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Glenn Mattson
Well, welcome back to the Building Blocks of Success. We're in season three with session one. Today's topic is about emotional involvement.
Glenn Mattson
Now, emotional involvement is a really interesting thing more times than not, will be asked my gosh, all the time about Glenn, what are some of the common traits that an average person really needs to take a look at to make sure they can become extraordinary? What are the things that if I'm a manager, or an owner of a firm, or someone that is looking to become successful in sales or running my own business? What are the attributes that you would consider relatively critical or important inside someone's attitude, if you want to call it that, we get that asked all the time.
Glenn Mattson
And, you know, we've been through the success triangle where we understand that there are three legged stool here, ie the triangle successes in the middle, we have on the lower right is technique. That's what to say, when to say it, how to say it, right, that's just the science of it all.
Glenn Mattson
Behavior really is the activities that you need to do on a consistent basis, to get you to the have the opportunity to use the tactics and strategies in the right environment. So the behavior gets you the game and the techniques will make sure that you can play well in the game. But then we look at attitude. It's in your head, it's in your heart, it's in your gut. So if you look at attitude is everything inside your skin, inside the clothes that you wear, right inside the suit, inside the dress, so it's inside your skin.
Glenn Mattson
And everything on the outside are things that we do. Those are roles, those are performance. So as we start to look at today, which is emotional involvement, some would say it's just a attitudinal concern. Some would say it's a technique. But we're going to realize today, it's actually a lot more than that, and not that difficult to solve.
Glenn Mattson
So, emotional involvement. When I look at the attitude, the attitude really fits into what I call two global, I don't know subsets to make it really easy for us. And what I mean by subset is, one part of attitude has to do with what I call crucial elements of success, knots, things like your desire, your commitment, your self esteem, how you view your world.
Glenn Mattson
You've heard me use the term outlook. And outlook represents your self-esteem, how you feel about the industry that you're part of, and also how you feel about the company you're part of. And also, with the crucial elements of success, you also have the successful mindset. The successful mindset is really about how you deal with adversity. How you deal with risk, how you deal with failure, how you deal with accountability, and ownership. So all those are what I consider really crucial elements of success. If you don't have those, you can have the strongest emotional involvement, very little need for approval, very little issues with fear of money, and bad belief systems.
Glenn Mattson
But another side of the fence is your bravery issues. And the bravery issues are things like fear of rejection, and fear of rejection, my gosh, is number one across the board, unilaterally, always has been, I don't think it's ever going to change is when you look at sales, especially early on in the sales career where you're doing a lot of prospecting, or you're an SDR, which is the role of someone who's prospecting. Or if you're newer in certain businesses, maybe you're calling your friends first, just to get that affiliation of trust. But at the end of the day, we got to go out and prospect, we have to qualify we have to have tough questions, we have to not be lied to, search for truth, etc, etc. And fear of rejection is by far the number one, number one reason, that people don't make it, especially in sales.
Glenn Mattson
The number two is right behind that for bravery is emotional involvement. Now, emotional involvement is massive in terms of the impact it has. Now it's right behind fear of rejection. So you realize that if we looked at fear of rejection, and we look at emotional involvement, you will address close to 75% of the cause of the reason most people don't make it in sales.
Glenn Mattson
And today, I want to take a look at one of those, which is the emotional involvement, give you some insights on what it is why we have it. And then of course, the magic is how do you fix it? So let's deal with emotional involvement. Now, emotional involvement is not the same as fear of rejection. Emotional involvement is not the same as futile emotional states. Futile emotional states is where you physically can be either, right where your feet are, right the present moment, but your mind can be either behind you in the past or in the future, which is in front of you. Right? So futile emotional states is when your mind wanders either to the past, which is reliving things that already happened, and then you feel bad about it, that's called guilt. And you can't let it go so you relive it over and over and over again.
Glenn Mattson
Or you have worry and worry is really thinking about the future. And that creates anxiety and anxiety either motivates you or it demotivates you. And if it motivates you, that's great, it's called motivation. But demotivation is called worry. And worry is when you think about the future, and you're concerned about what has to happen, but you don't do anything in the present moment to change it. So guilt and worry are areas that are not part of emotional involvement. That's part of what we call futile emotional states.
