0:00 Before I turn you loose in this module, I want to break down a little bit of a mind frame issue that you have going into a negotiation. 0:10 You have to be willing to see yourself succeeding, or it won’t work. What you ask for has to be believable, and I’m going to give you some examples. 0:21 If you’re in sales, and you walk in, and you offer somebody something in a presentation, and it’s obviously, you don’t care about this, you don’t believe in it, you think it’s far-fetched, people can smell it on you. 0:36 When you are trying to get somebody to do something you want, and you don’t believe it, or you think it’s outlandish or ridiculous, they see right through it.

0:46 So, what you are asking for, the reason why we do the exercises we do, especially the fear setting, look at the minimum level exercise, you need to know what it’s going to feel like to miss. 0:59 So, your mind frame is this, you’re going to give yourself every reason to succeed, and how you prepare yourself mentally is just as important as the words on these documents.

1:11 So, when I was an athlete, we did visualization exercises, it was something that was given to us by the powers that be, social psychology, athletic performance coaches, I don’t need you to go through the same extent of this, but I do want you to take a second and think about what it’s going to be like 1:32 to get everything you want. Act as if it’s already happened. When you look at these best case scenarios, read it. 1:41 Find it in the present tense. I am going to keep the jurisdiction here. I am going to get the DA on my side.

1:49 I am going to get approval that my client can participate by Zoom and doesn’t have to travel. Those things, give yourself the opportunity by doing it in the present tense to feel like it’s already there. 2:03 Now, is it a law of attraction technique? Yes. Do I 100% believe in it? Doesn’t matter. If it works, it works. 2:10 Uh, stranger things have happened. I would suggest you give it a try. When I go into any big meeting, any negotiation, any hearing, I have an expectation of success. 2:22 It’s one of the things that will really separate me from a lot of the people around me. I’m not there just to collect a paycheck.

2:30 I, I make enough. I’m worried about what it looks like to me because I have to sleep with it at night and be able to rest accordingly. 2:38 I can’t just do a halfway job. It doesn’t work like that. I’m not built that way. So, I’m going to do the best I can for me and my client. 2:47 So, I am going to do what it takes to be successful. You are doing what it takes to be successful by doing this course. 2:54 You’re giving yourself the tools to be that person. Even if you’re just looking at what are we going to eat for dinner. 3:01 Or, like, how do I get my kid to clean his room? Or, man, I’d really like to take off Friday afternoons.

3:08 You know, anything. If you care about it, it’s important. See yourself already there. It’s already happened. You’ve already won. You’re just going in to facilitate the process. 3:19 And, if you’re skeptical, fine, try it. I fully believe that my success in everything I’ve done has been my attitude moving forward and my willingness to do what it takes. 3:32 Uh, you’ve got to be able to do the work and lots of people will just miss. Lots of people won’t show up.

3:42 Lots of people won’t give the effort just by being present, being prepared and being ready to go on the day you’re going to achieve more than most people ever will, and you need to expect it. 3:54 Is it always going to be perfect? No. Are you going to get your outcome every single time? No. But when I do this level of prep, I make sure I’m never had it not work. 4:04 I’ve always been able to walk away with at least everything I need, and that is what I give to you in this course.

4:13 The next step of this is going into the negotiation itself. Be ready. Even if you have to fake it till you make it a little bit, that’s okay. 4:21 Act as if. And take it to the next level. Here’s to your success.