The Commission Code for Success
Does your gross revenue come from commissions, fees, and other types of 1099 MISC income? If you answered yes, then the Commission Code for Success is a podcast created specifically with you in mind. Each episode is designed to deliver a concept or idea that will help you increase your revenue and have more time to enjoy it.
If you are an employee on 100% commission or an independent contractor you are a business owner when it comes to how you go about doing your daily work. The mindset of a business owner puts you in exactly the right spot to maximize your revenue and maximize the impact you have with your clients and customers.
The Commission Code is the library of knowledge and the set of skills you need to grow your business and reach your desires. Please join us and our guests at The Commission Code Podcast! I look forward to seeing you there, I'm your host, Morris Sims.
The Commission Code for Success
Money Mindset Revolution: The Hidden Hiest
Do you believe wealthy people must be dishonest? Do you experience anxiety when spending money? Are you constantly fighting a scarcity mindset even when your finances are stable? If any of these questions resonate, your money beliefs might be silently sabotaging your financial future.
In this eye-opening conversation with Bill Cates, renowned referral coach and author of the forthcoming book "The Hidden Heist," we dive deep into the psychology of money and the hidden beliefs that shape our financial decisions. Bill reveals how scarcity thinking is neurologically wired into our brains from evolutionary pressures – our ancestors' constant worry about food, shelter, and safety created neural pathways that still influence our relationship with money today.
What makes this discussion particularly powerful is the recognition that money mindsets transcend income levels. Bill shares stories of wealthy individuals plagued by money shame and successful professionals who can't shake their anxiety around spending. These limiting beliefs create invisible barriers to wealth creation that tactics and strategies alone cannot overcome.
The conversation takes a fascinating turn when Bill explains the structure of his new book – a parable set during a bank robbery where each hostage represents a common limiting money belief. Through storytelling, readers can identify their own unhelpful narratives while gaining practical steps to attract greater abundance. As Bill eloquently puts it: "Money is not a scarce resource. It may be scarce in your pocket, but money follows value."
You'll also gain valuable insights about effective referral strategies, including how to ask for introductions without feeling "sleazy, cheesy, or creepy." Bill emphasizes that referrals shouldn't be an afterthought but rather your core business strategy, since ideal clients typically prefer meeting professionals through trusted connections.
Ready to transform your relationship with money and build lasting wealth? Listen now and discover how awareness of your money story is the first step toward financial freedom. Visit HiddenHeist.com to learn more about Bill's book launching September 16th.
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I'll tell you, most people have a scarcity mindset around money Not everybody, but it's a very common one and I've been doing some research on the neuroscience of this. Notice I'm not saying I've been doing neuroscience research, I'm researching into the research. Very important distinction here, yeah, very. Right, very important distinction here, and I think what I've come to realize is this idea of scarcity in our lives and FOMO fear of missing out.
Speaker 2:It's wired into us as humans. Welcome to the Commission Code Podcast. We're here to help you overcome the challenges that most of us face in our business. From time to time, you know things like feeling like you're on a plateau and you just can't seem to grow your business. Or maybe feeling overwhelmed, just trying to make ends meet and yet it seems like you're always working. Or maybe you've done quite well for a while, but now nothing seems to be working anymore. Well, we want to help you solve those problems and many more. Our objective is to provide you with practical solutions so you can grow your business and have more time to enjoy the fruits of your labor.
Speaker 2:My name is Morris Sims and I'm time to enjoy the fruits of your labor. My name is Morris Sims and I'm going to be your host for this show. I've spent years okay, decades really in the corporate world, teaching business owners how to increase their revenue and use professional sales processes and run their business more effectively and efficiently. I started my own consulting and trading business about seven years ago, I guess, and I'm helping my clients do just exactly that Get more revenue, increase their revenue and have more time to enjoy the fruits of their labor. But I got to tell you I'm having more fun than ever helping people build successful businesses.
