The Cancer Scare That Taught Jeremy Miner What Really Matters

27:48That's what you're really selling. It could be a better sex life. I mean, literally, it could be a better marriage. I did actually just write a paper on that. That's what I'm saying. It could be - Published. Peer-reviewed journal. It could be they want to get promoted and they want to have more energy to the job. It could be they want to spend more time with their boys playing basketball on the weekends, you know, but like, that's the end result. That's really what you're selling. You're not selling energy. You're not selling health. You're selling the results of what that does for them. That's what people buy.

28:15They don't buy the thing itself. And too many people that sell things like try to sell the thing. You have to sell the results of what the thing does. That's just the vehicle that gets in the thing they want. Does that make sense? It does. Okay. So I might get on there and they put on the form that you have like, oh, I want to get more energy so I can, uh, you know, get back out in the dating world because they just went through a divorce. They just put it that way. So I'm going to add that into that first question. Okay. So it looks like I was reading your, your, uh, uh, your form. So it looks like you booked on the counter, but Hey, maybe, uh, losing some weight, gaining some muscles, you can get back out in the dating game, right?

28:54See how I'm instantly taking them from usually price or cost-based thinking because that's what most people think. Price or cost-based thinking. Okay. When you first start talking to a salesperson, what's one of the first questions you start asking yourself? How much is this going to - Do I ask that? You start to think that in your brain. So for me, I'm pretty direct. I want to know what it is, how much it's going to cost. I don't want to - In your mind, you're thinking. Yeah. Like what does the average person think when a salesperson first starts talking to them? Like, okay, that's great. How much is it?

29:23Like you're thinking that. You might not say it, but you're thinking it. So the question is, how do I take them from price or cost-based thinking where they're focused on that to the results-based thinking? So that first question starts to shift that. And that first question should be unpredictable. Well, yeah. So that question I asked, you probably never even heard that type of question before. Rather than like, why did you call in? I might ask that a little bit down there. Okay, so it looks like you booked. I'm going to start to shift their frame. Well, you said what's going on in your neck of the woods or something like that.

29:52I wouldn't even do that. But I'm just saying if you – like some says like, oh my gosh, like I'm hyperventilating because I always ask everybody how their day is going even though we know that that's actually a trigger question because most people are used to that. So what would be another way? But what's another way to start just as I'm thinking because it could be for anything. Yeah. So is there another way – what you're really getting is engagement. Yeah. So I'm starting to shift their focus from how much it's going to cost to the end result that they want. So it doesn't matter if I'm calling it.

30:23Yeah, John, it's Jeremy. Jeremy Miner with XYZ Company. You responded to the ad. You asked us to call you back about looking at the, what was it, the red 2022 Honda, right? If I'm a car salesperson, call on a lead back off the internet. I mean, it doesn't matter. We train every industry. So it's the frameworks we train. On this show, we focus on what builds a stronger life. And for me, that includes the hours no one sees, evenings at home. And that's really our reset. dinner with the kids, 10 minutes of reading, okay if you ask the teacher you should be 20, and then lights out. Cozy Earth, one of the sponsors of the show, has become part of this regular rhythm.

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31:39And yes, you guessed it, start with sleep. Go to CozyEarth.com and use the code Dr. Lion for 20 % off. The code is Dr. Lion, and they will send you a post-purchase survey. Tell them that you heard about it on the Dr. Gabrielle Lion Show. Because, hey, home isn't just where you live. It's also where you sleep and how you feel. Give me another thing that you do. I'll just show you another first question you can ask. I mean, it could be a fertility doctor. Like somebody calling back to a potential patient. They're not a patient yet, but maybe they filled out a form. Yeah, exactly. I love this. And you booked the call.

32:16Yes. Okay, so looks like you booked some time to come in to talk to Dr. Johnson about, well, you know, getting pregnant, having a family, right? See, there's a problem here. What's that? You are too likable. And so is this is how you're likable. You think that's something you can learn, though? because like what I just did with my tonality and the questions is anybody born with advanced questions out of their mother's womb anybody born with advanced I think my sister okay anybody born with advanced tonality skills out of their no unlikely anybody born with advanced objection prevention skills unlikely anybody born with advanced questioning skills unlikely those are all learnable skills in creating this framework communication is one piece how do we begin to think about problems so that we can communicate better?

