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Brian: Hello, hello and welcome to CatalystMLM, I'm Brian Swichkow and today on the show we
have Nick Caswell. Nick has been a distributor with Syntek Global for four years. I met him
quite awhile ago, and was unbelievably impressed and excited to hear that he closed the largest
commercial sale in the companies history. We sat down for coffee and I had to ask him,
how he was able to do it. And he had a really interesting explanation as to how. So thanks
so much for being on.
Nick: Well thanks Brian for inviting me on man.
Brian: Yeah, so I mean, we'll get to the interesting story later. Because it's, I, still to this
day laugh about how you explained that. But let's go back to the beginning. And, you know,
when I first met you talked about how, you know, you made some mistakes when you started
building your business. And, how you started you know, Syntek Global, is based on a binary
compensation. The mistakes that you made as you started doing that. You know, tell me
a little bit more about that.
Nick: Well, I mean, Brian when I first got into you know, Syntek Global and the whole
product that they push, which is XFT, you know, I knew from very, from the very very
beginning that the product worked. And it was great. And I knew that what I wanted to
do was I wanted to take this to the masses. And the people that use a lot fuel, because
it's a fuel based product. So, not having that much experience, in the MLM market, I,
or industry. I decided, that I was so confident that I was gonna get those big deals and those
big commercial clients that. What I did was I placed all of my distributors that I got
and I placed them all down one leg
Brian: Yeah.
Nick: And, so those of you out there that understand binary trees, that's really really
bad decision to do. It was a really silly thing to do because in the binary tree you're
not gonna make any money until you actually match that on the other side, right. So, I
was totally focused, that I'm gonna get these big deals and I'm gonna get these big commercial
deals. I'm gonna get these big deals. And so I had leg that was just pumping all this
volume for every month and I was never seeing a check, ever. And so I decided, you know
I got a couple people on that side, but I know, I'm gonna get this big commercial deal
so I keep putting all these other people on the sides. And, you know, I help pioneer countries
and so on and so forth. And I had all these people on one leg and we never made a cent.
So it, that, I guess was one of my biggest mistakes. But it was also one of my biggest
attributes because it found something in me, which, you know, I'm sure from all the interviews
that you're doing Brian, is something that, you know, you have to have and the determination.
And undivided, you know, motivation towards getting to that goal, you know. And, every
month I didn't see a check, I would, you know, I'd get get my wife, she'd be like, where's
the money Nick. You know, you're doing all this work, you know. Your pioneering to Asia
and you know, helping all these countries and you're not seeing any cash, you know.
Brian: Yeah.
Nick: And I said, you have to, trust me.
Brian: Yeah.
Nick: You know, I'll get it done, you know, I will.
Brian: And.
Nick: And, so.
Brian: Yeah, you talk about flying to Asia, and you know, that was kind of part of working
on that commercial sale, but that was out of pocket for you.
Nick: Oh, yeah, I mean, realistically, you know, I mean you fly over to Asia, you fly
over to other sort of countries, you try and make the most of your trips. So like if you're
going to Asia, you'd hit philippines, singapore, you know, in Asia, Thailand, you'd hit the
all at once. But.
Brian: Right.
Nick: Still, you know, you go over there two or three times, and the one thing that I didn't
realize, which is another mistakes is, commercial deals are very expensive to close in this
business. Because, you know, you're dealing with people who are very very intelligent.
Brian: Yeah.
Nick: And, I'm lucky enough to be able to hold a conversation with them, but the other
thing that they also, is their busy. You know, and their busy with their own lives and their
busy with their own businesses. So when you come in there, you think your the most important
thing in their life. But it in actual facts, as soon as I got off the phone with you, I'm
gonna have an even more important conversation with someone else. And their gonna forget
what you just said, so you have to maintain that relationship continuously. Which is very
very costly.
Brian: Yeah.
Nick: You know, I've know dedicated my myself, as well as to, you know, build the business,
you know even bigger for myself and my family and possibly on to my children and so on.
But, mostly I've dedicated myself to actually helping you know, as many of the distributors
in Syntek that I can.
Brian: Yeah.
Nick: Who are focused on commercial deals because I've gone through the mistakes, you
know.
Brian: Right.
Nick: And, the one thing that I had, and I'm not gonna take all the ownership, myself,
and, you know. I remember that I got up on stage at a Syntek convention last year and
I was watching over the video, you know, and, Brian. And, it's funny, my father's name's
Brian, but he's Brian Caswell. And, it's not a solo deal that we do here. You know, theres
myself and theres also Brian Caswell, who's my father. And the one thing that I wanted
to really, you know, the next person that would interview me happens to be you Brian,
is that I wanted to really take note and let everyone know that I'm not a solo deal, you
know. Like my commercial deals and things that I look at that I deal with. Also, my
family life and my home life.
Brian: Yeah.
Nick: It's all with my father and my father's the other team member in this business that
we do together. And he's an integral part of how successful, we are becoming, you know.
In Syntek.
Brian: Yeah.
Nick: You know, he's one of the smartest men I know and the one thing that I was always
taught by him,and I'll take it to the grave, you know. Is, you know, you stand on the shoulders
of giants, you know. You find someone that's done it before. You friend them try and get
you know, a way to meet that person. Thank them for their time. And learn from them,
you know.
Brian: Yep.
Nick: And that's one thing I do everyday with my dad. I come over, you know, I make him
a cup of tea, and I sit down and I ask him how his day was. And he teaches me something
everyday, so.
Brian: Yeah.
Nick: Yeah, I really wanted to maybe fix that, you know, and just really specify that the
fact that I'm not a one man band and my father, Brian Caswell, is just as much an integral
part as the team as I am. And, yeah, I guess one of the most successful things, I could
have been done was, was going into business with my father. A lot of other people say
that it's hard to work with family, but one of the best things I ever did was to work
with him. Because . . .
Brian: Yeah.
Nick: He picks me up when I'm down as well. You know, your father is, you know, for most
people, your father is the one that can do that and your mom, your mother too.
Brian: Yeah.
Nick: You know, and I think that it's a successful combination, me and my dad doing this business
together, it's successful one.
Brian: Yeah.
Nick: Also,
Brian: I mean,
Nick: Yes, go ahead.
Brian: I was gonna say, you kind of pointed out, you know, like sales and building those
relationships and it taking time and in Multi-level Marketing, you know, so many people, will
often. And I've actually gotten this objection before, to asking people to interview. Is
that they think that you know, business to business sales is not related to Multi-level
Marketing. And the reality is, is that it's not because people don't let it be related.