Speaker 2:So, with all that said, let's get on with today's episode of the Commission Code for your Success. Bill Cates is my guest today on the Commission Code for your Success and I got to tell you Bill and I have known each other for longer than either one of us wants to admit. We've always had fun working together and I'm just really excited to talk to Bill about his new book and about what he does and about how he is the referral coach to America and specifically the referral coach to a lot of industries, but such a specialty in the financial services industry. So, bill, welcome to the show. Thank you so much for being here.
Speaker 1:Hey, morris, pleasure. And in case they misheard some people get confused not Bill Gates, bill Gates missed it by one letter, a few dollars here and there, but you know it's a few billion among friends anyway.
Speaker 2:That's right.
Speaker 1:I like the joke. Bill Gates has a lot of money. I'm going to help you make more money.
Speaker 2:There you go, there you go. That'll work. That works every time, there's no doubt about it. Bill and I have worked together. We've had Bill and I have created, produced a number of sales and referral kind of training operations for our company back in the day, and it's just been a lot of fun working with you, bill. I really have enjoyed it.
Speaker 1:Thank you, it's likewise.
Speaker 2:It's just a blast, but tell us about your latest entry. Here I mean. Bill's a coach and the referral expert in the world and an author. He's written quite a number of books and now we've got a new one coming out called the Hidden Heist.
Speaker 1:Yeah, I'm going to hold it up to the microphone or the camera or whatever. Yeah, it's called the Hidden Heist. The subtitle is Stop Robbing Yourself of Lasting Wealth an Irresistible Tale of Financial Redemption. And we can get into the why I wrote it, but in a nutshell, uh, it's about money beliefs, money mindset, uh, our money story. Most people, even very successful, even very wealthy people, have strange money stories, uh, mistaken beliefs, limiting beliefs, unhelpful emotions that lead to often counterproductive actions, and so I'm kind of on a mission to bring a new story and some basics to folks, especially folks you know, commission, only where your income can be a little up and down. Talk about a funky relationship with money. So we can dig into that, but that's what the book's all about.
Speaker 2:It's just amazing to me how we don't do a very good job in this country or in this world, I guess really in talking about and setting expectations and mindsets around money and how we use that tool in our lives and what we do with it. But I think somebody I interviewed one day said we all have a relationship with money.
Speaker 1:Yes.
Speaker 2:And that's the one that caught my attention, because when I really thought about it long enough, I realized my relationship with money is that it's going to go away, so I better spend it now before it leaves, and that's not necessarily a smart mindset to have. Tell me about some of the some of the concerning mindsets about money that you found yeah, it's.
Speaker 1:It's kind of uh, there's a few things. You know how. The number one killer of plants houseplants is underwatering. The number two killer of houseplants is overwatering, and that kind of defines a lot of folks' relationship with money. There are some people that don't pay enough attention. I don't know whether it's money denial, if it's what it is, they don't look at their numbers, they don't pay attention. They kind of trust that everything's going to be okay, which is, you know it's. If it's what it is, they don't look at their numbers, they don't pay attention. They kind of trust that everything's going to be okay, which is, you know, it's okay to have that attitude of trust. But but usually because of that, some this, some good, this, some bad decisions are being made.
Speaker 1:I should say and then there's other folks that that, just you know, obsess about it, constantly, think about it. Uh, they're in the market, they're looking how they're doing in a market every day, which is usually not a good thing to do unless you're day trading, that's. That's different animal. So, uh, that that's part of it, right, that's part of their story, the mind, the relationship we have with it. I'll tell you, most people, uh, have a scarcity mindset around money. Um, not everybody, but but it's a, it's a and, and I I've been doing some research on the neuroscience of this.
