do it, there's no hesitancy, and you execute. It's having that absolute certainty that makes you tap your full potential, take massive action,
get massive results, be reinforced to having stronger belief. This is what makes somebody a star at anything. It's like Jack Nicklaus, the golfer. He visualized every shot and where it was going, landing right where he wanted it before he ever hit it. Every single time. And what do most golfers do? They just take a practice swing, and they kinda hope for the best and point in the right direction and hit it. And some of them, if they've had some bad hits, what are they really focusing on?
You know, what what I don't wanna do Exactly. Exactly. And that's the same thing here. You were talking about working in the video store and looking at the Porsches and stuff. I used drive to around in my car, you know, doing the cold calling on the credit card machines. And one way that I would avoid cold calling, the pain of, like, cold calling and knocking on doors and everything, would be to listen to your stuff and listen to Jim Rohn stuff. Wow. Just drive around, no particular desk, just to listen to it. And strangely, I still like to drive around. I prefer to listen to that stuff in the car for some reason. Because you it's where you got imprinted. Yes. I mean, it's like, well, I'll drive up and down the coast and check out the ocean. You know? Yeah. So I would drive around,
and I would envision
myself
holding those types of seminars Wow. And teaching people that kind of stuff. And three weeks ago, I was teaching a seminar in in San Diego and I was talking about beliefs and envisioning things and I had to stop. And I shared with the audience, I was like, you're not gonna believe this, but I actually used to envision
this very moment. Wow. Talking to you right now. So it really, really works. Wow. It definitely works. Makes a difference, I'd say. I'll tell you what. I worked with Andre Agassi in 1993,
I think it was. He'd been number one. He dropped to thirty second in the world, and he was ready literally ready to quit with no exaggeration. His father was managing him, and he was so angry with his life. And he he went through some, I think, wrist surgery at the time, and he's working on his swing. And, yeah, he was dating Brooke Shields at that point. They weren't married, not not his current marriage, obviously. So she said, you gotta come see Tony. She goes, I don't need motivation. And he goes, he's not motivation, man. He's strategy. He'll show you how to make that shift in your head. So he comes. I worked with a guy. In the beginning, he's saying, you know, do your magic stuff. Like, oh, yeah. Great. Thank you. And I said, tell me. And he said, you haven't hit a tennis ball perfectly. And I'm trying to get him in the zone to remember that time like you visioned where he was perfect at it. He goes, of course, I have. And I get him vision over and over again. And finally, he's in the zone. He's feeling that again. Right? He's seeing it, and he's feeling certain, and the swing is going perfect.
And I said, how's that feel? Goes, it feels perfect. I said, but are you thinking about the swing?
You're not thinking about the swing. You're not thinking about how to do it. You're just seeing the result you want so vividly that it's there. So all we did was train him how to go in that state over and over again. He won the next weekend. The second weekend, he came in second. Within six months, he was number one in the world again, and he gave me unbelievable credit. But all it was was conditioning the mind. You do it with tape, so did I. I the we were just talking about this earlier, Pam and I. I used to go when I was 17 years old down in Downtown Los Angeles, this place called Knight Education, k n I g h t, like at the night. And I'd save up all my money, work as a janitor, and I would get these tapes and listen to these things over and over and over again. I went there for years, and I didn't have enough money, and I leveraged everything I had, but I knew how to train my mind. It's the one thing I knew how to do. His man's name is Mario. I saw him in his eighties. You know, he obviously knows how my life turned out and was very proud of the role he played in in that process. He used to tell people the story. This guy is a real thing. He didn't just start out this way. This is how Tony did it. He listened to his tapes. He conditioned himself. Right? This is the real stuff. He passed away a few years ago.