Nick: Yeah, right.
Brian: But, it should be, you know, and that's the process that successful people think is,
okay, you know, I'm gonna build the relationship, and I'm gonna go through and I'm gonna follow
up and I'm gonna do this. And you know, you have to focus in that regard. And it's not
fast and you know, no one gets lucky.
Nick: No.
Brian: So I mean, you know, you, I know that you struggled, for, what, two years before
you did your first commercial sale, right?
Nick: Yeah, probably three years, yeah. I guess so, yeah, almost yeah.
Brian: So, what was, I mean, I guess, what was your worst moment of that? Where were
you, you know, obviously, you had to have a strong mindset to get through that. But,
what was the worst moment where you were like, I don't know if I can do this. And then you
found a way to push through it.
Nick: Well, I've naturally being a person that just never quits, ever. Like, I mean,
you can ask my wife that, I didn't stop until she became my wife. You know, I didn't' give
her a option, I just, I'm a never quitter. But, I mean, obviously I'd be lying to say
that that's not hard thing to do because you do get your days. And especially when you're
in a relationship and you have children and a mortgage and cars and you know all these
kind of things that you have to pay for. And you got, you know, doctors bills and so on
and so forth. And I guess the hardest thing about it is just believing that what you're
doing is correct, you know. There's a lot of people, especially my wife, to be honest,
who supports me 100% of my life, you know. She loves me to death and I love her, you
know, just as much. You know, if not ten times more. But, you know, when they come up to
you and say, are you able to do this. Can you do this? And, it does, it goes for your
head, but I guess the difference between people who succeed and don't succeed is something
which, you know, I'm sure you've heard of. And I don't think I'm saying it any different
than anyone else, but it's a champion mindset. You have to have a champion mindset. If you
look at the Olympians and stuff like that, you know. They go to wake up in the morning
at 4AM because they have to do swimming for four hours before they go to work. Or . . .
Brian: Right.
Nick: you know, whatever that is. If they woke up every morning at 4 o'clock and say,
oh I'll do it tomorrow, you know . . .
Brian: Yeah.
Nick: they'll never do it, you know. And that was my philosophy, I won't do it tomorrow,
I'll do it today. And if I don't succeed today, well I'll try again tomorrow. And I'll wake
up at 4 o'clock and I'll do it again.
Brian: Yeah.
Nick: I can't remember the question you're saying because I started talking and I just
kept . I guess the lowest . . .
Brian: Yeah. That one.
Nick: Yeah, yeah, yeah. So the lowest point I guess was. Yeah, I had this, you know, this
MLM business, that I thought was gonna be, you know, my savior out of poverty. And, I
threw about thirty thousand dollars between my father and myself traveling over to Asia.
And, you know, flights and accommodations and you know, paying for products. And, you
know, obviously the company was very very accommodating which is, you know. I have nothing
but high words to say about Syntek, you know. The people in Syntek, the founders, they're
all amazing people. And they're very giving towards the distributors that they see are
gonna, you know, are being good, so. I thank them for that, but yeah, just looking upon
it and saying, you know, listening to all the people when they say, are saying, you
know, you're not gonna do it, you can't do it.
Nick: You know, you're dreaming and this and that. And, spending all that money and having
the wife, you know, yelling at you or the bills are in. And, you know, it comes to the
lowest point where you say, am I a champion, am I gonna push through this.
Brian: Right.
Nick: You know, am I gonna figure out how to juggle, the hardest thing is to juggle
life at home with the family and the kids. And juggle the life with, you know, the business,
and so on. And, you know, it, not letting it get to a point where you have to, where
you have to choose. Because when it gets to that point, that's . . .
Brian: Yep.
Nick: serious, so. I guess the lowest point in mine was, you know, being thirty grand
into a deal that, you know, was crippling me.
Brian: Right.
Nick: It really was because I wasn't making that money through the MLM because I didn't
listen to people and I didn't make and even, even business.
Brian: Yeah and . . .
Nick: And then I had . . .
Brian: Tell me more about that, because the, not listening to people and. Because you did
have people in the beginning in the company, up lined you who said, don't build it all
on one side. And then put a commercial deal on the other, that's not gonna work.
Nick: Yeah. I mean, I didn't just have people, I had like, every single leader in the company,
saying that you're doing it wrong. You know, like, and I thank them still to today, for
telling me that. Because, you know, I should have listened.
Brian: Yeah.
Nick: And, but, you know. I also am a big believer in believing in yourself, you know.
You have to really trust that you can do it. Because, you know, one day your gonna need
to fall back on someone or to have the motivation to push through and everything. And if you're
always relying on another person, sometimes their phones off, sometimes their un contactable
because they're on holidays and
Brian: Yeah.
Nick: that just leaves you in a shaking situation where I can't contact my niche, my person
that I need to speak with. So, what I've always you know, focused on, is that, you know, to
have that eternal flame, that internal motivation that . . .
Brian: Yeah.
Nick: you know, no one can put out except for you. You know, and the only way you're
gonna put that out is to just stop believing that you can do it, so.
Brian: Right. And you were at it, I mean you were at it for, like you said, almost three
years. And I, I always, when I explain this to people, in any context. I'm like, you know,
he was at this for almost three years and he focused on one account, for three years.
And then you closed that account. So, you know, I mean, focus I know is a huge thing
for you. But, yeah, I mean, how, I guess, how do you explain that to people that are
now in your business and say, how important focus is.
Nick: Yeah, well, the best way, I guess to explain what the advantage is, I guess what
focus is. Is, I guess, to sort of divert it here for a second.
Brian: Yeah.
Nick: The reason why I was lucky to have the product and the business that I work in at
the moment, you know, Syntek. Is, it, it has a Multi-level Marketing section, but it also
has a commercial sort of opportunity to do. So, I mean, for me it's the best of both worlds,
because you know, you have the fact that you can still sell the product and still do the
MLM.
Brian: Right.
Nick: as well, but the fact that focus, in my life, is something that I have to do. Because
I just, I mean, I guess. I didn't really wanna go there, but, one thing that happened with
me in life is, you know. I was a party animal when I was younger, as we all, I guess are.
Brian: Yeah.
Nick: I hope we all that fun while we're young and then sort of grow up. Which I did, so,
you know, but obviously, when I had my first child he was born really really really ill.