Glenn Mattson
Now, emotional involvement is this. It's it's we've all been there. We've all seen it happen. We've all lived it before. Right? I don't know about you, but I can't tell you how many times I will be in the middle of a story and I'm telling a story and it's a good story. And I'm adding flavor to it. And you're getting to the context, right. And you're really you know, making it a good story. But as you're starting to explain the story, for whatever reason, you can see the face of the actor, you can even see other movies and shows they've been in, but as you're describing this new series, you're seeing on Netflix or Hulu or right all these different services. So as you're explaining to your friends, this great new show that you saw, and you're explaining how great the show is. And then they turn around and say, well, who's in it? And you could explain well, they've been in this show, they've also been in that show, and they were a B player in this one and they acted not one, but you can't remember the name. Yeah, you can see the face. Yes, you can see other things they've done. But oh, that filing cabinet that has their name and it just doesn't want to be opened.
Glenn Mattson
How about maybe when you're watching TV and you see the people on, you know the Price Is Right or any of those Jeopardy shows, where they ask a question like oh, I know the answer and you just jot out the answer and you're like, wow, I could be great at this show if someone let me on. Well, you know, the game shows, it's not about knowing information. The pressure is knowing the information with massive cameras pointing at you, the audience there, individuals on the stands that hold the cameras, all the lights just focused in on you, so it's 9,000 degrees inside that room. That's when you have to know the answer, not sitting in your living room by yourself. So it's not about knowing the information. The key to this is retaining the information and we know what emotional involvement is, if you've been there before, where you're in a meeting. Something's asked of you. Something you have to do, or something you have to say, or some questions you have to ask. But it's not like you remember it, it's just that your brain shuts off and as you leave the meeting, and get back into your car, or hang up the zoom, or they leave your building.
Glenn Mattson
How many times have you hit yourself on top of the head, like the old V8 commercials say, oh, man, I should have said this. Why didn't I say that? I could have said this when they asked me this question. So why is it that we are an amazing, amazing Monday morning quarterback, after the heat of the battle? Gotta make sure we understand this. If you remember what to do at the end of the battle, that means you knew what to do during the battle, you just couldn't remember it. So if you do a lot of Monday morning quarterbacking, if you do a lot of post mortem, right? If you do a lot of I could have said, I should have said, why didn't I say? So if you do a lot of what of, could have, should have, right afterwards, not a chance where you have to debrief and sit on it for four hours, you know, or seven days and start thinking of different tactics that you could have done. But I'm talking about is afterwards, maybe you can even think of some disputes that you've had with your significant other or meetings you've had with friends and after the conversation was over, you're like, oh, man, I should have said this. And that was a better response to this. And so, again, it's not an issue about knowing, it's not an issue about knowledge, emotional involvement is about retention. The ability to recall. S, this is really important to get when we look at the cause of problems, because you need to understand what the cause is, so you can understand what to do to fix it. So if you're in a meeting with somebody, and your brain says, ask them this, do not do that. Answer it this way. Your brain tells you what to do, or what not to do, and you go ahead and do it anyways. That is not emotional involvement. That's what we call fear of rejection, historically.
Glenn Mattson
So if I turn around and someone asks me a question, when I say to myself, oh, man, I need to, supposed to say this, or I need to say that or here's the rebuttal, I need to say, but they may not like me, or that may upset the alpha card, or I'm not sure that's going to progress the sale. So all of a sudden, we know what to say, but honestly, we wimp out about asking it. So wimping out is knowing what to do, but choosing not to do it. That is fear of rejection. Knowing what to do after the heat of the battle, is emotional involvement.
Glenn Mattson
Now what I mean by emotional involvement, is that again, it's the time proximity after the event is critical. If after the event, relatively quickly, you have the ideas pop in your head, oh, man, and there they are. And what it means is, is that during the heat of the battle, you couldn't retain it, you couldn't capture it, you couldn't get to it. So if you can't get to it during the heat of the battle, I don't see it does you any good. So what we want to do is have the ability to understand what emotional involvement is and how we can deal with it.
Glenn Mattson
So one of the things that I liked to walk you through is this just a little sequential steps of what is emotional involvement, how does it how happen, where does it happen, and then how we can deal with it? So let me give you the easy version first. That easy version is really understanding the four sequential steps that occur during emotional involvement. And then we'll pick these things apart, we'll talk about. So emotional involvement, again, is something where when we look at the success triangle, it's not a technique issue, necessarily, not a behavioral issue, necessarily. It's more of an attitudinal issue. So what happens is someone may present you with a question. Can be anything, could be on negotiating, could be on pricing, could be on delivery, it could be on how old you are, it could be just a technical question. Hey, tell me a little bit about x versus y. Now, here are the four steps I want to walk you through.