I'm calling his house, and he passed away, and his his his daughter was there. And she wanted to share with me that how I touched his life and so forth. But the best thing was I thought, you know what? I wanna get those tapes. I wanna get that stuff I conditioned. You know, I wanna go back to that moment like you did of, you know, that moment was visualizing, now I'm living it. And she said, he left all this in his will to you. So So I have all these tapes now that are from the time when I originally went through and, like, I'd go to sleep and have these sleep tapes that condition my mind to believe that I could succeed even when I was sleeping or to build energy in my body. And anybody who wants to succeed has gotta know it doesn't just happen. You can buy a product, but you also, with that product, have got to condition yourself. You gotta make it a must, and you gotta get a ritual. And if you do it, whatever you used to dream about you thought was so huge, you'll just live it. You'll live it like you lived this yesterday, like we're all living the life that we envisioned because we had to
and because we played this game with our head. We got the belief to be real by seeing it enough times and feel it enough times till our brain believed it, and then it made it happen. Which raised the potential, which made us take more action, which got us better results, which raised our beliefs again. That's right. And then that's why that's why the rich get richer and the poor get poorer. So instead of bitching about it, change it. And this is how you change. It's like a self fulfilling prophecy. Completely. It's pretty easy to change.
Just that one simple exercise was amazing. I'm still like, holy crap. You know? I wonder what else I can do now. But look what most people do. Most people do the opposite of that. Right? They get the product or they think about doing it. What do they envision?
It not working. That's right. The excuses So they envision it not working. As soon as they envision it not working, they feel uncertain. As soon as they feel uncertain, how much potential they've had?
Little, if anything.
And so they send back your product, and they didn't listen to the damn thing. You know? And guess what? What does that do, by the way? They make that as another lousy result in their life. I didn't even follow through on that, and they believe even less. This process is the holy grail. It's where the whole game changes, and anybody can do it, and they can do it in a few minutes. And if they do it a few minutes each day,
then they get a different life. They do it a few minute one time, their life changes for the day. It's we're defined by our rituals.
Everybody's got rituals, certain things they do every day. And what we we have in common and anybody that I know of who has a life that they're living that was once a vision is we saw it again and again and again even when it didn't work, even when you lost a $100, even when I'm working as a janitor, there's something we would not give up on. And if somebody watching wants to change their life, they gotta decide what they won't give up on and then put themselves in the state of momentum by a couple of little rituals. That's all it And I think especially when it comes to anything related to making money, like making money products or promises or courses, people are so inundated with scams and all this garbage, true garbage,
that, you know, their natural thinking is that they're so skeptical.
It's like they fall into the conditioning of,
well, if anything's ever going to work, that thing has to prove it to me before I believe anything.
So when they they go to approach
the thing to make more money with, they're like, well, I'm starting at zero, and this thing has to prove to me that it has any potential at all before I believe that it will. Don't don't you agree with that's the case? Unfortunately, I agree with this case, but here's the truth. When somebody says to me, in my business, even Murph, because a lot of people think I'm a motivator. I hate that term. That's never been what I've done. I do believe in energy, and I'm passionate. You know, they see 10,000 people in the room rocking. They go, oh, he's motivating them. I believe in peak state. You get a top athlete, you get in a concert, you get in state, right? The problem is to defend themselves so they won't be disappointed again, they lower their expectations. So someone will say to me, well, I'm skeptical or I'm pessimistic. And my response to them is, no, man, you're gutless.
It takes no guts to be skeptical.
You don't have to have any capacity to be a critic. And now with the web, you don't even have to own that you're the one being the critic. You can burn somebody anonymously,
right? I said, you know what? It takes guts to believe. And if you think something's gonna do it for you without you putting your guts on the line, you might as well forget it right now. So this idea that I'm skeptical or they gotta prove it to me, it's the biggest lie. What that really is is your fear talking. You're so scared of failing,
don't you even wanna get your hopes up. And if you don't get your hopes up, you might say, well, what if they get their hopes up and somebody gets disappointed? How many disappointments have we experienced in our business careers and in our lives? The difference is some people take disappointment and let it destroy them. Other people take disappointment and let it drive them,
and you get to choose.