One High-Stakes Decision Changes Everything | Ep 992

**Alex Hormozi** (0:00)
I can drink a bottle of Jack, get in the car, I can change everything with one decision, right? I can make a step to invest in something. I can buy something, I can invest in myself, I can have a terrible conversation with Leila, or an amazing conversation with Leila. But just one decision, and that's always given me power. But the thing is, is that instead of changing our lives, we blame, when I say blame, I want you to think, give power to sources outside of our control. And this is what you, and this is what your prospects and your customers are doing. And this is why so many people are weak and powerless.
And so we're gonna do a fun activity today, because I want you to be involved so you can learn it. And we're gonna do this so that one, you can help decisions to help yourself with whatever decisions you're facing. Two, you can use these frameworks to help prospects help themselves.
And then three, become more powerful. So, but rather than keep this hypothetical, I need you to visualize the decision that you need to make. All right? Can you do that for me?
Fantastic. And this is why. I want you to actually think through a decision together, because this is a statement from Confucius. I hear and I forget. I see and I remember. I do and I understand. So my goal here isn't for you to take screenshots of every picture, of every slide. That's not my point here, because the thing is, when you do that, and you kind of, I mean, this is why I do it, I take pictures so that I don't have to remember it. But I don't want you to remember it. I want you to understand it. If you understand it, you won't have to go back to your notes, because let's be real, half the time you're not even going to open these notes up again. You're here now with me. Try and understand. If you do that, it can change your life, because what we're going to do is not going to be some scripts that you have to understand, but the logic behind the arguments that people will give you as to why they're not choosing to become more powerful. And if you can unlock that, people will feel more powerful talking to you, and they will want to buy from you because of the feeling they have. Does that make sense? And so that's when you're using logic to create an emotion. So here's an easy one for you. Anyone here presented with the decision last 24 hours? Yes? Great. Fantastic. So who thinks a decision could change your life for the better? Great. For the worse? Who knows? All right. Let's go. So here's my goal. I want to show you as though you were prospect, how to think through a decision and help others using these frameworks, right? What you want, what you don't want. Maximize the left, minimize the right. So here's what this is translated to. If you decide to buy the offer, you feel more certain about your decision. If you decided not to buy the offer, you feel fucking certain about the decision. And if you're undecided, you make a fucking decision, right? And you feel good that it's the one that has the highest likelihood of getting you close to where you want to go. And this is what we have to walk through with our prospects. When you're looking at them, you have to be like, I don't want you to buy.
I want you to decide for you, not for me. I'll be the same either way, right? You're like, I'm going to be ripped and in shape. It's not going to change me, right? That's not going to change. But like it will change for you, right? So quick note on sales ethics and we'll dive in. Helping someone make a decision to help themselves does not mean buying from you. That's a reiteration. You have to keep their goals at the center of the decision and you should be happy. I mean this because if you can shift this truly, if you can be happy when someone decides to own the power and not work with you, then the pressure around sales disappears. It evaporates. There's no stake. The stake is, did I help them? Does that make sense? And that means that you can win every sale because you change the metric you're measuring yourself by. That's the super power.
And that's where you do make the most sales because you don't care about the sale, because you care about the person. And the people pay the people who pay the most attention. So I call it paying attention. They pay for it. They pay for you to pay attention rather than talking about yourself. Because they don't care about you, because they're thinking about a hundred other things. And this is why, most importantly, make high stakes decisions to help your prospects in order to best serve them. Okay. So I told you earlier, I was going to talk about the difference between obstacles and objections. A couple of you guys raised your hands about the differences. I'm not going to ask. I'll tell you what it is. Obstacle is a thing that blocks one's way or prevents or hinders progress. When you disagree with them, that is an obstacle. This happens before you solicit the sale. Someone says some bullshit before we even get to the sale. That's an obstacle. A simple example I hear all the time, hey, why did you hop on the call today? Hey, why did you walk in the gym today? Whatever it is, right? Them, I just wanted to find out a little bit more about the program. First ten seconds, obstacle. You're not here to find out more about the program. Yours are fat. But they got to say it. So you're like, oh, so you're finding out, like, do you do this all the time? Do you go to lots of different programs to find out information? Or is there a problem you're trying to solve? They're like, oh, well, you know, I'm trying to lose weight. Like, oh, got it, so you're not just hopping on 100 calls a day, because I was like, that would be a very weird existence, right? You just hop on for information all day. Ha, ha, ha, ha, ha. Great. Fantastic.