Speaker 1:Notice, I'm not saying I've been doing neuroscience research, I'm researching into the research, right, very important distinction here and uh, and, and I I think, uh, what I've come to realize is this this idea of scarcity in our lives and FOMO, fear of missing out. It's wired into us as humans, you know, as a species we grew up with and we came into this world, if you will, with scarcity. Are we going to have enough to eat, right. Are we going to have shelter? Are we going to be safe? Right? The brain, the amygdala, is always going. Are we safe? Where am I? Are we safe? And that creates kind of a built in scarcity. So I think we're always kind of fighting that a little bit, or a lot of people are. Now, it's not everything, but it's a piece of it. And so how does that play out? Well, sometimes it plays out like you just said no-transcript.
Speaker 1:I've gotten a lot of money stories. I'm, I'm close to 100, I'm not quite at 100 yet, and so I was I. We went to dinner and it was a rather expensive restaurant and I know he's got a full time job. I thought he'd be okay. But I learned in this part of his money story is he was afraid to spend money on almost anything, meaning he had anxiety spending money buying groceries for himself. And so once I heard that I said all right, I'm picking up the tab. I said to him his name is.
Speaker 1:Chaz, I says I'm not going to contribute to your anxiety on this, I'll take care of that. So that's a big one. Is that whole scarcity and how that shows up? What we know about money is that money is not a scarce resource. That's how money works. Now, it may be scarce in your pocket or your bank account, but when we understand how money works and how money flows and how money follows value very important for your audience, money follows value then we realize we can get into that flow and start to attract more money to us. So that's that's. You know, that's a. That's a couple of the things I I'll tell you one more. I'll. I'll give you, uh, well, two more.
Speaker 1:A lot of people get messages when they're growing up that rich people, wealthy people, they cheat, they lie, they're deceitful, they're dishonest, they're arrogant and, as my co-author, jeff West, says in our book the Hidden Heist, and now I've adopted in my life. Now I've adopted in my life, some are, most aren't, and so you know, if you get that message I was interviewing one guy, michael, who got that message from his parents and so if you believe that that's true, then how can you become what you disdain, how can right, how can you become what you don't want to become, even though you would like to have more money in your life? So it's cognitive dissonance. So one of the reasons I wrote the book is that we got to become aware of that. We got to become aware of that story that we tell ourselves that may not be serving us.
Speaker 1:The last one, real quick, is I didn't realize this until I interviewed a gal from my podcast. Tammy Lally has 2.3 million views on her Ted talk about shame around money. I didn't know money was money. Shame was a thing and apparently it is. In fact, I found people who are wealthy who have money shame. I found people who aren't wealthy who have money. Shame, and that's a shame. If you think about it, that's a pretty deep seated, intense emotion, isn't it? Shame?
Speaker 2:Yeah.
Speaker 1:So, man, if you've got that cooking for yourself, that's some work that needs to be done to get past that and to make better decisions around money that in our religions whichever, whatever you choose we tend to somehow or another make it morally good to be poor. You know Well, the meek shall inherit. The poor people of the world are great.
Speaker 2:Yeah, yeah, in reality, the greatest teacher out there, jesus Christ, said I've come, that you might have life and have it more abundantly.
Speaker 1:yeah, there's a lot of messages in the bible that are kind of contradictory, like that and yeah, uh, and people misinterpret like uh, it's a classic, you know, money is the root of all evil. No, that's not what the bible says. The bible says the love of money is the root of all evil and I would contend that what it really means, my Bill Cates interpretation, bc, that's before Christ, anyway. So Bill Cates interpretation is it's not even the love of money, it's the attachment to money, it's the belief that money will bring you happiness. That's the problem. And the belief that money will bring you power. And you know, love is for people. Money is a tool, not the other way around.
Speaker 2:Yes, absolutely. And I've got to react to what you said about rich people, bill, because I've had the good fortune of being around folks that they earn millions of dollars a year millions executives, ceos and some many people who are out there earning a commission every day that are making seven and eight figure incomes Not that they have that stashed away somewhere, but they're making it every year and what I have found is that 99% of them are the most genuine, down-to-earth, real people that you'd ever hope to meet and the most generous group of people you'd ever hope to meet. Would you agree?