Extremely ill, and he had to go to ICU. And, I lost my job, gone. Because I had to sit
in ICU and I literally sat there and the doctors were actually contemplating drugging me just
to put me to sleep. Because, I wouldn't move from his bedside. I guess from the day that
he was born, I grew up. And, today I still have my son Bryce, which is very lucky. But,
you know, through God's will or whatever. But, I'm thankful to have him. But it also
involved something in me that was, I have a responsibility to myself as well as my family.
And I think focus depends upon what we're focusing on and the reason you're focusing
on. After, two months after he was born I feel and a mistake, I broke my back and had
to have spinal surgery. Again, jobless, I had incident after incident where there was
a negative that had to, I had to deal with, you know.
Brian: Right.
Nick: And, my focus just build stronger because I had a reason. You know, every time something
happened to me I had a reason.
Brian: Yeah.
Nick: So, I guess, my interpretation of the importance of focus is yes, it's important,
but you need to know what's the base reason for your focus. Why are you focusing so hard.
Brian: Yeah.
Nick: What's the outcome that you want. What's the reason for you doing it. You know, I've
put on 40 kilos since I've had spinal surgery. So, now my focus is to loose my weight. And
the only way I'm gonna loose my weight is to get myself to the gym and to eat better
food and things like that. But, obviously I need my mind to be in the place where I
can do that.
Brian: Yeah.
Nick: So in order for me to do that I need to sort of be financially in the situation
where I can. Which, you know, now I was becoming the situation that I want it to be.
Brian: Right.
Nick: So, I'm, that's a subconscious focus that I have. Or a subconscious reason for
the focus that I'm doing.
Brian: Yeah.
Nick: Obviously my family and, you know, Bryce is still not the most well kid in the world.
So, you know, I don't know what the future holds for him, so I want to have sort of some
finances in case he gets sick again, or . . .
Brian: Yeah.
Nick: you know whatever it may be. So, you know, I obviously want to expand my family
further, I have three children now. Which is great.
Brian: You just had a new on recently right?
Nick: Yeah, so he's turning five months on the sixth, so, you know. And, you know, my
beautiful wife is just has stood by me all the time so my main focus is just making her
happy everyday. So.
Brian: Yeah, I know. I mean, so many people talk about well, I mean, honestly two big
things is focus and the why. But, they often forget that their connected. As that in order
to focus, you have to know why you're focusing. And I mean I see stuff from you all the time
on Facebook and like 99% of it is family related and it's awesome. But that's, I mean, you
know, you're that much of a family man, and so when thats your why, like, your unstoppable.
Nick: Yeah. Of course, because I mean, you know, I'll spend time like just, I just came
back from dinner and I took the whole family out to dinner. And, you know, the boys, we
played in the water fountain in front of the dinner place. And then now we've come home.
I've laid them to bed and everything. That's why I actually like having these conversations
later at night.
Brian: Yeah.
Nick: Because, it's, you know. Family does come first in life, you know.
Brian: Yeah.
Nick: If you were to get a phone call saying that you know your son's sick at school, and
you're at work the first thing your gonna do is you're gonna say hey boss I need to
go because I need to go home to my kid.
Brian: Right.
Nick: Regardless of what the repercussions are because,they come first. And I think anybody
who treats, and I mean, you know, granted that there's people that don't want children
out there and can't have children and things like that. You know, granted that their reason
for focus might be different, but mine is definately family. But, you know, I can't
just focus on family because theres other people that have different motivations. But,
as long as you're doing it for something that you believe is true and right and gracious.
You know, and to be thankful for something that you're doing it for.
Brian: Yeah.
Nick: You know, then you'll be successful. You know, one of the people in my business
actually came up to me and said, you know, if someones tells you they don't want to be
in the business, and they tell you that their reason is, you know, I don't have any money.
Brian: Right.
Nick: And I don't have any time. And you say, so, your reason for not being in the business
is the reason why you want to be in the business. And they say, what do you mean? And you say,
well, you wanna be in the business so you can have more time and more money.
Brian: Yeah.
Nick: But you're not coming in the business because you don't have time and you don't
have money. So you need to see what your focus is. You need to understand the reason why
you want to do something. So, you can keep going they way you're going and, you know,
do a 9-5 job and, you know, yes sir no sir to your boss. Or yes ma'am no ma'am' or you
know. Or, you can say okay, well, I have a better life possible and I believe that I
have a better life possible by what I want to do and who I am as a person. And again,
I'm not telling everyone this, you know, who's watching this, to go and quit your job and
tell your boss, you know, see you later. And come to join Syntek, I mean, you know, it's
a great business to join or whatever you know. Yeah, so those people who want to do that
that's great, but. Well, what I'm trying to say is, you know, find your reason why and
Brian: Yeah.
Nick: success comes a lot easier because you're doing it for a reason.
Brian: Yep.
Nick: Like I said, if I can say anything and it be a simple one liner, that's it.
Brian: Yeah.
Nick: You know.
Brian: And so many people . . .
Nick: I found my reason.
Brain: And so many people, the no time and money is a common objection. And I've actually
been asked how do deal with that. And my, you know, my favorite example is really the
same answer. Is, Jim Rohn, and you know, he's like some, someone says to me, you know, I
have no time, I have no money. And he's like, well that's exactly why I'm talking to you.
And, you know, that's what the business is. But, you know, a lot of people often forget
,that they say , I have not time and one of the best questions I ever was told to ask
in response to that is well when do you think that's gonna change.
Nick: That's right.
Brian: And nine times out of ten, someone's be like, well, I mean, maybe in ten years
once I finish doing, you know, this thing with my job or whatever. And your like, you
know, and then what. And their like, I'll fight for the next promotion. And, you know
the people often don't think about that,so. It's definitely powerful and I know that everybody's
why is different. And, yeah, your's is definitely powerful. So, I mean, kind of skipping a little
bit and I, you know. It's a powerful story but at the same time, the secondary part of
this conversation, parlays into that.
Nick: Yeah.
Brian: So, we sat down for coffee once, and I actually, I bought you coffee and I was
like, it was like a . . .
Nick: It was a really nice coffee.
Brian: it's Starbucks.
Nick: Yeah.
Brian: It was a bribe, well, okay, you're from Australia. So maybe it was really nice
coffee.
Nick: Yeah.