33:07And I'm saying problems, but again, selling people into the practice. How does the framework work? Okay. So those are called problem awareness questions. So what most business owners and salespeople do, and really anybody that sells anything, is the prospect will tell them one problem and immediately what do they do? Like, oh yeah, that's a really bad problem. Let me show you how we solve that and they go straight to into their solution but the problem is usually the first problem the prospect tells you is not really the real problem it's the surface problem so it's like the titanic it's like the iceberg they're just showing you like the tip of the iceberg i teach you how to go like all the way down the other 750 meters to find the whole iceberg so you find out everything i call that problem finding a lot of people say oh you're gonna be good problem solver, I'm like, well, if they don't buy from you, you're not really solving any problems.

34:04If you want to be great at selling your services or whatever you do, you have to be better at problem finding. That means how do I help them find not just one problem, but two, three, four, five problems they didn't realize they had. And when you're able to do that, it actually raises your status in their mind because they view you as more of an expert because they've never been asked that type of question. Does that make sense? It does. So like, give me, give me an example. Let's just go back to your industry. So they tell you a problem, like, give me a problem that maybe somebody told one of your last salespeople that they had when they first called it.

34:37Like, oh, I called in because of this. I can't lose weight. I can't lose weight. So do we know at that point? So what did the salespeople, oh, you can't lose weight? What did they do at that point? I don't know. What would they normally do? Oh, well, oh, that's, oh, I see. That's one of the, that's, we solved that. Like, let me show you how. That's exactly right. That's exactly. But the problem is, is like, what if that night? So what if the, you know, they didn't buy on the call? Let's just say they didn't buy on that call, but they're going to buy the next day or they put down a down deposit and they're getting their funding together in a day or two.

35:08Right. And then somehow on TV, they see some new wonder drug. Lose weight now. Because that salesperson only found that one problem and didn't really open them up emotionally. now they're like well maybe i don't need to buy that ten thousand dollar training thing because i can just get that weight loss thing for 35 bucks a month and then the next day they call and cancel see i would once i found that problem i'd want to find out i want to help them find many other problems so i might then say well yes and that's a big reason why people come to us for sure like how much uh like where are you where are you at now just so i understand what do you what do you weigh now so when we're talking about weight you're sensitive right hey what do you weigh now Well, that's kind of private.

35:52But like, just help me understand. What do you actually weigh now? See how my tone shifts down? I know. I'm mesmerized. That's a concern tone. That's something you learn. You learn these things? Yes. Who's born with a concern tone, a tone that shows empathy compared to a playful tone? Those are things you have to learn. You know who teaches that kind of stuff? No. Well, we do now, but I went to acting school to learn that type of stuff as a salesperson. My second year in sales, I was at this event with a guy named Larry Moss. teaches like Helen Hunt's one of his clients Jennifer Gardner Jim Carey Tobey McGuire Leonardo DiCaprio so in acting do you know that when you go to high level acting school like we're talking highest level we're not talking about just you know Betsy down the road for 20 bucks an hour no offense Betsy I love you but at the highest levels they teach those actors and actresses facial expressions, tonality shifts, body language, verbal pacing, verbal pauses.

36:49You know why? Because can you imagine if, who's your favorite actor, actress? I don't know if I have a favorite, so let's just say The Rock. Don't tell me you're one of those. I never watch TV. I never watch movies. Oh no, I do. I'm watching The Terminal List on repeat. Okay, so The Rock. Yeah. Okay, so The Rock. That's great. So can you imagine, I don't know The Rock's tonality, but imagine The Rock in, what's your favorite movie with him? funny well i mean right now while we're watching our cartoons i would say moana oh well okay that's a bad example let's say tom cruise mission impossible perfect so imagine if tom cruise was like if if he had the same tone the whole movie john we've got to go down to the river because there's a bomb there and if we don't get the bomb the cia is not going to do anything the cia could like destroy the whole world and then there's going to be anthrax and then at that point we wouldn't be able to do anything and then after about five minutes you'd probably turn off the show because it's a monotone tone.

37:42There's no shifting in the tonality and the pacing of that tone, just like I did right there. Those are things you learn how to do. Nobody's born with those skills. I would love it. I was born those skills. It would have made it a lot easier. I wouldn't have had to spend hundreds of thousands of dollars to acquire those skills for sure. It been great. Thanks to one of the sponsors of the show, Bond Charge. Man, if you're a mom out there and you've been carrying the whole team, I got a different form of therapy for you. And that is red light therapy. And listen, good light impacts sleep, hormones, mood, and even your ability to recover and focus.

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39:10Lion. Use the code Dr. Lion to get 15 % off your entire order. Simple, proven, designed to support your biology. In terms of top performance, I mean, the only way you get to where you are is because you're committed and you've sought these things out. What do you think is important as it relates to top performance? How does someone get to perform at the top? Well, I think it's, I always classify people in four categories. And I think I classify salespeople in these four categories, business owners, moms and dads, doctors, anybody. There's four types. There are those who wing things. Those are the wingers, right?