Speaker 1:Well, yeah, of course, there are a ton of them. And and the, the ones who get the publicity mostly are the. Are the the ones that are, you know, cheating, lying, deceitful, all that kind of stuff? Oh, yeah, you know, yeah. And and some very wealthy people are very altruistic, very philanthropic. They donate huge sums of money, sometimes anonymously, which, like blows my mind, mm-hmm, yep, I got to put this in front of me so I can quote her properly. But essentially is, you know, receive without forgetting, give without remembering.
Speaker 2:Ooh.
Speaker 1:Let me say that again Receive without, I'm sorry, yeah, receive without, yeah, receive without forgetting. So you're grateful when people give to you but give without remembering meaning don't be too attached, just just give, give, give to give, not just give to get. And look, there is a place to give to get in business and sales is reciprocity, all of that. I'm not saying that's a bad thing there, that has its place. But then there's kind of a higher level of giving, isn't there is give just to give. And you know, I dare anyone to make anonymous contributions where you don't have to be acknowledged for that contribution, where you can separate that ego. And that's in my mind, in my humble opinion, a healthier money relationship, a healthier money story.
Speaker 2:No, I think so 100%. When you figure out and remember what that quote's, just when you, when you figure out and remember what that quote's from, please let me know, Cause I'll use that.
Speaker 1:I have it copier actually, uh, cause? I? Cause, I just used it the other day and I'll, I'll, uh, as we're talking here, I'll look it up on my computer, um, and tell you that, uh, uh, give you that, give her that.
Speaker 2:It's just amazing and our friend Bob Berg does a daily email that I guess many people do nowadays. But I watch Bob's and he was saying recently and I think it was from Jeff that Jeff West, his co-author, that said you have to remember the root of the word sell in Old English is sellan, s-e-l-l-a-n. However you pronounce that, and in the Old English that word meant to give, and that is what we're doing.
Speaker 1:I didn't know that.
Speaker 2:Oh yeah, and it is what we're doing in sales. We're giving of ourselves to add value to the people that we work with, to help them get what they want. Love it and I just fell in love with that one too.
Speaker 1:You want another Old English one, since we're just on Old English, sure. So I've dug into the history of a little bit of my name, cates, and I was always told it was Irish. Yadaada, yada, I finally finally got proof that it is. But, um, there was a restaurant in washington dc, a jazz club named kate's c-a-t-e-s and was weird, so it's. It said that kate's is old english for fine delicacy, so I'm going with that. I would. Yeah, good one. I used to go there just to get the matches, so I'd have my last name on a book of matches. Anyway, back to the subject at hand.
Speaker 2:Absolutely. Tell me about the Hidden Heist film. How did you come to this and find Jeff and decide to do it as a parable?
Speaker 1:And 20 other questions I'm going to ask you yeah, so for I, I've owned a couple of businesses. I sold the business, look, I, I understand what it's like to eat what you kill, believe me. Yeah, yeah, I've been doing that most of my life. I think I had a corporate job for about six months, um, and so I get that. Um and I, I, I built two book publishing companies. Now I sold one for a pretty penny. I sold one for a pretty darn good reason, which? A bad partnership and some debt that I needed to get out of. So when someone tells you they sold a business, yeah, maybe they made some money, maybe they just got out of a bad situation, uh, and then I got into the world of helping really mostly working with financial advisors attract more clients. I have literally helped thousands of financial advisors bring in billions of dollars. I can say that I may be worth millions, not billions, but I've helped them bring in billions. And and here and here's what happened. As I became more successful and you know this to be true because of your history I learned about the importance of proper financial planning. I learned the importance about making educated emphasis, educated financial decisions that are in your best interest. And so now, as I've been doing this for over 30 years. My new mission is to bring that message not just to financial advisors, to help them reach more people, which is part of the mission, but it's to go a little more direct, and so I believe that everybody in this planet deserves to make educated financial decisions that are in their best interest. And the first place to start is awareness.