Nick: So, it was a bribe, because I was like, alright, I have to ask a question. And it
wasn't even a good question. I just like, sat you down, and I'm pretty sure the first
thing I said when you sat down, I was like. So, I have to ask, how did you do it? And,
you responded back, to me, and I to this day, I say the story over and over again. You said,
well, commercial sales is like courting a woman, and then laughed. And then sat back
and the reason that that's hilarious is because it's true. And, I'm gonna have you explain
this. But, a lot of times, people, think that commercial sales, Network Marketing, or otherwise,
is about sales. And, what you said, over the course of this hour and a half discussion
breaking down piece by piece by piece, is that it's about relationships. And people
often forget that, and they forget how to build those. So, the question I'm gonna ask
is for you to tell that story kind of briefly again, of how you closed the sale, through
relationships. Because yes, you have your why, and you have your focus, but that doesn't
mean that you need to hit people in the face with your opportunity or product.
Nick: Right.
Brian: It means that you need to build relationships steadily and get up there. So, now that's
the next piece of this you know, call it the puzzle to success. So, what's the first step
in courting a woman?
Nick: Ok, yeah. Well, i
Brian: I can remind you.
Nick: So, yeah, so, I guess when we were having that discussion I really, admire you, you
know, just to hand it back to you a little bit. You know, especially what you're doing
with this, you know, this interviewing people and trying to help people and help yourself
and everything. So, and I wanted to hand it back to you because, you know, you have a
drive that, you know, I really admire. And that's the reason that we're still talking
to today. And, you know, I have all the time in the world for you Brian. So, I just wanted
to put that on there.
Brian: Thank you.
Nick: I don't' know if anyone's said it in any of the other videos. But, I did really
wanna say that. You know, your a really good man, and you know, yeah, just to start that
off. And this is not me trying to quote you, this is just me saying. Alright so, the main
thing that I, and the reason why I said it's like courting a woman or a man, if you're
a woman. Is, you have to know, who and what business you want to be going for. You have
an array of, businesses, you have a product.
Brian: Yep.
Nick: And if you put yourself in the body of that product, so, I put myself in, as my
fuel treatment. And I look at everyone that's using fuel, so you have a vast array. So,
if I was saying, okay, I'm Nick, and there's all these women here, which one am I gonna
pick. What do I have . . .
Brian: Yeah.
Nick: that's gonna interest any of these women.
Brian: Right.
Nick: So, I do my research, I find out which one of these women or businesses in this case,
would want something that I have. You know, who uses a lot of fuel? You know, who has
many trucks, you know? Who has many vessels, who has, you know, all these things, that,
something that I can be attractive to. So, once you've done the research, you get yourself
a list and then of potentials, right. And then, you know, you say, okay, well, I'm gonna
approach this one.
Brian: Yeah.
Nick: So you, you know, you approach them and you give them a good peak, you give them
a good information. You show them the reason and so it's just like approaching someone
at a bar. You know, you find the one you want to go over, ask them if they want a drink,
you know.
Brian: Yep.
Nick: Then ask them, how they got to the bar, you know. Whatever it is, you know. And then
you show them the reason why they would like to let you buy them a drink, you know . . .
Nick: whatever it is, so. I mean obviously I'm putting it into a metaphor at the moment
Nick: Obviously you have your spiels, you have your sales talks and you have your calls
. . .
and you have your, you know, your three minute peak videos and things like that. The way
to get in and discuss these things with them. But, you've already done your research and
you know that their gonna have a little bit of interest in what you have to say, right.
Brian: Right.
Nick: So, you've done that, right. And you were successful, and you said, you know, let
me take you out to dinner. Which is your first meeting. I'd like to come here and I'd like
to approach you. Ask them some questions, you know. You need to be able to know what
they like.
Brian: Right.
Nick: You know, you know, do you like football, do you like soccer, blah blah blah blah. You
need to find out what their hot buttons are. Hot buttons are very important, whether it's
you know, selling to a multi-million dollar business you need to know their hot button.
Brian: Right.
Nick: So obviously if they promised them emission savings by 2030, and they've done, you know,
12% emission savings by 2030, they have to have a vehicle to do that.
Nick: So, you know they have that vehicle, you gotta hit that hot button because it's
important, you know.
Brian: And it's, you kind of, skipping back a little bit. You talk about the hot buttons
and knowing those. You were saying before like,before you even identify who on your
list you wanna go for, you make friends with her friends. You know, the companies who already
work with those companies.
Nick: Yeah.
Brian: And you find those hot buttons. And you build relationships with the people who
have relationships with the person you want to go after.
Nick: Yeah, I missed a step. Thanks for bringing that up. So, what you have to do is obviously,
I mentioned the fact that about researching right. So, as a part of that research, if
you see this beautiful woman, or beautiful man that you wanna go up and approach and
you say. Well the first thing is what I'm gonna do is see if I can find a way in.
Brian: Yeah.
Nick: Find a way that I can actually go up and speak to that person. If, you don't, if
you're not like, me, you know, and just walk up to them and ask them if they wanna drink.
But . . .
Brian: Yeah.
Nick: So.
Brian: Which doesn't. To be fair, it works sometimes but then other times it doesn't.
And other times you have to have the relationship, it depends on the woman.
Nick: Well, I mean, and it also depends on the client too.
Brian: Yeah.
Nick: Because sometimes you walk into a commercial business and you speak to the receptionist
and you give them all this good information. Like, thank you so much, lovely to meet you.
And you turn your back before you can even turn around they've thrown it in the bin.
So, you haven't even got a chance to speak to the person you wanna speak too.
Brian: Yeah.
Nick: Right. So you haven't got your way in. So, what you need to do is, like, let's say
a trucking company for instance, right. So what you do is you find out where they by
their tires. You find out who services their trucks. If they have internal servicing you
find out where they get their parts from.
Brian: Yeah.
Nick: Or where they buy their oils, where they buy their fuel filters. And then you
say okay, well, this is a way in. If they smash their truck, where do they take it , what
pedal do they use. When you go up to them and you interview them, then you say, how
did you get that client. How did you get a relationship with that person and how can
I do exactly what you're doing. Or can I utilize the relationship you already have with that
client.
Brian: Yep.
Nick: And, show you this product. And let's try and get a way in and then I can compensate
you. In a way that, you know, in a way that you're happy with . . .
Brian: Yeah.
Nick: for providing me with that way in to this client. You know, and that's a really
really good way to get in. And that would be the same thing again, if you were courting
a woman, you know. You go to her friends and say, you know, can you put in a good word
for me, you know, I'm a nice guy. This is what I've got and this is what are my intentions
are.
Brian: Yeah.
Nick: And, blah, blah, blah, blah, blah. And I want to take her out to dinner. You know,
and then they go back and they say, well, he's got my approval, or he doesn't. You know,
and then . . .