39:57So those are the people like in sales, that would be the type of person that says something different to every prospect. They don't know what works. They don't know what doesn't work. And when they don't make a lot of sales, who do they typically blame? The prospect. Oh, prospects are broke. They got fear. They never blame their lack of skill level. Where most of those salespeople go, they get fired. That's the winger. Now think about, like in your profession, what would be a winger? Somebody that probably walks into the gym, kind of hits a few machines here and there, doesn't know what to eat that caused them to lose weight, just, you know, eat salads with thousand island dressing smeared all over it and wonders why they don't lose weight.

40:38You know, that would be a winger. They just kind of wing it. And that's why they never get what they want. Right. So that could be a doctor. That could be a CEO. That could be anybody, an athlete. They just kind of wing it. And that's why they never succeed. But they rely on their talent instead of hard work. they could work hard like you can be a salesperson and work your head to the ground but if you don't know what you're saying that works you don't understand what not to use you can still work hard not be successful it just really depends on what it is right uh the second type of person i classify as more they kind of dabble in things i call that the dabbler so if they're a salesperson a dabbler would be somebody that would maybe buy a few sales books a year maybe attend a free event maybe they follow me on instagram or you know youtube to get a free you know these are free it's just free basic content and they believe the lie that if they just stand long enough if they get enough reps eventually they'll figure it out themselves which we all know that strategy takes years if not decades to ever do and if they ever get good they're they you know they're forced to play the numbers game they have to work 12 14 hours a day because they're not very good at communicating.

41:46They just put in more hours and they eventually burn out. That's the dabbler. So like in your profession, what would be a dabbler? Somebody who just kind of dabbles in it. Think about that. There's probably some doctors that went to medical school and did just enough to get the degree, but they're not really that successful in their practice because they just kind of dabble in it. They don't get better. They don't learn new technology. They're old school. We'd probably call that like a dabbler, if that makes sense. Like a Navy SEAL, probably not a dabbler, but there's going to be Navy SEALs that are up at this level compared to some that are at this level.

42:20So once it got to that level, what did this person do compared to these people down here? There was something different they did, right? Tom Brady, same thing. I could go on and on. Then you have the know-it-aller. That's the person that in sales initially invested quite a bit of funding in sales training. They got good. Maybe they got to six figures, multiple six figures. Then they get a big head, big ego. think they know everything about persuasion. They stop investing their skill level and their income gets capped. So think about your profession. What's a know-it-all? Somebody who thinks - Annoying?

42:52Yeah. Well, somebody who thinks that they know everything, that they can never get better, that they're best and that everybody else, that's a know-it-all, right? And we all know that comes from ego. And we all know ego is the greatest prohibitor of somebody getting to the highest level they could right and then the fourth person i call that person it's any area of life i call that person committed to mastery that's your top one percent or higher the ones who are committed like committed to mastery they're always investing in their skill level because they know their skill level determines how much they get paid right and they know that training is not something they like did in the past but training is something they do to get to the top and stay there so think about like your favorite athlete.

43:35Were they a winger, dabbler, know-it-all are committed to mastery? Committed to mastery. Always. Best doctors in your space, including you. Winger, dabbler, know-it-all are committed to mastery. Committed to mastery. I don't know many people that are not committed to mastery. That's a good circle of friends to have for sure. That's where you want to be, right? You want to be around people who are all committed to mastery. Not everybody is though, but that's a choice. You can choose that. Or if somebody who's on that road to mastery, like you might not have mastered something but you're you're putting in the time you're putting in the skill level you're learning from other people that's a good person to be around too if you're not like if you're like new and upcoming right you're not always going to be like hanging out with billionaires you know as a as a 21 year old necessarily but you can hang around people who want who are going that place so if you think about any person life the greatest parents in life wingers dabblers no dollars committed master like i could keep going on so those four types of people and you just got to decide which group you want to hang out with.

44:31It sounds pretty extreme. It just depends on what type of results you want in any area of your life. Like I said, it could be a parent, winger, dabbler, no other committed to master. If you want to be the best parent in the world, you're going to probably get books and training on how to do everything the right way. You're not just going to wing it like a lot of parents do. I've winged parenting sometimes here and there. I'm going to be real. But I've had to like in the last several years, I'm like, you know, I need to learn more about relationships and stuff. You know, I've done all this stuff with sales and sales training.