Speaker 1:Now, how I came up with with with the book idea quickly is I wanted to write a book about beliefs because they're fundamental to our decision-making and often hidden, often unknown to us. So when we have a situation let's say we're in a sales situation, a career situation, a business situation there's a challenge. Quite often the first thing we look at is tactics. Right, maybe I need to send more emails, maybe I need to call more people, maybe I need to do this or do tactical. Well, that may be the right decision. Maybe you're operating under a flawed strategy. Maybe you need to look at the strategy first. Or the strategy may be good, but your execution? But there's something more fundamental to that, more overarching, and that is our beliefs, the story that we tell ourselves around the situation. And so if we have a broken belief around ourselves, around the other people around the situation, around the product, around the service, around the economy, around whatever it may be. If we have a misguided belief, then it doesn't matter what strategy or tactic we put in place It'll probably be the wrong one or we won't have access to a strategy because our belief is limited.
Speaker 1:So that's the premise behind the book, and so now I'm putting it towards money, because that's the world I've been in for 30 years, and so most people have limiting beliefs, mistaken assumptions, unhelpful emotions, unproductive actions. So the first place to start is awareness, and so one of the main ways to become aware of what our story has been that's not serving us is to look at how money works, how money flows, what it does, what it can't do, what it's meant to do, and when you become aware of how money works, then you become aware of your beliefs that might not be serving you. I grew up with anxiety around money. I still have anxiety around money. I don't need to have it, I have it, it, it. You can't rewire the brain, by the way. No, whoever anyone tells you that you can rewire the brain, they're not telling you can overwrite the wiring, but that old stuff's still there, right? So whenever that anxiety comes on the radio, I got to turn the volume down and so just the awareness is the first place to start. So that's a long explanation, but that was the beginnings of the book.
Speaker 1:And so I wanted to write a parable book because I know that people learn well from stories. You know the Bible's a parable. There's been a lot of great parable books out there the Go-Gver by Bob Berg you mentioned the whole series there the alchemist, the greatest salesman in the world there's, you know. You know some great parables that teach very well. The minute, one minute, manager, who stole my cheese, all parables, right, and so it's a way to teach in a in a fun way. But I but all the parable books out there, it's a way to teach in a fun way. But all the parable books out there, most of them they're light, they're fun, they're happy-go-lucky. There's a little tension. There's got to be tension. That's what makes a good story, and nothing wrong with light and happy-go-lucky. But I wanted a little more edge. I just wanted a little more tension and a little more interest.
Speaker 1:So I decided to set this book around money in a bank, in a bank robbery, and so that creates a little bit of the edge and the tension Now. There's a lot of comic relief, the robbers are bumbly, and my coauthor, jeff C West, just did a tremendous job bringing my thoughts, my ideas, putting them into characters and bringing those characters to life in a way I never could have done, and so it's been a great collaboration. I'm kind of the straightforward information guy and he's the storyteller, so it was a good combination. So we identified about seven mistaken, limiting beliefs, and each of the characters, each of the hostages in the bank robbery, represents one of those, and so that's how the story unfolds.
Speaker 1:You can ask me more about it if you want, but that's kind of the essence behind the book, and so I think that the goal is for people to walk away with more awareness around their money story and also with some ideas of action, steps and things they can do a little bit differently to attract more money into their life and to do a better job with the money that they have. And we found that the book is also a great gift to other people. I gave it to my personal trainer. He says all right, I need more copies for my children. So I like to say the book contains lessons that your parents didn't tell you, couldn't tell you because they didn't know or you weren't listening when they did.
Speaker 2:Oh yeah, and isn't that the truth? I mean, as I said earlier, we don't do a very good job of teaching our children, formally, in school or at home, how to handle money and accept to spend it, and I taught my kids how to spend it. Well, the problem that so many of us have is just exactly what you said we look at money as it's scarce. We've got to make sure we get as much as we can and, as I mentioned, in my case, my job is to spend all of it, because God only knows it's going to go away if I don't.