Nick: you move on. But, so, that's the bit I missed which I appreciate you coming in
and. But, that's one of the most important. Because a lot of people just, they go and
they sort of, not spam, but they go and they sort of. You know, machine guns, sort of email
process. Where they email every single person that uses fuel in their area. And realistically,
you know, 99.9% of those emails don't even get opened because they go to the receptionist,
or to, you know, when it's info at whatever it is . . .
Brian: Right.
Nick: it never hits the right person, right. So, the other thing about the MLM business
that I'm with, is, this is great because a lot of the others sort of business sort of
commercial stuff that I'm getting in my business is, due to the fact that it's a people,person,
you know, business. Where, we have the opportunity to, how do you say, let's say I speak to my
next door neighbor and her husband's the franchise manager of, for, this trucking company and
things like that. And that's another way in.
Brian: Yeah.
Nick: Because we've done the MLM, you know. And that's an advantage.
Brian: Yeah.
Nick: Now . . .
Brian: And so many, I mean, to, your, I know, why, but you're giving examples based on Syntek
and selling a fuel treatment. But, the same goes for health products or really anything.
I mean, I know, I interviewed someone a little while ago who's in Cutco Cutlery, and he's
forming relationships with large organizations so that they can give gifts of Cutco Cutlery.
And it works with anything, but so often Multi-level Marketers it would seem they don't have the
focus, and so they want, you know. Like, I had a guy once, he goes, you know, oh, I sent
a 1000 emails, you know, if one of those people says yes, I'm gonna be rich. And I'm like,
okay, well, did you follow-up and did, you know, you need to . . .
Nick: Right.
Brian: focus, because you can't spread or nothings gonna happen. People often kind of
like, oh, if I just do it a thousand times.
Nick: Yeah.
Brian: And point one percent of it's successful, I'll be wealthy. Well, that doesn't work,
hardly ever.
Nick: Yeah, I mean, yeah, you definitely gotta do your split testings so on and you gotta
follow up. I mean, that's the next part of my of my whole training, you know. In relation
to the commercial side. Now, I've, just, to cut for a second. I've got my laptop and I
just realized I haven't plugged it in and I'm looking at my battery and I don't want
to this to die in the middle of it. So, I'm just gonna walk with this quickly and grab
the cable. So that we can keep talking.
Brian: Well, you can put it down and come back if you want.
Nick: Is that alright?
Brian: Yeah.
Nick: I'll come back in a few seconds. So, I'm coming back to the important part which
is,especially in sales, and especially in, you know, when you talking about courting
a woman.
Brian: Yeah.
Nick: When you get to that first date, you know, you've done the whole friend thing where
you've done the whole introduction and she said yeah, you can take me out to dinner,
or he says, yeah, let's go out to dinner. Or whatever, right.
Brian: Right.
Nick: Let's watch a movie. There's, and this is something where you laughed at so, I remember
this very very clearly because I said, after your first date you found out all the hot
buttons, everything like that, you know.
Brian: Yeah.
Nick: At the end of your first date, what do you do?
Brian: Right. I have to, I know what you're gonna say, I have to go back. Because there's
a step before that that's very crucial. And this is when, so you said, what do you do
during a first date. And, now, to preface, this, when you first told me this, you did
it step by step and you did it asking me a question every single time. And about three
questions in I didn't know the answer to any of them. And I'm like, okay, apparently I
don't know how to date. And, so you kept asking me the questions and I'd be like, I don't
know, tell me. So, one of the questions you asked was what do you do during the first
date? And you said, the answer is is that you, it's all about her. It's all about the,
you know, it's all about her.
Nick: Yeah.
Brian: you ask questions about her. She asks something about you you answer it, but then
you flip it back and say, well tell me more about you. Because, you know, the focus is
her. And so . . .
Nick: Yeah.
Brian: same thing with the commercial sale. And then you, then this is the one that I
actually used. Which I'll get into later, but, so, before the end of a first date. You
schedule the second date.
Nick: That's right. You know, the main thing you have to do is, you always have to say,
when will I see you again? Or, you know, dinner was nice, how about we have lunch in a week,
or you know. Whatever it is right. So, you always have to reschedule, you always have
to have another point. And during your, you know, the first date, which would be the first
meeting with the client.
Brian: Yeah.
Nick: You have to gather as much information as you can. And the second date, you have
to show, and especially when you're dating a woman or a man, but especially also with
a , you know with a commercial client. You have to show that you listened.
Brian: Yeah.
Nick: You have to give them their respect and show that you actually listened to what
they said. Throughout the whole meeting or throughout the whole date, if they said that
their brother likes WWF, you know, blah blah blah. You say, hows your brother, did he watch
the WWF the other day? You know, something like that to kick in to show that you listened.
You know, if the client says, you know we had a vessel, that was dry docked due to one
of the piston shafts blew off of the head. You know, you then, in the next meeting, you
said how's the vessel? Did you get the piston shaft fixed?
Brian: Yeah.
Nick: As soon as you say they, you build a rapport with that person that's unbreakable.
That's how I do it, you know. You have to make sure you listen.
Brian: Yep.
Nick: Because then they'll say, oh yeah, we spoke about that last meeting didn't we. And
I'll say yeah, you know, obviously we spoke about a lot of things. But, that was something
that, you know, was important to me. Because obviously it's important to you that your
engine's running good. And then you start moving into the sale. Right, so.
Brian: Yeah.
Nick: You know, you've shown them that you care. You've shown them that you remember.
And then you use the hot button to move in right.
Brian: Right.
Nick: So, yeah, I guess, you know. Our conversation went, you know, a lot longer than that , but
. . .
Brian: Right.
Nick: You know, the one thing that you always have to do is you have to remain focused.
And you have to remain in contact with that client as well. Because, there's one thing
that definitely kills a relationship is if you don't' call them back isn't' it. You know,
or you don't maintain a call, you know. If their sitting by the phone waiting for you
to call them, you know, and you don't call, and it's a woman. You know, their gonna be
like, he doesn't like me, you know, this is not on. In regards to the club the next day.
And you know, and go have fun again, or whatever, you know.
Brian: She'll meet another guy.
Nick: Yeah, meet another guy. Or something like, you know. And, open that door again
for someone else. You know, or close that door for anyone else. You know, but, yeah,
you just have to remain focused.
Brian: Yeah.
Nick: On, like, I mean, three years on a client, you know. I obviously have to call them a
few times, you know.
Brian: Yeah.