45:04Like, have I been a dabbler in relationships? Like I need to take a relationship course. You know, I went to Tony Robbins relationships. That was amazing. You know, I learned so much, you know? Yeah. And then you apply it. So you, there's probably a difference between those that just do and then those that ultimately apply. Yeah. I always say your biggest expense in life is your lack of applied knowledge, not just knowledge. I know a lot of people that have a lot of knowledge. They just don't do anything with it. They don't apply it. So here's what I think. So if I'm being honest, I think your skill - Thank you for being honest with me.

45:36Yeah. I hope you'd be honest with me. Yes. You know, it's so funny when someone says, oh, I'm just being honest, you're like, would you normally lie? That's exactly why I did that. But what I'm trying to get to, and I think that the audience will love because I'm also interested in it and meaning um i think that people don't make the connection between what your profession is so we're talking about sales but what you're really good at and forgive me for saying this is people yeah you're very good at people framing questions and connecting and moving them towards action that's what selling is most people just have never been trying to do it the right way.

46:18I've come in and like humanized sales and it just becomes from my background. I was going to become a psychologist and I'm not a psychologist, by the way. I actually dropped out. I want to clarify. I dropped out my senior year. I have eight credits left. Legitimately. Why would you do that? Because I was already in, like I had a big corporate career. I was making five times more than the professors teaching me. And I was like, I'm not going to be a psychologist. I'm going to be in the sales side. So like, why do I need to get finished my degree? I was just like, I just didn't, you know, I was just making too much money as a kid.

46:46You too. So it just, but going back, I took what I learned from my studies and it wasn't, you know, I expanded that. Like I would go out and buy courses. I would go to seminars. Like you're not going to learn all that stuff from just going to psych one Oh one or anything. Right. You don't want a little bit of that. Um, but I took that in my first job I got in college was selling door to door, like alarm systems. And I remember the sales manager, he told us like, yeah you gotta knock on 100 doors you're gonna talk to 30 people that'll be home out of the 30 people you're gonna sell one so my brain is like well if i talk to 30 like why can't i sell like 25 of them i don't understand like i'm preventing something bad from happening it's like life insurance and most like i'm preventing i'm deterring intruders from breaking in like physically like you know coming in hurting people like tearing stuff up stealing valuables like you know all that stuff.

47:42So like my mind was like, that doesn't make sense. Like I don't want to talk to 30 people and I said, what? Like I want to be able to help as many people as I can. So when I first started, cause I didn't know what I was doing, right? I was just using their script door slam, slam, slam. And most salespeople would be what they'd be like, Oh, this is a bad neighborhood. These people are mean. They're all broke. Always blaming the prospect. My mind goes, okay, what did I say or what did I ask or how did I what did I how did I use my tone that triggered that reaction in their nervous system because anytime somebody goes into fight or flight mode that's a triggered reaction not from them it's something that's triggering that that you're doing the salesperson okay and so I just would reverse engineer I'm like oh yeah yeah yeah if I talk too fast they seem like they're just the guards always up so I need to slow down a little bit and a lot of stuff i had to just kind of learn on my own another i learned from other people body language experts you know i learned from larry moss tonality those type of things and i kept expanding that but i was looking as like i was kind of like tom i was like you ever seen that tom brady documentary is so good it talks about his life and his dedication to craft and how he became the best and tom never really blamed his teammates necessarily very rare he was just like oh i threw that interception so we go back and watch the game film we're like oh yep yep my front foot i was too forward on that and so the ball sailed about four inches high he's always looking for his mistakes so he can correct those the next game that's how i viewed sales i'd always review the film the game tape or the recordings i'd record a bunch of stuff to see where did i lose the sale what did i do right there and i started like messing like putting it all together and And that's a parallel for life, right?

49:25It's how you do this would also translate to how you become better at life. I want to know what I'm doing wrong. I always say that, like I said, the biggest problem in life, biggest problem in sales is the problem that you don't know you have. Because if you don't know what your problems are, you can't ever fix it. So it's always really good to take constructive feedback from the right people though. A lot of people take advice from people who are not that qualified to give the advice. And that's the problem that I see it with a lot of people that have training programs is a lot of them, not all of them, but a lot of them are amateurs.

49:59They just don't have enough experience. They don't have the credentials. They don't have the success. I was talking to Alex Ormosi. I'm not my personal friends with him, but we talk here and there. I know his wife. I've never met them. They just talk on the phone here and there. I was congratulating about his big book launch and all that stuff. We were talking about all these people out there, these coaches or whatever. They're like, hey, we're going to scale your business to a hundred million, 200 million a year, and you find their background, they never did that in their own business. So you're, if you're taking advice about how to scale your business from somebody who never scaled theirs, like what's likely going to happen, probably not what you want.