Glenn Mattson
The first is when they ask a question of you, the first step of emotional involvement is an episode occurs. So on your notes, an episode occurs, that means something happens that either they say, they ask, they do, their tone, their body language, the words they use, something got you emotional. So the first step is an episode occurs. Now again, that could be something of hey, how long have you been in the business? That could be something as hey, this all works really, really well, but the price you're asking is insane. So we don't know what triggers it, but you do. So the first step is something triggers an episode. So an episode occurs, step one, and we're gonna come back to each of these in a second.
Glenn Mattson
Step two is you lack conviction in your ability to handle that episode. So the first step is an episode occurs. The second step is lack of conviction. So lack of conviction means that the second they ask you that question, or they present the scenario, or the episode happens, you do not have conviction in your own mind and your own heart, that you know how to handle this. You know what to say. You know what the right thing is to say, you don't have any of it. So because you lack conviction, we go to the third step.
Glenn Mattson
The third step of emotional involvement is panic. And panic is when an episode happens, you don't have conviction on how to handle it and your brain goes, uh oh, and panic sets in. Your heart beats faster, you get nervous and that's where the beginning of the end happens. Panic creates in a nanosecond step number four, which is called self-talk. So you go from an episode, a lack of conviction, to panic, to self-talk. And by the way, that all happens in about a blink of an eye.
Glenn Mattson
Self-talk is your internal dialogue, dealing with your panic. So self-talk could be oh, sugar, right? Oh, Christmas trees. Oh, something? Oh, my gosh, it could be why did I ask that question? It could be see, I told myself I never should have, you know, started talking to wealthier people or getting outside of my comfort zone. So our self-talk is our internal mechanism, our internal script, and how we're handling the panic. So there's lots of problems with this all over the place. But those are the four steps: episode, lack of conviction, panic, and self-talk.
Glenn Mattson
Now let's take a look at each of these. The key here, you have to realize is when this episode occurs and you say to yourself, uh oh, my gosh, even if you practiced it 100 times, but you don't have conviction on how to handle it. Everything you practiced, is imagine a filing cabinet sitting right next to you. It's literally, imagine a really, really small filing cabinet in your back pocket. Now I'm old. So think about a metal filing cabinet. An old school filing cabinet, you actually open it up inside there, there's 30, 40, 50 files, all alphabetized and inside each file has paperwork. So when the episode occurs and panic sets in, what panic does is it literally shuts the door of a filing cabinet. Shuts it and locks it. And during the heat of the battle, you can't open a door, you're forgetting it. And then when the heat of the battle ends, either the conversation, a phone, the Zoom meeting, whatever it is, when it ends, you can literally feel the pressure really just drain right out of your toes. It's like your feet open up. And you can feel the pressure from your head slowly drain down to your shoulders, slowly drain down to your chest, down to your waist and then down your knees. It just slowly drains out of you. It is interesting as it slowly draining out of you.
Glenn Mattson
The technique pops in your head. So as we start to regain our consciousness, the technique floods us in the brain. So it's not an issue of not knowing what to do. The issue is in the heat of a battle, we can't actually capture the tactics. And we can't capture the tactics because we panic. See, when we panic, we do self-talk. Now there's lots of issues with this.
Glenn Mattson
Some rules you need to remember. First rule is, be a third person to your own selling events. Be a third person to your own selling events. Be a third person to your own selling events. Isn't it interesting that I've done it for years, I have people do this all the time. You're going to call someone first chair, which is the person that based on seniority is going to run the sales call. Second chair is typically the person who is junior to that individual, whatever junior looks like. So I always find it intriguing and which by the way, it's true. That people that are in more of the observer role. How come they hear different things in the person chair one does? How come chair two as the ability to pick up stuff that chair one missed? How is it that the chair two can get an understanding of the tone of what's being asked much more though, than chair one? Isn't an interesting that chair one, who's running the meeting, managing the meeting, may actually not be in tune to what's happening in the meeting as much as the chair two is? A lot of the times it is because chair two is quote unquote unemotional. They're not thinking about where they are, not necessarily thinking about or strategizing where they're going.