Nick: And then they know. And sometimes I'd make that phone call to that commercial client,
and I would say nothing about my product, absolutely nothing. I would just talk to them
about their day. How their father was, how their mother was, you know. What's the weather
like? Where you traveling next, blah blah blah blah. I just wanted to touch base, you
know. Or, you know, you have to get it so your friends with your clients, you know.
You have to be friends with your clients. Just like if it were your wife or husband.
Brian: Right.
Nick: You don't have to be just a wife and husband you have to be their friend, you know.
Brian: Yeah.
Nick: And, the relationship is great, you know. When your friends with these commercial
clients, you know. When you go over there you don't need to stay at a hotel. They'll
just give you a room in their house, you know.
Brian: Right.
Nick: And then you're around them, you know. I mean, you'd probably want to stay at a hotel
because it's more professional, but . . .
Brian: Right.
Nick: I mean, if they offer it to you. You know, and it's, especially with some cultures,
you can't say no, you know.
Brian: Yeah.
Nick: You have to say of course, I'd love to stay there, you know. Or, yeah, that gift
is fine, you can give me that gift. But then you remember that. That's the culture, you
know, they give you a gift whenever you approach them. Or, you have to come bearing gifts.
Brian: And knowing, the culture too.
Nick: Of course.
Brian: I mean that's part of the research. And I mean, I think that, kind of to clarify
I guess. Is that, you know, when your going out and you're courting woman, you know, ideally,
you're looking for your future spouse. And your . . .
Nick: Yes, right.
Brian: looking for a lifetime relationship. And . . .
Nick: You're right.
Brian: the same goes for commercial sales or really any kind of sales. Is that it's
not tactic, it's not that you're hitting a hot button so you can close a sale. It's,
I mean, and I laugh because I've seen pictures of you with the employees of that company.
And you guys are like arm in arm, liking smiling ear to ear. And you really truly are really
good friends. And it's not that you, I mean, I know I've turned down sales in the past
with people who I didn't like. I mean, you know, we . . .
Nick: Right, sure.
Brian: didn't get along. I just stopped calling them. I was like I don't want to deal with
you because we don't get along. But, you know, that's the, that's part of it too. Is that,
you know, it could not work out. But, when it does, you guys truly are, very good friends
for a long time.
Nick: That's right, and I mean, you know, I call the other sort of way of selling. The,
you know, the one night stand. That's how I call it, you know. And . . .
Brian: True.
Nick: or related to it you know.
Brian: I'll lose your number, and then you try and call them and they have no idea who
you are.
Nick: That's right, so I mean, you know, I have these people that cold call my mobile.
You know, and it's like, hello Mr. Caswell how are you today. I'm calling you about this
and this and this. It's like alright mate, I don't have something like at the moment.
But you know, you're welcome to send me an email. No, no, no, no, so you don't have what
we have you know, and they start going on and on and on. And it's just like, imagine
I was a woman sitting at a bar, it's like the annoying guy that just comes up and says
all these pick up line after pick up line and doesn't get the date.
Brian: Yeah, you should leave your boyfriend and come date me? Yeah, that's one of my favorite
ones.
Nick: Yeah, whatever it is, it's annoying pick up lines that just don't work, you know.
And that's not the way to approach that, you know. And, you now, I've probably done that
myself you know. I've gone up and said the wrong pickup line to a commercial client,
you know. At the beginning of my thing, but . . .
Brian: Yeah.
Nick: it's when you learn and when you understand that they're not just a cash check, you know.
If you treat them like a cash check, you treat them like a one night stand, that's what you're
gonna get from them. You're gonna get zero respect.
Brian: Yeah.
Nick: And that's the reason why I call it that, you know. But, you know, and I have
to the time of day for anyone who gives me a cold call, you know, because I was once
one of those people that had to do it.
Brian: Yeah.
Nick: But when it starts to get into the stage where, they're not listening to the hot button,
which you give them straight away. And you know, they're not, treating with respect,
but their just after the sale and so on and so forth. They're very easy to read and then
you have to advise them, you know, that you don't want that call. And let them to continue.
But, if they do do well, well, I'll buy anything from anybody that does a good sales call to
me. And they actually legitimately respect the product that they have and . . .
Brian: Yeah.
Nick: you know, and want to benefit me in some way. Whether it's a nutritional product
or a thing that cleans your windows outside without you having to climb a ladder. Whatever
it is, you know. Or a really good deal with my own, you know.
Brian: Yeah.
Nick: I probably just took myself up to about 500 emails. But . . .
Brian: Contact info, below.
Nick: Yeah. But, you know, and, I . . .
Brian: So, it's, yeah, so I mean, when your, you know. When you're getting these calls
and when people are making the calls. It is, it's, it truly, a lot of times people, think
of it as a one night stand. And I think the best way that I've heard it described in the
context of sales is that someone said, it was an earlier interview. He said that he
realized later that what he was doing was that he was reaching into their wallet and
trying to take out as much money as possible.
Nick: Yeah.
Brian: And I'm a firm believer that everybody's been there. I mean I've been there and I . . .
Brian: look back and I've called old customers who were also friends, were friends. And I
was like, look, like, I'm sorry, like I was getting started, I was excited. I didn't know
what I was doing and they were like, yeah, you know, I understand it. And, I mean, it's,
you create that relationship and kind of moving to the next step. Is, you know, you, when
you explained it to me. You said, you know, you do your research, you get the introduction
from a friend. You know, you talk all about, you know, her. And then you schedule the second
date. And then, after the first date you send flowers. Which would be the follow up email
saying, you know, I hope this thing that we talked about went well and so on and so forth.
Second date you talk about . . .
Nick: You said it better than I said.
Brian: Huh?
Nick: You listened to our conversation better than I remember it.
Brian: Oh it's, well, okay, so the adage, when one teaches to learn. I've taught this
to a lot of people. There's a reason, and I'm waiting till the end to drop the, drop
the full, the hilarious part. So after the first date you send flowers. And then second
date, you follow up on everything that you said with the first date. Which when you first
explained it to me you talked about, you know, kind of writing a proposal.
Nick: Yeah.
Brian: But then, from that point on, you know, there's not a process for the third the fourth,
the fifth, the sixth, the seventh date. It's really the same process, which that, you keep
in contact regularly, and you continue to build the relationship. And you gave me a
metaphor of like how you do that and you kind of talked about it a little bit already. But,
you know, what's your process in your, you know. I know that you, you're all about consistency
and focus. But, how do you build that out? You know, how do you go beyond the second
date, for three years. What's your process?
Nick: Well my process is the same I guess, process that I do with my family, you know.