50:36And so you always have to see like, who am I taking advice from? What was their track record with what they're teaching me now? What was their track record when they were in the thick of it? Because I always say you can steal somebody's content, but you can never steal their wisdom them and their experience in making that content. That's why it'll always be a watered down version of what you do. It's like trying to copy Tony Robbins just because you hear him at events. If you don't understand the psychology behind it and how he came up with it and his experience using it, you're going to be a shell of that person.

51:08Do you think that sales has taught you to navigate life better? It is. And you know what it is? It's still teaching me that. I always say, I know nothing. I'm just a student. I'm still learning just like everyone else. In terms of rejection, sales has a lot of rejection. It depends on your skill level. If my skill level is up here, I'm going to get a lot less rejection than if it's down here, right? Wait,$3 ,000? Wait, is that number right? I have spent more money on skincare. My pores should be tax deductible, maybe even have their own trust fund. And thank goodness that I found OneSkin because OneSkin doesn't just make empty promises.

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52:44It should get the same level of care. Go to oneskin.co for 15 % off. Use the code Dr. Lion. It is amazing and it will not break the bank. How would you now or then, how would you handle rejection? I don't, like if somebody doesn't buy something from me, like when I was in the trenches selling as a salesperson working for companies if somebody it's not like i sold everybody um but they knew when i got out of that conversation that i was genuinely concerned for the consequences for them of them not changing their situation and that's how i looked at sales like i'm sorry i couldn't help you but i'm i wouldn't say this but like they knew i was concerned about the consequences because they didn't buy and that gives a lot of people to call you back if that makes sense so you didn't internalize it i don't know because like i'm not the one that has the problems they do i'm the one that can solve them though that's what sales is like i'm not the one that has the problems i'm the one that can solve them so why i'm not going to qualify to them i'm not going to be a douche but i'm not going to qualify to you know what i mean without so intensely like that like oh you know i'm not sure if you're qualified for what we do like nobody believes that like that's not a technique so i'm not going to qualify to them i teach salespeople how to get the prospect to qualify to you because you're the one that can solve their problems.

54:02You can take away their pain. You can take away their fear of future pain, right? I mean, with what you sell, the two biggest, I always say this, the two biggest emotional drivers that cause a human being to want to change are actually pain and the fear of future pain. A lot of people say it's pain and the pleasure's second. Pleasure's a distant third. Just like I told you, like with what you do, if somebody's like, man, I got to get in the best shape of my life because I want to look great in that bikini this summer on the beach. Well, that's what they say to you. But what is their fear? They have a fear that when they get on that beach, they're going to be judged by others.

54:40They're not going to look that good. They're not going to feel good. That's a fear of future pain. Pleasure is always a distant third. That's interesting. I would always think that motivation, not motivation in the sense of rah-rah, but the overachieving aspect would drive people to see what they're capable of. Well, fear can do that. Mastery, though. Fear can drive you to overachieve. Fear is not a bad thing, necessarily. Fear can literally drive you to be successful because maybe you grew up poor as a kid and you never want to be poor again. So that fear continually drives you to make more money.

55:10Does that create – so you are known, I don't know if you know this, but for a very high-performance lifestyle. Did you know that? I did not know that. And you were saying that – did you know that? I didn't even know that. I thought we were just a sales training company. High-performance lifestyle. Yeah. A high-performance lifestyle is – I mean, it's being able to operate at a very high level. and there's a level of mastery for that. I mean, there is not a difference between being the best at what you do over here versus being the best at what you do in medicine or being the best at what you do if you're a speaker or communicator.

55:44There are through lines and there are habits that go with those through lines. So I'm curious as to some of your high performance habits. Do people not ask you about your own personal physical habits? Just to be upfront with you, I go to the gym so I don't get fat. Which is hilarious, which I've never heard that from a high perform. Yeah. Like I go to the gym. So I'm not going to be, I think most people go to the gym because they just don't tell you that. No, they would tell me. I'm just real. They definitely look, if somebody is like, I want to get big, like, you know, I want to be strong. It's because they have a fear of looking out of shape.

56:17They have a fear that people are going to judge him. It just comes back to human, the human needs we all have. Think about it. If that is the case, what, what are some of the things that you do? So you don't get fat. I go to the gym. So I go to the gym, you know, depending on travel schedule, I try to go five days a week when I'm in town. I say on average it's about four times a week, but I do three times a week. I do HIIT training. So like I have a coach there at the gym owner, like has a coach. It's like four of us. You know, it's really good. I go at 530 in the morning. I always wake up at five.