Glenn Mattson
The other thing that another rule besides being a third person to your own selling event is during a sales call, leave your child in the car and you know crack the window, but what that means is not leave your kid in the car. I mean, how awful is that? What I mean is that you leave your child ego state in the car. So if you're going on a sales call, and you're on the third floor of this building, leave your emotions, leave your child ego state in the car, leave it behind you and go have your meeting, internally. Because you know what panics? Your kid. It's the kid ego state that panics. So having the ability to make sure that a) we're a third person, is all important. I get that. Another rule that I want you to think about is this. And this is a big one. I remember David Sandler giving me this to me I think the first month I was hired, we went down to onboarding class, and it made a huge impact on me because I was always nervous asking certain questions of certain people in the beginning I don't want to be pushy. Which again is another part of fear of rejection. But the rule is this the value you bring to others, the value you bring to your clients, the value you bring to those in which you support, has more to do with the information you get than the information you give. Give it to you again, in layman's terms, the size of your commission check, and how much you can help somebody, the size of your commission check and how much you can help somebody has more to do with the amount of information you get than the amount of information you give.
Glenn Mattson
So when we look at emotional involvement, there's a couple of things that I want to share with you and how to solve this. And it happens all over the place. The first piece is understanding what causes panic. The hardest piece is identifying step one, which is the episode. Let me give you a couple of examples. I was coaching a woman in Stanford amazing, amazing salesperson. She came over from the UK and a very successful entrepreneurial background in terms of family, came over here started up a different division of the father's company and just wildly successful. It was interesting, because the division that she was opening up here was for different demographics. It was really for individuals in their 40s. And she was amazing. It was ironic that anytime that she started to sell to corporations that were run by, or the decisions were made by, an older male and when that occurred, she did not do well. So in essence, whenever she was confronted by an older male, she would panic.
Glenn Mattson
How about another individual? Who, when they go in and sit down with somebody, they do great with their peers, but all of a sudden when someone turns to them and says, hey, just a quick question, how long have you been in the business? And they haven't been in the business that long and they're panicking, because they feel like the question’s being asked to them is, do you even know what the hell you're doing? So they panic.
Glenn Mattson
What about if you're really efficient and effective in this one product line, but your company has asked you to cross out. They've asked you to go in and have the ability to cross reference and expand on certain accounts. Well, maybe you're in there and you're now having a dialogue with some of the key stakeholders on this new product or new idea. And then they ask you a few questions that you're not ready for or you don't know, and you panic. Clear you're not a Sandler person, so you're not reversing and asking the right questions, but they ask a question. So either cross selling, maybe your first new to sales, maybe it's a certain type of person. Is it a male? Is it a female? Is it a younger person, an older person? What about someone's tone?
Glenn Mattson
I remember when we first got in the business, and we had a massive snowstorm, and this is up in Connecticut. I believe it's in Waterbury right off of a highway called 84. And the name of the insurance company we’ll leave out but I met the sales manager at a networking meeting. And I was so excited that during the current course of conversation, we found some problems. He enjoyed our conversation, now he went and needed to meet is basically his boss. Now, when we took a look at the scenario I asked at the time, my leader Steven, to come with me because I was outside my skis in this one. I've only been in the business for 30 days. So Steven shows up. Now it's a good hour and a half drive for Steven, good hour and a half drive for me. We get there. It's a bloody snowstorm. Steven's an early riser, so he left his house really early, just to make sure he gets there on time. Really early. I get there. We walk upstairs, we're sitting in the waiting room and the manager who I met comes out says, hey, Glenn, how are you? Really happy you guys are here. Hey, listen, we have a major compliance issue, you're going to have to meet with so and so without me. So Steven turns to me and kind of raises an eyebrow like this is going to be interesting and fun. So out comes the boss, right, he's the one that runs the insurance company. The building is all theirs. We're on the top floor. And it's privately held. So this individual owns the building and owns the company and has hundreds of hundreds of people working for him. We walked down the hallway and how he greets us as he walks out to the main area, reception area, he just pops his head out he goes, are you so and so and so and so? Yep. He turns to both of us, doesn't say hello, doesn't do anything, just says, come with me, and pops his head back into the hallway from where he was; the door shuts behind him. So we opened the door, we started following him down the hallway. When we sit down in the chair, the first thing he says out of his mouth is I just want to make sure that you guys realize something I think all consultants are full of blank. And it wasn't a nice word. I just want to let you know all up front that I think all consultants are full of blank.