Speaker 2:Well you better not.
Speaker 1:Yeah, you're robbing your future self if you do that.
Speaker 2:Totally, Totally. And, Bill, I'm a chartered financial consultant. I ought to know better. You know it's a mindset that you have and, frankly, the fact is very, very true. We become what we think about and unless we've got the right mindset we have a more abundant mindset about money and finances and being able to sustain life it's going to come back to haunt us.
Speaker 1:No question, that's why it was the hidden heist and that came from my co-author, jeff C West. The hidden heist the title of the book is our mistaken beliefs, assumptions around money.
Speaker 2:Mm-hmm, yeah, yeah.
Speaker 1:We either spend more you know, 47% of millennials are spending more than they earn. You know what's going on with that? Well, part of it is messages they maybe got when they were younger, but also it's part of its messages from society and that particular age group. Roughly I hate to generalize because they're, you know, they're not a monolith, but uh, there's just so much emphasis on riches and wealth and from some people who are truly wealthy and from a lot of people that are trying to make it look like they're wealthy, uh, and one way or another they're trying to keep up with each other. And so all the destination weddings and all the destination bridal showers and bachelor parties and just all this keeping up with got to be better than it's creating a huge amount of debt, bad habits, bad patterns, and so, you know, the good news is, especially for millennials.
Speaker 1:They millennials, have been bashed a lot by by boomers and Gen X, I think sometimes unfairly, because they've had some structural things that haven't been helpful. But as they start to buy homes, as they start to have children a little later than previous generations, they're starting to take on more responsible attitude towards money and making more responsible decisions. So they may be coming to it a little later than some folks, but they are coming to it, and real quick. I did find the woman who said that quote. Her quote is blessed are those who give without remembering and take without forgetting. And there's other people that have said it give without remembering, receive without forgetting.
Speaker 1:Elizabeth Bebesco B-I-B-E-S-C-O. Elizabeth Bebesco, I think she's a British writer, so anyway, I just love that quote.
Speaker 2:I do too I mean that that's really, really cool, that's for sure. So when's the book come out? Bob, bob, bill.
Speaker 1:Bob Berg, bill Bill Cade. September 16th is our launch day. September 16th, september 16th um, you know the hidden heights heistcom. It's a hardcover, paperback, kindle audio book by. I gotta tell you about the audio real quick, yeah, um, so I've done a couple of. You know my. My last book before this was the Language of Referrals. My book before that was Radical Relevance. I voiced those books. I read those in. You know, yada, yada, very tedious process. This book has characters right that need to come to life. So Jeff and I we hired a voice actor, a guy who does random house audio books, because we wanted the characters to come to life to a true professional. So we're really excited about the audio book. It's just another way to take in the story in a way that you're just not used to taking in a book that teaches you things. So the Audible version is also pretty exciting.
Speaker 2:Well, that makes sense because I don't know about you, but when I read a story and their characters, in my mind they all sound different.
Speaker 1:Yeah, we kind of voice them ourselves a little bit. It's, yeah, it's true, uh, and you know, then we hear someone else voice. It may be different than what we thought, doesn't matter and it leads you down a different journey.
Speaker 2:It's it's really a big piece of the whole thing, I think. Anyway, I love that idea, though. That's really really good. I rarely listen to books, but I've got to listen to this one now, because I had the good fortune of interviewing Jeff earlier and he mentioned the same thing about this gentleman that did the audio book. I've got to hear this. This sounds great.
Speaker 1:Yep, yep, yep, john McClain was the voice of the book, if you will.
Speaker 2:Bill, I can't leave without at least saying would you give me at least one or two things about referrals, that people out there in the real world like us who have to go out and find people to work with, what are a couple of things you could leave us with, mr Referral Coach?