56:46I'm not a 4 a.m. person. Like I don't, those are a different breed. That's for sure. My CEO wakes up at 330. I'm like, bro, the 3 a.m. club, like you're a whole different level. Like I'm 5 a.m. Like I'm the wimp. They have genetic mutations. I swear. Something's going on. I'm telling you. So I go to the gym early to that's the time I can just get it done. So three times a week I do hit train. One time we could do CrossFit. That's usually the schedule. If I go five times a week, I'll probably do hit training for those times. One time we CrossFit. I try to eat halfway decent. I'm definitely I would say a dabbler in the eating game because I have a weakness for like cookies here and there.

57:21But I try to get like sugar free cookies that makes me feel better. I don't know why. I'm not sure. It's probably just like a You sold it to yourself. Yeah. Like 78 % less sugar, you know? So I just, you know, I take supplements. You do? What kind of supplements do you take? I took the 10X supplements, but I just switched over to a new brand. Okay. Like, I don't know. But you don't overthink it? Do you, you don't overthink it? I need to do better. I need to do better. Better or outsource it to someone who is a master at their craft? I need to get a master. I need to hire you, doctor. I'm not taking patients.

57:53See, look at this. She's getting me to qualify to her. I like it. I don't even know what I'm doing, but no. You're already learning. Well, you can maybe refer me to somebody because I need to take it more seriously because then we're all getting older. Here's what I would say. Time flies by quickly. Time is your biggest asset. It does. Because once it's gone, you can never get it back. You can be a billionaire. You can't buy more time. That's right. Or more health. So I want to know you're not off the hook. Dabbler on supplements. I would say I'm committing to mastery on supplements. I'm doing much better.

58:24I've had peaks in my life where I took them all the time for a year straight. And then for some reason, something goes wrong with an order. I just get busy. And then four months later, I'm like, crap, I need to take supplements again. So I probably need to hire somebody that just does it for me. What about nutrition? What does that look like for you? So I eat really, really healthy like Sunday through Friday. I am really, really good. So I buy meals from like some protein house, some other place. But I had a trainer that I hired that did my blood work and stuff and showed me what type of food to eat, why this is better.

59:02So I did really good. My weakness is Saturdays. I don't do very good on Saturdays, doctor. Sometimes I eat cookies on Saturdays. If I just cut out the cookies - No, no, no. That's by choice because you know it's coming for you. Yes. So it's not actually a weakness. And I know the mind plays tricks on you and I still have a hard time overcoming the mind. I'm working on that. No, you don't. I even know what the mind is doing. No, you don't. You want to have those cookies and you're telling yourself it's a weakness. Well, there's like a sugar addiction, you know, sugar's a drug. No. It's not a drug.

59:25No. And typically addictions don't just happen on Saturday afternoons. Okay. Valid. You know, I'm like, so I'm like the person that's like really like, like these days of the week, like I am perfect, but then it's like a cheat day. What else? I just go too extreme on the cheat day. Yes, of course. It's like three meals of the cheat day instead of one. Listen, I am telling you, I will tell you this as someone who takes care of entrepreneurs, health is a common denominator. They will never get higher than their health. You cannot outpace your biology, period, end of story. And I would say entrepreneurs are the new kind of warrior.

59:59I mean, we have the warriors. Yeah. But their tolerance for pain and suffering and mistakes is very high. Yeah, the mental clarity. I want to talk to you about that when I have you on the show, for sure. Which is going to be soon. Can you talk to me about your own health? So there was something, and I think it's really important to share when we go through stuff, because people look at you and i'm sure they are inspired and they think everything is easy and all of it is rosy but it's not all the time so you're you're talking about this stuff i have that cancer stuff i am okay a lot of people i've only been asked that like one other time uh so i i found out i had no idea so but two little over two years ago two years ago in june a little over two years ago i noticed like there was just like little there's just like this ball back here at the back of my leg, like the backside of my leg.

1:00:50And it had been there for probably at least a decade. It didn't hurt. I never thought anything about it. And I kept, I was rubbing it one day. I'm like, you know, I should probably go to like a dermatologist one of these days. And I'd said that before, years before, I just never did. And so I went to a dermatologist, you know, cause I didn't know what it was. And, uh, you know, he examined it and he's like, uh, you know, it's a tumor, but it's like a hundred percent benign for sure. Like you don't even need to get it taken out like you can get it taken out or you know we can go in and take it out it's totally up to you it's it's 100 benign if it's been there for 10 years it doesn't hurt or anything i'm like why don't you take it out because like and you went to a dermatologist feeling yeah because i just thought it was a bump i didn't know what it was you know so not a general surgeon you went to the dermatologist they ultrasound it so yeah so they just thought it was benign so i went to the dermatologist they removed it and i still remember his words he's like oh yeah this looks a little bit different.

