Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

I believe that there’s going to be a lot of days where I don’t feel like it. As we constantly say within Tony’s organization: negotiate with your mind. Your mind wants to keep you exactly where you’re at, and so as soon as you hear that voice that’s telling you to stay somewhere. That’s a two million year old brain that’s conditioned you for survival. Not about progress, not about evolution. I mean we’re all evolving, but really when you hear that voice. That voice of reason will keep you stuck. I think that it has to be beyond motivation. It has to be conditioning. When you look at the best athletes. They’re well conditioned. When you look at the best thinkers in my opinion. They’ve conditioned their mind. There’s some way that they think. There’s some conditioning process and they’re training never stops. I will choose discipline and training over motivation everyday. Yes, you do need to have a vision and the vision is part of what motivates you. But motivation says that I need to rely on my feelings. Where discipline says: Screw my feelings!

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Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

That’s what people buy. People don’t buy your product or service. They buy feelings, and they’re doing things for emotional reasons. All sales is is a transference of emotion. So there’s an emotion inside of that person that gets to: your words don’t even mature so much because of who you are. So who we are is predicated by our values and our emotions. That’s how people associate you. So I go in there in such a caring, loving, certain state, and people end up buying me. I would sell people who really didn’t know who Tony Robbins was, back then, now everybody knows who he is. But they didn’t by Tony, I knew they were buying me. Most people in their presentations would edify them self by edifying Tony. They’d be like: Oh, Tony’s worked with this President, or I’m the top trainer for Tony of I’ve done 3,000 presentations and they would edify them self. Which is good to do, and edify Tony. Which is good to do, but I wanted to shine a spotlight on the people and on their problems. So it became about creating an emotional response out of them in that moment and anchoring that to the event. To what I wanted them to do. People that are very good at sales and NLP, they got a sense of what I was doing on a technical aspect, but they also felt that I was doing it for the right reason. Motive matters.

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Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

I just ask the question when they’ve creates some pain, and I can see that they’re not comfortable. I ask them: ‘How much long is this going to be OK?’ OR ‘How much longer do you want to stay exactly where you’re at?’ ‘How much longer is it going to be cool for you to keep on doing exactly what you’re doing?’ and I say it without judgement. People say: ‘well not another minute.’ and I say: ‘well what do you plan to do about it?’ it’s almost like I’m pushing back. Most people at that point say: ‘well hey, here’s my fancy shiny thing.’ I ask questions that create space. There’s a lot of books that talk about this concept it’s High Intention, Low Attachment. HILA. High Intention, Low Attachment. So I am just authentically having a conversation with somebody, but I am guiding them and I am putting them in pain. I’m attaching pain to their situation for real, and also showing them how they can have pleasure by doing something different. I’ll ask them: ‘So what do you plan to do about this?’ and they’ll usually say something like ‘that’s why I’m talking to you, that’s why I feel so lucky that you’re here today.’ So before I get into the close I’m setting up the close, and I start to ask questions around scale of 1-10 how much more money do you think you could make if you had this? So I ask questions that are always putting a number on them. I’m monetizing the pain. What would that be worth to you if you were were able to overcome this? So I ask lots of questions around that as it gets deeper into the process.

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Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

It’s coming in as somebody who’s diagnosing, not demonstrating. So you can come in with your product or your service and think oh my god this is so great. Demonstrating value it’s like me saying to you: ‘hey look how good I am, look at my nice car, look at my nice house.’ It’s great that I have that, but I’m putting myself in an inferior position because I’m trying to prove to you my worth. I’m trying to prove to you the worth of my product or service. But when you’re in a superior frame, and you’ve got to take that role sometimes. You come in there with a strategy of preeminence that your stuff is the best and you’re only going to accept the best for your clients. So you come in there with this authoritative kind of tone. Where you’re friendly, but you know your stuff.   You go in there not demonstrating value, but diagnosing problems.

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Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

Based on just the information I’ve paid for. It’s true what they say. When people pay, they pay attention. So I don’t consume any information that’s low value.  I enjoy spending lots of money on my self development and coaching. So I’ve got some coaches that I work with and that’s pretty much everything that I do is context specific right now.

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Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

We live in a consumer society. We consume books. We consume food. We consume information. We consume, but the most successful people in the world don’t just consume things. They’re producers. That process of what I’m going through now and the most productive times of my life I think about not consuming things but I think about producing things and everything that I do consume is only setting me up to be more productive or to produce more and that goes down from how I eat, how I sleep, to how I communicate, how I structure my day. Everything has an outcome

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Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

Another thing that I do. It’s just a checklist of certain things, certain habits that I do everyday. So I have a checklist of certain things that I want to basically instill in my life everyday. I learned it from a guy named Nick Sarnicola, he’s partnered with Ryan Blair. They own ViSalus and now Nick is the CEO of the company ViSalus. He’s just got a system for what he calls the art of desire and it’s goal mastery. I’ve gotten certain goals that I have this year, and so I make sure I write down the goals every morning, but in the evening I look at the habits. So it’s really important for anybody out there, this concept that it’s great to focus on your goals. But all goals are supported by habits or rituals. So many people focus on just the goals, but the goal is an illusion. The goal is a dream unless it’s supported, unless it has a strong foundation of habits.

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Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

Almost every night, when I’m home I do this most nights. In the morning I do it it. It takes me six minutes. I have by my bed a projector. You can buy them on Amazon for $100, $200 something like that. Just a projector, and I have it synced up with my phone and inside of iMovie I have all these pictures of things that I want to create this year. So you could say it’s like a vision board, but each picture is only up there for about .3 seconds. Some pictures a little bit longer, but I have things I want to buy. Aspects of my character that I want to develop. I have pictures that remind me all of it. And for six minutes I have a picture, like a movie going by and each picture is only about .3 seconds so it’s literally hundreds and hundreds of pictures fly by in these 6 minutes and it’s setoff to music. So in the morning and at night I listen to some motivation music while these pictures are flying by like a movie. So I see maybe 400 pictures go by of things that remind me of this feeling, this character, my income goals. I put them all on this vision board if you will, this moving vision board, and as I’m watching it I’m jumping up and down on a rebounder.

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Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

On the road, and when things are so intense. The schedules can be much like a professional athlete or a professional performer because you’re out there everyday and that’s what it’s like if you’re really doing it at the high level. Where it’s a lot of people, a lot of money, you want to be your best. So I think it’s one thing to have these great healthy two hour morning routines and you’re doing your meditation and yoga and all that, but you have to have these small things that you do. These anchors, these triggers that kick you into gear. As general as it sounds you just have to time block, and you need to be able to have a ten minute version, an hour version and to have some non-negotiables.

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