I don't, and it's the same with the first date to be honest, you know. I don't focus
anything ever towards my product or myself, and everything. It's always about respect,
and doing what's best for them.
Brian: Yeah.
Nick: Because that's, you ever heard of buyers remorse?
Brian: Yeah.
Nick: You know, when you talk someone into buying this sports car and they actually went
in there for a family wagon right, you know and then . . .
Brian: Buyers remorse, is when they get home to their wife.
Nick: And then their wife says, how am I gonna get the baby seat in that car, you know. So,
what you always have to do is learn, learn, respect, listen, regurgitate everything that
their saying to you in a way to show that you're listening. And treat them like a friend.
You know, like, I mean, you bump into a guy at the train station, you know. This is one
of my biggest distributors in Australia, you know and one of my best friends. You know,
I bumped into him at the train station and I said, hey man, how are you. And he's like,
good, what's your name and he told me his name. And, I just build that rapport. I see
him everyday . . .
Brian: Yeah.
Nick: at the train and I said, you know, how's your day, mate. And you know, blah blah blah
blah blah. And it's, you just have to build a legitimate friendship. How to you build
a relate, you know, a friendship outside. You know, you ask them, if you know, if you
see something nice and you know they like it or something. Send it to them. Buy it and
send it over to them. You know, or whatever. Or just say, you know, in our conversation,
you know, I knew that you know, you like theses type of things, I was walking through the
market, saw it, loved it, here it is, you know. And they still haven't bought anything
from me, but you're building a relationship that you want a friendship out of.
Brian: Yeah.
Nick: You know, and in the end, obviously it's always in the back of your mind that
you potentially want them to buy your product.
Brian: Right.
Nick: But in the end, well it's easy, that's the way you spend $30,000 on something before
you've even got a sale, you know.
Brian: Yeah. Well I mean, if you, you know, compare that to, starting a relationship,
I mean, you know, from a man's perspective if you wanna be a gentleman you pay for dinner.
And, you know, that's how I was raised. And, so you know, I look back at previous relationships
and you know, it's an investment. And . . .
Nick: It is an investment. I agree with you totally.
Brian: And to kind of address, all the cynics out there, you know, you do want to sell a
product, right. You do wanna . . .
Nick: Of course.
Brian: make money, you have to live. But, people forget, and, a lot of people forget
in direct sales and Multi-level Marketing. That, you got into the business, you got into
your Multi-level Marketing business because you like what is offered. You, for whatever
reason you like what is offered.
Nick: Right.
Brian: And you joined the business because you saw the opportunity to share that with
others, and so, why would you try and, you know, I just need to sell this. Why wouldn't
you, you know, I mean, every company that I've ever been in, it's I know what I have
and I'm really excited to share this with people because I think it will help people.
Do I forget that sometimes? Yeah, of course, but you know, if, you know. Syntek Global,
you talk about, you know, saving money, right. You know, health products you talk about,
you know, living longer, right, you know, health products is a great example. Like,
you have the opportunity, to help people live longer. So, why would you try and push that
on people, rather than help them and teach them. Because, even if you court them and
you spend $30,000 or whatever it may be. Or, let's say if you spend $20 and send them a
fruit basket. They still are enamored with you and you have to have a relationship so
even if they don't buy, they may recommend someone.
Nick: Yes, correct.
Brian: So.
Nick: I mean the . . .
Brian: Go ahead.
Nick: I mean to answer your question how do you keep it. To be honest there's certain
things in life that just can't be trained. You know, and that's respect. That's manners,
that's you know, courtesy, that's. I guess there's one thing that I actually will say
that actually helped me alot. Which is understanding what type of person you're speaking with.
If, you're speaking with a person who likes to see things, and is very visual. You have
to provide them with visual content. You know, you can't just sit on the phone call and just
talk talk talk. Because their not getting it, their not seeing it, they don't like it,
you know. You can get people who are feelings types of people where they want to actually
psychically have you there.
Brian: Yep.
Nick: Touch the product, you know. Look at the product. Physically put it into a car,
you know. All that kind of stuff like that. Or you got your technical people that just
wanna know specifications of the product. And they, you know all that kind of stuff
like that. You got your people that like to hear things, so they like to hear, you know,
the sound of their engine and things like that. So, when you understand what type of
person you're speaking with. And it's very very easy, you know. You just listen to the
words that they say and how they say them.
Brian: Yeah.
Nick: It's great to see you Nick, you know. I was looking in the newspaper today and what
I saw was, and you understand that this persons, you know, a seeing type of person.
Brian: Right.
Nick: But you know, I was listening to the T.V. and the person that was talking, you
know, and what they said, you know, and theyre talking about you know . . .
Brian: Yeah.
Nick: auditory sort of, you know. And then you have, I was looking at this building the
other day Nick and it had 37 floors. You know, how many bolts do you think, you know that
guys a technical person because they just say things like that. So, I mean, suddel things
like that you pick up on. And you know exactly what kind of information to give that person.
You know, and you can do that with your friends as well.
Brian: Yeah.
Nick: I mean, you know, if, you know, if they appreciate things that are, you know, that
look nice and things like that. Well, you know that when you go out with them don't
wear thongs and shorts and stuff, right. Because they might not be, maybe feel comfortable
when you're out there with them, you know.
Brian: Right.
Nick: Because they like to look good and things like that, so.
Brian: Well, and that's . . .
Nick: I mean . . .
Brian: that's the perfect example. Because, I mean, having friends like, that's practice.
You know, practice those listening skills. And practice,you know, learning new things
about your friends by kind of opening up. And, I mean, I'm always tickled when someone
who's a friend of a connection, you know, on facebook they share something with me.
And I'm like oh yeah, like, I told them that like a year ago. I can't remembered that I
liked that. And, you know, it's.
Nick: Yeah.
Brian: You can give that same feeling to other people.
Nick: Oh definitely, 100%, 110%. Definitely. And you know, you, it makes me feel good when
I see, people, do that to each other, you know. And, it just gives me a lot of hope,
you know. For, not just, you know, people in sales and things like that, but, you know,
for the whole, of everybody, you know. Like, it's like, you hear a lot about negative things
in life and negative salespeople. And negative people in general. But . . .
Brian: Yeah.
Nick: you know, if we all figure out why we're actually doing it, focus on it, you know.
Brian: Yeah.
Nick: Respect, honor, and you know, all this kind of stuff like that. And,
Brian: And it all goes back to the beginning.