1:01:44He's like, yeah, we'll take it back. I'm sure it's not a big deal. Like, you know, we'll Microsoft, you know, whatever they do. And, you know, I had a, I was going to Europe for vacation like a week later. He's like, I'll call you in a couple of weeks. I was like, yeah, he's back, but don't worry about it. It's probably nothing. I'm like, okay. So I'm in France. I still remember the room I was in France. I was in a hotel room. It was in, uh, was it Mars? No, it was, uh, Nice. No, Marseille, Marseille, France. And I get this call from a four eight number and it's like 10 30 at night i'm like who's calling me like and i just i never usually answer the call but for some reason i was like i need to take this call i don't know why and it is unlisted phone number so i just like hello he's like he's like yeah jeremy this is dr so-and-so he's like i need you to sit down and i'm like i had a weird feeling i don't know wait i'm like okay can you pause was your heart racing yeah i didn't really know what to it was almost like the moves like i need you to sit down is that tone shift you know you could tell like there some concern there and he's like hey we examine this he's like we don't this is cancer but we can't tell what type of cancer we're going to send this off to the cleveland clinic because this looks like a very rare type of cancer sarcoma is very rare yeah and we want to make sure and it's going to take about three to four weeks well i had just got there probably like three or four days.

1:03:01I had about three more weeks there. So the whole time I'm there, I didn't know, like, did I have three months, six months, a year, 10 years? I didn't, it might not have been a big deal. I didn't know, but it was, it was, it was an interesting time in my life for sure. Um, and so when I got back, I didn't tell anybody though, but the thing, a lot of people are like, why didn't you say anything to anybody? Because I didn't want to, especially since I didn't know what it was at that time i didn't want to worry anybody especially like all my employees like i think i told my business partner at that time that was it and swore secrecy because i didn't want to worry about that clients you know we got clients all over the world like i'm not going to get them worried but i don't even know what it is and so then when i got back he's like you know sarcoma it's like 65 survival rate so this and then they did the mris or whatever they do they didn't find any cancer anywhere else i just didn't i just didn't tell anybody because i didn't want i want people to worry if that makes sense you know i just i don't want my kids to worry i didn't tell my kids like a year later i didn't tell any of my employees i didn't tell i didn't go out and announce it or anything because first of all i was like it wasn't like stage four or anything you know but it was it was big you didn't know at that time i didn't know well even when i found out you know because then i had to go get surgery on it so then they bring in because the dermatologist This is not like a tumor specialist.

1:04:27So when they did that, some of it, they got most of it out, but then it like spread out all over the place, right? In here, right? So then they bring in like a really high level specialist. He takes it out. He removes the rest of it out. That was a painful surgery, by the way. Holy hell. Were you under general anesthesia? What? They knocked me out. Yeah, for sure. It was really painful. I was on like, what's the drug they take? Oxycodone or something like every couple hours. like for it was painful for about five six days really bad and so anyways um then i keep going you know everything's good you know start walking again after five six days back in the office working everything and then like three months later i was up on no it's actually right after because there's a bunch of staples there's like 45 staples there so i think i had the staples there it was big it was like all the way here so after they took the staples out it's like maybe a month half later i remember i was speaking on stage in salt lake city and i remember it's like the day after i just kind of moved this way real quick and i felt a tear gosh and i was like oh and then i went to the hotel room that night and it was like it was bleeding a little bit i could tell it was like open well i didn't think anything of it like an idiot and the next day i went to like cabo and i'm sitting in like the hot tub and that's probably not a good idea with an open wound well then it gets infected i get really sick the day i come back like two days later and they have to like i almost passed out so my girlfriend at the time like took me to the er because i was i was like white in the face like really bad you were going and i got some type of infection it's called uh starts with an s it's like it's a bad infection staff staff infection yes and so then they'd open the wound back up and for two straight days they put like some type of drains in there so i have like this wound and ivy antibiotics oh my god yeah the painful two days of life morphine all that stuff like just like drug me up and then they bring the doctor again to redo it and so then i had to go through you know so it was like three surgeries in like six months not very fun but you know i'm just complaining now okay first of all you're not complaining and second of all i want to share um what sarcoma is because it's a rare type of cancer and it arises from mesenchymal tissue, which is connective tissues that support in the body.