Glenn Mattson
My heart stopped. I was like, oh my God, that's the first thing he says out of his mouth. I just brought my boss down an hour and a half. And without missing a beat. My boss, my mentor turns and says, well, I guess it's going to be a really short meeting because more times than not most prospects lie through their teeth, because I guess we'll be even. And my mentor who owned the consulting business stared at him for literally three seconds and that three seconds when one tells you that I think you're all full of junk. And the response is well, that's okay because most of you lie anyways. And I was just like, oh, my Lord. And within three more seconds, the owner of the other firm starts to laugh. And he says, you know, you may not be wrong on that one too. And 45 minutes later, we left with a contract and a check. And I don't remember one thing that was said; besides, I just want to let you know that all consultants are full of blank. Because he said that I got emotionally involved. I lost body fluids that second, I lost years of my life. Right? All in that second, and my mentor Steven didn't even blink an eye. The guy threw it out there, he turned around and threw it right back at him. And because of that there was equal playing ground. And he was not emotionally involved at all.
Glenn Mattson
So when we take a look at how to solve this, you got to understand what creates your emotional involvement? Is it the size of the deal? Is it the size of how much money? Is it the increase of the money? Is it the tone of the person? Is it the age of the person? Is it the title of the person? You must understand the cause. And I will tell you one of the best ways I have found to do this is by finding someone in your office if you're in sales, and ask them, go on five joint calls with me and I'm going to go in joint calls with you. And I want you to observe my nonverbals and get an idea of when I get uncomfortable. Because quite honestly, when you get uncomfortable and your brain shuts down, you actually don't really remember what the hell just happened. So it's good to have someone there to give you a Memorex. So one is you got to understand what caused it to happen. It's the hardest piece of the entire process. Because when we look at how to solve this, the first step always is you have to admit that you have the problem. Look, I get emotionally involved. I panic and I shut down.
Glenn Mattson
The second piece is you got to understand what causes it to happen. Again, that's the hardest one. So do some joint work. If you can, watch your zooms if you're doing that, have the ability to do that. Just to see what causes you to get off kilter. A lot of us have with this thing is a psychological term called leaking, which is when your body is uncomfortable, and you physically have to do something to show uncomfortability. So if you know people who play poker, and some other things they're looking for tells psychologically it's called a leak. And leak is when your body has to show that it's somewhat stressed, right, so it leaks out this little nonverbal cue. Like I had one of my guys that used to work for me, Kevin, and every time that he would get nervous, he would take the back of his hand and rub right around the base of his neck right where the hairline was, and just kind of scratch it a little bit. And I always knew he was really nervous on the telephone when he starts scratching the back of his neck. So what causes you to get emotionally involved?
Glenn Mattson
Now, here comes number two of the process. Once you understand what causes it to happen, step two is you must learn the tactic or strategy on how to handle it. The reason you get emotionally involved is you don't have conviction. So the way to gain conviction is ownership. The way to gain ownership is practice. Not practicing till you get it right practice until you never get it wrong. So lack of conviction is because you don't have ownership. It's not about knowledge. It's about ownership. So once you identify what it is, the second piece is learn the right tactic or strategy and how to handle it. Step two.
Glenn Mattson
Now step, 3,4,5,6,7,8, and nine, are all the same. Roleplay, roleplay, roleplay, roleplay, roleplay, roleplay, roleplay.
Glenn Mattson
Some of you are new, and you've never seen the Pink Panther. The Pink Panther is a detective and regardless of his skill set, he's a detective. And he has a butler that helps him, Kato, and what he does is he asks this individual to at any given moment, attack me. And he wants always to be in his guard, he always wants to be on edge. The best way to do that is constantly attack me when I'm not ready. So one of the things we have to do is roleplay, roleplay, roleplay is yes, we have to roleplay in a structured manner, but we also want impromptus. You want your friend to walk down the hallway as he's passing you and just say, hey, how long have you been in the business? And if it takes you a second to know the answer, you don't own it, you're dead. So you have to learn the material, but you also have to understand the difference between knowing and owning it. Owning it means that anyone can ask you at any given moment in any environment, a question you can answer.