Speaker 1:Yeah, well, I'll give you a mindset, belief thing, and then I'll give you a strategy thing, and then I'll give you a tactical thing. How's that sound? Cool, perfect, all right. So, from the mindset, for most businesses and there are exceptions, but most businesses where there's a salesperson and a commission salesperson, if you will there's a process in place, and it's not often the product or the end service that makes you referable. It's the process that they go through that makes you referable, in which case referrals shouldn't be seen as icing on the cake. They're not the afterthought, they're not a barometer of doing it. Well, they are a barometer of doing a pretty good job. But a lot of people say, yeah, yeah, mostly we're doing a lot of cold calling, we're doing a lot of social media, a Brahma doing a pretty good job. But a lot of people say, yeah, yeah, we're mostly we're doing a lot of cold calling, we're doing a lot of social media, we're doing a lot of leads, we're generating a lot of leads.
Speaker 1:But how does your ideal, how would your ideal client or customer prefer to meet you? Not what can work? Sometimes you throw it off against the wall. You'll get some leads. You'll get some leads, you'll get some conversions. But how would the ideal client or customer prefer to meet you? And if it's through an introduction from someone that they trust, then that's the cake, it's not the icing on the cake. So you got to make a decision to build a business, grow a business, find more people through the methodology they want to find you. So that's kind of the mindset Strategy referability. More people through the methodology they want to find you. So that's kind of the mindset uh strategy referability. You got to be highly referable. Another strategy you've got to be appropriately proactive.
Speaker 1:Now, when people come to me for coaching and consulting and speaking, they often say it's like the three Disney characters of referrals. They say, bill, how can I ask for referrals without looking sleazy, cheesy or creepy? Those are the three, I get right, the three Disney characters of referrals. And so and the good news is, there is a way. And so the fundamental aspect about asking for introductions, asking for referrals, the two fundamental things is it's got to come from a belief in your value. It's got to be about paying your value for it. It's got to be about you believing that people should at least know about who you are. They should at least know about your story and what you offer and your value proposition. That's where it comes from and that what you don't want to do.
Speaker 1:The biggest tactical mistake let's get real grainy here is most people, when they ask they think they're asking for referrals. They're saying can you think of anyone else who should know about the work I do? Can you think of anyone else who might value what we do? And look, morris, that's better than nothing. Oh yeah, and sometimes lightning strikes and maybe they are thinking of someone in a concern. But that's generally the weakest way.
Speaker 1:The most powerful way, the bullseye is to come prepared with either specific people you know they know friends, family, colleagues, whatever suits your context or and or categories of people. So, for instance, in the financial services world, it could be someone who's five to seven years out from retirement. It could be someone who just sold a business. It could be someone who just had a child or just changed jobs. Right For every industry, every business, there are these things, these events, these trigger things that people go through, that make what you do and what you sell, you know, relevant to them.
Speaker 1:And so those are the categories you bring to this brainstorming around, asking for introductions. So we're coming prepared, we have a few ideas. We want to run by this person. We're not pushing them to do anything they don't want to do, we're just brainstorming. But we're prepared. It's not just throwing it open to the whole universe. And through that preparation, through narrowing their focus, we stand a better chance of them picturing someone in their mind's eye, and that's the goal. We want them to picture one or more people in their mind's eye. When you throw up in the universe, you don't get that. When you narrow the focus, then you get that and you have more success. So that's a little bit about the mindset, the philosophy, the strategy and then something very tactical.
Speaker 2:Man, that's perfect. That is absolutely outstanding. Bill, thank you so much and thanks for being here today. I really appreciate you taking the time to join us on the Commission Code. Thanks for being here today. I really appreciate you taking the time to join us on the Commission Code and it's just been a lot of fun just to catch up with you.
Speaker 1:My friend, my pleasure.
Speaker 2:Well, that does it for this episode of the Commission Code Podcast. This is the place where we want to help you find the commission code to success in your business. Remember, go to MorrisSimscom for more information and in the meantime, hey, have a great week, get out there and meet somebody new, and we'll see you again next time right here on the commission code. Best wishes. I'm Morris Sims. You Thank you.