Nick: It does, it always goes back the beginning. You know, and yeah, we can have fun with the
metaphor that I've used, for the sales thing and everything, but, you know. The reason
why, I use that, it's one of the most important things that you do in life, I feel. You know,
unless you have no interest in getting married or whatever. But, you know, it's building
that trust, and that loyalty and that love, that love because I mean, you know, you gotta
love the product that your giving. And they've gotta love it too. So you have to build that
love between the client and the product.
Brian: Yeah.
Nick: And, love can be in many different forms. You know that right, so. You know to build
that love, between the client and the product, which, in turn is you because people buy products
based on the people that they get, you know . . .
Brian: Right.
Nick: I used to buy, if I turned up, you know, is smelling like a cigarette. You know,not
that it's bad . . .
Brian: Right.
Nick: But they stink like cigarette, stains all over my shirt and you know. And, coming
up and trying selling me ten million dollar worth of product, I doubt I'd have a good
run.
Brian: Yeah.
Nick: Regardless how polite I was, you know. It's just, etiquette, you know.
Brian: And, yeah, and I mean, I don't think I've actually told you this. I mean, we've
kind of joked about that, but when you told me that. You know, I mean, we were laughing
for an hour and a half and, you know, I , it was awesome. And it was touching and it helped
me. And I actually, and you know this, you know, I've been working for, God, I was just
trying to remember the other day. Probably over a year very consistently and slowly,
trying to, you know, close my own massive commercial account. And it's just very very
slow and steady and you know, kind of consistently going. But, before that's ever even happened,
that one and a half hour talk, which I have repeated to people over and over and over
again. Has provided, an insane amount of laughter for one. But, you know, it helped me get,
and we joked around about this. But, it helped me to get a girlfriend.
Nick: Nice.
Brian: Because it was, you know, I went on a date, and I was listening, which I'd like,
that was my focus. Because normally I talk a lot. And, at the end of the date, I literally
was putting on my jacket. And in my head, I said, this is the end of the first date,
wait, theres something I'm supposed to do at the end of the first date. And I was like,
hey what are you doing on Sunday? And I got the second date right then and there. And,
you know, and then I followed up and so on and so forth. And, you know, it, the relationship
didn't end up working out, but, act. In addition to that, because of that, because of the relationship
aspect, we're still good friends.
Nick: Nice.
Brian: And, you know, I mean it's powerful advice regardless if someone uses it for commercial
sales, or dating, or just life in general. Is that,yes, you have to have your why, and
you have to focus, but, you know, like, its a great, another great example, of how you
know, Multi-level Marketing, and anything that you need to learn, to be successful in
Multi-level Marketing applies to every other facet of your life. And the one and a half
hour that you have me, for, you know, the price of a coffee. Really did change my life.
I mean, you know, it made it so that I understood how to make a better relationships. And that,
it bleed out in a lot of different ways in my life. And I thank you for that. And, that's
part of the motivation behind CatalystMLM. Is I wanna be able to provide that to other
people. And we, everybody who we've connected with, and you know, build together and brought
onto the team, that's the same thing. So, it's amazing to see that not only do you have
the drive and the focus. But you also have the passion for sharing that information.
And we talked about it a little bit before, but having you back on to do some kind of
a webinar to go step by step by step. And help people learn that process. Thank you
so much, for coming on.
Nick: That's, I mean, it's actually a pleasure, Brian. And I really appreciate you, you know,
you talking me up like that. And, you know, I guess, this is me showing you that what
I preach I practice.
Brian: Yeah.
Nick: You know, like, when I met you, you know I said to you, you know, you're a good,
you know you're a good guy and everything, and I've got the time to share this with you.
And, every since then, I mean, you've showed me the respect, you know, you showed me the
honor and you showed me the, you know, you're polite and your straightforward and, you know.
I've remained friends with you and that friendship's built, just by, you know, just by keeping
the fact that your, you know, you're always polite and you're always nice and I love what
you're doing. I love CatalystMLM. You know, I love, the fact that, you know, you're trying
to give people value and learnings and teachings. And, you know, upgrading people's lives and
things like that.
Brian: Yeah.
Nick: You know, I'm a big believer in that, charity is very important to me and just,
you know, self motivation and so on so. Again, you know, I know I said it at, during this
video and you haven't asked me to say it and you probably don't want me to say it. But,
what you're doing is actually very very good. And credit to you and you know, I wish you
every luck and everything that you endeavor to do in life.
Brian: Thank You.
Nick: I really respect our friendship. And hope that it lasts for, you know, lots of
years just like.
Brian: I'm pretty certain that it will because unbeknownst to me I was courting you all those
years ago.
Nick: Yeah.
Brian: Don't tell your wife.
Nick: Yeah, I don't think she'd mind. It's a bit of a holiday so. Yeah, so, I mean, I
really appreciate the offer for the interview and everything. And I hope whoever's listening
is learn something from it and you know my contact details will be there. I guess.
Brian: Yeah.
Nick: You know, check out the website and everything like that if you know, if I can
help with anything at all. Let me know.
Brian: Yeah.
Nick: And you know, I'd love to do that webinar for you and do that proper commercial training.
Obviously I'd script it up and do it proper . . .
Brian: Yeah.
Nick: for you. But, you know, I am in the business of helping people with their fuel
and things like that. But, I'm mostly in the business of helping people however I can.
You know.
Brian: Right.
Nick: And you know I just.
Brian: And that's I mean, that's
Nick: I feel very honored to be on.
Brian: That' awesome, and I just reiterate over and over and over again. That, you know,
of all the people that I've interviewed, you know, all very successful, in some, you know,
Multi-level Marketing, direct sales, or something. And every single person, and it astonishes
me. Just kind of the plurality of, those who are successful mindset and those who are not
successful and then, you know, those. You know, success and not success, it, two different
things. But then you have who are going to be successful, and who are not. And the who
are not gonna be successful, you know, they need to change, their mindset to become the
people who are going to be successful.
Nick: Right.
Brian: But that mindset of success truly is, you know, you work inside yourself. You build
that why, you build that power. And you have that focus and that drive. Now, that's your
foundation. And then you focus outward by helping other people and giving, you know,
positive mindset, putting a smile on someone's face, building that relationship. And,I mean,
that, it's like that's the formula for success.
Nick: I like that.
Brian: And it's really awesome to hear that because I love connecting with like minded
people.
Nick: Yeah, definitely. Cool man, well, I hope this was a beneficial . . .
Brian: Absolutely.
Nick: and just thanks again. I honestly feel honored, so, I appreciate it.