Glenn Mattson
So you're out to dinner with your significant other. And he or she turns and says, hey, by the way, would you like some wine with dinner and by the way, do your referral talk, go. And you should be able to say I would love wine, boom. Off it goes, you can't think. Thinking is the beginning of the end. So when you take a look at emotional involvement, take a look at understanding what causes it to happen from cause of happening as you must gain conviction. Conviction is your belief that you can do it and you can do it right. That is confidence in your ability to perform in the act that's being asked of you. You don't have that, that creates panic which creates self-talk and self-talk is the beginning of the end because once you start talking to yourself, you're never listening to the prospect. You have to remember a prospect will always tell you what you need to know to close them if they're closable.
Glenn Mattson
Let me give it to you again, a prospect will always, always, always tell you what you need to know to close them if they're closable. You just got to listen. So when we're taking a look at emotional involvement, make sure that you know if third person, your own selling event, leave your kid in the car, right? All those are good rules. You got to identify what causes you to panic, panic happens because you don't have conviction in yourself and or your tactics. So once you understand what causes it, learn the tactics until you have pure ownership. Pure ownership is I remember when I had a problem with for instance, asking for referrals. And Mark at the time was my boss and my mentor. He would have a tennis ball and right in the middle of our conversations he would take the tennis ball throw it at me and the second I would catch it, he'd ask me a question, or he asked me to do a roleplay. I never knew what it was going to be. I never knew where it was coming from. And then we did that in the office. Now what Mark did is that then we would go out of the office, and I never realized, but at the time, but he would bring the ball with him and we'd go to the restaurant, we started having food, we started to be eating right in the middle of our Derby, throw the tennis ball across the table, and I'm like, what's going on? He goes, go, go, go, go, go, go.
Glenn Mattson
So we have to learn to adapt to the environments that we're in. So it's just not okay, are you ready to roleplay? Yes. Now, let's roleplay because this is not real world. I don't know. I don't think so. I think sometimes we're in the middle of a sales call, and something comes up. So why wouldn't you call if you have a study group, why would you call one of your peers right up out of the blue, and ask a question, see if they can handle it right away. If they can handle it right away that means they own it, if they have to think about it, not ownership, and when you think is when you get emotionally involved.
Glenn Mattson
So hopefully, that we've gone through a small piece of emotional involvement, it is by far the second largest roadblock that we have when it comes to bravery issues and the interesting thing is, it's actually one of the easiest ones to fix. See, fear of rejection takes nine months if you work on it every day to fix on it. Emotional involvement is having the experience not to panic. So experience comes from lots and lots of practice, and experience comes from doing. So as we start to take a look at our very first session, which is emotional involvement in our new season. I'm going to give you some good tips on how to regain your emotion and not lose your control during a meeting or a sales call. And just remember, if you knew what the answer was, but you knew it after the heat of the battle, that means you have knowledge, you don't have ownership. Ownership is the difference between emotional involvement and not. Remember the ability for you to impact people, the ability for you to impact your own life with commissions and others, of course, we're doing all this legally and ethically, but there is an indication that the more money that you can make, greater impact that you can have with your clients is more about the information that you can get from individuals than it is about giving. So make sure that we have the ability to get the right information the right way by not getting emotionally involved.
Glenn Mattson
The average individual can grow between 28 and 33% by just fixing this one issue. So work on your emotional involvement, make sure that you put yourself in uncomfortable situations often, so that uncomfortability becomes normal. When uncomfortability becomes normal, then it becomes comfortable. So practice on getting yourself outside your comfort zones. Practice on putting yourself in uncomfortable positions, so that your body and your mind will panic. The more it panics the more you start to realize I'm okay, I didn't die, right, nothing really happened to me. What I was afraid of didn't occur. So when those experiences happen, we start to realize there's really not much to panic about. So emotional involvement is by far the second biggest reason and bravery issue that we have. You will find that if you identify what caused it to happen, and then identify what you need to do to learn how to solve that and then own it. And if you've heard me speak in the past the tool that I would highly suggest that you use is called an attitude behavioral journal. Feel free to send me a text anytime you want to and I'll send you out the leaders guide on how to use it. It's by far one of the best tools that we have that can help you take baby steps and rewriting your belief systems to stay unemotional. Best of luck. Hope you well. Look forward to you for the next session of the Building Blocks of Success.
Glenn Mattson
This is the Building Blocks of Success with Glenn Mattson.