1:06:43And there are more than 70 different subtypes. It is very rare. It's either soft tissue, sarcoma, bone. This wasn't bone. This was soft tissue. It is less than 1 % of all adult cancers. From the time that you got that call to the time that you knew something, what was that like? it really it really taught me a valuable lesson that our lives fly by really quickly and so you know i was worried about um my kids you know five kids especially my youngest one you know because she was five at that time it was like she gonna know her dad growing up so that was really tough on me you know my older kids they would miss me of course but they they're a little bit older you know you know now they're 18 through 24 but i was still worried about them you know what would their lives be without me um what would my company be like without me so these things were all going through my mind you know at that point for sure in a big way that was pretty rough but it taught me a valuable lesson that at the end of the day you know the only you take two things with you in the next life you take your knowledge that you learned and i believe you take the love that you had for your family and your fellow man and that's really the only two things you take in the next life and so it made me start to realize like hey there's areas of your life you need to get better at because you don't know your your time or date that you know god's going to take you so it was a valuable lesson for sure and do you still think about it?

1:08:28Not as much anymore, you know, cause it's, it was isolated to that. So the doctor's like, it's very rare. Like if it was spreading all over, we got a problem, but since it's been there for 10 years in the same place and hasn't spread, it's good. Um, but still, you know, I'm, I definitely cut down sugar intake, you know, different things like that. Took more supplements. I need to get better. Um, it comes up here and there. Uh, I don't think any of us i think ai is really cool because i think that ai is really going to help with some of this stuff you know preventative stuff um but it's definitely a situation that it really causes you to really reflect on your life for sure most people um don't have those uh they go through life and and they don't have those yeah how did you process it i mean because you said it was a a tough time, but you are.

1:09:23I just kept going. Like the thing with me is like, I, I put on horse blinders. Like we had, we have hundreds of thousands of clients everywhere, every industry. They paid us to get a result. I'm not going to let my circumstances hold them back. So in my mind, that's why I didn't say anything because I'm like, I don't want to get them worried. Like they're going to be taken care of. Like I have to still perform for them. And so I really, I think that really helped me because I it caused me not to think about it all the time like I wasn't I didn't have self-pity like I was like I have things to do I have people to help like I'm gonna go forward and I didn't really think about it that much I thought about some but like I wasn't sitting there like crying every day you know like I'm doing something in my life I have purpose and that's why I want to stay here and I think that's important I think a lot of people don't do that.

1:10:16They get into this like, oh no, you know, like, why is this happening to me? I didn't necessarily think like that. I just thought like, it's a thing and I got to deal with it, but I've got other things I got to deal with and I'm just going to go forward. And I know that's probably not the most greatest answer, but it's just kind of what happened. I just had things to do. And so there's just another thing that I had to deal with. And I think as an entrepreneur you have things you have to deal with every day and as long as you know that you can do those things you and you can do them at a high level and do other things like you just don't you don't worry about it there was no narrative i i do yeah i don't i don't have like a a sad story around it i'm just like i gotta do these things this is the thing i have to deal with i was i was kind of pissed off because it took a lot of time i had to go get mris like all these scans all the time and set in waiting rooms and like this sucks yeah you know i had to go like Like just all this stuff for like six months, you know, like every, I think every four to six months I have to go back and get more tests or whatever to make sure it doesn't come back.

1:11:19But it's annoying. You have to do that now? Yeah. It's like every four or six months they do some type of scan or something. I don't know. This might surprise you. Yeah. But the best of the best at what they do, do not have a narrative about, I had one patient who he was a 20-year SEAL and he lost his leg. Some girl was texting and driving. And he was in my office six months later. And I was asking these questions just much like I'm asking you now. And I was like, how is this? How are you doing? And I'm expecting this pity and a litany of other answers. And he was like, ah, you're talking about my leg.

1:12:02He's like, doc, that was like six months ago. Get over it. He's got things he's got to do. He's got things he's got to do. You know, I have a lot more questions for you. And I know that we are probably running out of time because you have to catch - You have some great questions. You really made me think. Yeah. It's really good. Thank you. So my last question is, if you could give people one piece of advice, whether it is in business, in sales, in health, in life, what would it be? That's going to sound boring. I always say success is simply a choice. choose well.

1:12:40That's about it. It's just a choice. Once you choose, you do the things that successful people do. You make decisions like successful people do. You make choices like successful people do, but you first have to choose. I love that. I think you're very inspiring. Thank you very much. You're going to make me cry if you're tearing me up. And I hope everybody learned something. This is a section that we're calling strong icons. And it's not just about medicine. It is about the person in their very whole being. So thank you so much. I was wondering what you were going to ask me today. I was wondering what you were going to ask me today.

1:13:22I'm like, what is she actually going to ask me about persuasion and influence and stuff? This is a really good show. Congratulations. Thank you. You're welcome.

1:13:36Thank you.